FSM EXAM 3 COMPREHENSIVE TEST PAPER
QUESTIONS AND SOLUTIONS GRADED A+
●● Personal Traits Individuals Should Have to be
Successful Salesperson
Answer: • Stable
• Strong ego
• Self-confident
• Goal-directed
• Decisive
• Intellectually curious
• Accurate
●● Variables That Cause Differences in Performance across
Individual Salespeople and the Actions Management Can Take
to Influence Them
Answer: Aptitude
Personal Characteristics
Skill Levels
Role Perceptions
Motivation
Organizational and Environmental Factors
, ●● Background and Experience
Answer: Personal history and family background are among the best
predictors
of sales success, accounting for an average of 20% of the variance in
performance
Only 10% of companies indicated they would hire new salespeople with
less than
1 year of experience
●● The Costs of Inappropriate Selection
Standards
Answer: Odds a salesperson will quit or be terminated in first five years
of
employment = 50/50
●● Characteristics of Successful Salespeople:
What Managers Seek...
Answer: • Enthusiasm
• Organizational skills
• Ambition
• Persuasiveness
• Communication skills
QUESTIONS AND SOLUTIONS GRADED A+
●● Personal Traits Individuals Should Have to be
Successful Salesperson
Answer: • Stable
• Strong ego
• Self-confident
• Goal-directed
• Decisive
• Intellectually curious
• Accurate
●● Variables That Cause Differences in Performance across
Individual Salespeople and the Actions Management Can Take
to Influence Them
Answer: Aptitude
Personal Characteristics
Skill Levels
Role Perceptions
Motivation
Organizational and Environmental Factors
, ●● Background and Experience
Answer: Personal history and family background are among the best
predictors
of sales success, accounting for an average of 20% of the variance in
performance
Only 10% of companies indicated they would hire new salespeople with
less than
1 year of experience
●● The Costs of Inappropriate Selection
Standards
Answer: Odds a salesperson will quit or be terminated in first five years
of
employment = 50/50
●● Characteristics of Successful Salespeople:
What Managers Seek...
Answer: • Enthusiasm
• Organizational skills
• Ambition
• Persuasiveness
• Communication skills
