1. Classroom Response System Content to accompany Anderson/Dubinsky/Mehta Personal Selling, 2nd ed. CHAPTER 14

2. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 2 Instructor Notes All content comes from ACE quizzes and the test bank. “Notes page ” view displays exact source of content.

3. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 3 Question 1 A sales career offers all of the benefits below except a)high earnings b)job freedom and independence c)fast-track promotion opportunities d)minimal job challenges

4. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 4 Question 1 A sales career offers all of the benefits below except a)high earnings b)job freedom and independence c)fast-track promotion opportunities d)minimal job challenges *Correct Answer

5. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 5 Question 2 The specific qualities that employers look for in salespeople include all but a)self-motivation b)aggressiveness c)planning and organizing skills d)interpersonal skills

6. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 6 Question 2 The specific qualities that employers look for in salespeople include all but a)self-motivation b)aggressiveness *Correct Answer c)planning and organizing skills d)interpersonal skills

7. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 7 Question 3 Which of the following is an illegal question to ask a sales applicant? a)How many years of sales experience do you have? b)How long did you hold your last job? c)Who will take care of your children while you work? d)What are your career plans?

8. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 8 Question 3 Which of the following is an illegal question to ask a sales applicant? a)How many years of sales experience do you have? b)How long did you hold your last job? c)Who will take care of your children while you work? *Correct Answer d)What are your career plans?

9. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 9 Question 4 _____________ tests are designed to assess honesty and spot drug abusers. a)Vocational b)Sales aptitude c)Attitude and lifestyle d)Psychological

10. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 10 Question 4 _____________ tests are designed to assess honesty and spot drug abusers. a)Vocational b)Sales aptitude c)Attitude and lifestyle *Correct Answer d)Psychological

11. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 11 Question 5 In preparing your resume, which of the following would be most important to include or demonstrate? a)College courses taken b)References furnished upon request c)Track record of achievement d)Hobbies

12. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 12 Question 5 In preparing your resume, which of the following would be most important to include or demonstrate? a)College courses taken b)References furnished upon request c)Track record of achievement *Correct Answer d)Hobbies

13. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 13 Question 6 In writing the cover letter, the job applicant is trying to answer the question: Why should we hire you? a)T b)F

14. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 14 Question 6 In writing the cover letter, the job applicant is trying to answer the question: Why should we hire you? a)T *Correct Answer b)F

15. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 15 Question 7 After a job interview, you should send the interviewer a follow-up letter that includes all of the following except a)Express your thanks for the interviewer’s time and courteous treatment b)Provide answers to any questions that you couldn’t answer during the interview c)Ask how much the salary will be if you are selected and when will the job start d)Clarify any misconceptions

16. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 16 Question 7 After a job interview, you should send the interviewer a follow-up letter that includes all of the following except a)Express your thanks for the interviewer’s time and courteous treatment b)Provide answers to any questions that you couldn’t answer during the interview c)Ask how much the salary will be if you are selected and when will the job start *Correct Answer d)Clarify any misconceptions

17. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 17 Question 8 It is extremely hard to predict from employment interviews and testing who will be successful in a personal selling career. a)T b)F

18. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 18 Question 8 It is extremely hard to predict from employment interviews and testing who will be successful in a personal selling career. a)T *Correct Answer b)F

19. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 19 Question 9 It is illegal to ask sales candidates when they graduated from high school and what’s their native language. a)T b)F

20. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 20 Question 9 It is illegal to ask sales candidates when they graduated from high school and what’s their native language. a)T *Correct Answer b)F

21. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 21 Question 10 After a job interview, business courtesy requires that the job applicant write a thank-you letter to the interviewers only if he or she is still interested in the job. a)T b)F

22. Copyright © Houghton Mifflin Company. All rights reserved. Chapter 14 | Slide 22 Question 10 After a job interview, business courtesy requires that the job applicant write a thank-you letter to the interviewers only if he or she is still interested in the job. a)T b)F *Correct Answer