Question 1

It is important for managers to make an effort to hire diverse candidates so that the company's sales force reflects the demographics of the general population.

Accepted Answer

Hiring a diverse sales force can help a company better understand and connect with a wide range of customers, leading to increased sales and customer satisfaction. It can also show a commitment to inclusivity and equality, which can positively impact brand reputation and employee morale.

Question 2

Internal candidates are always better for sales positions than are external candidates,because internal candidates are familiar with the product and company.

Accepted Answer

This statement is not necessarily true. While internal candidates may have more knowledge about the product and company, external candidates may bring new perspectives and experiences that can be beneficial for the sales position. Ultimately, the best candidate for a sales position should be selected based on their skills, experience, and fit for the role, regardless of whether they are an internal or external candidate.

Question 3

List the steps to selecting a candidate for a sales position.

Accepted Answer

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Question 4

What is the purpose of doing a personal interview with a candidate? What can be learned in a personal interview that can't be gleaned from applications and resumes?

Accepted Answer

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Question 5

Hiring good salespeople is a simple matter of placing some ads and then picking the best people who send in resumes.

Accepted Answer

Hiring good salespeople is a complex process that involves not just placing ads and resumes, but also conducting interviews, evaluating skills and qualifications, and considering cultural fit within the organization.

Question 6

Of all the ways to attract applicants for positions,advertising in the newspaper is still the best way.

Accepted Answer

Advertising in the newspaper may have been the traditional way to attract applicants in the past, but with the rise of technology and social media, there are now many other effective ways to reach potential candidates such as online job boards, LinkedIn, and company career websites.

Question 7

Without doing a detailed job analysis,a manager may have a hard time attracting quality applicants and hiring a good salesperson.

Accepted Answer

Without a clear understanding of the skills, knowledge, and abilities required for the job, it may be difficult to effectively communicate the job requirements to potential applicants and select the best candidate for the position.

Question 8

A structured interview allows the manager and others involved in the hiring process to compare an applicant's answers to a standard set of questions to the answers given to those questions by other applicants.

Accepted Answer

This statement is true. A structured interview involves asking each candidate the same set of questions in the same order, allowing for a more objective and fair evaluation of their answers. This allows for easier comparison of candidates and can help to avoid potential bias in the hiring process.

Question 9

A company with a high turnover rate of salespeople should examine why so many people are leaving.

Accepted Answer

High turnover rate of salespeople can have a negative impact on a company's revenue and overall success. It's important for the company to identify the reasons why so many people are leaving and address those issues to improve retention rates and employee satisfaction.

Question 10

Why is there such a high turnover rate in sales,relative to other job positions?

Accepted Answer

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Question 11

Is there a way a company can determine how many applicants it needs to attract to fill the open sales positions is has? Discuss this idea.

Accepted Answer

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Question 12

What are some benefits of hiring people referred to the company by friends or relatives?

Accepted Answer

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Question 13

A personal interview starts out with the manager asking routine personal questions about the applicant's age,educational background,marital status,children,religion,etc.

Accepted Answer

Asking about age, marital status, children, religion, etc., in a job interview can be considered discriminatory and is illegal in many jurisdictions. Interviews typically focus on qualifications, experience, and skills relevant to the job.

Question 14

Discuss the differences between the kinds of applicants that will come in from a newspaper ad vs.postings on online job boards.Do these differences indicate anything about future job performance?

Accepted Answer

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Question 15

Hiring the wrong people to fill sales positions is not a high-stakes mistake,because the bad hires will still learn everything they need to know in training.

Accepted Answer

Hiring the wrong people for sales can be a costly mistake, even with training. It can lead to lost sales, poor customer experiences, and damage to the company's reputation. It's important to have a thorough hiring process to ensure that the right people are placed in sales positions.

Question 16

A company with a history of hiring salespeople should be able to determine a formula based on this history that tells the manager how many applicants the manager needs to attract for every sales position the company needs to fill.

Accepted Answer

By analyzing the company's history of hiring salespeople, the manager can determine how many applicants are needed to fill each sales position, based on factors like the length of the hiring process and the percentage of applicants who are ultimately hired. This can help the manager plan recruiting efforts and set realistic goals.

Question 17

What are some kinds of tests managers may give candidates? What is the most recent predictor of success in a sales position?

Accepted Answer

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Question 18

Why is it so vital for a manager to be thoughtful and perform a job analysis when hiring for a new sales position?

Accepted Answer

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Question 19

Is the cost to the company of hiring a wrong person for a sales position high or low? Why?

Accepted Answer

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Question 20

What are the advantages and disadvantages of hiring internal candidates for sales positions?

Accepted Answer

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Quiz 8: Recruiting and Selecting the Right Salespeople