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1 After establishing policy concerning who is responsible for recruitment and selection, the
next step in the recruitment process is conducting a thorough job analysis.
(A) True
(B) False
2 If a company has high sales and high profits, they typically assume their sales training
programs are successful.
(A) True
(B) False
3 Effective use of technology allows salespeople more face-to-face customer contact time.
(A) True
(B) False
4 Generally, everyone in the sales force needs the same training.
(A) True
(B) False
5 Sales training is an ongoing process.
(A) True
(B) False
6 Competitors are rarely used as a source for new salespeople.
(A) True
(B) False
7 By telling the potential salesperson what will be expected before employment, a well-
written job description increases a rep’s chances of success.
(A) True
(B) False
8 To avoid bias in recruitment and selection when conducting a job analysis, current job
occupants should not be observed or interviewed.
(A) True
(B) False
9 The final decision of who is hired is usually made by the sales manager.
(A) True
(B) False
10 Measuring what sales trainees learned is best accomplished through measuring their sales.
(A) True
(B) False
