SALES MANAGEMENT D099 CORRECT EXAMS
QUESTIONS AND ANSWERS SET A+
✔✔boundary spanners - ✔✔individuals who have the role of connecting an
organization's internal network with external sources of information
✔✔role ambiguity - ✔✔a situation where people are unclear or uncertain about their role
expectations
✔✔role conflict - ✔✔a situation where there are incompatible demands placed upon a
person relating to their job position
✔✔role inaccuracy - ✔✔a mistaken perception of role expectations
✔✔role stress - ✔✔the pressures experienced by people because of their role in the
organization
✔✔job satisfaction - ✔✔the level of contentment a person feels regarding their job
✔✔affective job satisfaction - ✔✔a person's emotional feelings about the job as a whole
✔✔cognitive job satisfaction - ✔✔how satisfied employees feel concerning some aspect
of their job, such as pay, hours, or benefits
✔✔sales territories - ✔✔a geographical area or type of customers assigned to a sales
unit such as a salesperson, sales team, or sales manager
✔✔departmentalization - ✔✔dividing an organization into different departments, which
perform tasks according to the departments' specializations in the organization
✔✔product structure - ✔✔an organizational structure based on the goods or services
produced or sold by the organizational unit
,✔✔customer structure - ✔✔an organizational structure based on the primary type of
customer served by the organizational unit
✔✔geography structure - ✔✔organizational structure based on the geographic
segmentation of organizational units
✔✔centralization - ✔✔the concentration of control of an activity or organization under a
single authority
✔✔decentralization - ✔✔decision making responsibilities are delegated by top
management to middle and lower-level managers
✔✔job description - ✔✔a written statement that describes a job's title, duties, tasks, and
responsibilities
✔✔job analysis - ✔✔the process of collecting information about the activities, tasks, and
responsibilities of each job in the organization
✔✔job specification - ✔✔a written statement of the attributes, skills, knowledge, and
experience that a person must have to perform a particular job
✔✔job design - ✔✔modification of job duties/tasks to be more effective
✔✔disparate impact - ✔✔unintended discrimination against a protected group as a
whole through the use of a particular requirement
✔✔disparate treatment - ✔✔treatment of an individual that is less favorable than
treatment of others for discriminatory reasons
✔✔recruitment - ✔✔a process that provides the organization with a pool of qualified job
candidates from which to choose
✔✔yield ratio - ✔✔the percentage of applicants from one source who make it to the
next stage of the selection process
✔✔internal recruitment - ✔✔a type of recruitment that refers to individuals who already
work in the organization but are given the opportunity to apply for a vacant job within the
organization
✔✔external recruitment - ✔✔a type of recruitment that focuses resources on looking
outside the organization for potential candidates and expanding the available talent pool
, ✔✔recruitment firms - ✔✔a company that recruits new talent for open positions in the
workforce
✔✔nepotism - ✔✔a preference for hiring relatives of current employees
✔✔employee referral - ✔✔a candidate recommended by an existing employee
✔✔social recruiting - ✔✔practice of using social media to recruit new employees
✔✔selection process - ✔✔the process of determining which people in the applicant pool
possess the qualifications necessary to be successful at the job
✔✔criteria development - ✔✔the process of determining which sources of information
will be used and how those sources will be scored during the interview
✔✔steps in the selection process - ✔✔1. Initial screening
2. Employment testing
3. Selection interview
4. Background and reference checks
5. Physical exams and drug testing
6. Decision to hire
✔✔validity - ✔✔the degree of usefulness of a tool in measuring a person's attributes for
a specific job opening
✔✔biographical information blanks (BIBs) - ✔✔a series of questions about a person's
history that may have shaped their behavior
✔✔weighted application form - ✔✔involves selecting an employee characteristic to be
measured and then identifying which questions on the application predict the desired
behavior. Then scores are assigned to each predictor
✔✔reliability - ✔✔the degree in which other selection techniques yield similar data over
time
✔✔cognitive ability test - ✔✔a type of test that measures reasoning skills, math skills,
and verbal skills
✔✔aptitude test - ✔✔a type of test that measures a person's ability to learn new skills
✔✔achievement test - ✔✔a type of test that measures someone's current knowledge
✔✔brag book - ✔✔a list of recommendation letters, awards, and achievements that the
candidate shares with the interviewer
QUESTIONS AND ANSWERS SET A+
✔✔boundary spanners - ✔✔individuals who have the role of connecting an
organization's internal network with external sources of information
✔✔role ambiguity - ✔✔a situation where people are unclear or uncertain about their role
expectations
✔✔role conflict - ✔✔a situation where there are incompatible demands placed upon a
person relating to their job position
✔✔role inaccuracy - ✔✔a mistaken perception of role expectations
✔✔role stress - ✔✔the pressures experienced by people because of their role in the
organization
✔✔job satisfaction - ✔✔the level of contentment a person feels regarding their job
✔✔affective job satisfaction - ✔✔a person's emotional feelings about the job as a whole
✔✔cognitive job satisfaction - ✔✔how satisfied employees feel concerning some aspect
of their job, such as pay, hours, or benefits
✔✔sales territories - ✔✔a geographical area or type of customers assigned to a sales
unit such as a salesperson, sales team, or sales manager
✔✔departmentalization - ✔✔dividing an organization into different departments, which
perform tasks according to the departments' specializations in the organization
✔✔product structure - ✔✔an organizational structure based on the goods or services
produced or sold by the organizational unit
,✔✔customer structure - ✔✔an organizational structure based on the primary type of
customer served by the organizational unit
✔✔geography structure - ✔✔organizational structure based on the geographic
segmentation of organizational units
✔✔centralization - ✔✔the concentration of control of an activity or organization under a
single authority
✔✔decentralization - ✔✔decision making responsibilities are delegated by top
management to middle and lower-level managers
✔✔job description - ✔✔a written statement that describes a job's title, duties, tasks, and
responsibilities
✔✔job analysis - ✔✔the process of collecting information about the activities, tasks, and
responsibilities of each job in the organization
✔✔job specification - ✔✔a written statement of the attributes, skills, knowledge, and
experience that a person must have to perform a particular job
✔✔job design - ✔✔modification of job duties/tasks to be more effective
✔✔disparate impact - ✔✔unintended discrimination against a protected group as a
whole through the use of a particular requirement
✔✔disparate treatment - ✔✔treatment of an individual that is less favorable than
treatment of others for discriminatory reasons
✔✔recruitment - ✔✔a process that provides the organization with a pool of qualified job
candidates from which to choose
✔✔yield ratio - ✔✔the percentage of applicants from one source who make it to the
next stage of the selection process
✔✔internal recruitment - ✔✔a type of recruitment that refers to individuals who already
work in the organization but are given the opportunity to apply for a vacant job within the
organization
✔✔external recruitment - ✔✔a type of recruitment that focuses resources on looking
outside the organization for potential candidates and expanding the available talent pool
, ✔✔recruitment firms - ✔✔a company that recruits new talent for open positions in the
workforce
✔✔nepotism - ✔✔a preference for hiring relatives of current employees
✔✔employee referral - ✔✔a candidate recommended by an existing employee
✔✔social recruiting - ✔✔practice of using social media to recruit new employees
✔✔selection process - ✔✔the process of determining which people in the applicant pool
possess the qualifications necessary to be successful at the job
✔✔criteria development - ✔✔the process of determining which sources of information
will be used and how those sources will be scored during the interview
✔✔steps in the selection process - ✔✔1. Initial screening
2. Employment testing
3. Selection interview
4. Background and reference checks
5. Physical exams and drug testing
6. Decision to hire
✔✔validity - ✔✔the degree of usefulness of a tool in measuring a person's attributes for
a specific job opening
✔✔biographical information blanks (BIBs) - ✔✔a series of questions about a person's
history that may have shaped their behavior
✔✔weighted application form - ✔✔involves selecting an employee characteristic to be
measured and then identifying which questions on the application predict the desired
behavior. Then scores are assigned to each predictor
✔✔reliability - ✔✔the degree in which other selection techniques yield similar data over
time
✔✔cognitive ability test - ✔✔a type of test that measures reasoning skills, math skills,
and verbal skills
✔✔aptitude test - ✔✔a type of test that measures a person's ability to learn new skills
✔✔achievement test - ✔✔a type of test that measures someone's current knowledge
✔✔brag book - ✔✔a list of recommendation letters, awards, and achievements that the
candidate shares with the interviewer
