Question 1

Recruiting applicants for sales jobs is not as important an activity as it used to be,because today there are so many more qualified applicants than has been the case in the past.

Accepted Answer

This statement is not true. While it is possible that there are more qualified applicants for sales jobs than in the past, recruiting is still an important activity to ensure that the right candidates are selected for the job. It is important to find individuals who not only possess the necessary qualifications but also fit well within the company culture and can effectively sell and promote the company's products or services.

Question 2

Companies without sales training programs generally should not consider graduating college seniors as a major source of recruits for sales jobs.

Accepted Answer

Without sales training programs, graduating college seniors may not have the necessary skills or experience to be successful in sales roles.

Question 3

It is generally recognized that a company should not recruit sales applicants from competitors' sales forces.

Accepted Answer

Recruiting sales applicants from competitors' sales forces is a common practice in many industries, as it can bring in employees with valuable experience and insights. However, ethical considerations and legal restrictions, such as non-compete clauses, must be carefully observed.

Question 4

A company should not recruit salespeople who are presently employed by its customers.

Accepted Answer

Recruiting salespeople from a customer's company is not inherently unethical or wrong, as long as the recruitment process respects legal agreements (like non-compete clauses) and is conducted in a professional manner. It can be beneficial due to the salesperson's understanding of the customer's needs and industry knowledge.

Question 5

A primary reason for a company to use web-based recruiting is the low cost.

Accepted Answer

Web-based recruiting is often less expensive than traditional recruiting methods such as print ads and job fairs. This is because it allows companies to reach a wider audience without incurring additional print or travel costs.

Question 6

The percentage of women and minorities in outside sales jobs is far below the percentage in the total population.

Accepted Answer

According to studies and reports, there is a significant underrepresentation of women and minorities in outside sales jobs compared to their percentage in the total population.

Question 7

Companies that are looking for high-caliber salespeople should not use employment agencies as a recruiting source.

Accepted Answer

This statement is not necessarily true. While employment agencies may not always provide the best candidates for high-caliber sales positions, there may be some agencies that specialize in recruiting top sales talent. It is important for companies to thoroughly research and vet any potential recruiting sources, including employment agencies.

Question 8

Graduates of high schools or vocational schools are not good prospects for career selling jobs.

Accepted Answer

This statement is false. Graduates of high schools or vocational schools can make excellent prospects for career selling jobs, as they often have valuable skills and customer service experience. Many successful salespeople come from diverse educational backgrounds.

Question 9

Willingness to take risks is related to the salesperson's ability to be innovative.

Accepted Answer

Salespeople who are willing to take risks tend to be more innovative in their approach to sales, as they are more open to experimenting with new ideas and strategies. This can help them to stand out from their competition and find new and creative ways to win business.

Question 10

A good recruiting policy to follow is to continue looking for applicants even when there are no current openings on the sales force.

Accepted Answer

Continuously recruiting potential salespeople even when there are not any immediate job openings can help to build a pipeline of talent for future needs and reduce the time and costs associated with filling a position at short notice.

Question 11

Regarding recruiting people for sales jobs,the sales reps working for non-competing companies often are a good source of recruits,particularly if they are selling products related to those sold by the recruiting firm.

Accepted Answer

Sales reps working for non-competing companies who sell related products can be a good source of recruits for sales jobs in the recruiting firm.

Question 12

Companies should avoid using part-time workers as salespeople.

Accepted Answer

The statement is not necessarily true. Part-time workers can be effective salespeople if they are properly trained and managed. It ultimately depends on the individual worker and the company's specific needs and goals.

Question 13

The quality of sales-job applicants recruited by advertisements may be raised by careful selection of advertising media and by proper information placed in the advertising copy.

Accepted Answer

Careful selection of advertising media and proper information in the advertising copy can attract higher-quality sales job applicants.

Question 14

Referrals are an infrequently used source of sales recruits.

Accepted Answer

Referrals are actually a commonly used source of sales recruits. In fact, many companies encourage their current salespeople to refer others who they believe would be a good fit for the job. Referrals can be a great way to find high-quality candidates as they have already been vouched for by someone within the company or industry.

Question 15

A company's present sales force is a good source for leads to new recruits.

Accepted Answer

The current sales force may have connections and know people in the industry who would make good recruits, making them a valuable source for leads.

Question 16

A company should not advertise in trade journals if it is looking for high-caliber salespeople.

Accepted Answer

Trade journals can be a good place to reach high-caliber salespeople who are interested in a specific industry or niche. Therefore, advertising in trade journals can be an effective way to reach potential candidates.

Question 17

Colleges and universities are especially good recruiting sources for lifetime career sales jobs that are not likely to lead to management positions.

Accepted Answer

This statement is not necessarily true as colleges and universities can be good sources for both sales jobs and management positions. It ultimately depends on the company and their hiring practices.

Question 18

It is a mistake to try to get good production or office workers to move into a company's sales force.

Accepted Answer

This statement is generally false. While not all production or office workers may be suited for a sales role, there are many who could potentially excel in a different type of position. It is important to assess each individual's skills, personality, and interests before making a decision about moving them into a sales role. A well-trained and motivated sales team can be crucial for a company's success, and it's worth looking for sales talent in unexpected places.

Question 19

Emotional intelligence is primarily related to the ability of salespeople to solve problems.

Accepted Answer

Emotional intelligence is related to a variety of skills, including empathy, self-awareness, and social skills. While these skills can certainly be helpful in problem-solving, emotional intelligence is not solely related to this ability, particularly in the context of sales. Salespeople with high emotional intelligence are also better equipped to understand customer needs and build strong relationships, among other things.

Question 20

A recruiter should try to limit the number of qualified applicants to two or three for each job opening in order to maximize the chances of finding the right person.

Accepted Answer

This statement is false. Limiting the number of qualified applicants to only two or three may result in overlooking other qualified candidates who could be suitable for the job. It's important for recruiters to consider a larger applicant pool and carefully evaluate each candidate's qualifications and fit for the role.

Quiz 5: Profiling and Recruiting Salespeople