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

question 64

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.
-During the interviewing process,Johan needs to determine if candidates have certain qualities that are necessary for sales success. Which of the following characteristics is most important for a sales job?

• A)spatial skills
• B)physical stamina
• C)compliance
• D)self-motivation
• E)cognitive ability

Understand the significance of structured interviews in the employee selection process.

Explain perceptual biases in the context of employment interviews and performance evaluations.

Acknowledge the influence of start times and scheduling biases on job performance ratings.

Relate the effects of interview and selection process perceptions on candidate and organizational outcomes.

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Definitions:

Incomplete Sentence

An unfinished sentence that lacks either a subject, a predicate, or a complete thought, making it grammatically incorrect.

Chunking

A cognitive strategy for making information more memorable and easier to process by organizing it into familiar, manageable units or 'chunks'.

Meaningful Dates

Significant or memorable dates that hold emotional, historical, or personal importance to an individual.

Deep Processing

A method of learning in which information is analyzed for meaning, leading to better recall than surface-level processing.