37.

According to your text, the most commonly used interview is:

	A.	Non-directed
	B.	Guided
	C.	None is more prevalent than another
	D.	Something between guided and non-directed
	E.	Totally structured

38.

All of the following teaching methods are used in sales training programs, except:

	A.	Demonstrations
	B.	Case discussions
	C.	Role playing
	D.	Lectures
	E.	Trainees do the supervision

39.

When hiring salespeople with experience, the best reference source is usually the candidates

	A.	Personal friends and neighbors
	B.	Creditors
	C.	Spouse
	D.	Previous customers
	E.	Previous sales manager

40.

All except one of the following points are reasons why a good program for selecting salespeople is important. Which is the exception?

	A.	Good salespeople are hard to find.
	B.	Turnover rates will be lower.
	C.	A sales manager is no better than his salespeople
	D.	Well-selected salespeople should be more productive
	E.	Training and supervision are not needed if sales representatives are well selected.