Question 1

A ___ instructs incoming people about the company, its history, its chain of command, its mission, its markets and competitors, and other human resource management information, such as company policies regarding sales performance, ethics and law, and the compensation plan.

Accepted Answer

company orientation

Question 2

Real estate sales managers typically used a personality inventory that is administered to potential recruits called the ___.

Accepted Answer

DISC

Question 3

Job ___ refers to the process in which the sales manager develops a carefully crafted description for each job in the sales organization that comes under his umbrella.

Accepted Answer

analysis

Question 4

In order to cope with the high turnover rate in the real estate industry, many real estate brokers and sales managers take a ___ to hiring. That is, they hire enough people to insure every vacant position is filled regardless of whether candidates meet the requirements.

Accepted Answer

The answer of In order to cope with the high...

Question 5

What are some typical topics of instruction in a training program?

Accepted Answer

The answer of What are some typical topics of instruction...

Question 6

What are some physical characteristics expected of potential salespeople?

Accepted Answer

The answer of What are some physical characteristics expected of...

Question 7

What are the principal advantages of selecting new agents over seasoned agents?

Accepted Answer

The answer of What are the principal advantages of selecting...

Question 8

Which of the following are steps in the recruitment process?

Accepted Answer

The answer of Which of the following are steps in...

Question 9

Which of the following are secondary goals of recruitment and selection?

Accepted Answer

Secondary goals of recruitment and selection include ensuring job satisfaction for employees (B) and minimizing turnover (D), as these factors contribute to a stable and productive workforce.

Question 10

___ is a personality trait that reflects how a person responds to problems and challenges.

Accepted Answer

The answer of ___ is a personality trait that reflects...

Question 11

___ is a personality trait that reflects how a person influences others to their point of view.

Accepted Answer

The answer of ___ is a personality trait that reflects...

Question 12

___ is a personality trait that reflects how a person responds to the pace of change in the environment.

Accepted Answer

The answer of ___ is a personality trait that reflects...

Question 13

The ___ method relies on the competition to determine a training budget.

Accepted Answer

The answer of The ___ method relies on the competition...

Question 14

The ___ method is similar to the percentage-of-sales method with the exception that it is based on profits rather than sales commissions.

Accepted Answer

The answer of The ___ method is similar to the...

Question 15

The ___ method of budgeting uses sales commissions of the previous year to allocate a certain percentage of sales to cover training expenses related to the current year.

Accepted Answer

The answer of The ___ method of budgeting uses sales...

Question 16

___ refers to information provided by specific clients that may involve specific complaints about one or more sales associates--the nature of the complaint may reveal the training needs of the sales associates.

Accepted Answer

The answer of ___ refers to information provided by specific...

Question 17

___ is an assessment of training needs based on a strategy that management has articulated and is trying to implement.

Accepted Answer

The answer of ___ is an assessment of training needs...

Question 18

Salesforce ___ refers to an assessment of training needs based on the sales manager's personal observation of the sales associates' performance.

Accepted Answer

The answer of Salesforce ___ refers to an assessment of...

Question 19

___ interviews are used to reveal personal characteristics above and beyond what is on paper.

Accepted Answer

The answer of ___ interviews are used to reveal personal...

Question 20

___ refers to a personality trait that reflects how a person responds to the rules and procedures set by others.

Accepted Answer

The answer of ___ refers to a personality trait that...

Quiz 8: Recruiting and Training Real Estate Agents

A ___ instructs incoming people about the company, its history, its chain of command, its mission, its markets and competitors, and other human resource management information, such as company policies regarding sales performance, ethics and law, and the compensation plan.

Real estate sales managers typically used a personality inventory that is administered to potential recruits called the ___.

Job ___ refers to the process in which the sales manager develops a carefully crafted description for each job in the sales organization that comes under his umbrella.

In order to cope with the high turnover rate in the real estate industry, many real estate brokers and sales managers take a ___ to hiring. That is, they hire enough people to insure every vacant position is filled regardless of whether candidates meet the requirements.

What are some typical topics of instruction in a training program?

What are some physical characteristics expected of potential salespeople?

What are the principal advantages of selecting new agents over seasoned agents?

Which of the following are steps in the recruitment process?

Which of the following are secondary goals of recruitment and selection?

___ is a personality trait that reflects how a person responds to problems and challenges.

___ is a personality trait that reflects how a person influences others to their point of view.

___ is a personality trait that reflects how a person responds to the pace of change in the environment.

The ___ method relies on the competition to determine a training budget.

The ___ method is similar to the percentage-of-sales method with the exception that it is based on profits rather than sales commissions.

The ___ method of budgeting uses sales commissions of the previous year to allocate a certain percentage of sales to cover training expenses related to the current year.

___ refers to information provided by specific clients that may involve specific complaints about one or more sales associates--the nature of the complaint may reveal the training needs of the sales associates.

___ is an assessment of training needs based on a strategy that management has articulated and is trying to implement.

Salesforce ___ refers to an assessment of training needs based on the sales manager's personal observation of the sales associates' performance.

___ interviews are used to reveal personal characteristics above and beyond what is on paper.

___ refers to a personality trait that reflects how a person responds to the rules and procedures set by others.