EXAM Instructions:Each response should take 1 page, single spaced. It is important thatyour response

EXAM Instructions:Each response should take 1 page, single spaced. It is important thatyour responses are concise, thorough, and well-supported. Particular characteristics and behaviors of salespeople enable them to deal more effectively with somekinds of customers than with others. Some research actually demonstrates that salespeople tend toperform better when they interact with customers who are similar to themselves.1. Which sales behaviors, skills, and characteristics are ideal and thought to affect asalesperson’s ability to perform? Please provide support for your response(s). Recruitment and selection of new sales people is a critical skill for sales managers to develop. The poolof recruits from which a company selects its candidates can be generated from a number of sources.2. Based on the following recruiting sources, as a sales manager, which would you access andwhy? Internal company referrals Referrals from other firms Educational institutions Online job search engines Recruiting agencies Are sales “just a numbers game?†Some sales managers believe that all you have to do is make the rightnumber of calls…to the right people, and the odds will work in your favor.3. With respect to evaluating sales person performance, how does “reach†and “frequencyâ€equate to sales person performance? Please provide support for your response(s).

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