Question 1

What are the first activities in the recruitment and selection process?

Accepted Answer

First,conduct a job analysis to determin...

Question 2

Which of the following selection criteria has the highest level of predictive validity?

Accepted Answer

A)  Personal interview
B)  Experience
C)  Reference checks
D)  Biographical information from application forms
E)  Composites of intelligence,personality and aptitude tests

Question 3

As a rule,salespeople do not need any special qualifications to sell.

Accepted Answer

A) True 
 B)False

Question 4

The first decision that must be made when recruiting and selecting salespeople considers:

Accepted Answer

A)  Who will participate in the process
B)  Whether the job description needs to be updated
C)  Setting salary parameters
D)  Where to find the job applicants
E)  Which selection tools will be used

Question 5

Because physical examinations are relatively expensive compared to other selection tools,most sales managers choose not to use them.

Accepted Answer

A) True 
 B)False

Question 6

Why are existing sales job descriptions often out of date?

Accepted Answer

Existing job descriptions are often out ...

Question 7

The recruitment effort should:

Accepted Answer

A)  Encourage everyone who wants a job to apply
B)  Use communications that relay only the positive aspects of the job do the recruit
C)  Concentrate on sources that are most likely to produce the kind of people needed to fill the job
D)  Maximize the number of recruits
E)  Be used to create an applicant pool for later job openings that may not yet exist

Question 8

It would be legal for an interviewer during a job interview to ask a job applicant about his or her:

Accepted Answer

A)  Work experience
B)  Marital status
C)  Health problems
D)  Nationality
E)  Religion

Question 9

The job description should be prepared after the job analysis is conducted.

Accepted Answer

A) True 
 B)False

Question 10

A personal history evaluation of existing sales force members:

Accepted Answer

A)  Is illegal under Title VII of the Civil Rights Act
B)  Indicates which types of personalities work best with specific target markets
C)  Helps to validate the selection criteria used by the hiring firm
D)  Determines which types of tests are valid discriminators
E)  Should only look at those characteristics that made a person successful at his or her job

Question 11

What is self-selection? How can a good job description encourage self-selection?

Accepted Answer

Self-selection is the process by which p...

Question 12

The most commonly used tool for selecting a new salesperson is the reference check.

Accepted Answer

A) True 
 B)False

Question 13

If used,a physical examination of sales candidates should focus on:

Accepted Answer

A)  Attitude
B)  Physical appearance
C)  Healthiness of the sales candidate
D)  Attributes directly related to the job requirements
E)  Stress,personality and physical dexterity

Question 14

Junior colleges and vocational schools are particularly good sources of recruits for sales jobs that require reasonably well-developed mental and communications abilities,but where advanced technical knowledge or a four-year degree is not essential.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following selection tools has declining popularity as a result of the Americans with Disabilities Act?

Accepted Answer

A)  Intelligence tests
B)  Physical examinations
C)  Reference checks
D)  Personality tests
E)  Stress interviews

Question 16

What six dimensions and requirements should a good job description include?

Accepted Answer

A good job description should include th...

Question 17

Because of the cost and time involved in recruiting and evaluating candidates for sales positions,the goal should be to

Accepted Answer

A)  Maximize the number of candidates
B)  Attract only external candidates
C)  Attract only internal candidates
D)  Attract a few good candidates
E)  Choose only candidates who live near the home office

Question 18

The primary objective of the recruiting process should be to maximize the total number of job applicants.

Accepted Answer

A) True 
 B)False

Question 19

A manufacturing firm might choose to recruit current employees to fill an opening in its sales department because:

Accepted Answer

A)  Company employees have established performance records
B)  Recruiting from within increases job turnover
C)  Internal recruits do not have to be paid as much
D)  Internal recruiting has no effect on employee morale
E)  Internal recruits require additional orientation and training in order to get them to stop thinking from a manufacturing perspective

Question 20

Nicole is part of a recruiting and selection team for her company's sales force.After conducting a job analysis,her next step will be to

Accepted Answer

A)  Determine salary parameters
B)  Develop a statement of job qualifications
C)  Determine how many job applicants it needs to make a suitable job pool
D)  Write a job description
E)  Conduct interviews

Exam 9: Sales Force Recruitment and Selection

The primary objective of the recruiting process should be to maximize the total number of job applicants.

Correct AnswerverifiedShow Answer

The first decision that must be made when recruiting and selecting salespeople considers:

Correct AnswerverifiedShow Answer

What six dimensions and requirements should a good job description include?

Correct AnswerverifiedA good job description should include th...View AnswerShow Answer

The job description should be prepared after the job analysis is conducted.

Correct AnswerverifiedShow Answer

What is self-selection? How can a good job description encourage self-selection?

Correct AnswerverifiedSelf-selection is the process by which p...View AnswerShow Answer

If used,a physical examination of sales candidates should focus on:

Correct AnswerverifiedShow Answer

A manufacturing firm might choose to recruit current employees to fill an opening in its sales department because:

Correct AnswerverifiedShow Answer

Nicole is part of a recruiting and selection team for her company's sales force.After conducting a job analysis,her next step will be to

Correct AnswerverifiedShow Answer

It would be legal for an interviewer during a job interview to ask a job applicant about his or her:

Correct AnswerverifiedShow Answer

Why are existing sales job descriptions often out of date?

Correct AnswerverifiedExisting job descriptions are often out ...View AnswerShow Answer

A personal history evaluation of existing sales force members:

Correct AnswerverifiedShow Answer

As a rule,salespeople do not need any special qualifications to sell.

Correct AnswerverifiedShow Answer

Because of the cost and time involved in recruiting and evaluating candidates for sales positions,the goal should be to

Correct AnswerverifiedShow Answer

Which of the following selection tools has declining popularity as a result of the Americans with Disabilities Act?

Correct AnswerverifiedShow Answer

What are the first activities in the recruitment and selection process?

Correct AnswerverifiedFirst,conduct a job analysis to determin...View AnswerShow Answer

The recruitment effort should:

Correct AnswerverifiedShow Answer

Because physical examinations are relatively expensive compared to other selection tools,most sales managers choose not to use them.

Correct AnswerverifiedShow Answer

Junior colleges and vocational schools are particularly good sources of recruits for sales jobs that require reasonably well-developed mental and communications abilities,but where advanced technical knowledge or a four-year degree is not essential.

Correct AnswerverifiedShow Answer

Which of the following selection criteria has the highest level of predictive validity?

Correct AnswerverifiedShow Answer

The most commonly used tool for selecting a new salesperson is the reference check.

Correct AnswerverifiedShow Answer

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A good job description should include th...
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Self-selection is the process by which p...
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Correct Answer
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Existing job descriptions are often out ...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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First,conduct a job analysis to determin...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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