Page 104 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes Self Assessment

Multiple Choice Questions:
11. If a multinational company adopts a geocentric approach to recruitment and selection
which of the following will occur?

(a) All key posts will be filled by people of the same nationality as the parent company
(b) The 'best' people will be recruited regardless of nationality
(c) All key positions will be filled by host country nationals

12. Currently, the most popular recruitment method in the UK is which of the following?
(a) Speculative application/Word of mouth
(b) Company website
(c) Recruitment agencies
(d) Local newspaper advertisements

13. Behavioural interviews can most accurately be described as which of the following?
(a) An interview that relies as much on the candidate's body language as the content of
their answers.

(b) A structured interview based on a series of questions relating to past behaviour, i.e.
'give an example of a time when you had to make an unpopular decision - how did
you handle it?'
(c) A structured interview based on a series of hypothetical questions, i.e. 'what would
you do if?'
14. An Assessment Centre can most accurately be described as which of the following?
(a) A place where people undertake a series of selection tasks.
(b) A process involving a small group of participants who undertake a series of tests
and exercises whilst being observed by a number of assessors.
(c) A combination of selection interview and psychometric tests.

7.3 Summary

 A selection system is a set of successive 'screens' at any of which an applicant may be
dropped from further consideration.
 An interview can be defined as an attempt at gathering information from the candidate
concerning his suitability for the job under consideration.
 Achievement tests seek to determine how much the individual knows about a subject.
 McMurray explains why the patterned interview is likely to improve the judgement of the
interviewers.
 A psychological test can be defined both in a broad as well as narrow manner.
 The initial screening is usually undertaken by the receptionist in the employment office.
 After selection, the employee is generally put on a probation period, ranging from one to
two years, after which his employment may be regularized.

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