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Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

Profiling and Recruiting Salespeople

Chapter 5 Multiple Choice Quiz


1	A good selection program is essential for sales organizations because:
		A)	qualified salespeople are scarce
		B)	good selection improves sales force performance
		C)	good selection promotes cost savings
		D)	good selection eases other managerial tasks
		E)	All of the above


2	The actual task of determining what constitutes a given job is called:
		A)	job analysis
		B)	job description
		C)	job assimilation
		D)	job qualifications
		E)	None of the above


3	This source of recruits produces many applicants, but the average quality of applicants is questionable:
		A)	Employment agencies
		B)	Part-time workers
		C)	Advertisements
		D)	Competitors reps
		E)	Referrals


4	This source of recruits does initial screening activities; and for each hire, this source typically charges the employer 10 to 40 percent of the new employee's first year's compensation.
		A)	Employment agencies
		B)	Educational institutions
		C)	Advertisements
		D)	Competitors reps
		E)	Referrals


5	The use of this recruiting source for outside selling jobs is increasing; in part, because it generates workers who are easy to contact, readily available, and usually can work flexible hours:
		A)	Employment agencies
		B)	Part-time workers
		C)	Advertisements
		D)	Competitors
		E)	Referrals


6	According to the textbook, the most important activity in the management process is:
		A)	motivation
		B)	compensation
		C)	training
		D)	staffing
		E)	None of the above


7	From U.S. Census Bureau statistics, it follows that sales forces of the future will:
		A)	be older
		B)	have a higher percentage of Hispanic salespeople
		C)	have a higher percentage of African-American salespeople
		D)	have a lower percentage of white salespeople
		E)	All of the above


8	Finding good salespeople is difficult because:
		A)	selling is not perceived to be a prestigious occupation
		B)	compensation for salespeople is low
		C)	firms can't afford to hire salespeople
		D)	universities are poor at sales training
		E)	None of the above


9	______________ requires employers to make additional efforts to recruit, employ, and promote qualified members of protected minority groups:
		A)	NAFTA
		B)	Nondiscrimination
		C)	Affirmative action
		D)	Selection
		E)	Assimilation


10	The set of activities involved in securing individuals who will apply for the job is called:
		A)	socialization
		B)	selection
		C)	hiring
		D)	recruiting
		E)	training

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