legal aspects of processing

Question 1; Regarding the legal aspects of processing; Question 2; All of the following are examples of task-related KSA (knowledge, skill, ability) training content except _____________________.; Question 3; Which of the following actions should not be considered in making a job offer?; Question 4; After some basic product knowledge and company information have been imparted in a short initial training program, some firms send the representatives out to the field to sell. Then later these salespeople are brought back for additional training in selling techniques. This practice of “delayed initial training” is likely to be adopted when:; Question 5; With regard to the use of tests in the selection process they:; Answer; Question 6; The best type of reference check usually is:; Question 7; With regard to selection tools:; Question 8; A grocery product manufacturer, located in the Midwest, established the following four sets (among others) of hiring qualifications for a type of selling job. For which of the four is the firm least likely to rely on an application blank to get the information?; Question 9; Using _________________________ as sales trainers is advantageous because their words carry much more authority and they typically have had successful sales experience.; Answer; Question 10; If you want to find out how badly an applicant wants (or needs) a sales job, probably the best selection tool is a:; Question 11; You must choose between two sales recruits. One has scored very high in terms of the quality of his interview, but not very well on the series of psychological tests to predict qualities the firm thinks are necessary for success. Another person did well on the psychological testing, but not very well in the personal interview. All other things being equal, which one would you hire, and why? What do you think the strengths and weaknesses would be of the one you hired?; Question 12; “Salespeople are born, not made. It’s futile to try to train a person to be a salesperson, so I don’t.” How would you answer a sales manager who said this to you if you were trying to get her or him to hire you as a sales trainer?; Question 13; Some managers believe that the reference is not very helpful as a selection tool. Do you agree with this view? If so, why do you think it continues to be used by virtually every firm that is hiring salespeople or other employees? Do you have examples of a reference being effective or misused?; Question 1; Regarding the legal aspects of processing applicants for sales jobs:; Question 2; All of the following are examples of task-related KSA (knowledge, skill, ability) training content except _____________________.; Question 3; Which of the following actions should not be considered in making a job offer?; Question 4; After some basic product knowledge and company information have been imparted in a short initial training program, some firms send the representatives out to the field to sell. Then later these salespeople are brought back for additional training in selling techniques. This practice of “delayed initial training” is likely to be adopted when:; Question 5; With regard to the use of tests in the selection process they:; Answer; ; Question 6; The best type of reference check usually is:; Question 7; With regard to selection tools:; Question 8; A grocery product manufacturer, located in the Midwest, established the following four sets (among others) of hiring qualifications for a type of selling job. For which of the four is the firm least likely to rely on an application blank to get the information?; Question 9; Using _________________________ as sales trainers is advantageous because their words carry much more authority and they typically have had successful sales experience.; Answer; ; Question 10; If you want to find out how badly an applicant wants (or needs) a sales job, probably the best selection tool is a:; Question 11; You must choose between two sales recruits. One has scored very high in terms of the quality of his interview, but not very well on the series of psychological tests to predict qualities the firm thinks are necessary for success. Another person did well on the psychological testing, but not very well in the personal interview. All other things being equal, which one would you hire, and why? What do you think the strengths and weaknesses would be of the one you hired?; Question 12; “Salespeople are born, not made. It’s futile to try to train a person to be a salesperson, so I don’t.” How would you answer a sales manager who said this to you if you were trying to get her or him to hire you as a sales trainer?; Question 13; Some managers believe that the reference is not very helpful as a selection tool. Do you agree with this view? If so, why do you think it continues to be used by virtually every firm that is hiring salespeople or other employees? Do you have examples of a reference being effective or misused?;

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