Question Question 1 of 40 2 . 5/ 2 . 5 Points Managers who rush through the hiring process and assume that they can fix any problems with a candidate during the training process: A . have never gone through the process of attempting to train subpar employees . B . may find that the problems cannot be corrected and the hire is a mistake . C . will have to fire that employee eventually for incompetence . D . should not be in a managerial position with the company . Question 2 of 40 2 . 5/ 2 . 5 Points The organization of a company’s sales force is most heavily influenced by: A . the price customers are willing to pay for the product . B . the marketing department . C . the goals of the entire organization . D . the metrics set by the sales department Question 3 of 40 2 . 5/ 2 . 5 Points All of the following are elements that are likely to appear in a job description EXCEPT: A . The age of the ideal candidate B . The products or services the employee will be selling C . The tasks and responsibilities of the job D . The relationship between the employee and others in the organization Question 4 of 40 2 . 5/ 2 . 5 Points What is a way to qualify applicants coming from newspaper advertisements? A . Provide specific information about the job duties and personal characteristics needed so that applicants will qualify themselves . B . Ignore all resumes sent in without cover letters . C . Specify in the advertisement that only qualified applicants should send in resumes . D . Place the ads in as many newspapers as possible so you will receive as many applications as possible . Question 5 of 40 2 . 5/ 2 . 5 Points The turnover rate for salespeople is: A . approximately the same as the turnover rate for employees as a whole . B . slightly higher than the turnover rate for employees as a whole . C . much higher than the turnover rate for employees as a whole . D . slightly lower than the turnover rate for employees as a whole . Question 6 of 40 2 . 5/ 2 . 5 Points After an applicant has accepted a position with a hiring company, what is the purpose of sending the new hire employee handbooks and company-branded materials such as pens and apparel and having current employees make contact with the new hire? A . To let the new hire know the company has a budget for branded materials B . To build commitment in the new hire C . To show the new hire how he or she will be expected to treat valued customers D . to ask the new hire to do a sample presentation on the product the first day of work Question 7 of 40 2 . 5/ 2 . 5 Points A job analysis is an analysis of the: A . job market in the company’s industry . B . duties, behaviors, and activities of a person in a sales position . C . employees in the same job function within a company, comparing their performances . D . ways a given job in a company could be made more efficient . Question 8 of 40 2 . 5/ 2 . 5 Points What is the guiding idea behind the way companies structure their sales forces? A . The sales force should support the marketing department and its goals . B . Buyers will be more satisfied if they can purchase what, when, and the way they want to . C . A happy salesperson will sell more for the company, so maximizing sales staff satisfaction is key . D . Fewer channels cause fewer complications, so choosing the simplest organizational structure is best . Question 9 of 40 2 . 5/ 2 . 5 Points A break-even analysis is a calculation that helps sales managers figure out: A . whether it is more cost-effective to hire in-house salespeople or independent sales agents . B . the monthly commissions they pay to salespeople . C . which products have the highest margins for the company . D . how to structure the sales force for maximum efficiency . Question 10 of 40 2 . 5/ 2 . 5 Points What is one way a company can encourage its employees to refer their friends who are excellent candidates for sales positions? A . Give extra vacation time to employees who give the names of qualified f…
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