Question 1

Sales training should be viewed as:

Accepted Answer

A)  A cost the company must incur 
B)  A necessary evil 
C)  An investment that pays dividends 
D)  An alternative to marketing 
E)  All of the above 
A)  A cost the company must incur 
B)  A necessary evil 
C)  An investment that pays dividends 
D)  An alternative to marketing 
E)  All of the above

Question 2

Research suggests that salespeople:

Accepted Answer

A)  Prefer motivational pep talks 
B)  Respond positively to PowerPoint presentations 
C)  Retain only 25 percent of what they have been taught 
D)  Retain only 50 percent of what they have been taught 
E)  Tend to be less critical of training than other organizational personnel 
A)  Prefer motivational pep talks 
B)  Respond positively to PowerPoint presentations 
C)  Retain only 25 percent of what they have been taught 
D)  Retain only 50 percent of what they have been taught 
E)  Tend to be less critical of training than other organizational personnel

Question 3

On-the-job training and teaming often occur together; this is referred to as one-on-one training.

Accepted Answer

A) True 
 B)False

Question 4

Sales training improves employee morale.

Accepted Answer

A) True 
 B)False

Question 5

Research has indicated that the most important single method for evaluating the effectiveness of sales training is:

Accepted Answer

A)  Self-appraisal 
B)  Bottom-line measurement 
C)  Course evaluation 
D)  Trainee feedback 
E)  Performance tests 
A)  Self-appraisal 
B)  Bottom-line measurement 
C)  Course evaluation 
D)  Trainee feedback 
E)  Performance tests

Question 6

The five keys for effective on-the-job informal training include:

Accepted Answer

A)  Teaming, lecturing, customer interaction, mentoring, peer-to-peer communication 
B)  Teaming, meetings, customer interaction, mentoring, peer-to-peer communication 
C)  Lecturing, coaching, customer interaction, mentoring, peer-to-peer communication 
D)  Teaming, coaching, customer interaction, mentoring, peer-to-peer communication 
E)  Teaming, meetings, customer interaction, mentoring, electronic training 
A)  Teaming, lecturing, customer interaction, mentoring, peer-to-peer communication 
B)  Teaming, meetings, customer interaction, mentoring, peer-to-peer communication 
C)  Lecturing, coaching, customer interaction, mentoring, peer-to-peer communication 
D)  Teaming, coaching, customer interaction, mentoring, peer-to-peer communication 
E)  Teaming, meetings, customer interaction, mentoring, electronic training

Question 7

In analyzing sales training needs, Toni knows that by reducing turnover rates she can:

Accepted Answer

A)  Increase the size of the sales force 
B)  Offer alternative electronic bill paying systems to her staff 
C)  Improve customer continuity 
D)  Increase training costs 
E)  None of the above 
A)  Increase the size of the sales force 
B)  Offer alternative electronic bill paying systems to her staff 
C)  Improve customer continuity 
D)  Increase training costs 
E)  None of the above

Question 8

________________ can be very effective in delivering certain kinds of information but will not likely eliminate the need for one-on-one training for salespeople.

Accepted Answer

A)  Electronic training methods 
B)  Classroom training 
C)  Role-playing 
D)  On-the-job training 
E)  Videoconferencing 
A)  Electronic training methods 
B)  Classroom training 
C)  Role-playing 
D)  On-the-job training 
E)  Videoconferencing

Question 9

How do the sales training objectives vary among national, market and product sales managers?

Accepted Answer

National managers want training to provi

Question 10

Ryan wants to introduce new salespeople to company policies before they become outside sales reps. He may have new salespeople:

Accepted Answer

A)  Work as inside sales coordinators 
B)  Attend legal and ethical training seminars 
C)  Take additional marketing courses in college 
D)  Develop time and territory management plans 
E)  Present role-playing seminars 
A)  Work as inside sales coordinators 
B)  Attend legal and ethical training seminars 
C)  Take additional marketing courses in college 
D)  Develop time and territory management plans 
E)  Present role-playing seminars

Question 11

What area of sales training is captured by the saying ""plan your work-work your plan?""

Accepted Answer

Time and t

Question 12

What is another name for on-the-job training?

Accepted Answer

The answer of What is another name for on-the-job training?...

Question 13

What do most sales managers believe about training experienced salespeople?

Accepted Answer

Most managers believ

Question 14

No matter what product salespeople are being taught to sell during the training process, the most time is typically spent on making sure salespeople:

Accepted Answer

A)  Have product knowledge 
B)  Can manage their time 
C)  Understand their organizational culture 
D)  Know how their industry operates 
E)  Understand how to modify their sales presentations to better relate to different customer personality types 
A)  Have product knowledge 
B)  Can manage their time 
C)  Understand their organizational culture 
D)  Know how their industry operates 
E)  Understand how to modify their sales presentations to better relate to different customer personality types

Question 15

For most companies, formal classroom training for sales representatives is indispensable.

Accepted Answer

A) True 
 B)False

Question 16

Competent sales training:

Accepted Answer

A)  Delivers specific skills and techniques designed to enhance the salesperson's success 
B)  Focuses on motivating salespeople 
C)  Lowers the apathy threshold common among beginning salespeople 
D)  Increases the self-evaluative program monitoring function 
E)  All of the above 
A)  Delivers specific skills and techniques designed to enhance the salesperson's success 
B)  Focuses on motivating salespeople 
C)  Lowers the apathy threshold common among beginning salespeople 
D)  Increases the self-evaluative program monitoring function 
E)  All of the above

Question 17

A major study found that linking training programs with business strategy is the top priority over the next several years. In sales training this means:

Accepted Answer

A)  Giving salespeople the macro view of organizational dynamics 
B)  Providing substantial strategic management engineering training 
C)  Cutting selling skills and motivational efforts and replacing them with occupational and organizational training 
D)  Training salespeople to be customer-focused and providing them with the necessary tools 
E)  All of the above 
A)  Giving salespeople the macro view of organizational dynamics 
B)  Providing substantial strategic management engineering training 
C)  Cutting selling skills and motivational efforts and replacing them with occupational and organizational training 
D)  Training salespeople to be customer-focused and providing them with the necessary tools 
E)  All of the above

Question 18

Providing more sales training will not help a company's sales if:

Accepted Answer

A)  Customers do not understand what the sales training is designed to accomplish 
B)  The product or service does not add value for the customer 
C)  Salespeople are too enthusiastic about the training 
D)  There are too many market opportunities for the sales force 
E)  All of the above 
A)  Customers do not understand what the sales training is designed to accomplish 
B)  The product or service does not add value for the customer 
C)  Salespeople are too enthusiastic about the training 
D)  There are too many market opportunities for the sales force 
E)  All of the above

Question 19

Based on research in cited in the text, companies are spending more time training experienced sales reps on product knowledge and less on selling skills.

Accepted Answer

A) True 
 B)False

Question 20

To get the most out of each training dollar, researchers recommend managers should:

Accepted Answer

A)  None of the above 
B)  Train the right people for the right jobs 
C)  Focus on the highest potential personnel 
D)  Identify those that can benefit most from training 
E)  All of the above 
A)  None of the above 
B)  Train the right people for the right jobs 
C)  Focus on the highest potential personnel 
D)  Identify those that can benefit most from training 
E)  All of the above

Sales training should be viewed as:

Research suggests that salespeople:

On-the-job training and teaming often occur together; this is referred to as one-on-one training.

Sales training improves employee morale.

Research has indicated that the most important single method for evaluating the effectiveness of sales training is:

The five keys for effective on-the-job informal training include:

In analyzing sales training needs, Toni knows that by reducing turnover rates she can:

________________ can be very effective in delivering certain kinds of information but will not likely eliminate the need for one-on-one training for salespeople.

How do the sales training objectives vary among national, market and product sales managers?

Ryan wants to introduce new salespeople to company policies before they become outside sales reps. He may have new salespeople:

What area of sales training is captured by the saying ""plan your work-work your plan?""

What is another name for on-the-job training?

What do most sales managers believe about training experienced salespeople?

No matter what product salespeople are being taught to sell during the training process, the most time is typically spent on making sure salespeople:

For most companies, formal classroom training for sales representatives is indispensable.

Competent sales training:

A major study found that linking training programs with business strategy is the top priority over the next several years. In sales training this means:

Providing more sales training will not help a company's sales if:

Based on research in cited in the text, companies are spending more time training experienced sales reps on product knowledge and less on selling skills.

To get the most out of each training dollar, researchers recommend managers should:

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

Filters

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

Sales training should be viewed as:

Research suggests that salespeople:

On-the-job training and teaming often occur together; this is referred to as one-on-one training.

Sales training improves employee morale.

Research has indicated that the most important single method for evaluating the effectiveness of sales training is:

The five keys for effective on-the-job informal training include:

In analyzing sales training needs, Toni knows that by reducing turnover rates she can:

________________ can be very effective in delivering certain kinds of information but will not likely eliminate the need for one-on-one training for salespeople.

How do the sales training objectives vary among national, market and product sales managers?

Ryan wants to introduce new salespeople to company policies before they become outside sales reps. He may have new salespeople:

What area of sales training is captured by the saying ""plan your work-work your plan?""

What is another name for on-the-job training?

What do most sales managers believe about training experienced salespeople?

No matter what product salespeople are being taught to sell during the training process, the most time is typically spent on making sure salespeople:

For most companies, formal classroom training for sales representatives is indispensable.

Competent sales training:

A major study found that linking training programs with business strategy is the top priority over the next several years. In sales training this means:

Providing more sales training will not help a company's sales if:

Based on research in cited in the text, companies are spending more time training experienced sales reps on product knowledge and less on selling skills.

To get the most out of each training dollar, researchers recommend managers should:

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

Filters