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

question 61

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.
-What should Johan do first to begin the process of hiring new team members?

• A)Place job ads on Internet job search sites like Monster.com.
• B)Write a detailed description of job duties and requirements.
• C)Engage an employment agency to find qualified candidates.
• D)Draft a training schedule of what skills employees need.
• E)Sort through resumes to decide who should be interviewed first.

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Definitions:

Contingent Reinforcement

A behavior modification technique where the delivery of a reward or punishment is dependent on the occurrence of a specific behavior.

Punish Openly

A controversial management practice where disciplinary actions or penalties are publicly administered to deter undesirable behavior.

Valued Reward

A benefit or recognition provided to individuals for their performance or behavior, which holds significant worth to the recipient.

Verbal Praise

Recognition given through words to appreciate and motivate an individual or team.