The Process of Selecting Salespeople

question 35

Multiple Choice

The process of selecting salespeople:

• A)Essentially is an exercise in "screening."
• B)Should not involve subjective executive judgement.
• C)Should discourage the use of interviewing.
• D)Should use only low-cost selection tools.
• E)Should avoid the use of psychological tests.

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Definitions:

Cognitive Biases

Organized trends of divergence from the standard or reasoning in decision-making, leading to conclusions about others and circumstances that are drawn illogically.

Fatal Automobile Accidents

Incidents involving vehicles that result in death.

Cognitive Biases

Systematic patterns of deviation from norm or rationality in judgment, whereby inferences about other people and situations may be drawn in an illogical fashion.