ch17Student: ___________________________________________________________________________

1. The key to being successful and happy in sales is finding the potentially most profitable opportunities early in your career.   True    False

 2. Even with a strong, effective effort, any good salesperson will have difficulty selling products that are

boring to them.   True    False

 3. Students who start a career search while in school will find a job faster than those who start their search

after graduation.   True    False

 4. If your eventual goal is upper corporate management, you should be aware that at certain levels many

foreign-owned businesses prefer to staff management positions with people from their own country.   True    False

 5. People who desire sales careers in highly technical fields like computers or pharmaceuticals should begin

their study in those areas while in school.   True    False

 6. It is widely believed in industry that there are people who are natural "sales types" who can sell anything

to anybody. Unfortunately, there just aren't enough of them to fill most sales jobs.   True    False

 7. The most frequently contacted references are former employers.   

True    False 8. Tests given during the job candidate selection process are poor predictors of an individual's interest and

personality.   True    False

 9. Since the tests used by Aruden Manufacturing have been validated as an employee selection tool, Barry

should be happy he was turned down as a result of his test results.   True    False

 10. Contacting references, or people who know the applicant, is a good way to predict a candidate's

success.   True    False

 11. Functional résumés reverse the content and titles of conventional résumés.   

True    False 12. The two things to look for in a position advertisement are what the company sells and when the position

starts.   True    False

 13. If a company you would like to work for requires experience in the field, you should contact the company

and ask its representative, "What companies should I pursue that will give me the experience you are looking for?"   True    False

 14. Any company that advertises a job opportunity using a blind box number is too clandestine and deceitful

for an ethical person to consider working for.   True    False

 

15. When you write a cover letter to answer a job advertisement, make it as short as possible. Let your résumé do the selling.   True    False

 16. When Marcia writes to answer an employment advertisement, her cover letter should focus on what she

thinks she can do for the hiring firm rather than on her expectations about the job.   True    False

 17. A job interview is distinctly different from a sales call because you are trying to sell yourself.   

True    False 18. One difference between sales calls and job interviews is that in job interviews both parties have needs that

will have to be defined during the meeting.   True    False

 19. Most interviewers think candidates who take notes during a one-on-one job interview are excessively

insecure.   True    False

 20. The text's advice about whether to ask about salary in your job interview is best summarized in a

word―"always."   True    False

 21. It is important not to seem overly eager in your initial interview, so avoid asking for a commitment from

your interviewer at this time.   True    False

 22. A greeter at the office where you are going for an interview may well be part of a disguised interview

strategy.   True    False

 23. Regardless of the type of interview, you should send a thank-you note shortly afterward.   

True    False 24. Even if you spend your entire career with one company, your job interviewing days are not over once you

land that first job.   True    False

 25. An important aspect of career management is to set life-based objectives and use those to determine your

career objectives.   True    False

 26. Inside sales is calling people during dinner to sell them something they don't want.   

True    False 27. Inside salespeople are essentially telemarketers.   

True    False 28. The use of inside salespeople will likely continue to grow because of the need to lower cost per contact

and buyers' increasing needs for efficient interactions.   True    False

 29. KSAs refers to the sales maxim, Keep it Simple, Always.   

True    False 30. KSAs are an investment, and like an investment, they decay or depreciate if you do not continue to invest

in them.   True    False

 

31. Most training given by firms to their experienced salespeople is product related.   True    False

 32. Role ambiguity occurs when the salesperson is not sure what actions are required.   

True    False 33. Which of the following statements about opportunities in selling is FALSE?   

A. No other type of business work offers more growth in the number of jobs than sales.B. Corporate executives clearly recognize the importance of selling experience in any marketing career.C. Many people find sales so satisfying that they elect to do it as their life's work.D. Entry level international job opportunities abound in the selling field.E. Professional sales is second only to grade school teaching in new-job growth.

 34. Which of the following statements about opportunities in selling is true?   

A. Education, medicine, and engineering offer more growth in the number of jobs than sales.B. 

Unfortunately, corporate executives do not recognize the importance of selling experience in a marketing career.

C. Many people find sales so satisfying that they elect to do it as their life's work.D.  International job opportunities abound in the selling field.E. The only new jobs in sales today are in retailing.

 35. 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 types of knowledge has college provided me?

 36. 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 types of knowledge has college provided me?

 37. 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. What types of knowledge has college provided me?

 38. The text points out that you cannot sell something that bores you. 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. What types of knowledge has college provided me?

 

39. Which of the following is the best source of information about industries and jobs in the career field that interests you?   A. personal sourcesB. national business publications like Forbes and Business WeekC.  trade publications of the industry in which you're interestedD.  college placement serviceE. commercial placement service

 40. Which of the following is NOT a good source of information about industries and jobs for someone who

is looking for a job?   A. Business WeekB. U.S. Industrial OutlookC. Web sites such as sales.com

D. Standard and Poor's Industry SurveysE. Commerce Business Daily

 41. As a general rule, the text states companies look for three qualities in salespeople. They are:   

A.  company knowledge, industry knowledge and self-knowledgeB. good attitude, a strong self-perception and a self-starterC.  technical expertise, company knowledge and optimismD. good communication skills, self-motivation and a positive attitudeE.  technical expertise, people skills and long-range objectives

 42. T. C. is hiring a new salesperson to work in the Southwestern region for DowElanco. Which of the

following is LEAST likely to be an important source of information for him about the candidates he considers?   A.  application formsB.  advisors in college placement centersC.  referencesD.  testsE. personal interviews

 43. Which of the following statements about the job application form is true?   

A. 

The application form 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 the personal interview.E. Application forms typically include questions to gauge the job applicant's response to stress.

 44. 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. You should choose a variety of references that can provide different information about you. 45. The most frequently contacted references are:   

A.  church leadersB.  relativesC.  friendsD.  former employersE. co-workers

 

46. Which of the following statements about references is true?   A. The most frequently contacted references are co-workers.B. Never ask someone for permission to use him or her as a reference because this creates a bias.C. Choose similar references, such as three professors or three co-workers.D. 

Contacting references is a good way for an interviewer to validate his or her personal observations about an interviewee.

E. All of the above statements about references are true. 47. Tomas is a recent college graduate who is looking for a job. He has been told that he will need to take

some tests as part of the selection process to see if he is a match for a sales job that he has applied for. What kind of test may Tomas have to take?   A.  a personality testB.  an intelligence testC.  a technical aptitude testD.  a test that evaluates his ethical systemE. any or all of the above types of tests

 48. Which of the following is good advice to give someone who is at the testing stage of the job application

process?   A. Remember that personality tests are not reliable predictors of behavior.B. Stress keeps you mentally sharp and will improve your performance.C. If the test is valid, you should be happy if it says that you are unsuited for the job you are applying for.D.  Intelligence tests are not valid means of determining someone's suitability for a job.E. 

All of the above are examples of good advice to give someone who is at the testing stage of the job application process.

 49. Which of the following statements is NOT a heading commonly used when a person prepares a

conventional business résumé?   A.  lifestylesB.  educationC.  activities/hobbiesD. work experienceE. career objectives

 50. _____ résumés are a form of life history, organized by type of experience.   

A. UtilitarianB. StrategicC. ConventionalD. StandardizedE. Functional

 51. A _____ résumé includes information on an individual's education, work experiences, and activities and/

or hobbies.   A.  standardB.  academicC.  conventionalD. placementE.  functional

 52. Kiki's résumé is organized around the things she can do and the things she has learned. She has developed

a(n) _____ résumé.   A.  standardB.  academicC.  conventionalD. placementE.  functional

 

53. When preparing the _____ résumé, begin by listing the qualities you have that you think will help you get the job.   A.  standardB.  academicC.  conventionalD. placementE.  functional

 54. The career objective statement portion of a résumé is often troubling for college students because a

specific statement that is on target for one job may remove the student from consideration for others. What is the text's advice about objective statements?   A. 

Make sure the career objective statement accurately reflects your career interests, and stick with it; any jobs that you miss as a result would have been wrong for you.

B. Don't use a career objective statement.C. Develop a very general career objective statement.D. Have several résumés, each with a different career objective statement.E. The text offers no advice about career objective statements.

 55. Which of the following statements about employment ads is true?   

A. 

An ad offering a "sales management trainee" position is an opportunity to become a sales manager without selling experience.

B. 

If the ad for a company you would like to work for requires experience in the field, you should contact the company and ask its representative, "What companies should I pursue that will give me the experience you are looking for?"

C. 

Any company that would advertise a job opportunity using a blind box number is too clandestine and deceitful for an ethical person to consider working for.

D. 

When you write a cover letter to answer a job advertisement, make it as short as possible, and let your our résumé do the selling.

E. 

A typical employment ad simply states the job title of the position being filled and does not tell you what the company has to offer job applicants.

 56. One of the dangers in applying to blind box job postings is:   

A. you might find a job better than your current oneB.  the employer may not be interested in someone with your qualificationsC. you might be sending your résumé to your own companyD.  employers use blind box ads to weed out candidatesE. you might not want the job being advertised

 57. The cover letter for your résumé sent in response to an employment ad:   

A.  should begin with an attention-getting statementB.  is a form of sales letterC.  focuses on what you can do for the hiring companyD.  should close with a request for actionE.  is accurately described by all of the above

 58. The cover letter for your résumé sent in response to an employment ad:   

A.  should focus on what you want the hiring company to doB. should use boldface type to accent your experience and colorful phrases to attract readers' attentionC.  should be no longer than one paragraphD.  should concentrate on two or three reasons why the company should hire youE.  is accurately described by all of the above

 

59. Which of the following statements about the cover letter sent with your résumé as a part of your response to a job posting is true?   A. Remember that the letter should be short because your résumé is your selling tool.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 device in the first paragraph.E. Your cover letter should focus on what you expect from the company.

 60. As you compete for the job you want, knowledge about the company you will interview with is valuable.

Which of the following is a valid source of information about the firm?   A. business reference booksB.  its customersC.  its salespeopleD.  its sales managersE. all of the above

 61. As Megan prepares for her job interview with Poly-Tex, Inc., which of the following questions is NOT a

frequently asked interview question she should be prepared to answer?   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 Poly-Tex?

 62. Which of the following is an example of a legal question you could be asked in a job interview?   

A. What is your maiden name?B. Do you own or rent your home?C. Where were you born?D. Have your ever been convicted of a felony?E. None of the above are examples of legal job interview questions

 63. Which of the following is an example of an illegal question you should not be asked in a job interview?

   A. Do you own or rent your place of residence?B. Have your ever used another name?C. Have your ever been convicted of a felony?D. Where do your live?E. None of the above are examples illegal job interview questions

 64. Which of the following statements about a job interview is true?   

A. Treat the approach stage of the interview just as you would if it were a cold call.B. Come to the interview prepared to take notes.C. 

Remember that it does not make any difference in the interview whether the interviewer is a personnel manager or a sales manager.

D. Do not engage in social amenities at any time during the interview.E. None of the above statements about a job interview is true.

 65. Which of the following statements about a job interview is true?   

A. 

One difference between sales calls and job interviews is that both parties have needs that will have to be defined during the meeting.

B. Most interviewers would think you were excessively insecure if you took notes during a job interview.C. 

It is particularly important when interviewing for a sales job that you demonstrate your ability to converse with a stranger. Do not allow periods of silence for any reason during the interview.

D. 

It is important not to seem over eager in your initial 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. 

66. 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 packetB. portfolioC. personal scrapbookD.  individualized activity bookE. assessment support manual

 67. 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. This recent graduate is an example of a:   A.  shillB. greeterC. decoyD.  crutchE. cruiser

 68. 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 time for her interview. Constance was unaware that this person was also evaluating her. The firm was using a _____ interview.   A. groupB.  stressC. panelD. disguisedE. hidden

 69. Ross was amazed at what he thought was the rudeness of his interviewer. This guy was the third person

he had interviewed with for a position with this company, and he had mocked Ross and seemingly tried to embarrass him. What Ross didn't realize was that he was in a(n) _____ interview.   A.  tensionB.  stressC. pressureD. ulteriorE. anxiety

 70. 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.  actionB.  stressC. pressureD. measurementE. capability

 71. During her second interview with Poly-Tex, Inc., April met with 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. groupB.  stressC. panelD.  tensionE. batch

 

72. Which of these statements about group and panel interviews is true?   A. When answering a question, keep your focus on the person who asked that question.B. As often as possible, visually sweep the interviewers to keep all of them interested in you.C. Group and panel interviews involve multiple interviewers, but only one job candidate.D. 

When several candidates are interviewed together, it is important for you to demonstrate your superiority by topping any stories or qualifications others bring up.

E. Group interviews may be disguised as a dinner or a plant tour. 73. After a full day of testing and interviewing, Candace and two other job candidates from other universities

were taken to dinner by several executives of Poly-Tex, Inc. Whether she knew it or not, Candace was probably still being interviewed in a _____ interview.   A. groupB. massC. panelD. gangE. batch

 74. Bianca has just finished a degree in selling. She is interviewing for her first sales position. She knows

what she has to offer is referred to as her KSAs, meaning:   A. kinetics, salesmanship, and authorityB. killer instinct, skills, and agilityC. keiretsu, sincerity, and accuracyD. knowledge, skills, and abilitiesE. none of the above

 75. The saying "In times of change, the learners inherit the earth" refers to the need for salespeople to:   

A.  constantly improve their knowledge, skills, and abilitiesB.  always scope out the competition firstC. have a degree is selling as a prerequisite for any positionD. do their job the way they learned it in collegeE. all of the above

 76. Artis and Rick, his sales manager, are discussing Artis's last sales presentation as they walk to the car

from the customer's office. Rick is giving Artis feedback on the strengths and weaknesses he saw while accompanying Artis on this call. This immediate feedback should prove helpful as Artis seeks to improve his ability as a sales rep. This form of feedback is called:   A. quick and dirtyB. basic trainingC.  a parking lot accoladeD.  a curbside conferenceE. quick and clean

 77. Most training given by firms to their experienced salespeople is product related. If an experienced

salesperson wants sales skills training, he or she will probably have to seek assistance by:   A.  asking his or her field sales managerB.  asking other members of the sales forceC.  attending seminarsD.  listening to cassette tapes while drivingE. doing any and all of the above

 78. Sales can be very rewarding, but also very stressful. The short-term anxiety associated with waiting in the

reception room before a presentation is called:   A.  temporary terrorB.  subliminal terrorC.  felt stressD.  temporary stressE.  situational stress

 

79. That nervous, almost sick-to-your-stomach feeling you get immediately after you walk into class and the person sitting next to you says, "I can't believe you're so calm on the day of such a big test," (that you thought was next week,) is an example of:   A.  flighting frightB.  subliminal terrorC.  felt stressD.  temporary urgencyE.  situational stress

 80. The last time Brian met with the purchasing agent for Hampton Manufacturing, he made a crude joke

about stuttering--not knowing that the agent's daughter had a severe stuttering problem. He has come back to the purchasing agent's office to apologize. Brian is definitely feeling a great deal of _____ stress.   A.  feltB.  relationalC.  situationalD.  functionalE. partnering

 81. The most common form of felt stress is:   

A.  contextual uncertaintyB.  the stress interviewC.  subliminal terrorD.  role stressE.  situational stress

 82. _____ is psychological distress brought about by job demands or constraints encountered in the work

environment.   A.  Job oppressionB. Subliminal terrorC. Felt stressD. Contextual concernE. Situational stress

 83. _____ refers to the degree to which the salesperson's perceptions of the sales role are correct.   

A. Role stressB. Perceptual stressC. Reward stressD. Perceptual accuracyE. None of the above

 84. Ernesto sells for Environ-Safety Inc., a company that was started by two environmentalists who use

organic means to clean up man-made toxic spills. One partner believes that to sell Environ-Safety products, its salespeople should act as missionary salespeople and teach customers how to avoid spills. The other partner believes that it is the duty of its salespeople to convince customers why organic products are better at clean-ups than others. Most likely Ernesto is experiencing:   A.  role conflictB.  situational stressC.  role accuracyD.  twin stressE. cultural breakdown

 

85. Darryl wants to go to Panama City with some friends this weekend, but his best customer is opening a new store and Darryl thinks he should be there. Darryl's dilemma is an example of:   A.  role conflictB.  situational stressC.  role accuracyD.  twin stressE. cultural breakdown

 86. Molly sells for Aquarium Pharmaceuticals, Inc., a manufacturer of products to maintain aquariums and

ponds. She has promised one of her bigger customers that she will host an in-store seminar on how to set up a garden pond on April 12. She has been told by her supervisor that she will attend a trade show in Chicago on the same day. Molly is likely experiencing:   A.  role conflictB.  situational stressC.  role accuracyD.  twin stressE. cultural breakdown

 87. _____ occurs when the salesperson is not sure what actions are required.   

A. Ambiguous controlB. Subliminal stressC. Directional incoherenceD. Role ambiguityE.  Indecisive implementation

 88. Mandy works for a company that wholesales 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 controlB.  subliminal stressC. directional incoherenceD.  role ambiguityE.  indecisive implementation

 89. Chandler is a new salesperson who is not sure what he should do. His sales job requires so many things,

and he's not sure what's most important to his success or his company's. The term for what Chandler is experiencing is:   A.  ambiguous controlB.  subliminal stressC. directional incoherenceD.  role ambiguityE.  indecisive implementation

 90. The best way to handle role stress is to:   

A.  increase role accuracyB. observe how others in similar positions handle their problemsC. buy relaxation tapesD. quit the jobE.  refuse to perform the stress-creating task(s)

 

91. Robert sells a full line of wood working machines--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.

 92. For Emily Tanner in the opening profile about eRewards, how did joining a relatively small and new

company work to her career advancement advantage?   

 

 

 

 93. What four questions should a candidate ask to determine whether there is a good match with a company?

   

 

 

 

 94. Bianca is looking for a job in publishing sales. Where can she look to find opportunities?   

 

 

 

 95. In "What the Recruiter Says" what advice does Dawn Loehr offer college students preparing for a career

in sales?   

 

 

 

 96. What five important sources of information do employers use to evaluate candidates?   

 

 

 

 

97. Companies often use assessment centers to interview, test, and watch the interviewee go through simulated job experiences. What purpose does this job simulation serve?   

 

 

 

 98. What is the difference between conventional résumés and functional résumés?   

 

 

 

 99. What should your cover letter for a response to a job posting contain?   

 

 

 

 100.You have been invited to interview for your first sales position. What common questions should you

prepare to answer?   

 

 

 

 101.Provide examples of questions that are illegal to ask during a job interview.   

 

 

 

 102.Why is it important for the person being interviewed for a job to know if his or her interviewer is a sales

manager or a personnel manager?   

 

 

 

 

103.What is the difference between a panel interview and a group interview?   

 

 

 

 104.Ryan is an established sales representative but, with all the changes going on in the business world,

recognizes he needs to continually develop his skills. Where can he find sources to help him?   

 

 

 

 105.List and define the two primary causes of role stress.   

 

 

 

 106.What is the first step in ensuring you have a happy and successful career in sales?   

 

 

 

 107.When looking for information about a prospective employer what is usually the best source of

information?   

 

 

 

 108.In "What the Recruiter Says" what made Brian Davis stand out to recruiter Dawn Loehr?   

 

 

 

 

109.How is the conventional résumé organized?   

 

 

 

 110.How is the functional résumé organized?   

 

 

 

 111.What guidance about career objectives on your résumé do the text authors provide?   

 

 

 

 112.What two things should you look for in a job posting?   

 

 

 

 113.If you are employed and responding to a blind box ad what risk are you taking?   

 

 

 

 114.How should you begin a cover letter when you write in response to want ads?   

 

 

 

 

115.During the interview Royal had, the interviewer asked him, "Imagine you are very near to closing a million dollar deal and the buyer says, 'You can have full use of my company's beach house for a week if you could arrange it so your company pays all the shipping costs.'" What type of an interview question does this interviewer appear to be using?   

 

 

 

 116.When Paula went in for her job interview, she was given a plastic cup and told to act as if she were

selling the cup to the interviewer. What kind of an interview did Paula experience?   

 

 

 

 117.What is one advantage of inside sales when dealing with tough situations?   

 

 

 

 118.The package that you offer your employer is known as your KSAs. What does KSA refer to?   

 

 

 

 119.Mick is a salesperson who wants to keep improving his job skills. Who is the first person to whom he

should look for assistance with this goal?   

 

 

 

 120.What are the causes of role stress?   

 

 

 

 

121.Jasmine sells Hazmat kits that are used to quickly identify more than 1,000 liquids or solids without the use of a laboratory or a chemist. It's a self-teaching kit that comes with step-by-step diagrams and charts. The kit sells for $3340. Jasmine has a long-time buyer who has agreed to buy two of the systems if Jasmine will give him an extra copy of the instruction manual that comes with the kit. Jasmine wants to continue her relationship with the buyer who typically spends about $50,000 annually with Jasmine's company, but she knows that her sales manager is never going to agree to let her give away the manual, which is the most important part of the kit. What is the cause of the stress that Jasmine is feeling?   

 

 

 

 

ch17 Key  1. (p. 466) FALSE 2. (p. 466) TRUE 3. (p. 468) TRUE 4. (p. 469) TRUE 5. (p. 470) TRUE 6. (p. 470) FALSE 7. (p. 472) TRUE 8. (p. 472) FALSE 9. (p. 472) TRUE 10. (p. 472) FALSE 11. (p. 473) TRUE 12. (p. 476) FALSE 13. (p. 476) TRUE 14. (p. 476) FALSE 15. (p. 476) FALSE 16. (p. 476) TRUE 17. (p. 478) FALSE 18. (p. 478) TRUE 19. (p. 478) FALSE 20. (p. 479) FALSE 21. (p. 479) FALSE 22. (p. 481) TRUE 23. (p. 482) TRUE 24. (p. 483) TRUE 25. (p. 483) TRUE 26. (p. 484) FALSE 27. (p. 484) FALSE 28. (p. 484) TRUE 29. (p. 485) FALSE 30. (p. 485) TRUE 31. (p. 486) TRUE 32. (p. 490) TRUE 33. (p. 466) D 34. (p. 466) C 35. (p. 466-467) A 36. (p. 467) B 

37. (p. 467) C 38. (p. 467) D 39. (p. 469) A 40. (p. 469) E 41. (p. 470) D 42. (p. 470) B 43. (p. 471) A 44. (p. 471) C 45. (p. 472) D 46. (p. 472) D 47. (p. 472) E 48. (p. 472) C 49. (p. 473) A 50. (p. 473) C 51. (p. 473) C 52. (p. 473) E 53. (p. 473) E 54. (p. 473) D 55. (p. 476) B 56. (p. 476) C 57. (p. 476) E 58. (p. 476) D 59. (p. 476) D 60. (p. 477) E 61. (p. 479) C 62. (p. 479) D 63. (p. 479) A 64. (p. 480) B 65. (p. 480) E 66. (p. 481) B 67. (p. 481) B 68. (p. 481) D 69. (p. 482) B 70. (p. 482) B 71. (p. 482) C 72. (p. 482) E 73. (p. 482) A 74. (p. 485) D 

75. (p. 486) A 76. (p. 486) D 77. (p. 487) E 78. (p. 489) E 79. (p. 489) E 80. (p. 489) C 81. (p. 490) D 82. (p. 490) C 83. (p. 490) E 84. (p. 490) A 85. (p. 490) A 86. (p. 490) A 87. (p. 490) D 88. (p. 490) D 89. (p. 490) D 90. (p. 490) A 91. (p. 490) A 92. (p. 465) She has been presented with the opportunity to contribute more to an organization in a shorter time than she would have anywhere else, including opportunities to lead new market development and rapid promotions. 93. (p. 466) What do I need? What do I have to offer? What does the company have to offer? What does the company need? 94. (p. 469) She can look at Web sites, trade industry publications, industry associations, professional associations, government sources, research services, placement services, and personal sources. 95. (p. 470) Make sure you demonstrate your value. Be persistent, always prepare, and be ready to discuss how your past wins will make you a star in sales. 96. (p. 471-472) Generally, employers use application forms, references, tests, personal interviews, and assessment centers. 97. (p. 472) Simulating the job serves the following two purposes: (1) the simulation provides managers with an opportunity to see candidates responding to job like situations and (2) candidates can experience the job and determine whether the job fits them. 

98. (p. 473) Conventional résumés are a form of life history, organized by type of experience―education, work, and activities/hobbies. Functional résumés reverse the content and titles of the conventional résumé, organizing by what the candidate can do or has learned rather than by types of experience. 99. (p. 473) It should start with an attention getter, a statement that is direct and focuses on a probable need, and refers to the job posting. The letter should also contain two or three reasons you should be hired, and close with a request for action. 

10. If you were hiring a graduate for this position, what qualities would you look for?9. What do you know about our company?8. What major problem have you encountered, and how did you deal with it?7. Do you think your grades are a good indication of your academic achievement?6. In what ways do you think you can make a contribution to our company?5. Why should I hire you?4. How would a friend or professor who knows you well describe you?3. Why did you choose the career for which you are preparing?2. What are your greatest strengths and weaknesses?1. What are you long-range and short-range goals?The text lists 10 common questions including:100. (p. 478) Instructor should probably designate how many questions they want in response to this question.

 8. Have you ever been arrested?7. Do you plan a family?6. Are you married?5. With whom do you reside?4. Where were your parents born?3. Where were you born?2. Do you own or rent your home?1. What is your maiden name?The text lists eight including:101. (p. 479) Instructor should probably state how many examples they want the student to provide.

 102. (p. 480) You need to know what kind of information you will be receiving and not feel that the interviewer is holding something back. Personnel managers may have a difficult time telling the interviewee about the job itself, its daily activities, and so forth. Typically, they are able to outline only such things as training and employee benefits. Sales managers can tell you a lot about the job itself. 103. (p. 482) In a panel interview, you will encounter multiple interviewers. Group interviews are similar to panel interviews, but include several candidates as well as several interviewers. 104. (p. 486) Ryan should start with his field sales manager, who will often provide curbside conferences. He can also look to his peers, books, sales seminars, video and audiotapes, and industry associations. 105. (p. 490) Role stress is caused by role conflict and/or role ambiguity. Role conflict occurs when two partners demand incompatible actions of the salesperson. Role ambiguity occurs when the salesperson is not sure what actions are required. 106. (p. 466) Understand yourself, what you need and what you have to offer. 107. (p. 468) personal sources 108. (p. 470) He was so prepared, she felt he interviewed her. 109. (p. 473) by type of experience. 110. (p. 473) by what the candidate can do or has learned 111. (p. 473) They make two statements, do not leave out a career objective, and change your objective depending on the job you are applying for. 112. (p. 476) What the company needs and what it is offering. 113. (p. 476) You could be responding to an ad from your company. 

114. (p. 476) It should begin with an attention getter. 115. (p. 478) scenario question 116. (p. 482) a stress interview 117. (p. 484) "When you run into tough situations, there's someone right there to talk you through it and help you out." 118. (p. 485) knowledge, skills, and abilities 119. (p. 486) his field sales manager 120. (p. 490) role conflict and/or role ambiguity 121. (p. 490) role conflict 

ch17 Summary  Category # of Question

s

Castleberry - Chapter 17 121

Difficulty: Easy 32

Difficulty: Hard 11

Difficulty: Medium 78