Selection of good salespeople obviously represents an important opportunity to gain a competitive advantage. However, it has been estimated that over half of all people in sales positions are not suited for such a career. Which of the following is a reason for the underperformance by sales managers in this area?
A) When unemployment is low, managers are less likely to make a hiring mistake due to the large number of applicants they receive.
B) Many managers over analyze the candidates' qualifications and experiences.
C) Many companies do not provide effective interviewing training for key line managers who complete the interviewing process.
D) When unemployment is high, managers are less vulnerable to making a hiring mistake from the large number of applicants they receive.
E) None of the above.

Question

Quizplus · Accepted Answer

The given options suggest that the problem lies in the hiring process, and option C explicitly mentions that companies do not provide adequate training for key line managers who complete the interviewing process. This lack of training may lead to ineffective hiring decisions and the selection of unsuitable candidates, resulting in underperformance by sales managers. Hence, option C is the most suitable explanation. Option A and D suggest that unemployment levels may affect hiring decisions, but it is not a direct cause of underperformance. Option B could be a potential reason, but it is not explicitly mentioned in the passage. Therefore, C is the best choice.

Selection of Good Salespeople Obviously Represents an Important Opportunity to Gain