MKTG 354- Chapter 17

Sales can be a stressful occupation although different sales jobs have different stress levels. As you seek a job in sales, which of the following questions is one you should ask yourself to help you determine your acceptable level of stress? A. Do I prefer to set my own deadlines, or do I need deadlines set by others? B. Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed? C. Am I a risk taker, or do I prefer more secure activities? D. Do I prefer mechanical and technical topics, or am I more disposed to art, fashion, and merchandising? E. Can I work well when assignments are ambiguous, or do I need a lot of instruction

C. Am I a risk taker, or do I prefer more secure activities?

Which of the following is an illegal question to be asked in an interview? A. What do you consider to be your greatest strengths and weaknesses? B. Why should I hire you? C. Are you married, and if so, what characteristics do you think drew your spouse to you? D. Do you think your grades are an accurate indication of your academic achievement? E. What do you know about this particular company's organizational culture?

C. Are you married, and if so, what characteristics do you think drew your spouse to you?

As you compete for the job you want, knowledge about a potential employer is valuable. Which of the following is a valid source of information about the firm? A. Business reference books B. Its customers C. Its salespeople D. Its sales managers E. All of the above

E. All of the abpve

Tomas is a recent college graduate who is looking for a job. He has been asked to take some tests as part of the selection process to see if he is suitable for a sales job position that he has applied for. Which of the following test will Tomas have to take? A. A personality test B. An intelligence test C. An ability test D. An interest test E. Any or all of the above types of tests

E. Any or all of the above types of tests

The best way to handle role stress is to: A. increase role accuracy. B. increase role ambiguity. C. force the individual to multitask. D. quit the job. E. refuse to perform the stress-creating tasks.

. increase role accuracy

Which of the following statements is true about job application forms? A. Application forms should include factual questions concerning the profile the hiring company established for the position. B. Résumés provide very different types of information than application forms do. C. Application forms are often too individualized. D. Responses on application forms should never be used to structure personal interviews. E. Application forms should typically include questions to gauge the job applicant's response to stress.

A. Application forms should include factual questions concerning the profile the hiring company established for the position.

Which of the following statements is true of the recruiting process? A. Unlike résumés, application forms are often too individualized. B. The application form should include factual questions concerning the job profile. C. Intelligence, ability, personality, and interest tests are no longer used by companies. D. Responses on the application form are most useful for structuring intelligence test. E. The most frequently contacted references are coworkers.

B. The application form should include factual questions concerning the job profile.

Robert sells a full line of equipment—from sawmills to machines that cut wood veneers. His sales manager wants him to spend his time selling. But, his customers expect him to spend a large part of his time showing them how to install, operate, and maintain their equipment. What can Robert do to handle his role stress? A. Ask his sales manager to explain exactly what his duties are. B. Quit this job and find one that is less stressful. C. Work overtime to satisfy both his customers and his sales manager. D. Accuse the sales manager of unfair treatment. E. Always put the needs of his customer ahead of the requirements of his sales manager.

A. Ask his sales manager to explain exactly what his duties are

As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine your need for structure? A. Do I prefer to set my own deadlines, or do I need deadlines set by others? B. What propels me, financial incentives, personal recognition, or the satisfaction of just getting a task completed? C. Am I a risk taker, or do I prefer more secure activities? D. Do I prefer mechanical and technical topics, or am I more disposed to art, fashion, and merchandising? E. What should I do when faced with rejection?

A. Do I prefer to set my own deadlines, or do I need deadlines set by others?

Which of the following topics is avoided when a person prepares a conventional business résumé? A. Religious views B. Education C. Activities/hobbies D. Work experience E. Career objectives

A. Religious views

The saying, "In times of change, the learners inherit the earth, while the learned find themselves beautifully equipped to handle a world that no longer exists" refers to the need for salespeople to: A. constantly improve their knowledge, skills, and abilities. B. always scope out the competition first. C. have a degree in selling as a prerequisite for any position. D. do their job the way they learned it in college. E. do all of the above.

A. constantly improve their knowledge, skills, and abilities.

After a full day of taking tests and attending interviews, Candace and two other job candidates from other universities were taken to a conference room by several executives of Poly-Tex, Inc. Candace and the other candidates were further evaluated here. This is an example of a _____ interview. A. group B. mass C. panel D. gang E. batch

A. group

Molly works as a salesperson for a manufacturer of aquariums and other aquatic equipment. She has promised one of her loyal customers that she will host an in-store presentation on April 12th on how to set up a garden pond. But her supervisor informs her that she is required to attend a trade show in Chicago on April 12th. Molly is most likely experiencing _____. A. role conflict B. situational stress C. buyer's remorse D. twin stress E. cultural breakdown

A. role conflict

Karen is in search of a new job. She is of the opinion that the first step in making a good match between what she has to offer and a company's position is to determine what she needs. Therefore, she asks herself, "Can I work well when assignments are ambiguous, or do I need a lot of instruction?" The above statement indicates that she is trying to understand her need for _____. A. structure B. altruism C. knowledge D. motivation E. stress

A. structure

Tony is hiring a new salesperson to work in the Southwestern region for DowElanco, a retail chain. Which of the following is LEAST likely to be an important source of information about the potential candidate? A. Application forms B. Advisors in college placement centers C. References D. Tests E. Personal interviews

B. Advisors in college placement centers

As you seek a job in sales, it is important that you understand your own needs. Which of the following questions is one you should ask yourself to help you determine what motivates you? A. Do I prefer to set my own deadlines, or do I need deadlines set by others? B. Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed? C. Am I a risk taker, or do I prefer more secure activities? D. Do I prefer mechanical and technical topics, or am I more disposed to art, fashion, and merchandising? E. What should I do when faced with rejection?

B. Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed?

Which of the following statements is true about employment ads? A. An ad offering a "sales manager trainee" position is an opportunity to become a sales manager without selling experience. B. Employment ads for an "independent contractor" mean that the salesperson will work on straight commission with no employee benefits. C. Any company that advertises a job opportunity using a blind box number is too deceitful for an ethical person to consider working for. D. When you write a cover letter to answer a job advertisement, make sure that it is not more than two sentences long. E. Job candidates should look for only one thing in an ad: what they can offer the company.

B. Employment ads for an "independent contractor" mean that the salesperson will work on straight commission with no employee benefits.

Which of the following statements is true about an interviewee? A. During the approach phase of the interview, the interviewee would need the same type of attention getter just as he/she would in a cold call. B. The interviewee should come to the interview prepared to take notes, especially when asking about the company. C. The interviewee should remember that it does not make any difference in the interview whether the interviewer is a personnel manager or a sales manager. D. The interviewee should not engage in social amenities at any time during the interview. E. None of the above statements are true.

B. The interviewee should come to the interview prepared to take notes, especially when asking about the company.

Ferguson was a little early for his interview at the college placement center. Fortunately, the interviewer had brought along a recent graduate of the college who had been hired two years ago, and Ferguson spent time talking to her prior to the time for his interview. Which of the following terms best describes this recent graduate brought in by the interviewer? A. maven B. greeter C. decoy D. moderator E. lobbyist

B. greeter

A(n) _____ is an organized collection of evidence of one's career. It can contain letters of reference, a résumé, thank-you letters from customers, papers you have written, and even a strategic plan you developed for class. A. information packet B. portfolio C. personal scrapbook D. individualized activity book E. assessment support manual

B. portfolio

Melanie was about 10 minutes into her third interview with a sales manager when, without warning, the manager picked up the ashtray from her desk and handed it to Melanie saying, "Here, sell me this ashtray." Melanie was in a(n) _____ interview. A. action B. stress C. intelligence test D. measurement E. capability

B. stress

The first step in making a good match between what you have to offer and a company's position is to determine: A. the pricing strategies used by the company. B. what you need. C. what the company has to offer you. D. the needs of the company. E. the competitor's strategies.

B. what you need

Damon is experiencing role ambiguity in his new sales job. Which of the following can he do to overcome this problem? A. Take on a greater workload B. Ask for higher commissions C. Ask his superior for further instructions D. Speak to an ethics officer E. Request to be assigned to a different department

C. Ask his superior for further instructions

_____ résumés are a form of life history, organized by type of experience. A. Utilitarian B. Strategic C. Conventional D. Standardized E. Functional

C. Conventional

_____ is psychological distress brought about by job demands or constraints encountered in the work environment. A. Job oppression B. Subliminal terror C. Felt stress D. Contextual concern E. Situational stress

C. Felt stress

Which of the following is considered good advice to give someone who is required to give a test as part of the job application process? A. You should refuse to participate in tests because such tests are not valid. B. Stress during tests keeps you mentally sharp and will improve your performance in the tests. C. If the test is valid, you should be happy with the outcome no matter what it is. D. Tests are no longer conducted during the recruitment process because they have been proven to be unreliable. E. All of the above are examples of good advice.

C. If the test is valid, you should be happy with the outcome no matter what it is.

Which of the following is a legitimate reason for companies to use blind postings or blind box numbers? A. The company is financially unstable B. The company has dealings that may be considered illegal C. The company wants to avoid receiving a large number of unqualified applicants D. The company wants to use its name to attract a large number of applicants E. The company has already found a candidate for the job

C. The company wants to avoid receiving a large number of unqualified applicants

Which of the following statements about applicant information sources is FALSE? A. An application form should include factual questions concerning the profile the company established for the position. B. Contacting references is a good way to validate information on the application form. C. The most frequently contacted references are former professors. D. Experienced sales managers expect to hear favorable comments when they contact an applicant's references. E. One should choose a variety of references that can provide different information about him/her.

C. The most frequently contacted references are former professors.

The three categories of experience most often used in a(n) _____ résumé are education, work, and activities/hobbies. A. strategic B. academic C. conventional D. targeted E. functional

C. conventional

During her second interview with Poly-Tex, Inc., April was jointly interviewed by the sales manager, the personnel manager, and a sales rep for Poly-Tex. They each had several questions for April. This interview was a _____ interview. A. group B. stress C. panel D. tension E. batch

C. panel

Constance was a little early for her interview at the college placement center. Fortunately, the interviewer had brought along a recent graduate of the college who had been hired two years ago, and she was able to pass the time talking to him prior to the interview. Constance was unaware that this person was also evaluating her. Which of the following types of interviews is being illustrated in this scenario? A. A group interview B. A stress interview C. A panel interview D. A disguised interview E. A hidden interview

D. A disguised interview

Which of the following statements is true about references? A. The most frequently contacted references are coworkers. B. Permission is never required while using a particular person as a reference because this creates a bias. C. Similar references should be chosen, such as three professors or three coworkers. D. Contacting references is a good way to validate information supplied on the application form. E. All of the above statements about references are true.

D. Contacting references is a good way to validate information supplied on the application form.

An individual cannot sell something that bores him/her. According to this statement, which of the following questions is one you should ask yourself to help you avoid a job selling something you'll find boring? A. Do I prefer to set my own deadlines, or do I need deadlines set by others? B. Am I propelled more by financial incentives, personal recognition, or the satisfaction of just getting a task completed? C. Am I a risk taker, or do I prefer more secure activities? D. Do I prefer mechanical and technical topics, or am I more disposed to art, fashion, and merchandising? E. Can I work well when assignments are ambiguous, or do I need a lot of instruction?

D. Do I prefer mechanical and technical topics, or am I more disposed to art, fashion, and merchandising?

Which of the following is one of the most common forms of felt stress? A. Contextual uncertainty B. The stress interview C. Subliminal terror D. Role stress E. Situational stress

D. Role stress

Which of the following statements is true about the cover letter sent with your résumé as a part of your response to a job posting? A. Unlike sales letters, cover letters should focus on the company's financial stability. B. Never telephone the company to which you mailed your application because such calls are seen as pushy. C. Your cover letter should be short and contain no more than two paragraphs. D. Use an attention-getting statement in the beginning. E. Your cover letter should primarily focus on your educational achievements.

D. Use an attention-getting statement in the beginning

Alex and Rick are discussing Alex's last sales presentation as they walk to the car from the customer's office. Rick—Alex's sales manager—is giving Alex feedback on the strengths and weaknesses he noticed during Alex's presentation. This immediate feedback should help Alex improve his ability as a sales rep. This form of feedback is known as _____. A. backdoor selling B. basic training C. a parking lot accolade D. a curbside conference E. a kickback

D. a curbside conference

The most frequently contacted references are _____. A. church leaders B. relatives C. friends D. former employers E. coworkers

D. former employers

Bianca has just completed her degree in advertising and selling. She is interviewing for her first sales position. She has to convince the interviewer about her KSAs which refer to her: A. kinetics, salesmanship, and authority. B. kanban, strategy, and agility. C. kaizen, sincerity, and accuracy. D. knowledge, skills, and abilities. E. none of the above.

D. knowledge, skills, and abilities

While trying to understand his own needs, Jacob asks himself, "What is more important to me? Is it job satisfaction or financial incentives?" Jacob is trying to understand his need for _____. A. structure B. skills C. knowledge D. motivation E. response to stress

D. motivation

Chandler is a new salesperson who is not sure what he should do. He is unsure about what is expected of him, and how his work will be rewarded by his company. The term that best describes what Chandler is experiencing is: A. ambiguous control. B. subliminal stress. C. directional incoherence. D. role ambiguity. E. indecisive implementation.

D. role ambiguity

Mandy works for a company that sells wholesale products to grocery stores. She is unsure whether she should spend her time in convincing store owners to carry her company's products or in promoting the products to support her company's pull strategy. Mandy is experiencing: A. ambiguous control. B. subliminal stress. C. directional incoherence. D. role ambiguity. E. indecisive implementation.

D. role ambiguity

_____ occurs when the salesperson is not sure what actions are required. A. Ambiguous control B. Subliminal stress C. Directional incoherence D. Role ambiguity E. Indecisive implementation

D. role ambiguity

The cover letter for your résumé sent in response to an employment ad: A. should focus on what you want the hiring company to do. B. should use boldface type to accent your experience and colorful phrases to attract readers' attention. C. should be no longer than one paragraph. D. should center on two or three reasons why the company should hire you. E. is accurately described by all of the above.

D. should center on two or three reasons why the company should hire you

Which of the following statements is true about a job interview? A. One difference between sales calls and job interviews is that needs do not have to be identified in the job interview. B. Most interviewers would perceive you to be excessively insecure if you took notes during a job interview. C. Periods of silence should be avoided during the interview. D. It is important not to seem over eager at the close of the interview, so avoid asking for a commitment from your interviewer at this time. E. Be sure to learn when you can expect to hear from the company.

E. Be sure to learn when you can expect to hear from the company.

_____ is what happens when the role demands more than the person can perform. A. Ambiguous control B. Subliminal stress C. Role conflict D. Role ambiguity E. Role overload

E. Role overload

Kirk's résumé is organized around the things he can do and the things he has learned. He has developed a(n) _____ résumé. A. standard B. academic C. conventional D. placement E. functional

E. functional

When preparing a _____ résumé, begin by listing the qualities you have that you think will help you get the job. A. standard B. academic C. conventional D. placement E. functional

E. functional

Most training given by firms to their experienced salespeople is: A. related to stress management. B. related to developing basic skills. C. related to adapting to the selling firm's corporate culture. D. sales skills related. E. product related.

E. product related

Sales can be very rewarding, but also very stressful. The short-term anxiety associated with waiting in the lobby before a presentation is called _____. A. temporary terror B. subliminal terror C. felt stress D. permanent stress E. situational stress

E. situational stress

The anxiety you feel on the day of a big test that you are ill-prepared for is an example of _____. A. permanent stress B. subliminal terror C. felt stress D. temporary urgency E. situational stress

E. situational stress