Question 1

Which of the following statements about who is responsible for selecting and recruiting salespeople is true?
A) Who has primary responsibility for recruiting and selecting new salespeople is totally dependent on which industry is hiring
B) First-level sales managers generally do the hiring in firms that sell industrial products
C) Top-level managers should never participate in the recruiting and selecting of salespeople-they should delegate that responsibility
D) Personnel department members are often involved in the recruiting and selecting of salespeople to reduce friction between the two functional departments
E) Because of their sales knowledge, personnel specialists should always be used for the recruiting and selecting of new salespeople

Accepted Answer

The answer of Which of the following statements about who...

Question 2

Primary responsibility for recruiting and selecting new salespeople for a firm is:
A) Determined by the industry in which the salesperson will sell
B) Always resolved by the head of the company's human resources department
C) Dependent upon the size of the sales force and the kind of selling involved
D) Dependent upon the number of applicants expected for a job opening
E) Determined by federal anti-discrimination legislation

Accepted Answer

The primary responsibility for recruiting and selecting new salespeople is dependent upon the size of the sales force and the kind of selling involved. This could involve the sales manager, front-line sales supervisors, or a dedicated recruitment team within the sales department. It may also involve a combination of HR and sales personnel.

Question 3

Mike Hartley sells snack foods to convenience stores. He comes into the stores he sells to, restocks the shelves, rearranges existing inventory, and removes damaged or outdated merchandise. Which of the following employees most likely had primary responsibility for hiring Hartley?
A) A personnel specialist
B) A first-level sales manager
C) Top management
D) The vice-president of marketing
E) The vice-president of the human resources department

Accepted Answer

A first-level sales manager is typically responsible for hiring sales personnel like Mike Hartley, who directly interact with clients and manage inventory.

Question 4

When the firm considers the sales force a training ground for sales and marketing managers, ____________________ may participate in the recruiting process to ensure new salespeople have management potential.
A) Recruiting specialists
B) Production managers
C) Marketing consultants
D) Top-level managers
E) Vice-president of the finance department

Accepted Answer

Top-level managers are the best choice as they are typically the ones responsible for identifying and grooming future managers within the organization. They have the experience and knowledge necessary to identify salespeople who have the potential to become effective sales and marketing managers.

Question 5

A personal history evaluation of existing sales force members:
A) Is illegal under Title VII of the Civil Rights Act
B) Indicates which types of personalities work best with specific target markets
C) Helps to validate the selection criteria used by the hiring firm
D) Determines which types of tests are valid discriminators
E) Should only look at those characteristics that made a person successful at his or her job

Accepted Answer

A personal history evaluation helps to validate the selection criteria by assessing whether the traits and experiences of successful sales force members align with the criteria used during hiring.

Question 6

Long Enterprises makes and sells x-ray equipment. It needs to hire three new salespeople with specific qualifications and abilities. The company decided to have a company __________ participate in the hiring process with the sales manager.
A) Recruiting specialist
B) Production manager
C) Marketing consultant
D) Vice-president of marketing
E) Vice-president of the human resources department

Accepted Answer

A recruiting specialist would have the expertise to identify and screen candidates with the specific qualifications and abilities needed for the sales positions. The production manager, marketing consultant, vice-president of marketing, and vice-president of the human resources department may not have the necessary skills or experience to effectively participate in the hiring process for sales roles.

Question 7

The four steps in the decision process for recruiting and selecting salespeople include each of the following EXCEPT:
A) Find and attract a pool of applicants
B) Develop a mission statement
C) Develop and apply selection procedures to evaluate applicants
D) Establish policy concerning responsibility for recruitment and selection
E) Analyze the job and determine selection criteria

Accepted Answer

Developing a mission statement is not one of the four steps in the decision process for recruiting and selecting salespeople. The other four steps include finding and attracting a pool of applicants, analyzing the job and determining selection criteria, developing and applying selection procedures to evaluate applicants, and establishing policy concerning responsibility for recruitment and selection.

Quiz 9: Sales Force Recruitment and Selection

Which of the following statements about who is responsible for selecting and recruiting salespeople is true?

Primary responsibility for recruiting and selecting new salespeople for a firm is:

Mike Hartley sells snack foods to convenience stores. He comes into the stores he sells to, restocks the shelves, rearranges existing inventory, and removes damaged or outdated merchandise. Which of the following employees most likely had primary responsibility for hiring Hartley?

When the firm considers the sales force a training ground for sales and marketing managers, ____________________ may participate in the recruiting process to ensure new salespeople have management potential.

A personal history evaluation of existing sales force members:

Long Enterprises makes and sells x-ray equipment. It needs to hire three new salespeople with specific qualifications and abilities. The company decided to have a company __________ participate in the hiring process with the sales manager.

The four steps in the decision process for recruiting and selecting salespeople include each of the following EXCEPT: