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59.
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, or even a
strategic plan you developed for a class.
60.
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?
61.
Ferguson was a little early for his interview at the college placement center. Fortunately,
the interviewer had brought along a former student of the college who was hired three
years ago. Ferguson spent time talking to her prior to his interview. Identify the role of the
former student, who took a disguised interview of Ferguson.
62.
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.
63.
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.
64.
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.
65.
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:
66.
The philosopher Eric Hoffer said, "In times of change, the learners inherit the earth, while
the learned find themselves beautifully equipped to handle a world that no longer exists."
Identify the implication of this saying with respect to salespeople.
67.
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 in Alex's presentation. This immediate feedback should help
Alex improve his ability as a sales rep. This form of feedback is known as _____.
68.
Most companies continue to train their salespeople after basic sales training, but most
training of experienced salespeople is:
69.
Ben is a successful salesperson with Victor International Inc. He sells capital goods to
large industries. He is expected to give a presentation to a client for a $100 million deal.
While waiting in the lobby before the presentation, he may feel _____.
70.
Maggie, a final year graduate student in Bridgton University, received job offers from two
companies during campus placement. However, the offers were dependent on her final
semester marks. Before the examination started, Maggie was extremely nervous. Which of
the following best describes the stress felt by Maggie in this scenario?
71.
_____ is psychological distress brought about by job demands or constraints encountered
in the work environment.
72.
The most common form of felt stress is:
73.
Molly works as a sales executive for a manufacturer of aquariums and other aquatic
equipment. She promises one of her key customers that she will visit him during the
weekend and help him with equipment maintenance. However, her manager asks her to be
present for a meeting conducted by employees' grievance cell during the same weekend.
Which of the following will most likely be experienced by Molly in this scenario?
74.
_____ occurs when a salesperson is not sure what actions are required.
75.
Mandy works for a company that sells wholesale products to grocery stores. She is unsure
whether she should spend her time convincing store owners to carry her company's
products or promoting the products to support her company's pull strategy. Mandy is
experiencing:
76.
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:
77.
Which of the following is true of role overload?
78.
The best way to handle role stress is to:
79.
Damon is experiencing role ambiguity in his new sales job. Which of the following can he
do to overcome this problem?
80.
Robert sells a full range of woodworking equipment—from sawmills to machines that cut
wood veneers. His sales manager wants him to spend his time selling. However, 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?
Short Answer Questions
81.
What are the three qualities that companies generally look for in salespeople?
82.
What five important sources of information do employers use to evaluate candidates?
83.
Why do companies simulate a job before candidates are recruited?
84.
How is a functional résumé organized?
85.
What two things should you look for in a job posting?
86.
How should you begin a cover letter when you write in response to employment ads?
87.
During a job interview, the interviewer tells Robin, "Imagine you are very near to closing a
million-dollar deal and the buyer says that you can have full use of his company's beach
house for a week if you arrange for your company to pay all the shipping costs for the deal
being discussed. What will you do?" What type of an interview question does this
interviewer appear to be using?
88.
What is the difference between a panel interview and a group interview?
89.
When Paula went in for her job interview, she was given a plastic cup and asked to sell the
cup to the interviewer. What kind of an interview did Paula experience?
90.
What are the two types of stress common to salespeople?
Essay Questions
91.
List out any five traits of top salespeople.
92.
Discuss the differences between conventional résumés and functional résumés.
93.
What should your cover letter for a response to a job posting contain?
94.
You have been invited to attend an interview for a sales position. What common questions
should you prepare answers for?
95.
Provide examples of questions that are illegal to ask during a job interview.
96.
Why is it important for a person being interviewed for a job to know if his or her
interviewer is a sales manager or a personnel manager?
97.
What are the four important aspects of a job interview? Outline how a job candidate
should prepare for each.
98.
What are the different ways in which salespeople can learn about the job they desire?
99.
What is a stress interview? Describe some of the tactics used when conducting such
interviews.
100.
List some methods for coping with situational stress.
