Which of the Following Statements Is Not True About Recruiting

question 72

Multiple Choice

Which of the following statements is not true about recruiting and training a sales force?

• A)The source of recruits used by a manager depends on the type of salesperson required.
• B)The more expensive steps of the selection process should occur near the end.
• C)The sales manager should analyze traits of the firm's successful and ineffective salespeople.
• D)Marketers agree on a generally accepted set of traits for being an effective salesperson.
• E)Companies that want to reduce sales force turnover are likely to have a strict recruiting process.

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Definitions:

Reinforcement

The process of encouraging or establishing a pattern of behavior by offering rewards or consequences.

Learning Set

The ability to become increasingly effective in solving problems over time as one gains experience.

Rote Behavior

Actions performed mechanically or automatically, without thought or intention, often through memorization or repetition.

Latent Learning

A type of learning that occurs without any obvious reinforcement of the behavior or associations that are learned, and the knowledge is not immediately expressed.