Question 1

Bianca has just finished a degree in selling. She is interviewing for her first sales position. She knows what she has to offer is referred to as her KSAs, meaning:

Accepted Answer

KSAs stands for knowledge, skills, and abilities, which are the traits and qualities that a candidate possesses and can bring to a job.

Question 2

Ernesto sells for Environ-Safety Inc., a company that was started by two environmentalists who use organic means to clean up man-made toxic spills. One partner believes that to sell Environ-Safety products, its salespeople should act as missionary salespeople and teach customers how to avoid spills. The other partner believes that it is the duty of its salespeople to convince customers why organic products are better at clean-ups than others. Most likely Ernesto is experiencing;

Accepted Answer

Ernesto is experiencing role conflict as he is caught between two conflicting ideologies on how to sell Environ-Safety products. One partner believes in a missionary selling approach while the other believes in a convincing approach. This puts Ernesto in a dilemma as to which selling approach he should adopt while selling the products.

Question 3

Ferguson was a little early for his interview at the College Placement Center. Fortunately, the interviewer had brought along a recent graduate of the college who had been hired two years ago, and Ferguson spent time talking to her prior to the time for his interview. This recent graduate is an example of a:

Accepted Answer

The answer of Ferguson was a little early for his...

Question 4

That nervous, almost sick-to-your-stomach feeling you get immediately after you walk into class and the person sitting next to you says, "I can't believe you're so calm on the day of such a big test," (that you thought was next week,) is an example of:

Accepted Answer

The situation of realizing you have a big test that you thought was next week is causing stress in the moment, which is known as situational stress. The other options do not accurately describe this type of stress.

Question 5

The most common form of felt stress is:

Accepted Answer

Role stress refers to stress caused by the expectations and demands placed on an individual in their specific role or position. This is the most common form of felt stress. A) Contextual uncertainty refers to stress caused by lack of information or unclear expectations in a new or changing situation. B) The stress interview refers to intentionally stressful interview questions designed to gauge an individual's ability to handle pressure. C) Subliminal terror is not a recognized form of stress. E) Situational stress refers to stress caused by a specific event or circumstance, such as an accident or natural disaster.

Question 6

Most training given by firms to their experienced salespeople is product related. If an experienced salesperson wants sales skills training, he or she will probably have to seek assistance by:

Accepted Answer

The answer of Most training given by firms to their...

Question 7

During her second interview with Poly-Tex, Inc., April met with the sales manager, the personnel manager, and a sales rep for Poly-Tex. They each had several questions for April. This interview was a _____ interview.

Accepted Answer

In a panel interview, the candidate is interviewed by multiple people at the same time. This is different from a one-on-one interview or a group interview, where the candidate is interviewed by multiple people sequentially or simultaneously, respectively.

Question 8

The last time Brian met with the purchasing agent for Hampton Manufacturing, he made a crude joke about stuttering--not knowing that the agent's daughter had a severe stuttering problem. He has come back to the purchasing agent's office to apologize. Brian is definitely feeling a great deal of _____ stress.

Accepted Answer

The answer of The last time Brian met with the...

Question 9

A(n) _____ is an organized collection of evidence of one's career. It can contain letters of reference, a résumé, thank-you letters from customers, papers you have written, and even a strategic plan you developed for class.

Accepted Answer

A portfolio is specifically designed to showcase one's career evidence and can contain various types of documents such as resumes, letters of reference, and other relevant work samples. The other options do not accurately describe the purpose or contents of a portfolio.

Question 10

Melanie was about 10 minutes into her third interview with a sales manager when, without warning, the manager picked up the ashtray from her desk, and handed it to Melanie saying, "Here, sell me this ashtray." Melanie was in a(n) _____ interview.

Accepted Answer

The answer of Melanie was about 10 minutes into her...

Question 11

The saying "In times of change, the learners inherit the earth" refers to the need for salespeople to:

Accepted Answer

The saying implies that those who are willing to learn and adapt to changes will be the ones who succeed. Therefore, constantly improving one's knowledge, skills, and abilities is essential for salespeople to thrive in changing times. The other choices are not relevant to the saying or are not necessary for success in sales.

Question 12

Ross was amazed at what he thought was the rudeness of his interviewer. This guy was the third person he had interviewed with for a position with this company, and he had mocked Ross and seemingly tried to embarrass him. What Ross didn't realize was that he was in a(n) _____ interview.

Accepted Answer

The answer of Ross was amazed at what he thought...

Question 13

Constance was a little early for her interview at the College Placement Center. Fortunately, the interviewer had brought along a recent graduate of the college who had been hired two years ago, and she was able to pass the time talking to him prior to the time for her interview. Constance was unaware that this person was also evaluating her. The firm was using a _____ interview.

Accepted Answer

A disguised interview is when the interviewer poses as someone else, such as an observer or a fellow candidate, to gather additional information or evaluate the interviewee in a different setting. In this scenario, the recent graduate was posing as someone to pass the time, but was also able to evaluate Constance without her knowledge.

Question 14

Artis and Rick, his sales manager, are discussing Artis's last sales presentation as they walk to the car from the customer's office. Rick is giving Artis feedback on the strengths and weaknesses he saw while accompanying Artis on this call. This immediate feedback should prove helpful as Artis seeks to improve his ability as a sales rep. This form of feedback is called:

Accepted Answer

A curbside conference is a form of immediate feedback where a manager or coach provides feedback to an employee immediately after a sales presentation or other performance. It is typically done in a casual setting, such as walking to their car or standing outside the office. This type of feedback allows for quick recognition of what went well and what needs improvement, and can lead to increased performance on future tasks.

Question 15

After a full day of testing and interviewing, Candace and two other job candidates from other universities were taken to dinner by several executives of Poly-Tex, Inc. Whether she knew it or not, Candace was probably still being interviewed in a _____ interview.

Accepted Answer

The answer of After a full day of testing and...

Question 16

_____ is psychological distress brought about by job demands or constraints encountered in the work environment.

Accepted Answer

Felt stress is defined as psychological distress brought about by job demands or constraints encountered in the work environment. A, B, D, and E are not terms used to describe this phenomenon.

Question 17

Which of the following statements about a job interview is true?

Accepted Answer

It is important to follow up after a job interview and inquire about the timeline for hearing back from the company. This shows interest and professionalism.

Question 18

Which of these statements about group and panel interviews is true?

Accepted Answer

The answer of Which of these statements about group and...

Question 19

_____ refers to the degree to which the salesperson's perceptions of the sales role are correct

Accepted Answer

The answer of _____ refers to the degree to which...

Question 20

Sales can be very rewarding, but also very stressful. The short-term anxiety associated with waiting in the reception room before a presentation is called:

Accepted Answer

The short-term anxiety associated with waiting in the reception room before a presentation is a situational stress, as it is a stress response to a specific situation or event. The other options (A-D) do not accurately describe this type of stress.

Quiz 17: Managing Your Career