Johan Yee Has Been a Sales Representative at a Medium-Sized

question 22

Multiple Choice

Johan Yee has been a sales representative at a medium-sized textbook publishing house for five years. He has just been promoted by the sales director of his company to sales manager of a new territory. As sales manager, he is tasked with hiring and training three new sales representatives for his team.
-Johan crafts a descriptive ad and receives hundreds of resumes in response. He reads through them and chooses the 20 best candidates. To further screen candidates,he invites those 20 to take a test that profiles their skills. What is the best advice to give Johan about testing?

• A)Rely solely on predictive assessment instruments which are more reliable than quantitative interviews.
• B)Conduct testing online to ensure that candidates possess the technical skills needed for the position.
• C)Use test scores to predict a candidate's verbal and nonverbal communication skills which are necessary in sales.
• D)Provide candidates with multiple tests to ensure that results are both valid and reliable predictors of sales success.
• E)Use test results in conjunction with information obtained from the personal interview and reference checks.

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Definitions:

Capital Goods

Long-term assets purchased by businesses to produce goods and services.

Production Possibility Frontier

A curve depicting all maximum output possibilities for two or more goods given a set of inputs (resources), assuming all resources are fully utilized.

Opportunity Costs

The penalty of overlooking the next most advantageous option when a choice is made.

Efficient

Achieving maximum productivity with minimum wasted effort or expense.