Deck 17: Managing Your Career

Question 1

A job interview is much like any other sales call.

Answer 1

True

Question 2

The two things to look for in an employment posting are what the company sells and when the job begins.

Answer 2

False

Question 3

Many companies have a "promote from within" policy,which means that whenever possible they fill positions with people who already are employees.

Answer 3

True

Question 4

Interviewees should attempt to determine whether the interviewer is a sales manager or a personnel manager once the interview is over.

Question 5

Most interviewers think candidates who take notes during a one-on-one job interview are excessively insecure.

Question 6

Contacting references,or people who know the applicant,is a good way to guarantee a candidate's success.

Question 7

The most frequently contacted references are former employers.

Question 8

Most companies believe that there is one single "sales type" who will be successful selling anything to anybody.

Question 9

Any company that advertises a job opportunity using a blind box number is too deceitful for an ethical person to consider working for.

Question 10

Functional résumés reverse the content and titles of conventional résumés.

Question 11

When you write a cover letter to answer a job advertisement,make sure that it is no more than one or two lines long.

Question 12

Recruiting companies should not supplement résumés with an application form.

Question 13

It is very difficult to create conventional résumés and to emphasize important points without failing.

Question 14

The new assessment tests used by recruiting companies are inaccurate when they are specifically related to sales and the situations potential salespeople may encounter.

Question 15

All companies need salespeople with computer skills because computers are increasingly being used to track and manage accounts,communicate internally,and perform other important activities.

Question 16

Candidates who prefer security desire the potential rewards of straight commission.

Question 17

The keys to being successful and happy lie in finding a good match between what you need and desire in a position and the positions companies offer.

Question 18

The first step in making a good match between what you have to offer and a company's position is to determine what you need.

Question 19

When Marcia writes a response to an employment advertisement,her cover letter should exclusively focus on her expectations from the company.

Question 20

One difference between sales calls and job interviews is that in job interviews both parties have needs that will have to be individually defined before the meeting.

Question 21

Even if you spend your entire career with one company,your job interviewing days are not over once you land that first job.

Question 22

One should not send a thank-you note shortly after an interview if the candidate has not performed well.

Question 23

Sales can be a stressful occupation,although different sales jobs have different stress levels.As you seek a job in sales,which of the following questions should you ask yourself to help determine your acceptable level of stress?

A) Do I prefer to set my own deadlines,or do I need deadlines set by others?
B) Am I propelled more by financial incentives,personal recognition,or the satisfaction of just getting a task completed?
C) Am I a risk taker,or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics,or am I more disposed to art,fashion,and merchandising?
E) Can I work well when assignments are ambiguous,or do I need a lot of instruction?

Question 24

Most training given by firms to their experienced salespeople is sales skills related.

Question 25

Karen is in search of a new job.She believes the first step in making a good match between what she has to offer and a company's position is to determine what she needs.Therefore,she asks herself,"Can I work well when assignments are ambiguous,or do I need a lot of instruction?" Which of the following aspects is questioned by Karen's question?

A) Structure
B) Time
C) Interest
D) Motivation
E) Stress and rejection

Question 26

An important aspect of career management is to set life-based objectives and use those to determine your career objectives.

Question 27

Jacob is a final year graduation student,and he is looking for a job.While trying to understand his own needs,Jacob asks himself,"Will financial incentives,personal recognition,or simply job satisfaction get me going?" Which of the following aspects is determined by Jacob's question?

A) Structure
B) Time
C) Interest
D) Motivation
E) Stress and rejection

Question 28

Role ambiguity occurs when two partners demand incompatible actions of a salesperson.

Question 29

As you seek a job in sales,it is important that you understand your own needs.Which of the following questions should you ask yourself to help determine your need for structure?

A) Do I prefer to set my own deadlines,or do I need deadlines set by others?
B) What propels me-financial incentives,personal recognition,or the satisfaction of just getting a task completed?
C) Am I a risk taker,or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics,or am I more disposed to art,fashion,and merchandising?
E) What should I do when faced with rejection?

Question 30

Research indicates that career development opportunities are constant among companies,especially for salespeople.

Question 31

Tony is hiring a new salesperson to work in the southwestern region for DowElanco,a retail chain.Which of the following is LEAST likely to be an important source of information about a potential candidate?

A) Application forms
B) Advisors in college placement centers
C) References
D) Tests
E) Personal interviews

Question 32

Richard,a job applicant,came across an employment posting for a salesperson with Acumen Industries.He filled out an online document that contained factual questions concerning the said profile.Identify this document used in the recruiting process.

A) An application form
B) A résumé
C) An automatic replenishment form
D) A testimonial
E) A reference

Question 33

An individual cannot sell something that bores him or her.According to this statement,which of the following questions should you ask yourself to help avoid a job selling something you'll find boring?

A) Do I prefer to set my own deadlines,or do I need deadlines set by others?
B) Am I propelled more by financial incentives,personal recognition,or the satisfaction of just getting a task completed?
C) Am I a risk taker,or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics,or am I more disposed to art,fashion,and merchandising?
E) Can I work well when assignments are ambiguous,or do I need a lot of instruction?

Question 34

KSA refers to the sales maxim "Keep it Simple,Always."

Question 35

A greeter at the office where your interview will be conducted may well be part of a disguised interview strategy.

Question 36

Mastery of the job will reduce feelings of stress because the salesperson is in control of the situation.

Question 37

The first step in making a good match between what you have to offer and a company's position is to determine:

A) the pricing strategies used by the company.
B) what you need.
C) what the company has to offer you.
D) the needs of the company.
E) the competitor's strategies.

Question 38

Managing stress always means removing the cause of stress.

Question 39

As you seek a job in sales,it is important that you understand your own needs.Which of the following questions should you ask yourself to help determine what motivates you?

A) Do I prefer to set my own deadlines,or do I need deadlines set by others?
B) Am I propelled more by financial incentives,personal recognition,or the satisfaction of just getting a task completed?
C) Am I a risk taker,or do I prefer more secure activities?
D) Do I prefer mechanical and technical topics,or am I more disposed to art,fashion,and merchandising?
E) What should I do when faced with rejection?

Question 40

Identify a true statement about application forms in recruiting process.

A) Unlike résumés,application forms are often too individualized for easy comparison.
B) An application form should include factual questions concerning the job profile.
C) These are written documents provided to candidates before,during,or after an interview to help them remember what was said.
D) Responses on an application form are most useful for structuring intelligence tests.
E) Companies must supplement application forms with details of salary and commission packages.

Question 41

Which of the following statements is true about employment ads?

A) An ad offering a "sales manager trainee" position is an opportunity to become a sales manager without selling experience.
B) An employment ad for an "independent contractor" means that the salesperson will work on straight commission with no employee benefits.
C) Any company that advertises a job opportunity using a blind box number is too deceitful for an ethical person to consider working for.
D) When you write a cover letter to answer a job advertisement,make sure that it is not more than two sentences long.
E) Job candidates should look for only one thing in an ad: what they can offer the company.

Question 42

Which of the following statements about applicant information sources is FALSE?

A) An application form should include factual questions concerning the profile the company established for the position.
B) Contacting references is a good way to validate information on an application form.
C) The most frequently contacted references are former professors.
D) Experienced sales managers expect to hear favorable comments when they contact an applicant's references.
E) One should choose a variety of references that can provide different information about an applicant.

Question 43

Which of the following topics is avoided when a person prepares a conventional business résumé?

A) Religious views
B) Education
C) Activities/hobbies
D) Work experience
E) Career objectives

Question 44

The most frequently contacted references are _____.

A) church leaders
B) relatives
C) friends
D) former employers
E) coworkers

Question 45

Which of the following is an illegal question to be asked in an interview?

A) What do you consider to be your greatest strengths and weaknesses?
B) Why should I hire you?
C) Are you married,and if so,what characteristics do you think drew your spouse to you?
D) Do you think your grades are an accurate indication of your academic achievement?
E) What do you know about this particular company's organizational culture?

Question 46

Which of the following statements is true about an interviewee?

A) During the approach phase of the interview,the interviewee would need the same type of attention getter as he or she would in a cold call.
B) The interviewee should come to the interview prepared to take notes,especially when asking about the company.
C) The interviewee should remember that it does not make any difference in the interview whether the interviewer is a personnel manager or a sales manager.
D) The interviewee should not engage in social amenities at any time during the interview.
E) None of these

Question 47

The cover letter for your résumé sent in response to an employment ad:

A) should focus on what you want the hiring company to do.
B) should use boldface type to accent your experience and colorful phrases to attract readers' attention.
C) should be no longer than one paragraph.
D) should center on two or three reasons why the company should hire you.
E) should have all of these.

Question 48

_____ résumés are a form of life history,organized by type of experience.

A) Utilitarian
B) Strategic
C) Conventional
D) Standardized
E) Functional

Question 49

When preparing a(n)_____ résumé,begin by listing the qualities you have that you think will help you get the job.

A) standard
B) academic
C) conventional
D) placement
E) functional

Question 50

Identify a true statement about references in the recruiting process.

A) The most frequently contacted references are coworkers.
B) It is unethical to offer the names of leaders of social or religious organizations as references.
C) References that are provided should be similar in nature,such as three professors or three coworkers.
D) Contacting references is a good way to validate the information supplied on an application form.
E) A candidate should choose references that provide the same information.

Question 51

Identify a true statement about cover letters sent in response to a job posting.

A) Unlike sales letters,cover letters should focus on the company's financial stability.
B) The body of a letter should center on two or three expectations that one has of the job.
C) A cover letter should be short and contain no more than two paragraphs.
D) The attention getter in a letter should be direct,focus on a probable need,and refer to the posting.
E) A cover letter should primarily focus on educational achievements.

Question 52

Kirk's résumé is organized around the things he can do and the things he has learned.He has developed a(n)_____ résumé.

A) standard
B) academic
C) conventional
D) placement
E) functional

Question 53

As you compete for the job you want,knowledge about a potential employer is valuable.Which of the following is a valid source of information about the firm?

A) Business reference books
B) Its customers
C) Its salespeople
D) Its sales managers
E) All of these

Question 54

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

A) One difference between a sales call and a job interview is that needs do not have to be identified in the job interview.
B) Most interviewers would perceive you to be excessively insecure if you took notes during a job interview.
C) Periods of silence should be avoided during the interview.
D) It is important not to seem overeager at the close of the interview,so avoid asking for a commitment from your interviewer at this time.
E) Be sure to learn when you can expect to hear from the company.

Question 55

Tomas is a recent college graduate who is looking for a job.He has been asked to take some tests as part of the selection process to see if he is suitable for a sales job position that he has applied for.Which of the following tests will Tomas have to take?

A) A personality test
B) An intelligence test
C) An ability test
D) An interest test
E) Any or all of these

Question 56

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 interview.Constance was unaware that this person was also evaluating her.Which of the following types of interviews is being illustrated in this scenario?

A) A group interview
B) A stress interview
C) A panel interview
D) A disguised interview
E) A hidden interview

Question 57

The three categories of experience most often used in a(n)_____ résumé are education,work,and activities/hobbies.

A) strategic
B) academic
C) conventional
D) targeted
E) functional

Question 58

Which of the following is a legitimate reason for a company to use a blind posting or a blind box number?

A) The company is financially unstable.
B) The company has dealings that may be considered illegal.
C) The company wants to avoid receiving a large number of unqualified applicants.
D) The company wants to use its name to attract a large number of applicants.
E) The company has already found a candidate for the job.

Question 59

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,or even a strategic plan you developed for a class.

A) information packet
B) portfolio
C) personal scrapbook
D) individualized activity book
E) assessment support manual

Question 60

Identify a true statement about tests conducted during the recruiting process.

A) Candidates should refuse to participate in tests because such tests are not valid.
B) If a candidate believes tests cannot predict his or her ability to succeed in a job,he or she should avoid giving such tests.
C) If a test is valid,a candidate should be happy with the outcome no matter what it is.
D) Tests are no longer conducted during the recruitment process because they have been proven to be unreliable.
E) The important point to remember about tests is to remain stressed during a test.

Question 61

The best way to handle role stress is to:

A) increase role accuracy.
B) increase role ambiguity.
C) force an individual to multitask.
D) quit the job.
E) refuse to perform stress-creating tasks.

Question 62

Molly works as a sales executive for a manufacturer of aquariums and other aquatic equipment.She promises one of her key customers that she will visit him during the weekend and help him with equipment maintenance.However,her manager asks her to be present for a meeting conducted by employees' grievance cell during the same weekend.Which of the following will most likely be experienced by Molly in this scenario?

A) Role conflict
B) Situational stress
C) Role ambiguity
D) Role overload
E) Assertiveness

Question 63

Most companies continue to train their salespeople after basic sales training,but most training of experienced salespeople is:

A) related to stress management.
B) related to dependability on their company's management.
C) related to adapting to their selling firm's corporate culture.
D) sales skills related rather than department related.
E) product related rather than sales skills related.

Question 64

Bianca has just completed her degree in advertising and selling.She is interviewing for her first sales position.She has to convince the interviewer about her KSAs,which refer to her:

A) kinetics,salesmanship,and authority.
B) kanban,strategy,and agility.
C) kaizen,sincerity,and accuracy.
D) knowledge,skills,and abilities.
E) none of these.

Question 65

Ferguson was a little early for his interview at the college placement center.Fortunately,the interviewer had brought along a former student of the college who was hired three years ago.Ferguson spent time talking to her prior to his interview.Identify the role of the former student,who took a disguised interview of Ferguson.

A) Spotter
B) Greeter
C) Initiator
D) Champion
E) Change agent

Question 66

The most common form of felt stress is:

A) submissiveness.
B) a stress interview.
C) assertiveness.
D) role stress.
E) situational stress.

Question 67

Ben is a successful salesperson with Victor International Inc.He sells capital goods to large industries.He is expected to give a presentation to a client for a $100 million deal.While waiting in the lobby before the presentation,he may feel _____.

A) episodic acute stress
B) role ambiguity
C) felt stress
D) chronic stress
E) situational stress

Question 68

Damon is experiencing role ambiguity in his new sales job.Which of the following can he do to overcome this problem?

A) Take on greater workload
B) Ask for higher commissions
C) Ask his superior for further instructions
D) Speak to an ethics officer
E) Request to be assigned to a different department

Question 69

Mandy works for a company that sells wholesale products to grocery stores.She is unsure whether she should spend her time convincing store owners to carry her company's products or promoting the products to support her company's pull strategy.Mandy is experiencing:

A) ambiguous control.
B) subliminal stress.
C) directional incoherence.
D) role ambiguity.
E) indecisive implementation.

Question 70

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

A) Job oppression
B) Subliminal terror
C) Felt stress
D) Contextual concern
E) Situational stress

Question 71

Which of the following is true of role overload?

A) It occurs when two managers demand incompatible actions of a salesperson.
B) It occurs when a customer wants something that seems reasonable but the company would not allow it.
C) It occurs when a salesperson is not sure what actions are required.
D) It occurs when a salesperson reveals all sides of a situation to a customer.
E) It happens when a job demands more than a person can perform.

Question 72

_____ occurs when a salesperson is not sure what actions are required.

A) Ambiguous control
B) Subliminal stress
C) Directional incoherence
D) Role ambiguity
E) Indecisive implementation

Question 73

Chandler is a new salesperson who is not sure what he should do.He is unsure about what is expected of him and how his work will be rewarded by his company.The term that best describes what Chandler is experiencing is:

A) ambiguous control.
B) subliminal stress.
C) directional incoherence.
D) role ambiguity.
E) indecisive implementation.

Question 74

Robert sells a full range of woodworking equipment-from sawmills to machines that cut wood veneers.His sales manager wants him to spend his time selling.However,his customers expect him to spend a large part of his time showing them how to install,operate,and maintain their equipment.What can Robert do to handle his role stress?

A) Ask his sales manager to explain exactly what his duties are
B) Quit his job and find one that is less stressful
C) Work overtime to satisfy both his customers and his sales manager
D) Accuse the sales manager of unfair treatment
E) Always put the needs of his customer ahead of the requirements set by his sales manager

Question 75

Maggie,a final year graduate student in Bridgton University,received job offers from two companies during campus placement.However,the offers were dependent on her final semester marks.Before the examination started,Maggie was extremely nervous.Which of the following best describes the stress felt by Maggie in this scenario?

A) Role stress
B) Role overload
C) Felt stress
D) Assertiveness
E) Situational stress

Question 76

Alex and Rick are discussing Alex's last sales presentation as they walk to the car from the customer's office.Rick-Alex's sales manager-is giving Alex feedback on the strengths and weaknesses he noticed in Alex's presentation.This immediate feedback should help Alex improve his ability as a sales rep.This form of feedback is known as _____.

A) backdoor selling
B) basic training
C) a parking lot accolade
D) a curbside conference
E) a kickback

Question 77

The philosopher Eric Hoffer said,"In times of change,the learners inherit the earth,while the learned find themselves beautifully equipped to handle a world that no longer exists." Identify the implication of this saying with respect to salespeople.

A) Salespeople should constantly improve their knowledge,skills,and abilities.
B) Salespeople should always scope out the competition first.
C) Salespeople should have a degree in selling as a prerequisite for any position.
D) Ownership of salespeople's development belongs to the companies,and companies should turn training into self-directed development programs.
E) If a company has not formalized development into a self-directed program,its salespeople should not invest in developing skills,as it is not required.

Question 78

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.

A) action
B) stress
C) intelligence test
D) measurement
E) capability

Question 79

After a full day of taking tests and attending interviews,Candace and two other job candidates from other universities were taken to a conference room by several executives of Poly-Tex Inc.Candace and the other candidates were further evaluated here.This is an example of a _____ interview.

A) group
B) mass
C) panel
D) gang
E) batch

Question 80

During her second interview with Poly-Tex Inc. ,April was jointly interviewed by 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.

A) group
B) stress
C) panel
D) tension
E) batch