Exam 10: Sales Training: Objectives, Techniques, and Evaluation

Jackson is developing the classroom training program for her new company. She knows classroom training has all of the following advantages EXCEPT:

Free

(Multiple Choice)

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Question 1

Correct Answer:

Verified

Why do companies and sales personnel resist training programs?

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(Essay)

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Question 2

Correct Answer:

Verified

Top management may not be dedicated to sales training. Programs are not adequately funded. Salespeople are apathetic about training or may resent it as an intrusion on their time. Salespeople, like people in general, may resist change.

On-the-job training, individual instruction, in-house classes, and external seminars are the most prevalent method used to train salespeople.

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(True/False)

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Question 3

Correct Answer:

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True

Ideally, sales training for new recruits will:

(Multiple Choice)

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Question 4

Which of the following statements accurately describes one of the problems sales managers face when trying to institute a sales training program?

(Multiple Choice)

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Question 5

On-the-job training and coaching often occur together; this is referred to as:

(Multiple Choice)

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Question 6

Recruiters know that ______________________ enhance(s) the firm's ability to recruit and retain salespeople.

(Multiple Choice)

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Question 7

Teaming and mentoring are increasingly used informal training methods.

(True/False)

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Question 8

Selena, a new sales rep, is getting numerous requests from customers for price adjustments and product modification. She does not know how to handle these requests. Selena did not get sufficient training in the area of:

(Multiple Choice)

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Question 9

Recent studies reveal that most sales training evaluation measures are simple and consist primarily of reactions to the program.

(True/False)

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Question 10

National, market and product sales managers:

(Multiple Choice)

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Question 11

One recent trend in sales training evaluation is accountability, showing the benefit of training to the company's performance.

(True/False)

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Question 12

A well-designed sales training program begins with:

(Multiple Choice)

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Question 13

Gerald is trying to improve the selling skills of his sales force. As a starting point, he will work with how his salespeople:

(Multiple Choice)

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Question 14

Analysis of sales training time and expenditure data show:

(Multiple Choice)

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Question 15

Describe the typical topics covered in sales training. On which topic is the most time and money spent?

(Essay)

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Question 16

Research indicates most learning for sales personnel comes through formal training.

(True/False)

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Question 17

Which of the following methods for evaluating the effectiveness of sales training is most frequently used?

(Multiple Choice)

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Question 18

It is not unusual to find sales representatives who spend 80 percent of their time with customers who account for only 20 percent of their sales.

(True/False)

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Question 19

Which of the following is a typical sales training objective?

(Multiple Choice)

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Question 20

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Jackson is developing the classroom training program for her new company. She knows classroom training has all of the following advantages EXCEPT:

Why do companies and sales personnel resist training programs?

On-the-job training, individual instruction, in-house classes, and external seminars are the most prevalent method used to train salespeople.

Ideally, sales training for new recruits will:

Which of the following statements accurately describes one of the problems sales managers face when trying to institute a sales training program?

On-the-job training and coaching often occur together; this is referred to as:

Recruiters know that ______________________ enhance(s) the firm's ability to recruit and retain salespeople.

Teaming and mentoring are increasingly used informal training methods.

Selena, a new sales rep, is getting numerous requests from customers for price adjustments and product modification. She does not know how to handle these requests. Selena did not get sufficient training in the area of:

Recent studies reveal that most sales training evaluation measures are simple and consist primarily of reactions to the program.

National, market and product sales managers:

One recent trend in sales training evaluation is accountability, showing the benefit of training to the company's performance.

A well-designed sales training program begins with:

Gerald is trying to improve the selling skills of his sales force. As a starting point, he will work with how his salespeople:

Analysis of sales training time and expenditure data show:

Describe the typical topics covered in sales training. On which topic is the most time and money spent?

Research indicates most learning for sales personnel comes through formal training.

Which of the following methods for evaluating the effectiveness of sales training is most frequently used?

It is not unusual to find sales representatives who spend 80 percent of their time with customers who account for only 20 percent of their sales.

Which of the following is a typical sales training objective?

Introduction to Sales Management in the Twenty-First Century

The Process of Selling and Buying

Linking Strategies and the Sales Role in the Era of Customer Relationship Management

Organizing the Sales Effort

The Strategic Role of Information in Sales Management Comprehensive Cases for Part One

Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Salesperson Performance: Motivating the Sales Force

Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Sales Force Recruitment and Selection

Salesperson Compensation and Incentives Comprehensive Cases for Part Two

Cost Analysis

Evaluating Salesperson Performance

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