A Problem Connected with the Use of Psychological Tests in the Sales

question 66

Multiple Choice

A problem connected with the use of psychological tests in the sales force selection process is that:

• A)Some tests may eliminate the truly creative type of person - the very trait that would make that person a successful sales rep.
• B)The answers on some personality tests can be faked.
• C)Low test scores may be used as the sole determining factor in deciding not to hire some person.
• D)All of these are problems or dangers in testing.
• E)Only two of A-B-C above are problems in testing.

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Definitions:

Poor Listening

The inability to effectively understand or interpret the message being communicated by others.

Filtering

A method listeners use to hear only what they want to hear, which may result in failing to receive messages correctly.

Noise

Disturbances or unwanted sounds that interfere with communication, concentration, or the enjoyment of an environment.

Emotional Timing

The appropriate or effective management and expression of emotions in various situations, considering context and interpersonal dynamics.