SSM FINAL EXAM QUESTIONS AND ANSWERS | SSM FINAL EXAM STUDY
GUIDE & PRACTICE TEST 2026/2027
Bonafide job qualifications - Correct answer ✔✔ employment qualifications that employers are
allowed to consider while making decisions about hiring and retention of employees.
steps in recruiting process - Correct answer ✔✔ screening
initial interview
comprehensive interview
panel interview/offer
behaviorally oriented questions - Correct answer ✔✔ "what would you do" "when is a time...?"
done during initial interview
stress interview - Correct answer ✔✔ stimulating some of the stress that could be part of the
job to see how you handle it
structured interview style - Correct answer ✔✔ same for every candidate
asks yes/no questions
follows a format
can be closed or open ended questions
have to ask everyone specific questions--interview to be a pilot
unstructured interview style - Correct answer ✔✔ interviews with behaviorally oriented
questions
let you talk
,sales management - Correct answer ✔✔ the attainment of organizational and sales force goals
in an effective and efficient manner through
1. planning
2. staffing
3. training
4. directing and evaluating resources
mission of the company - Correct answer ✔✔ the right ___ will help us attract and inspire
employees who share the values of the company
job analysis - Correct answer ✔✔ determine the jobs necessary to fulfill the mission
job description - Correct answer ✔✔ document that allows us to evaluate your behavior
job qualification statement - Correct answer ✔✔ characteristics (including bona fide job
qualifications
what are the goals of a good training program? - Correct answer ✔✔ increase sales and
increase productivity
retain good associates and minimize turnover
centralized - Correct answer ✔✔ training comes from someone in your part of the company
decentralized - Correct answer ✔✔ training comes from outside the company
outsourcing
motivation - Correct answer ✔✔ the arousal, intensity, direction, and persistence of effort direct
toward job tasks over a period of time
, motivation mix - Correct answer ✔✔ basic compensation plan
financial incentives
nonfinancial rewards
leadership techniques
management control procedures
basic compensation plan - Correct answer ✔✔ part of motivation mix
pay, signing bonus, moving expenses, health care, retirement, stock options, salary, vacation
time, child care, and/or commission if applicable
financial incentives - Correct answer ✔✔ part of motivation mix
contests, bonuses, trips,
nonfinancial rewards - Correct answer ✔✔ achievement, recognition, transfer to large
challenging sales territories, promoting to more important accounts, praise from managers
tells
persuades
participates
delegates - Correct answer ✔✔ 4 different leadership styles
management control procedures - Correct answer ✔✔ reports, plans, research, client
questionnaires
salary - Correct answer ✔✔ provides most security to both employee and employer
GUIDE & PRACTICE TEST 2026/2027
Bonafide job qualifications - Correct answer ✔✔ employment qualifications that employers are
allowed to consider while making decisions about hiring and retention of employees.
steps in recruiting process - Correct answer ✔✔ screening
initial interview
comprehensive interview
panel interview/offer
behaviorally oriented questions - Correct answer ✔✔ "what would you do" "when is a time...?"
done during initial interview
stress interview - Correct answer ✔✔ stimulating some of the stress that could be part of the
job to see how you handle it
structured interview style - Correct answer ✔✔ same for every candidate
asks yes/no questions
follows a format
can be closed or open ended questions
have to ask everyone specific questions--interview to be a pilot
unstructured interview style - Correct answer ✔✔ interviews with behaviorally oriented
questions
let you talk
,sales management - Correct answer ✔✔ the attainment of organizational and sales force goals
in an effective and efficient manner through
1. planning
2. staffing
3. training
4. directing and evaluating resources
mission of the company - Correct answer ✔✔ the right ___ will help us attract and inspire
employees who share the values of the company
job analysis - Correct answer ✔✔ determine the jobs necessary to fulfill the mission
job description - Correct answer ✔✔ document that allows us to evaluate your behavior
job qualification statement - Correct answer ✔✔ characteristics (including bona fide job
qualifications
what are the goals of a good training program? - Correct answer ✔✔ increase sales and
increase productivity
retain good associates and minimize turnover
centralized - Correct answer ✔✔ training comes from someone in your part of the company
decentralized - Correct answer ✔✔ training comes from outside the company
outsourcing
motivation - Correct answer ✔✔ the arousal, intensity, direction, and persistence of effort direct
toward job tasks over a period of time
, motivation mix - Correct answer ✔✔ basic compensation plan
financial incentives
nonfinancial rewards
leadership techniques
management control procedures
basic compensation plan - Correct answer ✔✔ part of motivation mix
pay, signing bonus, moving expenses, health care, retirement, stock options, salary, vacation
time, child care, and/or commission if applicable
financial incentives - Correct answer ✔✔ part of motivation mix
contests, bonuses, trips,
nonfinancial rewards - Correct answer ✔✔ achievement, recognition, transfer to large
challenging sales territories, promoting to more important accounts, praise from managers
tells
persuades
participates
delegates - Correct answer ✔✔ 4 different leadership styles
management control procedures - Correct answer ✔✔ reports, plans, research, client
questionnaires
salary - Correct answer ✔✔ provides most security to both employee and employer
