Question 1

A company that asks candidates to engage in group discussions, business game simulations, presentations, and role play exercises, so that members of management may evaluate their performance capabilities is probably using this method of selection.

Question options:

Selection testing

Stress interview

Assessment center

Group interviewing

Question 2

When various interviewers rate the same applicant differently, this is an example of

Question options:

multiple personalities.

applicant misrepresentation.

interviewer bias.

incompetent interviewers.

Question 3

All of the following topics are open to charges of discrimination except

Question options:

age or date of birth.

previous job experience.

marital status.

person to notify in case of an emergency.

Question 4

During the initial interview, sales managers should not

Question options:

forget to emphasize the earnings potential of the job.

oversell the job to candidates.

let the candidate dominate the conversation.

forget to emphasize job advancement opportunities.

Question 5

Employees, such as salespeople, are a good source of job referrals because

Question options:

if they like someone they’re probably going to be able to work effectively with them.

they meet many other salespeople while making sales calls.

most salespeople have a natural talent for recruiting and selection.

they have a good understanding of the type of person sought for a sales position.

Question 6

A background investigation is generally performed

Question options:

after the initial interview.

before the intensive interview.

after the intensive interview.

after resume screening, but before any interviewing.

Question 7

The purpose of the Fair Employment Opportunity Act of 1972 was to

Question options:

prohibit discrimination based on age, race, color, religion, sex, or national origin.

require that men and women be paid the same amount for performing similar job duties.

require firms to hire and promote handicapped persons if the firm employs 50 or more employees.

found the Equal Employment Opportunity Commission to ensure compliance with the Civil Rights Act.

Question 8

Research suggests that printed advertising material should

Question options:

provide important information regarding the job and emphasize unique aspects of the job.

be distinctive and stand out from others through physical representation or the presentation of unusual information.

focus on job candidates’ needs and interests.

do all of the above.

Question 9

The _______ for salespeople is likely to contain the job title, duties, tasks, and responsibilities of the salesperson.

Question options:

job analysis

job qualifications

job description

job title

Question 10

Potential problems associated with inadequate recruitment and selection include all of the following except

Question options:

inadequate sales coverage and lack of customer follow up.

higher turnover rates.

difficulty in establishing enduring relationships with customers.

reduced capability to evaluate sales performance.

Question 11

Perhaps the most significant managerial problem that can arise from improper recruiting and selection of salespeople is

Question options:

total salesforce performance is suboptimal.

a higher turnover rate.

inadequate sales coverage and lack of customer follow up.

increased training costs to overcome deficiencies.

Question 12

A job analysis is

Question options:

an investigation of the tasks, duties, and responsibilities of the job.

an analysis of the amount of stress inherent in the job.

a rating assigned to a particular job, indicating what grade and salary is appropriate.

an investigation into the job history of the applicant to uncover any fraud or incompetence.

Question 13

Which of the following statements regarding the stress interview is false?

Question options:

It’s designed to put job candidates under extreme, unexpected <br /> psychological duress for the purpose of seeing how they’ll react.

It may create an unfavorable image of the company.

It may alienate some of the better candidates.

It may be a form of discrimination in some cases, in which its use would <br /> make it illegal.

Question 14

_______ is giving the recruit an accurate portrayal of the job.

Question options:

Achieving congruence

Achieving realism

Achieving self-esteem

Achieving accuracy

Question 15

According to the text, which of the following is a disadvantage of using host-country nationals to staff the international salesforce?

Question options:

They need extensive product training.

They involve the highest maintenance costs.

There’s low promotion potential for salespeople.

It’s potentially difficult for salespeople to adapt to new environments.

Question 16

Which of the following is not an advantage of a company-specific job application form?

Question options:

By studying the handwriting of the various applicants, managers can <br /> observe the attention to detail and neatness of the applicant.

Personal information, such as age and marital status which applicants <br /> haven’t included in their resumes, can be requested.

The comparison of multiple candidates is facilitated since the <br /> information on each is presented in the same sequence.

The form can be designed to gather all pertinent information and exclude <br /> unnecessary information.

Question 17

External sources of sales recruits include all of the following except

Question options:

advertisements.

private employment agencies.

colleges and universities.

company newsletters.

Question 18

The second step in the process of recruiting and selecting salespeople is

Question options:

selection.

prospecting.

recruitment.

planning.

Question 19

The purpose of the Civil Rights Act of 1964 was to

Question options:

prohibit discrimination based on age, race, color, religion, sex, or national origin.

require that men and women be paid the same amount for performing similar job duties.

require firms to hire and promote handicapped persons if the firm employs 50 or more employees.

prohibit discrimination against people of ages 40 and older.

Question 20

Determining whether or not the job’s selling tasks will include responsibilities for opening new accounts as well as maintaining existing accounts is part of this step of the recruiting and selection process.

Question options:

Determining job qualifications

Writing the job description

Setting objectives

Conducting a job analysis