Recruiting and Selection of Salespeople Should Include Enough Steps to Yield

question 205

Multiple Choice

Recruiting and selection of salespeople should include enough steps to yield the information needed to make accurate selection decisions. However, the stages of the process should be sequenced so that the more expensive steps are

• A) near the beginning.
• B) always completed before anything else.
• C) near the end.
• D) paid by the prospects rather than the company.
• E) never reached.

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Definitions:

More Power

Having increased influence, control, or authority over others or over a situation.

Ultimatums

Final demands or conditions issued by one party to another, often threatening specific consequences if not met.

Psychological Imbalance

A state where there is an unevenness in cognitive or emotional aspects within a person, possibly affecting decision-making and behavior.

Lack of Sophistication

Lack of sophistication in negotiations refers to a minimal level of skill, expertise, or complexity displayed by one or more parties.