To Improve the Usefulness of Tests as Selection Tools, Sales

question 21

Multiple Choice

To improve the usefulness of tests as selection tools, sales managers should follow this suggestion:

• A) Sales managers should construct the tests since they have the most in-depth understanding about the position.
• B) Sales managers should utilize tests that are based on a compilation of several sales jobs so that it is not too narrow in its focus.
• C) Sales managers should base the hiring decision on the test results.
• D) Sales managers should select tests that allow the applicant to anticipate the desired responses.
• E) Sales managers should, in psychological testing, adhere to the standards of the American Psychological Association.

Understand the various leadership styles and their characteristics.

Analyze the impact of generational differences on leadership perceptions and practices.

Distinguish between leaders and managers, including their roles and approaches.

Examine the role of power in leadership and how it is exercised within different leadership styles.

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Definitions:

Immediate Awareness

The state of being consciously and directly cognizant of events, stimuli, or sensations as they occur in real-time.

Personality Structure

The organization of enduring personality traits and patterns that influence behavior and interactions.

Birth

The process of being born or giving birth, marking the beginning of life outside the womb.

Id

Within the framework of psychoanalytic theory, this aspect of the mind is where the natural instinctual drives and fundamental processes become apparent.