Question 1

The recruitment effort should:

Accepted Answer

The recruitment effort should focus on sources that are most likely to produce the kind of people needed to fill the job. This ensures that the recruitment effort is efficient and effective in filling the job opening with qualified candidates.

Question 2

Which of the following is a good external source for finding job recruits?

Accepted Answer

All of the listed sources are good external sources for finding job recruits. Customers can refer qualified candidates, current salespeople can provide leads, educational institutions can offer access to students and recent graduates, and employment agencies specialize in matching job seekers with employers.

Question 3

In recent years, a major innovation in sales recruiting is the growth in:

Accepted Answer

Online employment agencies have become a major innovation in sales recruiting as they allow companies to post job openings and reach a much wider pool of potential candidates than traditional methods like blind ads in newspapers or posters at educational institutions. These agencies also offer the advantage of advanced filtering and screening options to help narrow down the pool of candidates and ensure that only qualified applicants are considered.

Question 4

Which of the following is NOT one of the characteristics identified as prevalent among salespeople who fail?

Accepted Answer

The other four characteristics (recent divorce, unexplained gaps in employment, instability of residence, and failure in business) are all identified as prevalent among salespeople who fail. However, excess savings is not typically considered a contributing factor to sales failure. In fact, some sales experts argue that having a financial cushion can actually help salespeople build their businesses by giving them more financial freedom to take risks and make investments in their careers.

Question 5

Which of the following selection tools is most commonly used by both small and large companies as they look for new salespeople?

Accepted Answer

Personal interviews are the most commonly used selection tool by both small and large companies as they look for new salespeople because they allow the interviewer to assess the candidate's communication skills, personality, and fit for the company culture.

Question 6

Research by the Klein Institute for Aptitude Testing suggests that characteristics of salespeople who fail include people who:

Accepted Answer

The answer of Research by the Klein Institute for Aptitude...

Question 7

In sales recruiting, some companies are inefficient and regularly ineffective at holding down recruiting costs on the grounds that ________________ can convert marginal recruits into solid sales performers.

Accepted Answer

A good training program can convert marginal recruits into solid sales performers, whereas the other options do not necessarily address the issue of marginal recruitment. While an effective incentive system, detailed job description, and thorough job analysis can all be important in sales recruiting, they do not directly address the challenge of converting marginal recruits into successful sales performers.

Question 8

Tristan is assessing the relationship between variations in personal characteristics of current salespeople and variations in their performance. He will use this information in selecting criteria for new sales recruits. Tristan assumes:

Accepted Answer

Tristan assumes that there is a cause and effect relationship between personal characteristics and sales performance. This assumption suggests that he believes that certain characteristics lead to better performance, and therefore, he will be looking for those characteristics in potential recruits. This assumption also implies that he believes that training or coaching cannot make up for a lack of these characteristics.

Question 9

Junior colleges and vocational schools are a good source of sales recruits because:

Accepted Answer

Junior colleges and vocational schools can provide a pool of potential sales recruits who do not hold negative attitudes towards sales jobs, which can be an advantage compared to 4-year college students who may prefer to pursue careers in other fields.

Question 10

Application blanks:

Accepted Answer

Application blanks help managers to gather important information about an applicant's qualifications, experience, and background, which can be used to prepare for job interviews with applicants. They are not just a formality and are often required as part of the application process. They are also commonly used by both small and large firms.

Question 11

Which of the following statements about the external sources for job recruiting is true?

Accepted Answer

Colleges are a common source of recruits for firms that require salespeople with sound mental abilities or technical backgrounds. This is because colleges offer a pool of potential candidates who have the necessary education and skills to pursue a career in sales. Additionally, many colleges have career centers that can help connect students with prospective employers. The other options in the given statements are not accurate.

Question 12

Which of the following is NOT true when recruiting salespeople for international markets?

Accepted Answer

Recruiting salespeople for international markets requires additional considerations and criteria compared to domestic sales recruiting. This includes understanding cultural differences, language barriers, and legal restrictions that may impact the recruitment process. It is also important to consider the challenges of terminating employees in foreign countries, as it can be more difficult than in domestic markets. Therefore, option A is incorrect as it suggests that the same criteria can be used for both domestic and international sales recruiting, which is not accurate.

Question 13

By pointing out both the attractive and unattractive aspects of a sales job and spelling out the qualifications and likely compensation, recruiters can:

Accepted Answer

By providing a clear picture of the job, including both positive and negative aspects, recruiters can help candidates determine if the job is a good fit for them, thus maximizing self-selection.

Question 14

As Jarred Industries looks to hire new salespeople to sell its commercial generators, their sales manager needs to know that:

Accepted Answer

The primary objective of the recruiting process is not just to attract as many job applicants as possible but to attract qualified applicants. External sources may have some benefits, but internal sources can also be a valuable source of sales job candidates, and recruitment of an internal candidate can actually boost employee morale. Additionally, it is important to approach the recruiting effort in a way that encourages qualified applicants and discourages unqualified ones.

Question 15

Which of the following selection criteria has the highest level of predictive validity?

Accepted Answer

Composites of intelligence, personality and aptitude tests have been shown to have the highest level of predictive validity in selection criteria. Studies have consistently shown that these tests can accurately predict job performance and success. Personal interviews, experience, reference checks, and biographical information from application forms have lower levels of predictive validity compared to these types of tests.

Question 16

Pam is a sales manager for a medical imaging device company. The sales positions involve technical selling requiring substantial product knowledge and industry experience. She will probably focus on recruiting salespeople through:

Accepted Answer

Since the sales positions require substantial product knowledge and industry experience, the most effective recruitment method would be to find employees and referrals within the industry. These individuals would already have knowledge and experience in the field, making them better suited for the job. High-powered educational institutions and newspaper advertising would not be as effective since they may not attract candidates with relevant experience, and employment agency selections may not specialize in the medical imaging industry.

Question 17

For less attractive sales jobs, such as telemarketing, some sales recruiters will use:

Accepted Answer

Blind ads in newspapers are the best choice for less attractive sales jobs such as telemarketing as they help to attract a wider pool of candidates without the stigma associated with the job. Word-of-mouth referrals may not yield as many candidates and posters at educational institutions may not reach the desired demographic. Internal selection may also not yield enough candidates or diversity.

Question 18

A manufacturing firm might choose to recruit current employees to fill an opening in its sales department because:

Accepted Answer

Companies can evaluate the performance of current employees before promoting them to the sales department. This allows the company to hire someone they know is capable of doing the job well. Additionally, internal promoting can boost employee morale and motivate them to perform better in hopes of being promoted in the future.

Question 19

When the sales position involves missionary or trade selling, firms rely most heavily on:

Accepted Answer

When the sales position involves missionary or trade selling, firms rely most heavily on a variety of external sources such as advertisements and employment agencies to reach potential candidates who have experience in the industry and can effectively represent the company's products or services to potential customers. Internal sources of sales recruits may not be as effective in finding candidates with the right skillset and experience for these types of roles. The intuition of the sales manager and structured sales accounting interviews may also play a role in the candidate selection process, but external sources are typically the primary focus.

Question 20

When recruiting salespeople, sales managers have often found:

Accepted Answer

Sales managers have found that individuals who have no selling experience often have negative perceptions or attitudes toward sales, which can impact their success in the role. Therefore, it is important to recruit individuals with a positive attitude towards sales, regardless of their prior experience.

Quiz 9: Sales Force Recruitment and Selection