Unlock document.
This document is partially blurred.
Unlock all pages and 1 million more documents.
Get Access
Chapter 17 Managing Your Career Answer Key
True / False Questions
1.
The keys to being successful and happy lie in finding a good match between what you
need and desire in a position and the positions companies offer.
2.
The first step in making a good match between what you have to offer and a company's
position is to determine what you need.
3.
Many companies have a "promote from within" policy, which means that whenever
possible they fill positions with people who already are employees.
4.
All companies need salespeople with computer skills because computers are increasingly
being used to track and manage accounts, communicate internally, and perform other
important activities.
5.
Most companies believe that there is one single "sales type" who will be successful selling
anything to anybody.
6.
Contacting references, or people who know the applicant, is a good way to guarantee a
candidate's success.
7.
The most frequently contacted references are former employers.
8.
Recruiting companies should not supplement résumés with an application form.
9.
The new assessment tests used by recruiting companies are inaccurate when they are
specifically related to sales and the situations potential salespeople may encounter.
10.
Functional résumés reverse the content and titles of conventional résumés.
11.
The two things to look for in an employment posting are what the company sells and when
the job begins.
12.
It is very difficult to create conventional résumés and to emphasize important points
without failing.
13.
Any company that advertises a job opportunity using a blind box number is too deceitful
for an ethical person to consider working for.
14.
When you write a cover letter to answer a job advertisement, make sure that it is no more
than one or two lines long.
15.
When Marcia writes a response to an employment advertisement, her cover letter should
exclusively focus on her expectations from the company.
16.
A job interview is much like any other sales call.
17.
One difference between sales calls and job interviews is that in job interviews both parties
have needs that will have to be individually defined before the meeting.
18.
Most interviewers think candidates who take notes during a one-on-one job interview are
excessively insecure.
19.
Interviewees should attempt to determine whether the interviewer is a sales manager or a
personnel manager once the interview is over.
20.
Candidates who prefer security desire the potential rewards of straight commission.
21.
A greeter at the office where your interview will be conducted may well be part of a
disguised interview strategy.
22.
One should not send a thank-you note shortly after an interview if the candidate has not
performed well.
23.
Even if you spend your entire career with one company, your job interviewing days are not
over once you land that first job.
24.
An important aspect of career management is to set life-based objectives and use those
to determine your career objectives.
25.
KSA refers to the sales maxim "Keep it Simple, Always."
26.
Research indicates that career development opportunities are constant among companies,
especially for salespeople.
27.
Most training given by firms to their experienced salespeople is sales skills related.
28.
Role ambiguity occurs when two partners demand incompatible actions of a salesperson.
29.
Managing stress always means removing the cause of stress.
30.
Mastery of the job will reduce feelings of stress because the salesperson is in control of
the situation.
Multiple Choice Questions
31.
The first step in making a good match between what you have to offer and a company's
position is to determine:
32.
Karen is in search of a new job. She believes 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?" Which of the following aspects is questioned by Karen's
question?
33.
Jacob is a final year graduation student, and he is looking for a job. While trying to
understand his own needs, Jacob asks himself, "Will financial incentives, personal
recognition, or simply job satisfaction get me going?" Which of the following aspects is
determined by Jacob's question?
34.
As you seek a job in sales, it is important that you understand your own needs. Which of
the following questions should you ask yourself to help determine your need for
structure?
35.
As you seek a job in sales, it is important that you understand your own needs. Which of
the following questions should you ask yourself to help determine what motivates you?
36.
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 should you ask yourself
to help determine your acceptable level of stress?
37.
An individual cannot sell something that bores him or her. According to this statement,
which of the following questions should you ask yourself to help avoid a job selling
something you'll find boring?
38.
Identify a true statement about application forms in recruiting process.
39.
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 a potential candidate?
40.
Richard, a job applicant, came across an employment posting for a salesperson with
Acumen Industries. He filled out an online document that contained factual questions
concerning the said profile. Identify this document used in the recruiting process.
41.
Which of the following statements about applicant information sources is FALSE?
42.
The most frequently contacted references are _____.
43.
Identify a true statement about references in the recruiting process.
44.
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 tests will Tomas have to take?
45.
Identify a true statement about tests conducted during the recruiting process.
46.
_____ résumés are a form of life history, organized by type of experience.
47.
The three categories of experience most often used in a(n) _____ résumé are education,
work, and activities/hobbies.
48.
Which of the following topics is avoided when a person prepares a conventional business
résumé?
49.
Kirk's résumé is organized around the things he can do and the things he has learned. He
has developed a(n) _____ résumé.
50.
When preparing a(n) _____ résumé, begin by listing the qualities you have that you think
will help you get the job.
51.
Which of the following statements is true about employment ads?
52.
Which of the following is a legitimate reason for a company to use a blind posting or a
blind box number?
53.
Identify a true statement about cover letters sent in response to a job posting.
54.
The cover letter for your résumé sent in response to an employment ad:
55.
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?
56.
Which of the following is an illegal question to be asked in an interview?
57.
Which of the following statements is true about an interviewee?
58.
Which of the following statements is true about a job interview?
