Question 1

Research suggests that printed advertising material should

Accepted Answer

A)  provide important information regarding the job. 
B)  be distinctive and stand out from others through physical representation or the presentation of unusual information. 
C)  focus on job candidates' needs and interests. 
D)  emphasize unique aspects of the job. 
E)  do all of the above. 
A)  provide important information regarding the job. 
B)  be distinctive and stand out from others through physical representation or the presentation of unusual information. 
C)  focus on job candidates' needs and interests. 
D)  emphasize unique aspects of the job. 
E)  do all of the above.

Question 2

All of the following are true concerning drug testing as a condition for employment except

Accepted Answer

A)  the company should first develop a written policy stating when and how the testing will be performed. 
B)  the need for drug testing should be related to potential job functions. 
C)  only select applicants should be tested. 
D)  applicants should be informed of the test before taking it. 
E)  results of the drug test should be kept confidential. 
A)  the company should first develop a written policy stating when and how the testing will be performed. 
B)  the need for drug testing should be related to potential job functions. 
C)  only select applicants should be tested. 
D)  applicants should be informed of the test before taking it. 
E)  results of the drug test should be kept confidential.

Question 3

Job qualifications define the expected behavior of salespeople.

Accepted Answer

A) True 
 B)False

Question 4

One benefit of recruiting online is that it reaches all demographics on an equally proportional basis.

Accepted Answer

A) True 
 B)False

Question 5

According to the text, advantages of using host-country nationals to staff the international salesforce include all of the following except

Accepted Answer

A)  easy and inexpensive to hire 
B)  greater home-country control 
C)  significant market knowledge 
D)  speak the native language 
E)  cultural understanding 
A)  easy and inexpensive to hire 
B)  greater home-country control 
C)  significant market knowledge 
D)  speak the native language 
E)  cultural understanding

Question 6

An advantage of using host-country nationals to staff the international salesforce is that they are relatively inexpensive to hire.

Accepted Answer

A) True 
 B)False

Question 7

A job analysis is

Accepted Answer

A)  an investigation of the tasks, duties, and responsibilities of the job. 
B)  an analysis of the amount of stress inherent in the job. 
C)  a rating assigned to a particular job, indicating what grade and salary is appropriate. 
D)  an investigation into the job history of the applicant to uncover any fraud or incompetence. 
E)  a breakdown of the job into specific tasks, enumerating the times that each task is performed during a certain time period. 
A)  an investigation of the tasks, duties, and responsibilities of the job. 
B)  an analysis of the amount of stress inherent in the job. 
C)  a rating assigned to a particular job, indicating what grade and salary is appropriate. 
D)  an investigation into the job history of the applicant to uncover any fraud or incompetence. 
E)  a breakdown of the job into specific tasks, enumerating the times that each task is performed during a certain time period.

Question 8

The second step in the process of recruiting and selecting salespeople is

Accepted Answer

A)  selection. 
B)  prospecting. 
C)  recruitment. 
D)  planning. 
E)  hiring. 
A)  selection. 
B)  prospecting. 
C)  recruitment. 
D)  planning. 
E)  hiring.

Question 9

The Immigration and Reform Control Act (IRCA) of 1986

Accepted Answer

A)  prohibits discrimination based on age, race, color, religion, sex, or national origin. 
B)  prohibits the employment of illegal aliens. 
C)  requires firms to hire and promote handicapped persons if the firm employs 50 or more employees. 
D)  prohibits discrimination against people of ages 40 and older. 
E)  found the Equal Employment Opportunity Commission to ensure compliance with the Civil Rights Act. 
A)  prohibits discrimination based on age, race, color, religion, sex, or national origin. 
B)  prohibits the employment of illegal aliens. 
C)  requires firms to hire and promote handicapped persons if the firm employs 50 or more employees. 
D)  prohibits discrimination against people of ages 40 and older. 
E)  found the Equal Employment Opportunity Commission to ensure compliance with the Civil Rights Act.

Question 10

____________ is matching the capabilities of the recruit with the needs of the organization.

Accepted Answer

A)  Achieving congruence 
B)  Achieving realism 
C)  Achieving self-esteem 
D)  Achieving accuracy 
E)  Initiation to task 
A)  Achieving congruence 
B)  Achieving realism 
C)  Achieving self-esteem 
D)  Achieving accuracy 
E)  Initiation to task

Question 11

Employees, such as salespeople, are a good source of job referrals because

Accepted Answer

A)  if they like someone they are probably going to be able to work effectively with them. 
B)  they meet many other salespeople while making sales calls. 
C)  most salespeople have a natural talent for recruiting and selection. 
D)  they have a good understanding of the type of person sought for a sales position. 
E)  they appreciate an opportunity to help a friend get a job. 
A)  if they like someone they are probably going to be able to work effectively with them. 
B)  they meet many other salespeople while making sales calls. 
C)  most salespeople have a natural talent for recruiting and selection. 
D)  they have a good understanding of the type of person sought for a sales position. 
E)  they appreciate an opportunity to help a friend get a job.

Question 12

Which of the following is not one of the changes expected to impact salesforces today?

Accepted Answer

A)  Salesforces will contain more elderly salespeople. 
B)  Sales managers will face challenges associated with acquiring talent for an international salesforce. 
C)  Sales managers will be involved with recruiting and selecting for team selling. 
D)  Salesforces will be reduced or eliminated as companies continue to search for ways to cut costs. 
E)  Salesforces will contain a higher proportion of women. 
A)  Salesforces will contain more elderly salespeople. 
B)  Sales managers will face challenges associated with acquiring talent for an international salesforce. 
C)  Sales managers will be involved with recruiting and selecting for team selling. 
D)  Salesforces will be reduced or eliminated as companies continue to search for ways to cut costs. 
E)  Salesforces will contain a higher proportion of women.

Question 13

In communicating with those offered jobs, it is now appropriate for the sales manager to "sell" the prospective salesperson on joining the firm.

Accepted Answer

A) True 
 B)False

Question 14

Selection tests can often be completed online at relatively little expense.

Accepted Answer

A) True 
 B)False

Question 15

Recruiting software makes it possible to automate much of the recruiting process.

Accepted Answer

A) True 
 B)False

Question 16

A written job description might include all of the following, except

Accepted Answer

A)  job title. 
B)  customer types. 
C)  significant job related demands (e.g., mental stress). 
D)  job related benefits (e.g., insurance, retirement). 
E)  types of products to be sold. 
A)  job title. 
B)  customer types. 
C)  significant job related demands (e.g., mental stress). 
D)  job related benefits (e.g., insurance, retirement). 
E)  types of products to be sold.

Question 17

Screening software is useful for eliminating groups of people from various protected categories.

Accepted Answer

A) True 
 B)False

Question 18

Salesforce socialization refers to

Accepted Answer

A)  the encouragement salespeople get to socialize with their colleagues after work hours. 
B)  the process by which salespeople acquire the knowledge, skills, and values essential to perform in their role as salespeople. 
C)  the overall social values held by the firm about contemporary issues affecting the firm. 
D)  the salesperson's education concerning the ways other salespeople handle role conflict and role ambiguity. 
E)  the process by which all new members of a firm's salesforce learn to coordinate their efforts with those of other employees in an effective manner. 
A)  the encouragement salespeople get to socialize with their colleagues after work hours. 
B)  the process by which salespeople acquire the knowledge, skills, and values essential to perform in their role as salespeople. 
C)  the overall social values held by the firm about contemporary issues affecting the firm. 
D)  the salesperson's education concerning the ways other salespeople handle role conflict and role ambiguity. 
E)  the process by which all new members of a firm's salesforce learn to coordinate their efforts with those of other employees in an effective manner.

Question 19

The fee charged by a private employment agency is typically

Accepted Answer

A)  50 percent of the first year earnings of the person hired. 
B)  100 percent of the first month earnings of the person hired. 
C)  5 to 10 percent of the first year earnings of the person hired. 
D)  15 to 35 percent of the first year earnings of the person hired. 
E)  20 to 30 percent of the first year earnings of the person hired. 
A)  50 percent of the first year earnings of the person hired. 
B)  100 percent of the first month earnings of the person hired. 
C)  5 to 10 percent of the first year earnings of the person hired. 
D)  15 to 35 percent of the first year earnings of the person hired. 
E)  20 to 30 percent of the first year earnings of the person hired.

Question 20

Different interviewers will rate the same applicant differently unless there is a commonly accepted stereotype of the ideal applicant.

Accepted Answer

A) True 
 B)False

Research suggests that printed advertising material should

All of the following are true concerning drug testing as a condition for employment except

Job qualifications define the expected behavior of salespeople.

One benefit of recruiting online is that it reaches all demographics on an equally proportional basis.

According to the text, advantages of using host-country nationals to staff the international salesforce include all of the following except

An advantage of using host-country nationals to staff the international salesforce is that they are relatively inexpensive to hire.

A job analysis is

The second step in the process of recruiting and selecting salespeople is

The Immigration and Reform Control Act (IRCA) of 1986

____________ is matching the capabilities of the recruit with the needs of the organization.

Employees, such as salespeople, are a good source of job referrals because

Which of the following is not one of the changes expected to impact salesforces today?

In communicating with those offered jobs, it is now appropriate for the sales manager to "sell" the prospective salesperson on joining the firm.

Selection tests can often be completed online at relatively little expense.

Recruiting software makes it possible to automate much of the recruiting process.

A written job description might include all of the following, except

Screening software is useful for eliminating groups of people from various protected categories.

Salesforce socialization refers to

The fee charged by a private employment agency is typically

Different interviewers will rate the same applicant differently unless there is a commonly accepted stereotype of the ideal applicant.

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

Research suggests that printed advertising material should

All of the following are true concerning drug testing as a condition for employment except

Job qualifications define the expected behavior of salespeople.

One benefit of recruiting online is that it reaches all demographics on an equally proportional basis.

According to the text, advantages of using host-country nationals to staff the international salesforce include all of the following except

An advantage of using host-country nationals to staff the international salesforce is that they are relatively inexpensive to hire.

A job analysis is

The second step in the process of recruiting and selecting salespeople is

The Immigration and Reform Control Act (IRCA) of 1986

____________ is matching the capabilities of the recruit with the needs of the organization.

Employees, such as salespeople, are a good source of job referrals because

Which of the following is not one of the changes expected to impact salesforces today?

In communicating with those offered jobs, it is now appropriate for the sales manager to "sell" the prospective salesperson on joining the firm.

Selection tests can often be completed online at relatively little expense.

Recruiting software makes it possible to automate much of the recruiting process.

A written job description might include all of the following, except

Screening software is useful for eliminating groups of people from various protected categories.

Salesforce socialization refers to

The fee charged by a private employment agency is typically

Different interviewers will rate the same applicant differently unless there is a commonly accepted stereotype of the ideal applicant.

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