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Question
Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.Johan crafts a descriptive ad and receives hundreds of resumes in response. He reads through them and chooses the 20 best candidates. To further screen candidates, he invites those 20 to take a test that profiles their skills. What is the best advice to give Johan about testing?
A) Rely solely on predictive assessment instruments which are more reliable than quantitative interviews.
B) Conduct testing online to ensure that candidates possess the technical skills needed for the position.
C) Use test scores to predict a candidate's verbal and nonverbal communication skills which are necessary in sales.
D) Provide candidates with multiple tests to ensure that results are both valid and reliable predictors of sales success.
E) Use test results in conjunction with information obtained from the personal interview and reference checks.
Answer
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Related questions
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The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line, company marketing strategies, territory information, and business trends. What are the other two?
A) knowledge of personal selling skills; in-field sales training with supervision
B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
E) attitudes toward the company, its products, and its customers; application of personal selling principles and practices
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Some organizations are using ability or aptitude assessment instruments to determine future performance in certain types of sales jobs. Experts in the field of employment testing say that test scores:
A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
Q:
The first step toward identifying the type of applicant to be recruited for a sales job is to:
A) determine the compensation plan
B) consult the sales staff for recommendations
C) determine the actual duties of the position
D) develop personality and skills assessments
E) search for applicants from traditional sources
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A) the product is simple to understand so the salespeople don't have to spend much time with potential clients
B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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A) Innovation and aggressive development of markets should be rewarded.
B) Respect must be earned, not mandated.
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There are several different types of presentations, and the salesperson should choose the one most likely to influence the prospect.
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C) Part 3: Need Satisfaction
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E) Part 5: Leveraging Referrals
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Nordic Fox Heavy Equipment imports heavy machinery used in regions of Europe and North America where heavy snowfall is an issue. This machinery is used by municipalities to clear roads during snowstorms. John Alexander is the senior regional sales manager for New England.
John goes into a meeting with the sanitation director of a large city that got slammed by a snowstorm a month previously. During the cleanup, operators of the city's plows destroyed a significant amount of city and personal property, which triggered public inquiry into the competence of the sanitation staff and director.
Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
A) ask more closed questions
B) recommend a competing product
C) develop a complex sales package
D) use persuasive communication skills
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A) Review methods of payment.
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A) direct appeal
B) assumption
C) limited choice
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Which of the following is one of the buying anxieties that make customers reluctant to commit, according to Gene Bedell, author of 3 Steps to Yes?
A) lack of strategy
B) lack of loyalty
C) fear of making a mistake
D) fear of asking for the close
E) fear of public speaking
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When you are working on a large, complex sale you should try to achieve incremental commitment.
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A) teach employees to cold-call more efficiently
B) implement a straight commission compensation plan
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Management sends Victor to a workshop about coaching employees to success. At the workshop, Victor learns that the first step in the coaching process is to:
A) appeal to the salesperson's emotions by sharing personal experiences
B) allow the salesperson to suggest ideas for improving performance
C) enable a salesperson to admit that a performance problem exists
D) create and implement a new presentation style for the salesperson
E) observe and assess employee performance during actual sales calls
Q:
________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
Q:
Which of the following would LEAST likely be an objective of a compensation plan developed for sales team members?
A) identifying sources for hiring new salespeople
B) increasing sales by a specific percentage
C) increasing the number of sales calls
D) establishing new accounts
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Which of the following questions is LEAST relevant when developing a job description for a sales position?
A) Will the person be developing a new sales territory?
B) Is the product well established in the marketplace?
C) What is the average rate of employee turnover?
D) Will the salesperson work independently?
E) What amount of travel will be required?
Q:
All of the following are good sources for recruiting quality candidates for sales jobs EXCEPT:
A) Internet job sites
B) mediation agencies
C) newspaper advertisements
D) employment agencies
E) candidates within the company
Q:
Situational leadership occurs when:
A) the leader passes the character test
B) good performance is properly rewarded
C) the leader's style matches the situation
D) the coach helps the salesperson recognize the need for performance improvement
E) the leader guides the team through a changing situation
Q:
The size of the firm should dictate the scope of the sales training program.
Q:
The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."