Question

Q.1- Which of the following questions is not illegal under the Equal Opportunity Guidelines to ask on a personal history form in the hiring process of an individual?

1. 	A.	All are illegal
   	B.	Religion
   	C.	Age
   	D.	Gender

Q.2- True or False? The more homogeneous the customer base, the more a company might have a geographic organization in terms of its sales force structure.

True

False

Q.3- Having a relationship perspective and trust is a central part of which sales approach?

	A.	Needs satisfaction
	B.	Stimulus-response
	C.	Consultative selling
	D.	The selling formula

Q.4- True or False? A focus on a solutions strategy is most possible with the customer organization for the sales force structure.

True

False

Q.5- In order for supplemental incentives to succeed as part of a compensation plan, it is important that:

	A.	vacations to interesting destinations always be part of the incentives.
	B.	salespeople believe they have an opportunity to win.
	C.	the time period be realistic.
	D.	the reward be important to the salespeople.

Answer 1

Q.1. option A is correct as all are illegal under the Equal Opportunity Guidelines to ask on a personal history form in the hiring process of an individual.

Q.2. True statement as the homogenecity of customer base promotes the creation of the geographic organization in terms of its sales force structure.

Q.3. Option C is correct as in Consultative selling the salesperson focuses on creating value building relationship  

Q.4. True statement because to increase efficiency there should be focus on a solutions strategy is most possible with the customer organization for the sales force structure.

Q.5. Option D is correct  the reward be important to the salespeople as the part of supplemental incentives to succeed as part of a compensation plan.