Question 1

Professional organizations are a viable source of sales recruits.

Accepted Answer

A) True 
 B)False

Question 2

Demanding an impromptu sales presentation for a convenient item such as a ballpoint pen seems reasonable to a professional salesperson that is accustomed to having to make unplanned presentations.

Accepted Answer

A) True 
 B)False

Question 3

Sales managers generally have no input into the job analysis.

Accepted Answer

A) True 
 B)False

Question 4

A valid reference check may be useful in helping a company prevent a lawsuit resulting from a negligent hire.

Accepted Answer

A) True 
 B)False

Question 5

Several employers are brought together in one location for recruiting purposes by career fairs.

Accepted Answer

A) True 
 B)False

Question 6

The Civil Rights Act of 1991 prohibits discrimination against people of ages 40 and older.

Accepted Answer

A) True 
 B)False

Question 7

According to the text, which of the following is a disadvantage of using host-country nationals to staff the international salesforce?

Accepted Answer

A)  They need extensive product training. 
B)  They involve the highest maintenance costs. 
C)  There is low promotion potential for salespeople. 
D)  It is potentially difficult for salespeople to adapt to new environments. 
E)  There is high turnover. 
A)  They need extensive product training. 
B)  They involve the highest maintenance costs. 
C)  There is low promotion potential for salespeople. 
D)  It is potentially difficult for salespeople to adapt to new environments. 
E)  There is high turnover.

Question 8

Compared with other means of recruiting, employee referrals have the highest applicant to hire conversion rate.

Accepted Answer

A) True 
 B)False

Question 9

Job recruitment and selection is a perpetual activity in all sales organizations.

Accepted Answer

A) True 
 B)False

Question 10

A job description may be used to aid in evaluating performance.

Accepted Answer

A) True 
 B)False

Question 11

____________ questions are follow-up questions to dig deeper for information.

Accepted Answer

A)  Competency-based 
B)  Open-ended 
C)  Hypothetical 
D)  Probing 
E)  Close-ended 
A)  Competency-based 
B)  Open-ended 
C)  Hypothetical 
D)  Probing 
E)  Close-ended

Question 12

Salespeople should be emotionally intelligent, possessing the capacity to identify and manage their own emotions as well as others'.

Accepted Answer

A) True 
 B)False

Question 13

According to the text, all of the following are methods for enhancing employee referral programs except

Accepted Answer

A)  publicly recognizing successful referrals. 
B)  making the referral process a mandatory part of one's job. 
C)  regularly providing incentives and promptly rewarding successful referrals. 
D)  offering a proactive program that encourages employee participation. 
E)  providing feedback concerning the status of referrals to those making them. 
A)  publicly recognizing successful referrals. 
B)  making the referral process a mandatory part of one's job. 
C)  regularly providing incentives and promptly rewarding successful referrals. 
D)  offering a proactive program that encourages employee participation. 
E)  providing feedback concerning the status of referrals to those making them.

Question 14

One college campus recruiting method is to offer a sales internship.

Accepted Answer

A) True 
 B)False

Question 15

One general recruitment and selection objective might be to reduce the number of underqualified or overqualified applicants.

Accepted Answer

A) True 
 B)False

Question 16

A background investigation is generally performed

Accepted Answer

A)  after the initial interview. 
B)  before the intensive interview. 
C)  after the intensive interview. 
D)  after resume screening, but before any interviewing. 
E)  after the job has been accepted by the candidate. 
A)  after the initial interview. 
B)  before the intensive interview. 
C)  after the intensive interview. 
D)  after resume screening, but before any interviewing. 
E)  after the job has been accepted by the candidate.

Question 17

External sources of sales recruits include all of the following except

Accepted Answer

A)  advertisements. 
B)  private employment agencies. 
C)  colleges and universities. 
D)  company newsletters. 
E)  professional societies. 
A)  advertisements. 
B)  private employment agencies. 
C)  colleges and universities. 
D)  company newsletters. 
E)  professional societies.

Question 18

Internal sources of sales recruits include all of the following except

Accepted Answer

A)  announcing sales job openings through newsletters. 
B)  use of a private employment agency. 
C)  posting sales job openings on bulletin boards. 
D)  announcing sales job openings in meetings. 
E)  use of an employee referral program. 
A)  announcing sales job openings through newsletters. 
B)  use of a private employment agency. 
C)  posting sales job openings on bulletin boards. 
D)  announcing sales job openings in meetings. 
E)  use of an employee referral program.

Question 19

A job analysis is a written summary of the job.

Accepted Answer

A) True 
 B)False

Question 20

Some candidates may be "put on hold" until the top candidates have made their decisions about accepting the position.

Accepted Answer

A) True 
 B)False

Professional organizations are a viable source of sales recruits.

Demanding an impromptu sales presentation for a convenient item such as a ballpoint pen seems reasonable to a professional salesperson that is accustomed to having to make unplanned presentations.

Sales managers generally have no input into the job analysis.

A valid reference check may be useful in helping a company prevent a lawsuit resulting from a negligent hire.

Several employers are brought together in one location for recruiting purposes by career fairs.

The Civil Rights Act of 1991 prohibits discrimination against people of ages 40 and older.

According to the text, which of the following is a disadvantage of using host-country nationals to staff the international salesforce?

Compared with other means of recruiting, employee referrals have the highest applicant to hire conversion rate.

Job recruitment and selection is a perpetual activity in all sales organizations.

A job description may be used to aid in evaluating performance.

____________ questions are follow-up questions to dig deeper for information.

Salespeople should be emotionally intelligent, possessing the capacity to identify and manage their own emotions as well as others'.

According to the text, all of the following are methods for enhancing employee referral programs except

One college campus recruiting method is to offer a sales internship.

One general recruitment and selection objective might be to reduce the number of underqualified or overqualified applicants.

A background investigation is generally performed

External sources of sales recruits include all of the following except

Internal sources of sales recruits include all of the following except

A job analysis is a written summary of the job.

Some candidates may be "put on hold" until the top candidates have made their decisions about accepting the position.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 4: Acquiring Sales Talent: Recruitment and Selection

Professional organizations are a viable source of sales recruits.

Demanding an impromptu sales presentation for a convenient item such as a ballpoint pen seems reasonable to a professional salesperson that is accustomed to having to make unplanned presentations.

Sales managers generally have no input into the job analysis.

A valid reference check may be useful in helping a company prevent a lawsuit resulting from a negligent hire.

Several employers are brought together in one location for recruiting purposes by career fairs.

The Civil Rights Act of 1991 prohibits discrimination against people of ages 40 and older.

According to the text, which of the following is a disadvantage of using host-country nationals to staff the international salesforce?

Compared with other means of recruiting, employee referrals have the highest applicant to hire conversion rate.

Job recruitment and selection is a perpetual activity in all sales organizations.

A job description may be used to aid in evaluating performance.

____________ questions are follow-up questions to dig deeper for information.

Salespeople should be emotionally intelligent, possessing the capacity to identify and manage their own emotions as well as others'.

According to the text, all of the following are methods for enhancing employee referral programs except

One college campus recruiting method is to offer a sales internship.

One general recruitment and selection objective might be to reduce the number of underqualified or overqualified applicants.

A background investigation is generally performed

External sources of sales recruits include all of the following except

Internal sources of sales recruits include all of the following except

A job analysis is a written summary of the job.

Some candidates may be "put on hold" until the top candidates have made their decisions about accepting the position.

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Continual Development of the Salesforce:

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters