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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

Selecting and Hiring Salespeople

Chapter 6 Multiple Choice Quiz


1	Which of the following interview questions is most likely to be legal:
		A)	How many children do you have?
		B)	Where do your parents live?
		C)	What is your maiden name?
		D)	What church do you attend?
		E)	Can you do extensive traveling?


2	The __________ is the second most widely used selection tool, and serves efficiently as an initial screening device.
		A)	reference
		B)	application blank
		C)	nondirected interview
		D)	psychological test
		E)	credit report


3	The _______________ is a selection tool that may involve business games, case analyses, leaderless discussion groups, role-playing, or individual presentations.
		A)	guided interview
		B)	psychological test
		C)	assessment center
		D)	application blank
		E)	none of the above


4	The process of statistically measuring the extent to which a given selection tool is a predictor of job performance is known as:
		A)	socialization
		B)	assimilation
		C)	validation
		D)	performance-based interview
		E)	BFOQ


5	The most widely used selection tool is the:
		A)	application blank
		B)	interview
		C)	psychological test
		D)	assessment center
		E)	reference


6	"Why are manhole covers round?" is a question most likely asked in a:
		A)	guided interview
		B)	nondirected interview
		C)	performance interview
		D)	stress interview
		E)	behavior-based interview


7	Over the years, the most controversial of all selection tools has been:
		A)	application blanks
		B)	interviews
		C)	references
		D)	psychological testing
		E)	assessment centers


8	When an applicant for a sales job lists someone as a reference, that person is likely to give a(n) __________ evaluation of the applicant.
		A)	overly negative
		B)	slightly negative
		C)	neutral
		D)	positive
		E)	either negative or positive, but not neutral


9	_________________ is the process through which the new recruits take on the values and attitudes of the people who are already working for the firm.
		A)	Socialization
		B)	BFOQ
		C)	Mentoring
		D)	Validation
		E)	Assessment


10	When a senior salesperson is chosen to be an adviser to a new sales rep, this is an example of:
		A)	a selection tool
		B)	a BFOQ
		C)	socialization
		D)	mentoring
		E)	assimilating

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