Question 1

What are the first activities in the recruitment and selection process?

Accepted Answer

The answer of What are the first activities in the...

Question 2

What are the pros and cons associated with recruiting salespeople from competing firms?

Accepted Answer

The answer of What are the pros and cons associated...

Question 3

Which of the following selection tools has declining popularity as a result of the Americans with Disabilities Act?
A) Intelligence tests
B) Physical examinations
C) Reference checks
D) Personality tests
E) Stress interviews

Accepted Answer

Physical examinations have declined in popularity due to the Americans with Disabilities Act because it prohibits the use of medical exams to discriminate against individuals with disabilities.

Question 4

Research by the Klein Institute for Aptitude Testing has identified characteristics of people who fail in sales. What characteristics have they identified and which can you ask about in an application or job interview?

Accepted Answer

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

Question 5

It would be legal for an interviewer during a job interview to ask a job applicant about his or her:
A) Work experience
B) Marital status
C) Health problems
D) Nationality
E) Religion

Accepted Answer

Asking about work experience is a relevant and legal question during a job interview. However, questions about marital status, health problems, nationality or religion may be considered discriminatory and are not relevant to the candidate's qualifications for the job.

Question 6

Jason and Maria are both applying for a sales position at a company that manufactures paper products. Jason was interviewed first. After Maria's interview, they met at a nearby Starbucks and compared experiences. They were amazed when they discovered that both had undergone identical interviews-the same questions were asked and each question was asked in the same order. The hiring company uses _____ interviews in its selection process.
A) Close-ended
B) Functional
C) Structured
D) Open-ended
E) Routine personal

Accepted Answer

Both Jason and Maria underwent identical interviews with the same questions asked in the same order, indicating a structured interview. Close-ended and open-ended interviews refer to the types of questions asked, functional interviews focus on specific job-related skills, and routine personal interviews are not a recognized type of interview.

Question 7

What do companies assume when they assess the relationship between variations in personal characteristics of current salespeople and variations in their performance and use these differences in selecting criteria for new recruits?

Accepted Answer

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Question 8

It is illegal for a company's application form to ask a job candidate about:
A) The grades he or she made in school
B) How long he or she has lived in a particular region
C) His or her previous work experience
D) His or her date of birth
E) His or her hobbies

Accepted Answer

Asking for a job candidate's date of birth is illegal under age discrimination laws.

Question 9

In addition to their use in recruiting salespeople, what other functions can a job description serve?

Accepted Answer

The answer of In addition to their use in recruiting...

Question 10

To avoid or at least minimize potential problems associated with using intelligence, aptitude, and personality tests as selection criteria, sales managers should:
A) Only test applicants on the abilities and traits that have been determined relevant for the specific job
B) Conduct empirical studies to ensure that the tests are valid predictors of the applicant's future performance
C) Use built-in consistency checks
D) Assume that test scores are only one input in the selection decision
E) All of the above

Accepted Answer

All of the options listed are important for sales managers to consider when using intelligence, aptitude, and personality tests as selection criteria. By only testing applicants on the abilities and traits relevant to the job, managers can ensure that they are making informed decisions. Conducting empirical studies to validate the tests can help to further ensure that the tests are accurate predictors of future performance. Built-in consistency checks can help to identify any potential errors or inconsistencies in the testing process, and assuming that test scores are only one input in the selection decision can help to avoid overreliance on test results. Therefore, all of the options listed are important for sales managers to consider when using these types of tests as selection criteria.

Question 11

What six dimensions and requirements should a good job description include?

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Question 12

What issues are important when recruiting salespeople for international markets?

Accepted Answer

The answer of What issues are important when recruiting salespeople...

Question 13

What are the advantages of recruiting company employees for the sales force?

Accepted Answer

The answer of What are the advantages of recruiting company...

Question 14

What sources do companies typically use to find and attract a pool of sales applicants?

Accepted Answer

The answer of What sources do companies typically use to...

Question 15

Jason and Maria are both applying for a sales position at a company that manufactures paint. Jason was interviewed first. After Maria's interview, they met at a nearby Starbucks and compared experiences. Jason told how, at the beginning of the interview, the interviewee handed him a pencil and told him to sell it. Maria described how she had been asked to sell a printing service after talking with the interviewer for about 15 minutes. The hiring company uses a(n) _____ interview in its selection
A) Structured
B) Unstructured
C) Close-ended
D) Action-oriented
E) Experiential

Accepted Answer

The answer of Jason and Maria are both applying for...

Question 16

What do research studies indicate as the best and worst predictors of future sales performance? Have companies used these findings?

Accepted Answer

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Question 17

Your company is about to hire its first salespeople. You have been assigned to develop selection procedures to evaluate applicants for new sales personnel. What will you likely do?

Accepted Answer

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Question 18

If used, a physical examination of sales candidates should focus on:
A) Attitude
B) Physical appearance
C) Healthiness of the sales candidate
D) Attributes directly related to the job requirements
E) Stress, personality and physical dexterity

Accepted Answer

A physical examination should focus on attributes directly related to the job requirements, such as physical dexterity or ability to perform certain movements. Attitude, physical appearance, and healthiness are better assessed through other means, such as interviews or reference checks. Stress and personality may also be assessed through other methods, such as personality tests or situational judgment tests.

Question 19

What is self-selection? How can a good job description encourage self-selection?

Accepted Answer

The answer of What is self-selection? How can a good...

Question 20

A structured interview should be used when the:
A) Applicants are all recent college graduates
B) Amount of time allotted for the interview is less than one hour
C) Interviewee is concerned about the potential of discriminatory claims by the applicants
D) Interviewee is very nervous
E) Interviewer is not experienced at evaluating candidates

Accepted Answer

The answer of A structured interview should be used when...

Quiz 9: Sales Force Recruitment and Selection

What are the first activities in the recruitment and selection process?

What are the pros and cons associated with recruiting salespeople from competing firms?

Which of the following selection tools has declining popularity as a result of the Americans with Disabilities Act?

Research by the Klein Institute for Aptitude Testing has identified characteristics of people who fail in sales. What characteristics have they identified and which can you ask about in an application or job interview?

It would be legal for an interviewer during a job interview to ask a job applicant about his or her:

What do companies assume when they assess the relationship between variations in personal characteristics of current salespeople and variations in their performance and use these differences in selecting criteria for new recruits?

It is illegal for a company's application form to ask a job candidate about: