Question 1

Which of the following is NOT an external source of sales recruits?

Accepted Answer

International divisions of the company are internal sources of sales recruits, not external.

Question 2

For recruiting salespeople,the Internet is best used for:

Accepted Answer

The Internet can be used to screen candidates by reviewing their resumes and social media profiles, conducting background checks, and administering pre-employment assessments. This can save time and make it easier to identify the most promising candidates before inviting them for an interview. The other options (A, C, and D) may also be useful, but screening candidates is often the primary goal of using the Internet in recruiting salespeople.

Question 3

Terry is recruiting new salespeople and is considering placing an ad in the industry magazine.She wants to place an open ad for all of the following reasons EXCEPT:

Accepted Answer

The answer of Terry is recruiting new salespeople and is...

Question 4

One of the limitations associated with recruiting from within a company is:

Accepted Answer

Recruiting from within a company can lead to animosity from supervisors in other departments who may feel they are losing valuable personnel to the sales department. This can disrupt internal harmony and affect the overall work environment. Choices B and C are not typically considered limitations of internal recruitment.

Question 5

Purchasing agents can be a good source of sales recruit referrals because they:

Accepted Answer

Purchasing agents interact with salespeople regularly and can identify qualities that impress them, making them a valuable source for referrals.

Question 6

People in nonsales departments sometimes have ____________ and are a common source of sales recruits.

Accepted Answer

Nonsales departments may have employees with untapped or hidden talent for sales, referred to as latent talent. These individuals can be a valuable source of sales recruits if properly identified and trained. A production mentality (A) and advertising creativity (C) may not be as relevant to identifying potential sales talent in nonsales departments.

Question 7

In writing the job qualification statement,Marion clearly states the educational and experience requirements for the sales position.She hopes this will:

Accepted Answer

Clearly stating the educational and experience requirements will discourage unqualified people from applying, allowing Marion to more easily identify and focus on qualified candidates.

Question 8

The advantage of recruiting salespeople from current company employees is:

Accepted Answer

Recruiting salespeople from current company employees who have established performance records can be advantageous because they are already familiar with the company's culture, products, and services. It can also be a source of motivation for other employees to strive for better performance and recognition. On the other hand, recruiting from outside the company requires more orientation and training, which can be time-consuming and expensive. Additionally, recruiting from within can foster loyalty and employee retention. However, it is essential to ensure that this recruitment strategy does not create a negative impact on company morale by overlooking deserving external candidates.

Question 9

Research has shown that ______________ are the worst predictor of a potential salesperson's future job performance.

Accepted Answer

While personal interviews are often used to assess a candidate's potential for a sales position, research suggests that they are not the best predictor of future job performance. Interviews are often subjective and can be influenced by the interviewer's personal biases or the candidate's ability to speak well under pressure. Alternatively, other methods such as objective assessments and work simulations have been found to be more effective in predicting a candidate's ability to perform well in a sales role.

Question 10

When a company expands globally,sales recruiting:

Accepted Answer

When a company expands globally, sales recruiting problems are magnified due to cultural differences, language barriers, and varying market conditions. The company needs to develop a new recruitment process that considers these differences and adapts to the local practices and laws. Simply replicating the domestic process may lead to poor hiring decisions and damage the company's reputation.

Question 11

In deciding on selection criteria,companies with many salespeople will sometimes evaluate the personal histories of existing salespeople to determine what traits differentiate good and poor performances,assuming:

Accepted Answer

The assumption that personal histories can indicate which traits differentiate good and poor performances implies a belief in a cause-and-effect relationship between those traits and sales performance. This assumption would not hold if sales managers believed that all salespeople are equal in capability (A), felt unable to identify poor performers (C), or perceived only a statistical association (D) rather than a causal relationship between the traits in question and sales performance.

Question 12

Self-selection by prospective employees is:

Accepted Answer

The answer of Self-selection by prospective employees is:
...

Question 13

Brad is recruiting new salespeople and is considering placing an ad in the industry magazine.He wants to place an open ad because:

Accepted Answer

The answer of Brad is recruiting new salespeople and is...

Question 14

Research has shown that ______________ are the best predictors of a potential salesperson's future job performance.

Accepted Answer

Psychological tests have been found to be the best predictors of a potential salesperson's future job performance according to research. These tests can provide insights on personality traits, motivation, cognitive abilities, and other characteristics that are critical for success in a sales role.

Question 15

Which of the following is a good source of sales recruits without negative attitudes toward selling careers?

Accepted Answer

Technical schools with sales training programs are a good source of sales recruits because they have specific training in sales and are likely to have a positive attitude toward selling careers. Elite colleges may have a negative attitude toward sales, and high schools may not have specific sales training programs.

Question 16

Ron is recruiting new salespeople and is considering placing an ad in the industry magazine.He wants to place a blind ad because:

Accepted Answer

The answer of Ron is recruiting new salespeople and is...

Question 17

Jared is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.Jessica recognizes the advantage of hiring this candidate is:

Accepted Answer

Hiring a salesperson from a direct competitor can reduce the learning curve due to their relevant experience and also serve as motivation for existing staff members by introducing a competitive edge or new insights, making all the choices correct.

Question 18

Recruiting communications should point out:

Accepted Answer

The answer of Recruiting communications should point out:
...

Question 19

Jamodd is recruiting new salespeople and one of the applicants is a salesperson for a direct competitor.Jamodd recognizes the advantage of hiring this candidate is:

Accepted Answer

Experience is a valuable asset that a salesperson from a direct competitor would bring to Jamodd's team, as it implies familiarity with the industry, market, and potentially even the customer base.

Question 20

When hiring a salesperson from a competitor,there is greatest potential for:

Accepted Answer

Hiring a salesperson from a competitor can provide short-term benefits as they bring existing knowledge of the market and potentially a client base, which can lead to immediate sales and revenue.

Quiz 11: Recruiting and Selecting Sales-people