Question 1

A personal history analysis usually is better adapted for use by a firm with a large sales force that has been in business for several years rather than for newer companies with small sales forces.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

It is a good policy for a company to hire significantly more sales reps than is needed,with the intent of weeding out the poor performers as time goes by.

Accepted Answer

A) True 
 B)False

Question 4

With respect to recruiting our salespeople from other companies:

Accepted Answer

A)  It is unethical to hire a competitor's sales rep.
B)  Experienced salespeople from other companies will not require training by our firm.
C)  This assures us of getting top quality recruits.
D)  These people may have acquired some bad habits while selling for other companies.
E)  These people are excellent sources only if you can offer them an opportunity to eventually move into a management position.F) A) and B)
G) A) and E)

Question 5

The Civil Rights legislation affecting sales forces is least likely to apply to:

Accepted Answer

A)  Compensation for men and women.
B)  Methods of supervising the sales force.
C)  Hiring practices.
D)  Promotions from sales jobs to manager's positions.
E)  Hiring handicapped workers.F) B) and C)
G) D) and E)

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Which of the following conditions is most likely to attract the largest number of qualified graduating college students into a sales job?

Accepted Answer

A)  The job provides advancement opportunities.
B)  The salary offered.
C)  The product being sold is in the growth stage of its life cycle.
D)  The company's training program.
E)  The recruiter is very personable.F) B) and D)
G) C) and E)

Question 8

The Equal Employment Opportunity Commission (EEOC)regulations regarding hiring salespeople apply only to firms with 25 or more employees.'

Accepted Answer

A) True 
 B)False

Question 9

If a company has no sales training program,its major source of sales recruits is least likely to be:

Accepted Answer

A)  Within the company.
B)  Competitors.
C)  Customers.
D)  College graduating classes.
E)  Other companies selling related products.F) B) and E)
G) A) and B)

Question 10

Recruiting,which includes all activities involved in securing individuals who will apply for a particular sales job includes:

Accepted Answer

A)  Actual selection process by exclusive means of interviews.
B)  The development of a list of potential recruits the instant a new position becomes available and not before.
C)  Programs aimed at reducing the cost of the recruiting activity as the number of better quality applicants become available.
D)  Becoming proactive in the recruiting efforts as the costs of selecting and maintaining good salespeople increases.
E)  Discarding files on all potential recruits once a selection has been made because of the rapid placement of salespeople.F) C) and E)
G) A) and E)

Question 11

Regarding the law and sales force selection,the burden of proof generally rests with the company to show that it is complying with the regulations.

Accepted Answer

A) True 
 B)False

Question 12

The easiest way a firm can protect itself against discrimination charges with regard to the sources fir its recruiting is to recruit from the same source all of the time.

Accepted Answer

A) True 
 B)False

Question 13

One feature of recruiting sales reps from non-competing firms is that:

Accepted Answer

A)  Presumably they have demonstrated their sales ability.
B)  This source will not antagonize other firms.
C)  It is unethical to use this source.
D)  This source does not involve any recruiting expense.
E)  These people will not require any training.F) B) and E)
G) B) and C)

Question 14

In determining what constitutes a given job (a job analysis) :

Accepted Answer

A)  Only someone from the sales organization should compile the information.
B)  The individual conducting this analysis should spend time traveling with several salespeople as they make their sales call.
C)  The experienced sales manager who has already hired many sales reps does not require a written job analysis.
D)  Rarely will observation or multiple interviews be necessary because sales job descriptions are standard text book material.
E)  It is recommended that customers and other executives not be included in the process because it will suggest that the sales organization does not know how to do its job properly.F) D) and E)
G) B) and E)

Question 15

An advantage of hiring competitors' sales representatives is that these people:

Accepted Answer

A)  Do not entail any recruiting expense.
B)  Are likely to be well acquainted with the product and the market.
C)  Will not require any training.
D)  Will have a high degree of loyalty to your firm.
E)  Will bring their old customers to the new employer.F) A) and B)
G) A) and C)

Question 16

Sales force recruiting in a company becomes more important as:

Accepted Answer

A)  There is an increase in the number of salespeople needed in that company.
B)  The rate of turnover declines in the sales force.
C)  The company lowers the prices on its products.
D)  There is a decline in the quality level of sales representatives needed.
E)  A firm cuts back on the size of its sales force,and uses more wholesaling middlemen.F) A) and B)
G) A) and E)

Question 17

The following traits/ability relationships are true except:

Accepted Answer

A)  Sense of skepticism - ability to be innovative
B)  Ego strength - ability to handle rejection
C)  Sociable - ability to build relationships
D)  Sense of urgency - ability to complete the sale
E)  Assertiveness - ability to be firm in negotiationsF) B) and E)
G) B) and C)

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

Regarding web-based recruiting:

Accepted Answer

A)  It results in a higher quality candidate than most other methods.
B)  The cost of obtaining resumes is very low.
C)  The cost of qualifying the applicants is very low
D)  The candidate usually doesn't know anything about the company
E)  It produces a lower number of applicants than most other methods.F) B) and E)
G) A) and E)

Question 20

According to a survey of a class of marketing students,most students typified selling as:

Accepted Answer

A)  A career opportunity with ever-increasing opportunities.
B)  Comprised of helpful and informative individuals.
C)  Populated by pushy or obnoxious door-to-door salesman types.
D)  A highly prestigious job for the next century.
E)  An area of marketing they would most like to target for their professional lives.F) B) and E)
G) None of the above

Exam 5: Profiling and Recruiting Salespeople

Regarding the law and sales force selection,the burden of proof generally rests with the company to show that it is complying with the regulations.

Correct AnswerverifiedShow Answer

With respect to recruiting our salespeople from other companies:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

An advantage of hiring competitors' sales representatives is that these people:

Correct AnswerverifiedShow Answer

Sales force recruiting in a company becomes more important as:

Correct AnswerverifiedShow Answer

It is a good policy for a company to hire significantly more sales reps than is needed,with the intent of weeding out the poor performers as time goes by.

Correct AnswerverifiedShow Answer

One feature of recruiting sales reps from non-competing firms is that:

Correct AnswerverifiedShow Answer

Which of the following conditions is most likely to attract the largest number of qualified graduating college students into a sales job?

Correct AnswerverifiedShow Answer

The Equal Employment Opportunity Commission (EEOC)regulations regarding hiring salespeople apply only to firms with 25 or more employees.'

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The Civil Rights legislation affecting sales forces is least likely to apply to:

Correct AnswerverifiedShow Answer

Recruiting,which includes all activities involved in securing individuals who will apply for a particular sales job includes:

Correct AnswerverifiedShow Answer

If a company has no sales training program,its major source of sales recruits is least likely to be:

Correct AnswerverifiedShow Answer

A personal history analysis usually is better adapted for use by a firm with a large sales force that has been in business for several years rather than for newer companies with small sales forces.

Correct AnswerverifiedShow Answer

According to a survey of a class of marketing students,most students typified selling as:

Correct AnswerverifiedShow Answer

In determining what constitutes a given job (a job analysis) :

Correct AnswerverifiedShow Answer

The easiest way a firm can protect itself against discrimination charges with regard to the sources fir its recruiting is to recruit from the same source all of the time.

Correct AnswerverifiedShow Answer

The following traits/ability relationships are true except:

Correct AnswerverifiedShow Answer

Regarding web-based recruiting:

Correct AnswerverifiedShow Answer

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