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.

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Definitions:

Dozen Oysters

A quantity of twelve oysters, often used as a standard unit of sale in seafood markets.

Total Utility

The total satisfaction received from consuming a particular amount of goods or services.

Beers

Alcoholic beverages made from yeast-fermented malt flavored with hops.

Day

A period of 24 hours from midnight to midnight, representing one rotation of the Earth on its axis.