Multiple Choice

He is in charge of the sales recruitment process.

A. Sales Manager
B. Purchasing Manager
C. Financial Manager
It is a formal analysis of the position that allows applicants and staff
know the specific sales responsibilities and the requirements to be evaluated.
A. Sales Report
B. Job Description
C. Test formal
It is a step in the recruitment process that involves gathering a large group of
applicants to select the most suitable for the sales position.
A. Attract candidates
B. Job Analysis
C. Identify job requirements
4. It consists of introducing new employees to the practices, procedures and
company policies.
A. Recruitment
B. Socialization
C. Personal interviews

5. It is the process by which people are chosen who are called as

candidates for a specific job position, this arises with the aim of having a
a person with the exact skills to have a successful work team.
A. Sales
B. Recruitment
C. Audit.

6. It is one of the processes in recruitment, they can be of different kinds,

such as to assess the capacity and medical exams to detect if you have
diseases, if using drugs, etc.

A. induction
B. Socialization
C. Physical exams.
7. These are some of the requirements for job applications
A. Letter of good conduct.
B. Curriculum Vitae
C. A and B are correct.

They help managers to have an idea, to know and evaluate the candidate.
Within the interview, the skills of the candidate are evaluated, both
emotional, intelligence, etc.

A. Socialization
B. Induction
C. Personal Interviews

9. The identification of job requirements should include the

responsibilities, knowledge that one must have, rights, etc.

A. Identification of job requirements

B. Personal interviews
C. Physical exams.
10. are part of the selection process

A. To sell
B. Account for
C. Psychological tests

True or False
1. To find new candidates, companies can turn to internal sources or
externals.
True
False
2. Educational institutions such as universities and colleges are a source
external to recruit new salespeople.
 True
False
3. Personal interviews are not useful for managers to obtain elements of
assessment of the candidate's skills and personality.
True
False
4. Psychological tests are part of the selection process.
True
False

5. Recruitment is the inner desire that makes a salesperson want to invest.

effort in performing certain activities of their work.
True
False
6. Before the company embarks on its search for a specific type of
The seller must define the characteristics of the sales position to be filled.
True
False
7. The job description is a document that someone extends and delivers to
another through which he undertakes the obligation to pay him a sum of money in the
date that appears on it.
True
False
8. When attracting a large group of applicants it is important to go
pre-selecting the best candidates and discarding those who do not
they are considered so good.
True
False
9. Seller sources are the places where the manager goes to
find recruits.
True
False
10. Socialization refers to integrating the new member into the organization.
True
False

Complete
1. The ______________________________ is the most difficult part of the process of
recruitment and selection
Determination of job requirements

2. The _______________________ consist of people who are employed.

in other departments of the company.
Internal sources

3. In the _________________________ each applicant is requested to respond

the same preset questions
Structured interviews

In the ______________________ the candidate is allowed to speak freely

about various topics
Unstructured interviews

5. The _______________________ help managers to have a

idea, to meet and evaluate the candidate.
Personal interviews
6.______________________________is a step in the recruitment that
it consists of obtaining a large group of applicants to select from
more suited for the sales position.
Attract candidates

7. The ___________________________ is in charge of the process of

sales recruitment.
Sales Manager

8._________________________ is a step in the recruitment process that consists of

to gather a large group of applicants to select the most qualified ones
for the sales position.
Attract candidates
 9.The_________________________is the process by which the selections are made
to people who are called as candidates for a certain position of
work, this is born with the aim of having a person with the exact skills
to have a successful work team.
Recruitment

10. In ____________________________ the must be placed the

responsibilities, knowledge that one must have, rights, etc.
Identification of job requirements

UNIT 4. Recruitment
Theme 1 - Complete
1- The result of a job analysis formalizes a job description, perhaps the
the most important tool used in sales force management.
2- The sales managers are the ones in charge of recruitment.
Job applications and resumes are the most commonly used tools in the
selection processes
4-recruitment It is finding potential candidates for the position, talking to them about the
company and ensure they prepare their application.

5-socialization Appropriate introduction of a new member of the organization to the

practices, the procedures and the philosophy of the company and to the social aspects of
position, through which the seller integrates into the organization.
6- In structured interviews, the recruiter asks each candidate the same series of
standardized questions, designed to determine the suitability of the applicant for a
sales position.
7- The selection process is to choose the candidates who best meet the qualifications.
and they have more skills for the position.

Unstructured interviews are informal and not directed; their goal is to achieve
let the candidate speak freely about a variety of topics.
9- Job tests are a way to objectively measure traits or
characteristics of applicants for sales positions and increasing the
probabilities of selecting good sales personnel.
10- Person-organization adjustment describes how compatible beliefs and the
system of values of the seller with those of the organization for which he works.

Theme 2 - Select.
1- The result of a job analysis forms is:
A) a recruitment
B) a job description
C) a job application

They are the ones in charge of recruitment.

the employees
B) the owners
C) the sales managers

3- explain to both the candidates and the current sales staff what
they are the duties and responsibilities of a position in sales:
A) job description
B) the duties and responsibilities
C) the contract

4- Appropriate introduction of a new member to the organization:

socialization
B) Presentation
C) Integration

5- physical exams or access to medical records are only possible

after that...
A) the psychological test was carried out

B) an offer has been made

C) their data was confirmed via phone

6- It is the process by which responsibilities and duties are determined

the positions
A) Job analysis
B) Job Analysis
C) Analysis process

7- The person in charge of recruiting sales representatives is:

A) HR
B) Manager
C) Sales Manager

firmness, energy, results orientation, responsibility, etc. are

A) Words
B) job qualities
C) Job Requirements

9- It's about finding potential candidates for the position, talking to them about the
company and get them to prepare their request.
A) Candidate search
B) Recruitment
C) Employment tests

10- is to choose the candidates who best meet the qualifications and who
they have more aptitudes for the position
A) Selection process
B) Job Analysis
C) Analysis process

FOV

1- Recruitment is about finding clients and talking to them about the company.

The recruitment is handled by the sales managers.

3- Job analysis is a process that does not seek to identify the duties, requirements,
Responsibilities and conditions of a position.

4- The job requirements are: determination, energy and enthusiasm, results orientation, maturity, etc.

5- In-depth interviews do not help the company determine if a person is the right fit for the
position.F

6- Personal interviews usually last from 1 to 2 hours.

7- The job description explains to both candidates and current sales staff what the
duties and responsibilities of a sales position, the necessary skills and on what basis
will evaluate the new employees and the current ones.

8- The recruitment process consists of 5 parts: 1- Prepare a job analysis. 2- Prepare

a job description. 3- Identify the qualifications for a sales position. 4- Attract a group of
sales candidates. 5- Select the best candidates.

9- The sales organization does not depend on a successful recruitment approach.

10- The quality of the group that was recruited predicts the successes or the problems of the sales force.

UNIT 5

SELECT TRUE OR FALSE

The interview is the process of signing an employment contract.

2-Employment agencies are generally used to find

candidates for vacant positions.

3- The salesperson's performance is important for the sales manager because

offers the sales manager a tool that allows him to visualize the effects
they produce their activities and appreciate the interrelated roles.

The development of the seller's role has 4 stages.

There are 4 types of awards for sellers.

A role is called the set of activities that a seller has to perform.

Motivation is understood as the energy that the seller wishes to dedicate to

each activity or task related to their work

8- Does the sales role make changes quickly in the market?

Complete

Internal and external sources help us attract a group of

applicants
2. The recruitment process is important because through it
We can evaluate and analyze the candidate.
3. The role of the seller is innovative because often the representative
You must generate new solutions for problems that are not routine.
The degree of skills refers to the expertise that the individual acquires
to perform the necessary tasks, and this includes the skills
learned.
5. Intrinsic and extrinsic are the two general prices that exist in
sales.
 Job satisfaction refers to all the characteristics of the work
that the representatives find gratifying and satisfying.
7. The vendors who have experienced many conflicts are not
satisfied and resign, while those who persevere will not feel
too much conflict.
The seller's work framework includes many different people.
Representative may have sold to hundreds of customers, and each customer
he wants
meet their needs and special requirements.

Multiple choice

The ability of an individual to perform sales work

a- The element of fitness
b-The element of the degree of skills
c- The element of motivation

2-Selection procedure to evaluate applicants

A- Job application
B- Interview
C- Reference Verification
D- Test
E- All of the above
F- None of the above

The element of the role of the model contains three variables:

The conflict of the role

The ambiguity of the role
3. The accuracy of the role.
4. All of the above.
This variable has regarding performance in sales.

1. Organizational variables
2. Personal variables
3. All of the above

5-The basic factors of a worker's performance are:

Perception of the role
Degree of skills
3. The fitness
4. The motivation
5. Personal variables
6. All of the above

It is the extent to which the seller considers the demands of their partners.
are adequate.
1. Role accuracy
2. Role conflict
3. Ambiguity of the role

The relative importance of each of these skills and the need

Having others depends on the sales situation.

1. element of motivation degree

2. Elements of Skill Level
3. Organizational Degree Element

8- refers to all the characteristics of the work that the representatives

they find rewarding

1. The perception

2. Satisfaction

3- The good sale.

This role is mainly defined by expectations, requirements, and pressures of

the partners and suppliers that communicate.
 1- seller perceptions

2- personal variables

3- role conflict

Select the correct answer

Process that any applicant must go through to occupy a position within a

company

Dismissal

Together with the human resources department, it collaborates in the selection of candidates.

a)Gerente de ventasb) Auxiliar contable c) Recepcionista

It is the measure of a partner's demands on a seller.

requirement of role

Say if it is True or False

The recruitment process is simple and consists of only one step.

A training program is low-cost and affordable for small businesses.

The training program can be quite lengthy depending on the objectives that one wants.
achieveV

Complete

Training is done in order to educate our employees and for them to acquire new skills.
knowledge

The sales manager is in charge of the sales department.

The human resources department is responsible for the recruitment process.

true or false. Unit 5

1. Is ability alone enough to succeed in sales? False
2. Are expectations found in the elements of the perception of the role?
requirements? true
3. Are techniques and skills fundamental for sellers of
success?true
 4. Does motivation positively influence the salesperson? True
5. Sellers do not need to innovate; it is enough with the techniques implemented in the
past? false
Ambiguity can cause stress to the seller and affect them.
negatively? true
7. it is not important for the manager to understand the performance model of
false seller
8. The role of a salesperson is innovative because frequently the representative has to
generate new solutions for non-routine problems. true
People in innovative roles do not usually experience more conflict.
What other members of the company. False.
10. Management has the ability to reduce role ambiguity. True
Complete. Unit 5
1..the _________ and the __________ affect performance, aptitude, and motivation.
2. The __________ is the amount of effort that the seller wants to invest in each
activity or task related to your work. motivation
3. The ___________ refers to all the characteristics of the work that the
Representatives find them rewarding, satisfying, and fulfilling. Satisfaction
4. The __________ that the seller has of their role affects their performance in
many senses. perception.
5. The element of the perceptions of the function of this model has three
dimensions which are ______________, ________________ and
the accuracy of the role, the perception of role conflict and the
perception of role ambiguity.
The _____________ are understood as the probabilities of achieving a better
performance in a specific task. expectations
7. The _______________ is understood as the perception that the seller has of the
convenience of having better performance in one or several dimensions. value of
performance
8. Ambiguity impacts negatively ______________
Management can reduce role ambiguity.
10. Expectations and demands are parts of the _____________ perception.
Multiple choice
expertise that the individual acquires to perform the necessary tasks:
a) Degree of skills
b) experience
c) use of logic
2. Amount of effort that one wants to invest in performing a certain task or
activity
force
2. Motivation
3. attitude
3. These are the probabilities that the seller calculates that a task will succeed.
Better results in a specific dimension
efficiency
Expectations
3. performance result
4. Refers to all the characteristics of the work that the representatives encounter.
rewarding
Satisfaction
 2. attitude
motivation
5. After evaluating the salesperson's performance, companies decide
Press them
2. cancel them
3. to empower them
6. In how many stages is the development of the sales role defined?
1. 7
2. 1
3.3
It is thecharacteristics that make the seller susceptible to conflict and to the
ambiguity.
training
2.Vulnerability
3. success
It is the role that the seller fulfills by generating solutions to new problems.
1.Innovative role
2.experience
3.talent
9. It is when the framework of the sales role includes many and varied
clients
1. Broad framework of the role
2.success
3. luck
10. It is the vulnerability of the salesman's role that occurs when they are located in
the company's border
fear
2.Location on the borders
3.underperformance

UNIT 6

True or False

1-By training the sales force, it is expected to increase sales and reduce turnover.
personal, establishing strong relationships with clients, improves the way in which
offers the product or service. TRUE

Without training, the salespeople would not perform well in their work.
that would cause them frustration and would prevent them from knowing how to perform their task in the best way
work.TRUE
Sales managers must know whom they should train, generally the...
new vendors. TRUE

4-Companies must establish specific objectives and these can vary one from another.
another.TRUE

The dissatisfaction of a seller causes them to become more motivated in the

company.FALSE

6- Each company usually has specific objectives and these tend to vary from one
company.TRUE

7-When salespeople are taught new skills in the company to

being able to face their tasks and activities, they do not feel satisfied. FALSE

By reducing employee turnover, customer loyalty increases.

The seller is trained to answer questions and handle complaints. True

The training of new salespeople consists of imparting knowledge about

from the company, the business and the clients. True

Training to improve the skills of sellers also improves the

performance of the same. TRUE

COMPLETE

The sales trainee should not be limited to knowing the company's product,
if not. THE PRODUCT OF THE COMPETITION.

2. The training for new sellers consists of TEACHING

KNOWLEDGE about the company

3- Knowledge of the PRODUCT is one of the basic aspects that are addressed in
Training, besides being basic, is very important.

Customers dislike the turnover of staff, as they get used to the

service of said consumer.

5. THE NEW SELLERS must receive information about the policies of the
company regarding discounts, change of delivery dates among others....

6-THE DISSATISFACTION of a seller can lead them to want to resign from

your position.
Training represents a way to increase productivity in
aCOMPANY.

Many managers think that training is going to solve everything

existing problems, when many times some problems are not related to
the sales force but with other factors.

9. THE TRAINING SALESPERSON should not be limited to knowing the product of the
company, but the competitor's product, since many times customers ...
it is interesting to compare.

10- A well-crafted SALES MANUAL offers sales representatives

a quick response to customer inquiries.

SELECT

1- They must receive information about the company's policies regarding

about discounts, changes in delivery dates among others:

A- Consumers B- New sellers C-Capacitors

It is a goal of sales training:

A- Increase productivity

B-Improve the mood

C- A and B are correct

It is one of the obstacles that arise to achieve the goals of the

training

A- Lack of support from operational sales managers and from the

sellers

B-Lack of money.

C-Staff shortage
These always vary in duration, content, and techniques.

The jobs

B- sales training programs

C-None of the above

5- This should not be limited to knowing the company's product, but in

product of the competition.

A- The Manager

B- The competition

C- The seller in training

6- When training the sales force, the following is expected:

A- Increase sales, reduce employee turnover, establish relationships

strong with customers, improves the way the product or service is offered.

B- Increase sales and not prioritize the relationship with the customer.

Increase sales and reduce employee turnover.

7- the training for new salespeople consists of:

A- Increase sales

B- Rotate the staff

C- impart knowledge about the company

This provides sales representatives with a quick response to questions

of the clients:

A Catalog.

B- A sales manual.

C- A form.

9- By reducing staff turnover, the following is achieved:

A- customer loyalty increases.

The seller is trained to answer questions and handle complaints.

C- A and B are correct

10- They are established in companies and these can vary from one another.
companies must establish

A- Specific objectives

B- Action plan

C- None of the above

VOF
1. From a more limited point of view, sellers must have knowledge
detailed of its clients.
In some cases, sales representatives need to have certain
knowledge about the customers of your customers.
3. New employees should not receive information about the policies of
staff in aspects such as salary structure and benefits of the
company.F
A well-crafted sales manual provides sales representatives with a
quick response to customer inquiries.
5. The management considers that time management is not a topic.
crucial.F
6. The statements made by sellers have legal and ethical consequences.
V
Companies have found that the use of computers allows them to
salespeople spend more time with customers and make their sales with greater
speed.V
8. Training is less effective when it is specialized and tailored to the
individual job functions.
9. Other subjects included in the training programs include language.
corporal, eye movement and even surveys.
10. Sales training is also useful for helping salespeople to work on
relation to problems or issues that could limit their performance.
Select
The most common sales training methods are:
 a) training for the position, individual instruction, classes in the
facilities and external seminars.
b) Organizational training and assertive communication.
c) Motivational training.

2. Research conducted in recent years indicates that training

informal in the position is:
a) A form that does not leave learning.
b) A very effective way for sellers to learn.

3. The mere mention of training for the position (CPP) scares the:
The clients.
b) The partners.
c) The new sellers.
4. The training for the position and the counseling often take place in the form
joint; this is known as:
one-on-one training.
b) Progressive training.
c) Technical training.

5. Sales training is an activity:

a) It takes time and is costly.
Easy and short.
Annoying and cheap.

Currently, managers are asked to contribute:

Money for training.
b) Concrete evidence that training makes a difference.
c) Time of their work.

7. Most sales managers believe that sales training is a

activity
Important that is needed for everyone, regardless of their experience.
b) It is an activity that does not help employees with their tasks.

8. Product knowledge:
a) Does not receive attention.
b) It is not important in the training.
c) It is the area that receives the most attention.

9. Sales training allows managers the opportunity:

a) Communicate your expectations to the sales force.
 b) Have more control over employees.

10. A well-designed training program shows the sales force:

a) How to communicate with the boss
b) How to sell.

Complete
1. The overall benefits of sales training include a better state of
morale and lower staff turnover.
2. A key aspect of the training for the position is the mentoring that the students
they receive training from trainers, who are experienced sales personnel.
3. Observation is an integral part of the one-on-one training process.
4. Sales training in market/industry orientation covers both
broad as well as specific factors.
5. The representatives know that clients will request price adjustments,
modifications to products, faster deliveries, and different terms of
credit.
6. Communication among peers creates opportunities for sellers
interact for the purpose of mutual learning.
7. Customer interaction. It includes customer feedback as part of the
learning process.
8. The state of mind can be partially measured with satisfaction studies in the
employment.
9. One way to measure results is by tracking sales to new
accounts, to see if they have increased.
10. The evaluation of the course is a measure of reaction that does not reveal the changes in the
learning, behavior or results related to sales training.