A testing program is likely to be a useful or successful tool for hiring salespeople when:
A)The applicants generally are "test-wise."
B)The company hires very few sales representatives.
C)The firm hires only experienced salespeople.
D)Management is looking for an inexpensive shortcut in its hiring process.
E)The executives who are responsible for interviewing the applicants are not adept at interpreting personality traits or selling aptitudes in the applicants.

Question

Quizplus · Accepted Answer

A testing program can be helpful in identifying personality traits and selling aptitudes of sales applicants, but it requires expertise in interpreting the results. If the executives responsible for interviewing the applicants lack this expertise, a testing program might be a suitable tool to complement their efforts. However, if the applicants are generally test-wise or the firm hires only experienced salespeople, a testing program might not be as effective. Similarly, if the company hires very few sales representatives, the cost of developing and implementing a testing program might not justify its benefits. Finally, using a testing program solely as an inexpensive shortcut in the hiring process is unlikely to yield good results and undermine the efficacy of the hiring process.

A Testing Program Is Likely to Be a Useful or Successful