Is matching the capabilities of the recruit with the needs of the organization?

Sales Management Exam 2Explain the critical role of recruitment and selection in building and maintaining aproductive salesforce (chapter 5)

Describe how recruitment and selection affect salesforce socialization andperformance

What does W.B. Mason Office Products do to help it achieve realism to theprospective salesperson before he or she is hired?

What can be used to find out information about a potential job candidate?

How can you locate good salespeople?

Chapter 5Which of the following is not one of the changes expected to impact salesforces today?

Potential problems associated with inadequate recruitment and selection include all of the following

Perhaps the most significant managerial problem that can arise from improper recruiting and selection of

*Salesforce socialization refers to:the process by which salespeople acquire the knowledge, skills, andvalues essential to perform in their role as salespeople

*____________ is giving the recruit an accurate portrayal of the job.

*____________ is matching the capabilities of the recruit with the needs of the organization.

One suggested way of achieving realism in the recruiting and selection process is to:

The first step of the recruitment and selection process for salespeople involves all of the following

The first step in the process of recruiting and selecting salespeople is:planning

All of the following are elements of the third and final step of the recruiting and selection process, except:

The third step in the process of recruiting and selecting salespeople is:selection

A job analysis is:an investigation of the tasks, duties, and responsibilities of the job.

Determining whether or not the job's selling tasks will include responsibilities for opening new accounts aswell as maintaining existing accounts is part of this step of the recruiting and selection process:

Module 5 — Module Summary

1. Explain the critical role of recruitment and selection in building and maintaining a productive salesforce. Recruitment and selection of salespeople can be an expensive process, characterized by uncertainty and complicated by legal considerations. If the procedures are not properly conducted, a multitude of managerial problems can arise, the worst of which being that salesforce performance is suboptimal. The sales manager is the key person in the recruitment and selection process, although other managers in the hiring firm may share responsibilities for staffing the salesforce.

2. Describe how recruitment and selection affect salesforce socialization and performance. Socialization, the process by which salespeople adjust to their jobs, begins when the recruit is first contacted by the hiring firm. Two stages of socialization should be accomplished during recruitment and selection: achieving realism and achieving congruence. Realism means giving the recruit an accurate portrayal of the job. Congruence refers to the matching process that should occur between the needs of the organization and the capabilities of the recruit. If realism and congruence can be accomplished, future job satisfaction, involvement, commitment, and performance should be improved. These relationships are shown in a model of the socialization process in Figure 5.1.

3. Identify the key activities in planning and executing a program for salesforce recruitment and selection. Figure 5.2 depicts a model of the recruitment and selection process. There are three steps in the process: planning, recruitment, and selection. Planning consists of conducting a job analysis, determining job qualifications, writing a job description, setting objectives, and formulating a strategy. Recruitment involves locating prospective job candidates from one or more sources within or outside the hiring firm. The third step, selection, entails an evaluation of the candidates culminating in a hiring decision. Major methods of evaluating candidates include resume and job-application analysis, interviews, tests, assessment centers, background investigations, and physical examinations.

4. Discuss the legal and ethical considerations in salesforce recruitment and selection. Every step of the recruitment and selection process has the potential to discriminate illegally against some job candidates. Federal laws and guidelines provide the basic antidiscriminatory framework, and state and local statutes may also be
applicable. The most important legislation that applies are the Civil Rights Act and the Fair Employment Opportunity Act. Two primary ethical concerns are (1) misrepresentation of the job to be filled and (2) using stress interviews in the selection stage.

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Which of these is the purpose of recruitment quizlet?

Which of the following is one of the three main reasons why many sales training programs are not very effective?

What stage begins once a person has accepted a job offer in a company's sales force?

Which of the following is least likely to be an objective of a sales training program?