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| 1 | |
Betty is seeking her first sales position. Before applying, Betty is doing a personal needs assessment. She will likely ask all of the following questions EXCEPT: |
| | A) | Does she have the knowledge needed for the position? |
| | B) | How much stress can she handle? |
| | C) | Does she need a lot of instruction or can she work when assignments are ambiguous? |
| | D) | Will financial incentives, personal recognition, or simply job satisfaction get her going? |
| | E) | What does she find interesting? |
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| 2 | |
Teresa is seeking her first sales position. Teresa is looking at a potential employer and considering what the company has to offer. She will likely ask all of the following questions EXCEPT: |
| | A) | Does the company offer training? |
| | B) | What do its salespeople do each day? |
| | C) | Can I handle rejection? |
| | D) | What kind of structures does the company provide? |
| | E) | How much risk is involved? |
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| 3 | |
Which of the following is NOT one of the "Traits of Top Salespeople" listed in the text? |
| | A) | strong ego |
| | B) | restrained |
| | C) | sociable |
| | D) | creative |
| | E) | empathic |
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| 4 | |
Which of the following is a good source of information about industries and jobs for someone who is looking for a job? |
| | A) | Business Week |
| | B) | U. S. Industrial Outlook |
| | C) | Web sites such as sales.com |
| | D) | Standard and Poor's Industry Surveys |
| | E) | all of the above |
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| 5 | |
The best source of sales job information is usually from: |
| | A) | personal sources |
| | B) | U. S. Industrial Outlook |
| | C) | sales blogs |
| | D) | company Web sites |
| | E) | government agencies |
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| 6 | |
In general, companies look for three qualities in salespeople: |
| | A) | aggressiveness, technical knowledge, political acumen |
| | B) | sociability, sensitivity, sincerity |
| | C) | need for money, empathy, credit-worthiness |
| | D) | good communication skills, self-motivation, and a positive attitude |
| | E) | good documentation, impeccable dress, charisma |
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| 7 | |
Which of the following statements about the cover letter sent with your résumé as a part of your response to a job posting is true? |
| | A) | Remember that the letter should be short because your résumé is your selling tool. |
| | B) | Never telephone the company to which you mailed your application because such calls are seen as pushy. |
| | C) | Your cover letter should be short and contain no more than two paragraphs. |
| | D) | Use an attention getting device in the first paragraph. |
| | E) | Your cover letter should focus on what you expect from the company. |
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| 8 | |
Which of the following is an example of an illegal question you could be asked in a job interview? |
| | A) | What is your maiden name? |
| | B) | Do you own or rent your home? |
| | C) | Where were you born? |
| | D) | Have you ever been arrested? |
| | E) | All of the above are examples of illegal job interview questions |
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| 9 | |
KSAs mean a salesperson's: |
| | A) | kinetics, salesmanship, and authority |
| | B) | killer instinct, skills, and agility |
| | C) | knowledge, skills, and abilities |
| | D) | kindness, singularity, and abilities |
| | E) | keiretsu, sincerity, and accuracy |
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| 10 | |
When a sales manager offers feedback after accompanying the salesperson on a call, the manager is conducting a: |
| | A) | curbside conference |
| | B) | basic training seminar |
| | C) | parking lot evisceration |
| | D) | quick and dirty summary |
| | E) | lean and mean workout |
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| 11 | |
The short-term anxiety caused by situational factors in sales is called: |
| | A) | temporary terror |
| | B) | subliminal intensity |
| | C) | felt feelings |
| | D) | temporary stress |
| | E) | situational stress |
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| 12 | |
_____ occurs when the salesperson is not sure what actions are required. |
| | A) | Ambiguous control |
| | B) | Subliminal stress |
| | C) | Directional incoherence |
| | D) | Role ambiguity |
| | E) | Indecisive implementation |
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