26 Jul WHAT IS A WAY TO QUALIFY APPLICANTS COMING FROM NEWSPAPER ADVERTISEMENTS?
A product sales structure assigns salespeople: A. by geographical area. B. by size of the customer. C. according to product lines or divisions. D. according to seniority.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.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.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.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.One of the biggest issues companies who use computerized sales must deal with in relation to their customers is: A. avoiding sending salespeople to call on them in person. B. making sure that the email messages they send to customers are not experienced as spam. C. making products that appeal to customers who prefer to do business by computer. D. convincing salespeople to give their customer records to be inputted to computers.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 efficiencyWhat is the first step in the process of selecting a candidate for a sales position? A. Giving the candidate tests B. Interviewing the candidate personally C. Checking the candidate’s background information D. Having the candidate fill out an application formA geographical sales structure: A. organizes the sales force according to where salespeople live. B. organizes the sales force in teams of salespeople, each representing different regions. C. organizes sales territories by customer account. D. organizes sales territories by physical areas of the world.If a company is not finding enough applicants for sales positions, it is likely that: A. the company is not a leader in the industry. B. the company needs to offer more training for new hires. C. the company has not analyzed the job effectively enough. D. the sources the company is using is a bad fit.The workload method of calculating the number of salespeople a company needs to hire: A. asks salespeople to perform duties traditionally performed by other job functions. B. is logical in theory, but is impractical to calculate and implement. C. uses computations that are too difficult to be practical. D. takes into account the various duties of salespeople as well as the company’s goals.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 workWhat 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.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 friends and family members. B. Offer a bonus to employees whose friends are hired and stay for at least a year. C. Encourage employees to invite friends and family members to company events.D. Ask employees to mention the company to career development offices at the colleges or universities they attended.In general, the more specialized the selling: A. the more customers each salesperson will have. B. the shorter the sales process will take. C. the fewer salespeople one manager can manage. D. the less time each sale will take.
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