The average turnover rate for all industry group is just under what percentage?
20%; meaning that 20% of all workers leave their jobs after just one year.
100
What is the process of following up with references provided on an application to check credibility of a job candidate?
Reference Checking
100
True or False: In- depth interviewing is the most used and least scientific of the various tools for selecting employees.
TRUE
100
________ describes how consistent a salesperson’s beliefs are with those of the organization for which he or she works.
Person-Organization Fit (POF)
200
The first two steps on the Recruitment Process are
1. Conduct a job analysis
2. Prepare a job description
What is the third step?
Sales Job Qualifications
200
What is the process by which undesirable job candidates are eliminated as soon as possible?
Initial Screening
200
True or False: The structured interview is the best technique for probing an individual’s personality and for gaining insights into the candidate’s attitudes and opinions.
FALSE
200
The 5 most important benefits of a formal sales socialization program are…
1. Job satisfaction
2. Increased employee commitment
3. Larger amounts of job involvement
4. Improved chances of survival for new people
5. New hires get a better understanding of his
or her role in the company.
300
Name at least 3 of the 9 critical characterstics and behaviors of sales recruits.
Intelligence, Decisiveness, Energy and Enthusiasm, Results Oriented, Maturity, Assertiveness, Sensitivity, Openness, Tough-mindedness.
300
What are the activities involved in choosing candidates that best meet the qualifications and have the greatest aptitude for the job?
The Sales Force Selection Process p.223
-Initial Screening
-Reference Checking
-In-depth Interview
-Employee Testing
-Follow-up Interview
-Making the Selection
300
How should applicants prepare for an interview? 2 items.
Applicants should prepare for interview by learning about the company and trying to anticipate questions that may be asked.
300
__________ socialization occurs during recruiting, __________, and introductory training.
Initial, Selecting
400
Why is the success of most salespeople hard to predict?
Because people who enter sales generally have little or no work experience.
400
These are all examples of __________________?
?-Persons withing the company
-Competitors
-Non-competing companies
-Educational institutes
-Advertisements
-Online Recruiting
-Employee Agencies and Professional Recruiters
Sources of sales people p. 218
400
What type of interview is flexible and can be tailored to meet the needs of different candidates?
The Semi-Structured Interview
400
What is the negative aspect associated with extended socialization?
The negative aspect of associated with extended socialization is that some recruits may resent being asked to “fit the mold” after going through long-term training.
500
What is this commonly called, and name three points in reference to how it is used.
Hiring/Recruitment Funnel
1. Recruiting and Pre-Screening
2. Assessments
3. Background Check
4. Placement
5. Onboarding
This is just one of many interpretations.
500
What are all the ways that recruiting can differ from company to company?
-Nature of the product
-Nature of the market
-Policy on promoting within
-Sources of successful recruits in the past
-Personnel needs of the company
-Sales training provided by the company
-Recruiting budget
-Legal considerations
500
“What’s in it for me” questions asked by candidates show little _______, _______, or _______. ( Any questions regarding salary, benefits, vacation policies, promotions, etc.)
Insight, initiative, creativity.
500
True or False, Sales managers have a great impact on new salespeople and poses the ability to improve the culture of the sales organization more successfully by creating a unique socialization experience for each new hire.
False. Sales managers should implement an organized socialization program.