All of the Following Statements About Recruiting and Training the Sales

question 145

Multiple Choice

All of the following statements about recruiting and training the sales force is true EXCEPT:

• A) Training should not be limited to just the new sales force members.
• B) One of the most important traits to look for in a sales job candidate is ego strength.
• C) Sales training should begin after a brief orientation.
• D) Aggressiveness is an important trait to look for when recruiting salespeople.
• E) Salespeople are typically trained to be negotiators.

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Definitions:

Direct Labor-Hours

A measure of the labor time directly involved in the production of goods or services, typically used as a basis for allocating manufacturing overhead costs.

Predetermined Overhead Rate

An estimated rate used to assign manufacturing overhead costs to products based on a certain activity (e.g., machine hours).

Variable Manufacturing Overhead

Costs of manufacturing that fluctuate with the level of production output, such as utility costs directly tied to machine operation.

Machine-Hours

A gauge for the level of production or activity, calculated through the duration machines are in use.