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The most commonly used tool for selecting a new salesperson is the reference check.
Q13: The test(s) used to help make decisions
Q15: It is nearly impossible to develop one
Q17: Many sales executives have somewhat mixed feelings
Q18: When assessing a salesperson's division of time
Q27: Telemarketing has proven to be useful in
Q53: It is relatively simple to conduct a
Q65: What are the determinants of a salesperson's
Q67: A company that wanted to determine if
Q74: Organization of the sales force by customer
Q85: Recent research suggests that three-fourths of all