Question 1

Which of the following characteristics would a sales manager for a company that sells meat process equipment be likely to consider MOST important when looking at potential sales recruits?

Accepted Answer

Enthusiasm is crucial in sales as it can drive motivation, help build rapport with clients, and convey passion for the product, which can be more important than specific industry experience.

Question 2

After studying the "Summary of the effect of variables on salesperson performance" many sales managers find

Accepted Answer

The passage states that "some traits commonly used to evaluate new recruits have not proven effective in accounting for differences in sales performance," indicating that demographic variables, responsibility, sociability, and self-esteem may not consistently determine salesperson performance. Therefore, choice C is the best answer. Choices A, B, and D are incorrect based on the information provided.

Question 3

Results indicating that demographic factors account for less than 5 percent of the difference in performance among salespeople

Accepted Answer

The results refute the conventional wisdom that demographic factors such as gender and race are major determinants of sales performance.

Question 4

One of the variables affecting sales performance is organizational and environmental factors.What can a sales manager do to incorporate this in their sales management strategy?

Accepted Answer

The answer of One of the variables affecting sales performance...

Question 5

One of the variables affecting sales performance is "personal characteristics".What can a sales manager do to incorporate aptitude in his/her sales force?

Accepted Answer

To incorporate aptitude in the sales force, the sales manager can carefully design recruitment and selection policies that identify and hire individuals with the desired personal characteristics such as communication skills, self-motivation, and resilience. This will ensure that the sales team is composed of individuals who are naturally inclined to excel in sales, making it easier for the manager to train, supervise, and motivate the team.

Question 6

Which of the following statements about the characteristics sales managers look for in potential salespeople is true?

Accepted Answer

General sales experience is often valued because it demonstrates a candidate's ability to sell, which is a fundamental skill across various industries. Specific product or industry knowledge can be learned, but core sales skills are crucial.

Question 7

One of the variables affecting sales performance is motivation.What can a sales manager do to influence his sales force's level of motivation?

Accepted Answer

Setting up a compensation and reward system that directly satisfies the needs of the members of the sales force can be the most effective way to influence their level of motivation. Research has shown that when employees feel that their efforts are recognized and rewarded appropriately, they are more likely to be motivated to perform better. While options A and B may help hire and train motivated individuals, they do not necessarily address the motivation of the current sales force. Option D is unrelated to motivation and is focused on management structure. Therefore, option C is the best choice for influencing sales force motivation.

Question 8

Which of the following statements about women in sales is TRUE?

Accepted Answer

All of the statements are true. Women in sales have faced challenges such as gender stereotypes and biases from older male managers. However, acceptance of women in sales varies across industries. Some managers also feared higher turnover rates among women, which has been debunked by research showing that women are just as committed to their careers as men.

Question 9

_________________ are management actions that primarily attempt to influence aptitude and personal characteristics.

Accepted Answer

Recruitment and selection policies are designed to influence the aptitude and personal characteristics of employees by selecting individuals who best fit the job requirements and organizational culture.

Question 10

Which of the following statements is based on research that has been done about the characteristics needed for a successful salesperson?

Accepted Answer

Research has shown that successful salespeople possess a combination of innate traits (such as charisma, empathy, and assertiveness) as well as learned skills (such as effective communication, negotiation, and objection handling). This indicates that successful salespeople are both born with the necessary traits and can also be trained to develop essential skills. Therefore, option E is the best choice. The other options are either incorrect or do not reflect the research on the characteristics of successful salespeople.

Question 11

Different types of selling situations appear to require salespeople with

Accepted Answer

Different selling situations may require different skills, personalities, and abilities from salespeople. For example, selling to large corporations may require a salesperson who is skilled in relationship building and has strong networking abilities, whereas selling to small businesses may require a salesperson who is knowledgeable and can provide personalized solutions quickly. Therefore, a variety of personal traits and abilities would be necessary in different selling situations.

Question 12

Research indicates which of the following is NOT one of the personal characteristics that sales managers look for when selecting new salespeople?

Accepted Answer

Research indicates that nonverbal communication skills are not one of the personal characteristics that sales managers look for when selecting new salespeople. However, enthusiasm, organization, persuasiveness, and ambition are all highly desirable traits.

Question 13

Which of the following questions CANNOT be legally asked during a job interview?

Accepted Answer

It is illegal to discriminate against candidates based on age, so asking for their age is not allowed during a job interview.

Question 14

Which of the following statements about how personal characteristics can be used as predictors of sales performance success is true?

Accepted Answer

Personal variables such as personal history, family background, current marital status, and vocational skills have been found to be related to differences in sales performance. However, sex, physical appearance, and financial status do not have a significant relationship with sales performance. Sales aptitude and self-esteem may be important predictors, but they do not explain the largest portion of the variance in sales performance.

Question 15

From the research summarized in the text,which of the following categories of personal and organizational variables has the greatest impact on sales performance?

Accepted Answer

The correct answer is that no one category has the greatest impact on sales performance. This suggests that a combination of factors, including aptitude, personal characteristics, motivation, and role perceptions, collectively influence sales performance rather than any single category dominating.

Question 16

Which of the following aptitudes is most relevant to the success of a person who is hired for a sales position?

Accepted Answer

The answer of Which of the following aptitudes is most...

Question 17

One of the variables affecting sales performance is skill levels.What can a sales manager do to incorporate skill levels in his/her sales force?

Accepted Answer

Improving training and supervision is the best way for a sales manager to incorporate skill levels in his/her sales force. This can include providing ongoing training opportunities and providing regular coaching and feedback to sales employees to help them improve their skills. It can also involve setting clear performance expectations and goals, and regularly monitoring progress towards these goals. Improving training and supervision can improve overall sales performance and help sales employees develop the skills they need to succeed.

Question 18

Research suggests older salespeople _________________ than younger salespeople.

Accepted Answer

The question suggests that the research only offers options for the advantages of older salespeople compared to younger salespeople. Among the options given, "having greater knowledge of products/services" is the only advantage that is specifically attributed to older salespeople in multiple studies. Therefore, B is the best choice.

Question 19

The chances that a salesperson will quit or be fired in their first five years are:

Accepted Answer

The answer of The chances that a salesperson will quit...

Question 20

You would NOT expect to find a high percentage of women on the sales staff in companies in the _____ industry.

Accepted Answer

The steel industry is traditionally male-dominated, and women are underrepresented in sales roles in this industry.

Quiz 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople