Unit 6 Question1 Which one of the following is not a variable that… Unit 6Question?Which one of the following is?ot? variable that causes differences in performance across individual sales people?Select one:?. Aptitudeb. Personal characteristicsc. Compensation and rewardsd. Skill levelsQuestion?Which group of factors that sales managers can control and influence account for the largest proportion of variance in performance across sales people?Select one:a. Role perceptions, skills and motivationb. Aptitude, skills and motivationc. Personal characteristics, skills and motivationd. Motivation, aptitude and role perceptionsQuestion?Which one of the following is?ot? tool used by management to evaluate and choose candidates for a particular sales position?Select one:a. Applicationb. Psychological testsc. Advertisementsd. Personal interviewsQuestion?Which one of the following statements best define a structured interview?Select one:a. Each applicant is asked how many questions they would like to be asked.b. Each applicant is asked the same predetermined questions.c. Each applicant is asked precisely 10 predetermined questions.d. Each applicant is asked only a few questions to get him or her talking freely on a variety of subjects.?uestion?Which characteristic is?ot?vident in a sales professional undertaking a ‘consultant’ type of sales job?Select one: a. Thrives in a sales environment that requires sales people to quickly establish a prospect’s emotional desire and need for their productb. Typically more career-oriented and academically inclinedc. Able to handle personal rejection and fear of failured. Identified as patient with excellent interpersonal skillsQuestion?Which characteristic is evident in a sales professional undertaking a ‘relationship builder’ type of sales job?Select one:a. Independence and freedom, the feeling that they are their own bossb. Exercises discipline and takes responsibility for their actionsc. Both (a) and (b)?uestion?Which is the ideal decision process for recruiting and selecting sales people?Select one:a. Establish policy; analyse the job and selection criteria; develop and apply selection procedures; and find and attract a pool of applicantsb. Establish policy; analyse the job and selection criteria; find and attract a pool of applicants; and develop and apply selection proceduresc. Analyse the job and selection criteria; establish policy; develop and apply selection procedures; and find and attract a pool of applicantsd. Find and attract a pool of applicants; establish policy; analyse the job and selection Question?Who within the organisation should be responsible for recruiting the sales force?Select one:a. Only the HR functionb. Only the sales managerc. Both (a) and (b) in all casesd. It depends who is being recruited, and for what roleQuestion?In aptitude tests, what characteristics are frequently found among sales people who fail?Select one:a. Instability of residenceb. Failure in business within the past two yearsc. Unexplained gaps in the person’s employment recordd. All of the aboveQuestion?0Which one is?ot?n external source that sales managers use to find recruits or leads concerning potential recruits?Select one:a. People in other firmsb. Other people already employed in other functions within the firm?. Educational institutionsd. Employment agenciesBusinessMANAGEMENT SOE09402Get a plagiarism-free order today we guarantee confidentiality and a professional paper and we will meet the deadline.
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