Question 1

After determining that an employee needs training,a manager should write an individual training plan for the employee.

Accepted Answer

A) True 
 B)False  False

Question 2

In the past,managers did not spend much time training new salespeople on ethics.Now,training in ethics:

Accepted Answer

A) takes longer than training on basic sales techniques 
B) is more extensive than training on what the product is 
C) teaches salespeople to promote the ethical practices of the company to customers 
D) exposes the questionable side of proper sales behavior 
E) is done by external trainers 
A) takes longer than training on basic sales techniques 
B) is more extensive than training on what the product is 
C) teaches salespeople to promote the ethical practices of the company to customers 
D) exposes the questionable side of proper sales behavior 
E) is done by external trainers C

Question 3

When a salesperson is given good training,what are the results?

Accepted Answer

The salesperson will be able to do his or her job well,and will be able to service customers well.This will result in more sales and higher revenue for the company,as well as a higher income for the salesperson and greater job satisfaction.

Question 4

Bloom's cognitive/knowledge categories teach skills that all have to do with dealing with and processing:

Accepted Answer

A) sensation 
B) analysis 
C) intelligence 
D) emotions 
E) information 
A) sensation 
B) analysis 
C) intelligence 
D) emotions 
E) information

Question 5

An in-house trainer will have more credibility with trainees when:

Accepted Answer

A) the company's sales process and/or products are so unique that only a fellow employee understands them 
B) the training is done in a small class size 
C) the trainer has an advanced degree in Instructional Design and Training 
D) the subject to be trained is software from an outside vendor 
E) the subject to be trained is universal sales technique 
A) the company's sales process and/or products are so unique that only a fellow employee understands them 
B) the training is done in a small class size 
C) the trainer has an advanced degree in Instructional Design and Training 
D) the subject to be trained is software from an outside vendor 
E) the subject to be trained is universal sales technique

Question 6

All of the following are the ongoing steps to developing an effective training program EXCEPT:

Accepted Answer

A) identify the firm's training needs 
B) assign ownership of the training program 
C) develop the training program 
D) deliver the training 
E) assess the training effort 
A) identify the firm's training needs 
B) assign ownership of the training program 
C) develop the training program 
D) deliver the training 
E) assess the training effort

Question 7

Sales managers need training,too,on some of the processes and skills that they need for their jobs.Which of the following is NOT something a sales manager would need to be trained on?

Accepted Answer

A) using the company's CRM system 
B) installation of software on the computers in the sales department 
C) management and coaching of salespeople 
D) recruiting and interviewing new employees 
E) giving performance reviews to the salespeople they manage 
A) using the company's CRM system 
B) installation of software on the computers in the sales department 
C) management and coaching of salespeople 
D) recruiting and interviewing new employees 
E) giving performance reviews to the salespeople they manage

Question 8

Are all training programs held for new hires only? Explain.

Accepted Answer

No.New hires commonly receive training i

Question 9

What are KSAs? Where can training developers find the specific KSAs a salesperson should be trained in?

Accepted Answer

KSAs are knowledge,skills,and

Question 10

What things does a training assessment measure?

Accepted Answer

A training assessment look at the things

Question 11

The lists of "best companies to sell for" compiled by Selling Power magazine show that companies that are the best to sell for are also companies that:

Accepted Answer

A) are the best to buy from 
B) are located on the West Coast 
C) are in the manufacturing industry 
D) invest in training for salespeople 
E) invest in technology 
A) are the best to buy from 
B) are located on the West Coast 
C) are in the manufacturing industry 
D) invest in training for salespeople 
E) invest in technology

Question 12

What is a good training method for teaching complex skills in a face-to-face format?

Accepted Answer

A) the Socratic method 
B) role-playing exercises 
C) online self-paced sessions 
D) instructor-led lectures 
E) webinars 
A) the Socratic method 
B) role-playing exercises 
C) online self-paced sessions 
D) instructor-led lectures 
E) webinars

Question 13

The skills taught in Bloom's affective/attitude categories could also be described as being:

Accepted Answer

A) preferences 
B) intellectual options 
C) analytical skills 
D) social and communicative skills 
E) product knowledge 
A) preferences 
B) intellectual options 
C) analytical skills 
D) social and communicative skills 
E) product knowledge

Question 14

A company that wants to prevent experienced salespeople from leaving the company at key career transition times can:

Accepted Answer

A) offer a higher commissions than any other salesperson receives 
B) redistribute sales territories to give the salespeople key accounts 
C) have individual meetings with each salesperson to try to convince them to stay 
D) institute an employee loyalty program that plans parties and outings to encourage employee morale 
E) provide upper-level sales training for the salespeople right at those transition times to encourage them to stay 
A) offer a higher commissions than any other salesperson receives 
B) redistribute sales territories to give the salespeople key accounts 
C) have individual meetings with each salesperson to try to convince them to stay 
D) institute an employee loyalty program that plans parties and outings to encourage employee morale 
E) provide upper-level sales training for the salespeople right at those transition times to encourage them to stay

Question 15

What is a major problem that trainers encounter with sales managers?

Accepted Answer

A) Managers force their salespeople to go to training sessions. 
B) Managers want their salespeople to learn everything they can about the product the company sells. 
C) Some managers would like more training themselves on management topics. 
D) Many managers see training as an expense that does not add value. 
E) All managers wish their salespeople would sell more product. 
A) Managers force their salespeople to go to training sessions. 
B) Managers want their salespeople to learn everything they can about the product the company sells. 
C) Some managers would like more training themselves on management topics. 
D) Many managers see training as an expense that does not add value. 
E) All managers wish their salespeople would sell more product.

Question 16

In order to be able to develop,execute,and evaluate the training program,what has to be developed first?

Accepted Answer

A) the learning objectives for the training 
B) the budget for the training 
C) the list of trainers who will perform the training 
D) the list of attendees who will attend the training 
E) the training center facilities 
A) the learning objectives for the training 
B) the budget for the training 
C) the list of trainers who will perform the training 
D) the list of attendees who will attend the training 
E) the training center facilities

Question 17

If a company does not have the time,human capital,or resources to develop its own training,it can:

Accepted Answer

A) ask employees to read books and watch videos at home on the weekends 
B) make sales managers spend part of every weekly sales meeting going over sales techniques and software systems 
C) send its employees to be trained at a competing company 
D) use vendor-provided training,either on vendor products (like software)or on sales techniques 
E) relax,as most companies do not provide adequate training for their salespeople 
A) ask employees to read books and watch videos at home on the weekends 
B) make sales managers spend part of every weekly sales meeting going over sales techniques and software systems 
C) send its employees to be trained at a competing company 
D) use vendor-provided training,either on vendor products (like software)or on sales techniques 
E) relax,as most companies do not provide adequate training for their salespeople

Question 18

Explain how Bloom's categories of intellectual behavior correspond to KSAs.

Accepted Answer

Bloom's categories are cognitive,affecti

Question 19

What things need to be taught at the organizational level in a training course for salespeople?

Accepted Answer

A) managing email 
B) communicating with customers 
C) best practices for filing purchase paperwork 
D) alignment with the company's goals 
E) free market theory 
A) managing email 
B) communicating with customers 
C) best practices for filing purchase paperwork 
D) alignment with the company's goals 
E) free market theory

Question 20

How does a company decide whether to use internal trainers or external trainers? What are the advantages and disadvantages of each?

Accepted Answer

A company will decide based on which typ

After determining that an employee needs training,a manager should write an individual training plan for the employee.

In the past,managers did not spend much time training new salespeople on ethics.Now,training in ethics:

When a salesperson is given good training,what are the results?

Bloom's cognitive/knowledge categories teach skills that all have to do with dealing with and processing:

An in-house trainer will have more credibility with trainees when:

All of the following are the ongoing steps to developing an effective training program EXCEPT:

Sales managers need training,too,on some of the processes and skills that they need for their jobs.Which of the following is NOT something a sales manager would need to be trained on?

Are all training programs held for new hires only? Explain.

What are KSAs? Where can training developers find the specific KSAs a salesperson should be trained in?

What things does a training assessment measure?

The lists of "best companies to sell for" compiled by Selling Power magazine show that companies that are the best to sell for are also companies that:

What is a good training method for teaching complex skills in a face-to-face format?

The skills taught in Bloom's affective/attitude categories could also be described as being:

A company that wants to prevent experienced salespeople from leaving the company at key career transition times can:

What is a major problem that trainers encounter with sales managers?

In order to be able to develop,execute,and evaluate the training program,what has to be developed first?

If a company does not have the time,human capital,or resources to develop its own training,it can:

Explain how Bloom's categories of intellectual behavior correspond to KSAs.

What things need to be taught at the organizational level in a training course for salespeople?

How does a company decide whether to use internal trainers or external trainers? What are the advantages and disadvantages of each?

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters

Exam 9: Training and Developing the Sales Force

After determining that an employee needs training,a manager should write an individual training plan for the employee.

In the past,managers did not spend much time training new salespeople on ethics.Now,training in ethics:

When a salesperson is given good training,what are the results?

Bloom's cognitive/knowledge categories teach skills that all have to do with dealing with and processing:

An in-house trainer will have more credibility with trainees when:

All of the following are the ongoing steps to developing an effective training program EXCEPT:

Sales managers need training,too,on some of the processes and skills that they need for their jobs.Which of the following is NOT something a sales manager would need to be trained on?

Are all training programs held for new hires only? Explain.

What are KSAs? Where can training developers find the specific KSAs a salesperson should be trained in?

What things does a training assessment measure?

The lists of "best companies to sell for" compiled by Selling Power magazine show that companies that are the best to sell for are also companies that:

What is a good training method for teaching complex skills in a face-to-face format?

The skills taught in Bloom's affective/attitude categories could also be described as being:

A company that wants to prevent experienced salespeople from leaving the company at key career transition times can:

What is a major problem that trainers encounter with sales managers?

In order to be able to develop,execute,and evaluate the training program,what has to be developed first?

If a company does not have the time,human capital,or resources to develop its own training,it can:

Explain how Bloom's categories of intellectual behavior correspond to KSAs.

What things need to be taught at the organizational level in a training course for salespeople?

How does a company decide whether to use internal trainers or external trainers? What are the advantages and disadvantages of each?

Introduction to Sales Management

The Sales Function and Multi-Sales Channels

Leadership and the Sales Executive

Ethics,the Law,and Sales Leadership

Business-To-Business B2bsales and Customer Relationship Management

Leveraging Information Technologies

Designing and Organizing the Sales Force

Recruiting and Selecting the Right Salespeople

Supervising,managing,and Leading Salespeople

Setting Goals and Managing the Sales Forces Performance

Motivating and Rewarding Salespeople

Turning Customer Information Into Sales Knowledge

Assessing the Performance of the Sales Force and the People Who Comprise It

Internal and External Cultural Forces

Filters