The most commonly used tool for selecting a new salesperson is the reference check.
Free
True False
The methods of conducting personal interviews can be classified as either structured or unstructured.
Free
True False
A good job description includes the types of customers to be called on.
Free
True False
Tests for measuring specific abilities and characteristics of a job candidate have questionable reliability and validity.
True False
Junior colleges and vocational schools are poor sources of recruits for sales jobs.
True False
Junior colleges and vocational schools are particularly good sources of recruits for sales jobs that require reasonably well-developed mental and communications abilities,but where advanced technical knowledge or a four-year degree is not essential.
True False
The most valid predictor of how well a job candidate will perform his or her job is the job interview.
True False
As a rule,salespeople do not need any special qualifications to sell.
True False
There is evidence that job candidate evaluations based on personal interviews are the least valid predictors of subsequent job performance.
True False
Because physical examinations are relatively expensive compared to other selection tools,most sales managers choose not to use them.
True False
The first step in recruiting and selecting salespeople is to determine what personnel skills the company needs that it does not currently have.
True False
People in a company's production,accounting and human resources departments are poor candidates for sales jobs.
True False
Title VII of the 1964 Civil Rights Act forbids discrimination against people ages 40 to 70.
True False
The primary objective of the recruiting process should be to maximize the total number of job applicants.
True False
Customers can be an excellent source of sales recruits.
True False
Employment agencies are a good objective source of sales personnel.
True False
All firms actively recruit salespeople.
True False
Job descriptions help to determine what a company is looking for in terms of job applicants.
True False
The job description should be prepared after the job analysis is conducted.
True False
Newspaper advertising is the primary external source for job applicants.
True False