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:

Spinal Cord Injuries

Damage to the spinal cord that causes changes in its function, potentially resulting in loss of mobility or sensation.

Lung Cancer

A type of cancer that originates in the lungs, often associated with smoking and exposure to pollutants.

Behavior Modification

The use of empirically demonstrated techniques to improve behavior by altering environmental variables related to the behavior.

Operant Conditioning

The practice of influencing a behavior's intensity by granting rewards or imposing punishments.