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20 Cards in this Set
- Front
- Back
TRUE or FALSE: Sales managers that use stress interviewing justify itsuse, saying that salespeople must be able to think ontheir feet and react quickly to unanticipated questionsfrom customers. |
TRUE |
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TRUE or FALSE: |
TRUE |
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The __________ is usually designed to getan in-depth look at the candidate. |
intensive interview |
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In most sales organizations, __________have the ultimate responsibility for recruiting andselection. •district sales managers • regional sales managers • sales managers with direct supervisory responsibility • SBU managers • vice presidents of sales |
sales managers with direct supervisory responsibility |
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____________ is giving the recruit anaccurate portrayal of the job. |
achieving realism |
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____________ is matching the capabilities ofthe recruit with the needs of the organization. |
achieving congruency |
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entails an investigation of the tasks, duties, and responsibilities of a job |
job analysis |
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refers to the aptitude, skills, knowledge, personal traits, and willingness to accept occupational conditions necessary to perform the job |
job qualifications |
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a written summary of the job containing the job title, duties, administrative relationships, types of products sold, customer types, and other significant requirements |
job description |
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TRUE or FALSE: Customers may exploit a new salesperson's lack ofcompetitive knowledge by negotiating terms of sale thatmay be costly to the selling firm. |
TRUE |
|
This category of sales training methods involvesfurnishing trainees or salespeople with materials thatthey peruse without opportunity for immediate feedbackand questioning: • On-the-job • Behavioral simulations • Case studies • Classroom/conference • Absorption |
absorption |
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Sales training is conducted in • home offices. • central training facilities. • manufacturing plants. • hotels. • any of the above. |
ANY |
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A ______________ is an investigation of the task, duties,and responsibilities of the sales job. • customer survey • job analysis • competitor survey • performance testing • salesforce audit |
job analysis |
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If personal selling is prominent in the firm'smarketing strategy, some sort of _________ to helpdetermine sales training needs is highly recommended. • customer survey • job analysis • competitor survey • performance testing • salesforce audit |
customer survey |
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A ____________ asks salespeople to indicate areas ofneed that could be addressed by sales training. • customer survey • job analysis • competitor survey • salesforce survey • salesforce audit |
salesforce survey |
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Salespeople have an ongoing needto learn “how to sell,” includingquestioning, listening, developingtrust, and managing relationships |
sales techniques |
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Salespeople must know theirproduct’s benefits, applications,competitive strengths, and limitations |
product knowledge |
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Salespeople should know theircustomer needs, buying motives,buying procedures, and personalities |
customer knowledge |
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Salespeople must know competitiveofferings in terms of strengths andweaknesses. |
competitive knowledge |
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3 MAJOR steps to Recruitment/Selection Process |
1. Planning for Recruitment & Selection 2. Recruitment: Locating Prospective Candidates 3. Selection: Evaluation & Hiring |