Question: . Many sales managers claim that the real factor that determines whether people will be successful in selling is their motivation for hard work. Where

. Many sales managers claim that the real factor that determines whether people will be successful in selling is their motivation for hard work. Where is this motivational factor measured in employment testing? How should sales managers determine a person's motivation to do a good job? 11. Some managers believe that the reference is not very helpful as a selection tool. Do you agree with this appraisal? If so, why do you think it continues to be used by virtually every firm that is hiring salespeople or other employees? 12. How could a candidate's ethical standards be evaluated in the interview process

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