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Vocabulary
Planning for Recruitment & Selection
Locating Prospective Candidates
Evaluation & Hiring
Legislation & Ethical Matters
100
the procedure of locating a sufficient number of prospective job applicants
What is Recruitment
100
The 3 steps in the recruitment and selection process
What is Step 1: Planning for Recruitment & Selection Step 2: recruitment: locating Prospective Candidates Step 3: Selection: Evaluation & Hiring
100
The difference between announcing sales job openings through newsletters, company's intranet, meetings & bulletin boards AND announcing sales job openings via print advertisements, online, & at Colleges/Universities.
What is Internal Sources vs. External Sources
100
Name 3 Ideal Sales Candidate Profile characteristics & their matching tools to assess said characteristic
What is (Exhibit 5.7)
100
Analyze the job that is to be filled with an open mind to overcome any personal mental biases
What is Guideline 1 for Legan & Ethical Considerations in Recruitment & Selection.
200
conducted to get an in-depth look at the candidate. Often, this involves multiple sequential interviews by several executives or several managers at the company's facilities
What is Intensive Interviews
200
What is the approximate dollar cost for a bad hire?
$75,000.00-$100,000.00
200
A popular source for recruits, especially for large companies with extensive training- this source can hire at lower salaries;Companies seeking future managers often look here for sales recruits
What is Colleges and Universities
200
In this process, sales managers check job qualifications, the degree of career programs by the applicant, and the frequency of job change. Valuable clues about the recruit may be gathered from the appearance and completeness of the resume
What is Screening &/or Analyzing Resumes.
200
All candidates should be treated equally.
What is Guideline 3 for Legal & Ethical Considerations in Recruitment & Selection.
300
Something that occurs when incorrect information is given about a job to entice a sales recruit into taking that job
What is Misrepresentation
300
What is sales socialization?
The process by which sales people acquire the knowledge, skills and values essential to the job
300
Provides an effective and relatively inexpensive way to recruit; This method can produce a tremendous number of resumes, it may be helpful to use an automated tracking system to identify the applicants who are most appropriate for the position; It has the potential for fast turn around however not all demographics use this source on an equally proportional basis.
What is Online Recruiting
300
Conscientousness, Learned optimism, Playfulness, Need for cognition and Self-monitoring.
What are personality traits and characteristics that job application tests usually test for.
300
It is suggested to be as _____, _____ and _____ as possible when interviewing job candidates.
What are objective, (blank) and consistent.
400
Inter-organizational programs in which existing employees are used as sources for recruiting new salespeople because they have a good understanding of the type of person sought for a sales position
What is Employee Referral Programs
400
What is the difference between realism and congruence?
Realism is giving the recruit an accurate portrayal of the job. Congruence is matching the capabilities of the recruit with the needs of the organization.
400
A fee is typical while using this source, established by contract before the agency begins work; this method can be extremely useful in national searches, particularly if the sales manager is seeking high-quality, experienced salespeople.
What is Private Employment Agencies
400
Follow the American Psychological Association standards, limit the applican'ts ability to anticipate desired responses and don't hire soley based on results.
What are suggestions for how to improve the usefulness of testing.
400
Age/ Date of birth, Marital status, Ages of children, Relatives already employed by the same company and Type of military discharge.
What are potentially troublesome pieces of information that can be found on job applications.
500
A plan formulated after the recruitment and selection objective have been set that requires the sales manager to consider the scope and timing of selection activities
What is Recruitment and Selection Strategy
500
What are the five areas a manager must focus on when planning recruitment activities?
1. Job Analysis 2. Job Qualifications 3. Job Description 4. Recruitment and selection objectives 5. Recruitment and selection strategy
500
The difference between several employers who are brought together in one location for recruiting purposes AND sales executives joining to establish a network of colleagues who have common interests
What is Career Fair vs. Professional Organizations
500
Have job finalists provide 10 ______ to avoid those who may be biased and not as candid with information.
Who are references and reasons for sales managers to be weary of them.
500
Demanding an impromptu sales pitch on a convenient item such as a pen or a stapler.
What is a stress interview.