Question 1

When salespeople give new technology an honest try but ultimately reject it,it is usually because:

Accepted Answer

A) they are too old to learn to use computers 
B) they are afraid of things they don't understand 
C) they will not be penalized for refusing the technology 
D) the technology is a poor fit for what the salespeople actually need 
E) the technology is from a vendor with poor product ratings 
A) they are too old to learn to use computers 
B) they are afraid of things they don't understand 
C) they will not be penalized for refusing the technology 
D) the technology is a poor fit for what the salespeople actually need 
E) the technology is from a vendor with poor product ratings

Question 2

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

Accepted Answer

A) kindness,skills,and abilities 
B) kindness,sales,and abilities 
C) knowledge,sales,and assessment 
D) knowledge,skills,and assessment 
E) knowledge,skills,and abilities 
A) kindness,skills,and abilities 
B) kindness,sales,and abilities 
C) knowledge,sales,and assessment 
D) knowledge,skills,and assessment 
E) knowledge,skills,and abilities

Question 3

Training developers need to make sure that at the organizational level the training aligns with the company's overall goals.

Accepted Answer

A) True 
 B)False

Question 4

The main problem with the utility analysis method of feedback is that it's merely a repeat of the behaviors-based feedback method.

Accepted Answer

A) True 
 B)False

Question 5

Instructor-led,in-person training can be flexible and a good way for trainees to network,but it can also be:

Accepted Answer

A) delivered on the internet 
B) condensed into podcasts or streaming video 
C) the least expensive option for similar multiple trainings 
D) repetitive and rigid 
E) boring and expensive to attend 
A) delivered on the internet 
B) condensed into podcasts or streaming video 
C) the least expensive option for similar multiple trainings 
D) repetitive and rigid 
E) boring and expensive to attend

Question 6

Ultimately,adequate training for salespeople leads to all of the following EXCEPT:

Accepted Answer

A) higher incomes for salespeople 
B) deeper relationships between the company and the customers 
C) better job satisfaction for the salespeople 
D) more revenue for the company 
E) more rapid product development 
A) higher incomes for salespeople 
B) deeper relationships between the company and the customers 
C) better job satisfaction for the salespeople 
D) more revenue for the company 
E) more rapid product development

Question 7

At what time would an entire salesforce,including both new hires and long-term employees,need training?

Accepted Answer

A) at the beginning of the fiscal year 
B) at the end of a quarter with decreased sales 
C) when a new product is rolled out 
D) when a new sales manager is hired 
E) when sales territories are divided 
A) at the beginning of the fiscal year 
B) at the end of a quarter with decreased sales 
C) when a new product is rolled out 
D) when a new sales manager is hired 
E) when sales territories are divided

Question 8

All of the following are types of training EXCEPT:

Accepted Answer

A) being given feedback and support during the sale process 
B) going to a training center and listening to a live trainer 
C) calling customers with no supervision 
D) discussing new product features at weekly sales meetings 
E) watching video sessions on the internet 
A) being given feedback and support during the sale process 
B) going to a training center and listening to a live trainer 
C) calling customers with no supervision 
D) discussing new product features at weekly sales meetings 
E) watching video sessions on the internet

Question 9

In the past,self-paced training might have consisted of printed material,audio tapes,or video tapes.Now self-paced training can be delivered:

Accepted Answer

A) by sound file 
B) at a convention or professional development session 
C) by paid trainers in the local area 
D) on the internet 
E) via fax 
A) by sound file 
B) at a convention or professional development session 
C) by paid trainers in the local area 
D) on the internet 
E) via fax

Question 10

What is the most likely reason that companies run training programs that do not succeed?

Accepted Answer

A) The company did not set specific objectives for the programs,so the programs weren't targeted correctly. 
B) The company could not convince new salespeople to attend the trainings. 
C) The company did not budget enough time and human capital for the training programs. 
D) The company did not budget enough money for the training programs. 
E) The company did not hire the right salespeople initially. 
A) The company did not set specific objectives for the programs,so the programs weren't targeted correctly. 
B) The company could not convince new salespeople to attend the trainings. 
C) The company did not budget enough time and human capital for the training programs. 
D) The company did not budget enough money for the training programs. 
E) The company did not hire the right salespeople initially.

Question 11

Discuss the challenges of training a global sales force.What are some miscommunications that can occur?

Accepted Answer

Cultural differences mean that people fr

Question 12

What does "learning transfer" mean?

Accepted Answer

A) Learning transfer is another phrase for learning objective. 
B) Learning transfer means that what is learned in a training program is retained and then applied in the field. 
C) Learning transfer means that the trainer is able to effectively transfer what is in his or head into the minds of the salespeople in the training. 
D) A learning transfer is a center staffed with trainers and all the equipment needed to run a company's software and train salespeople on it. 
E) A learning transfer is the proof some companies require that their salespeople have taken sales methods courses from outside vendors. 
A) Learning transfer is another phrase for learning objective. 
B) Learning transfer means that what is learned in a training program is retained and then applied in the field. 
C) Learning transfer means that the trainer is able to effectively transfer what is in his or head into the minds of the salespeople in the training. 
D) A learning transfer is a center staffed with trainers and all the equipment needed to run a company's software and train salespeople on it. 
E) A learning transfer is the proof some companies require that their salespeople have taken sales methods courses from outside vendors.

Question 13

A consideration when deciding whether to develop training in-house or to outsource it to another company is to figure out:

Accepted Answer

A) whether the trainers will have rapport with the attendees 
B) the costs of each kind of training 
C) what sales quarter the new hires will begin in 
D) whether the outsourced trainer has internet access 
E) how computer-savvy the salespeople are 
A) whether the trainers will have rapport with the attendees 
B) the costs of each kind of training 
C) what sales quarter the new hires will begin in 
D) whether the outsourced trainer has internet access 
E) how computer-savvy the salespeople are

Question 14

What are the difficulties with using reaction methods to assess training? Why are reaction methods so widely used?

Accepted Answer

The difficulty with using reaction metho

Question 15

What are the three levels of information that need to be considered when determining training objectives?

Accepted Answer

A) organizational,ability,and assessment 
B) organizational,sales,and ability 
C) organizational,task,and individual 
D) knowledge,task,and skills 
E) knowledge,skills,and abilities 
A) organizational,ability,and assessment 
B) organizational,sales,and ability 
C) organizational,task,and individual 
D) knowledge,task,and skills 
E) knowledge,skills,and abilities

Question 16

All of the following are ways of discovering if an employee needs training EXCEPT:

Accepted Answer

A) anonymous reports from other employees 
B) performance appraisal data 
C) CRM data 
D) surveys taken by managers 
E) surveys taken by salespeople 
A) anonymous reports from other employees 
B) performance appraisal data 
C) CRM data 
D) surveys taken by managers 
E) surveys taken by salespeople

Question 17

All of the following are training methods that use the internet EXCEPT:

Accepted Answer

A) wikis 
B) webinars 
C) video live on demand 
D) podcasts 
E) webcasts 
A) wikis 
B) webinars 
C) video live on demand 
D) podcasts 
E) webcasts

Question 18

When determining learning objectives for training,developers need to consider organizational,task,and individual levels of information.

Accepted Answer

A) True 
 B)False

Question 19

All of the following factors complicate the scheduling of live training sessions EXCEPT:

Accepted Answer

A) planning the sessions 
B) the locations of the employees to be trained 
C) the location of the training facility 
D) the time in the sales cycle 
E) the schedule of the trainers 
A) planning the sessions 
B) the locations of the employees to be trained 
C) the location of the training facility 
D) the time in the sales cycle 
E) the schedule of the trainers

Question 20

The problems salespeople encounter on the job can all be solved by receiving additional training.

Accepted Answer

A) True 
 B)False

When salespeople give new technology an honest try but ultimately reject it,it is usually because:

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

Training developers need to make sure that at the organizational level the training aligns with the company's overall goals.

The main problem with the utility analysis method of feedback is that it's merely a repeat of the behaviors-based feedback method.

Instructor-led,in-person training can be flexible and a good way for trainees to network,but it can also be:

Ultimately,adequate training for salespeople leads to all of the following EXCEPT:

At what time would an entire salesforce,including both new hires and long-term employees,need training?

All of the following are types of training EXCEPT:

In the past,self-paced training might have consisted of printed material,audio tapes,or video tapes.Now self-paced training can be delivered:

What is the most likely reason that companies run training programs that do not succeed?

Discuss the challenges of training a global sales force.What are some miscommunications that can occur?

What does "learning transfer" mean?

A consideration when deciding whether to develop training in-house or to outsource it to another company is to figure out:

What are the difficulties with using reaction methods to assess training? Why are reaction methods so widely used?

What are the three levels of information that need to be considered when determining training objectives?

All of the following are ways of discovering if an employee needs training EXCEPT:

All of the following are training methods that use the internet EXCEPT:

When determining learning objectives for training,developers need to consider organizational,task,and individual levels of information.

All of the following factors complicate the scheduling of live training sessions EXCEPT:

The problems salespeople encounter on the job can all be solved by receiving additional training.

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

When salespeople give new technology an honest try but ultimately reject it,it is usually because:

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

Training developers need to make sure that at the organizational level the training aligns with the company's overall goals.

The main problem with the utility analysis method of feedback is that it's merely a repeat of the behaviors-based feedback method.

Instructor-led,in-person training can be flexible and a good way for trainees to network,but it can also be:

Ultimately,adequate training for salespeople leads to all of the following EXCEPT:

At what time would an entire salesforce,including both new hires and long-term employees,need training?

All of the following are types of training EXCEPT:

In the past,self-paced training might have consisted of printed material,audio tapes,or video tapes.Now self-paced training can be delivered:

What is the most likely reason that companies run training programs that do not succeed?

Discuss the challenges of training a global sales force.What are some miscommunications that can occur?

What does "learning transfer" mean?

A consideration when deciding whether to develop training in-house or to outsource it to another company is to figure out:

What are the difficulties with using reaction methods to assess training? Why are reaction methods so widely used?

What are the three levels of information that need to be considered when determining training objectives?

All of the following are ways of discovering if an employee needs training EXCEPT:

All of the following are training methods that use the internet EXCEPT:

When determining learning objectives for training,developers need to consider organizational,task,and individual levels of information.

All of the following factors complicate the scheduling of live training sessions EXCEPT:

The problems salespeople encounter on the job can all be solved by receiving additional training.

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