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Sales Force Management Final Questions and Answers Rated A+
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Sales Force Management Final
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Sales Force Management FinalBecause of the cost and time involved in recruiting and evaluating candidates for sales
positions, the goal should be to - answerAttract a few good candidates
The four steps in the decision process for recruiting and selecting salespeople include
each of the following EXCEPT - answer Develop a mission statement
Which of the following statements about who is responsible for selecting and recruiting
salespeople is true? - answerPersonnel department members are often involved in the
recruiting and selecting of salespeople to reduce friction between the two functional
departments
Long Enterprises makes and sells x-ray equipment. It needs to hire three new
salespeople with specific qualifications and abilities. The company decided to have a
company __________ participate in the hiring process with the sales manager. -
answerRecruiting specialist
Long Enterprises makes and sells x-ray equipment. It needs to hire three new
salespeople. After the company has determined who participates in the hiring process
and who has the authority to make hiring decisions, it next needs to: - answerConduct a
job analysis
Elizabeth is a sales manager for a golf products company. She has conducted a job
analysis and written a job description. Next, she will - answerDevelop a statement of job
qualifications
Without a detailed up-to-date job description, a sales manager will have difficulty
deciding - answerWhat kind of personnel are needed
When conducting a job analysis, current salespeople should be observed and/or
interviewed to - answerDetermine what they actually do
Which of the following is NOT typically included in a job description for a sales job? -
answerThe size of the sales force and existing salary structure
Ramiro would prefer to hire salespeople who are intelligent, self-confident, possess
verbal skills and are highly motivated. His problem is likely to be - answerDeciding
which traits and skills are most important
, Natalie is conducting a personal history evaluation of her existing sales force members.
She will likely use this in - answerDetermining which characteristics differentiate
between good and poor performing salespeople
Research by the Klein Institute for Aptitude Testing suggests that characteristics of
salespeople who fail include people who - answerHave recently divorced
When recruiting salespeople, sales managers have often found - answerPeople with no
selling experience frequently have negative attitudes toward sales
As Jarred Industries looks to hire new salespeople to sell its commercial generators,
their sales manager needs to know that: - answerThe recruiting effort should be
conducted so as to discourage unqualified applicants from applying
Pam is a sales manager for a medical imaging device company. The sales positions
involve technical selling requiring substantial product knowledge and industry
experience. She will probably focus on recruiting salespeople through -
answerEmployees and referrals within the industry
The recruitment effort should: - answerConcentrate on sources that are most likely to
produce the kind of people needed to fill the job
A manufacturing firm might choose to recruit current employees to fill an opening in its
sales department because: - answerCompany employees have established
performance records
For less attractive sales jobs, such as telemarketing, some sales recruiters will use -
answerBlind ads in newspapers
Which of the following statements about the external sources for job recruiting is true? -
answerColleges are a common source of recruits for firms that require salespeople with
sound mental abilities or technical backgrounds
Which of the following selection criteria has the highest level of predictive validity? -
answerComposites of intelligence, personality and aptitude tests
Application blanks: - answerHelp managers to prepare for job interviews with applicants
Jason and Maria are both applying for a sales position at a company that manufactures
paint. Jason was interviewed first. After Maria's interview, they met at a nearby
Starbucks and compared experiences. Jason told how, at the beginning of the interview,
the interviewee handed him a pencil and told him to sell it. Maria described how she had
been asked to sell a printing service after talking with the interviewer for about 15
minutes. The hiring company uses a(n) _____ interview in its selection process. -
answerUnstructured
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