External sources of sales recruits include all of the

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External sources of sales recruits include all of the following except D) company newsletters.  8.  Which of the following is not recommended as a technique for getting valid information in a background check?
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A) identify a individual’s worst job. 9.  __________ refers to the aptitude, skills, knowledge, personal traits, and willingness to accept occupational  conditions necessary to perform the job. B) Job qualifications  10.  Which of the following is not considered one of the basic rules of the job interview? B) You must ask every applicant the same questions. 11.  Salesforce socialization refers to B) the process by which salespeople acquire the knowledge, skills, and values essential to perform in their role  as salespeople.  12.  Determining whether or not the job's selling tasks will include responsibilities for opening new accounts as well  as maintaining existing accounts is part of this step of the recruiting and selection process: D) conducting a job analysis.  13.  The most often encountered form of intensive interviewing is the A) multiple, sequential method.  14.  All of the following topics are open to charges of discrimination except  B) previous job experience.  15.  Which of the following statements regarding the stress interview is false? E) It may be a form of discrimination in some cases, in which its use would make it illegal. 1.  This form of on-the-job training is often used to groom salespeople for management positions: B) job rotation  2.  If personal selling is prominent in the firm's marketing strategy, some sort of _________ to help determine sales  training needs is highly recommended.
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A) customer survey  3.  A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional  analysis) would be aimed at teaching salespeople how to work with this type of buyer C) the hard bargainer.  4.  This method includes business games and simulations, case studies, and role playing: B) behavioral simulations  5.  A sales training workshop devoted to discussing the ethical and legal implications of transacting business  would be aimed at teaching salespeople how to work with this type of buyer: D) the socializer.  6.  Answers to the what, when, where, and how questions are finalized during this step in the sales training  process: C) design sales training program  7.  When critiquing training alternatives, all the following criteria should be established for preliminary screening  except the: D) popularity of the form of training.
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  • Spring '13
  • Everly,Stacy
  • Sales, Personal Selling, salespeople, sales organization, salesforce size

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