Question 1

Which of the following managers will be interested in sales training objectives?

Accepted Answer

A)  National account managers 
B)  Product managers 
C)  Market managers 
D)  Human resource managers 
E)  All of the above 
A)  National account managers 
B)  Product managers 
C)  Market managers 
D)  Human resource managers 
E)  All of the above

Question 2

For which of the following products is it more important that the sales training program emphasizes product knowledge?

Accepted Answer

A)  Wooden building trusses 
B)  Electronic security systems 
C)  Paper products 
D)  Textbooks 
E)  Cereal 
A)  Wooden building trusses 
B)  Electronic security systems 
C)  Paper products 
D)  Textbooks 
E)  Cereal

Question 3

Role-playing is a popular sales training technique.

Accepted Answer

A) True 
 B)False

Question 4

The saying ""plan your work-work your plan"" is designed to:

Accepted Answer

A)  Reduce a salesperson's travel time 
B)  Reduce the time a salesperson spends on low-volume customers 
C)  Train salespeople in identifying customers needs quickly 
D)  Encourage more effective planning and execution of sales duties 
E)  Explain the company's ethical stance in terms of its stakeholders 
A)  Reduce a salesperson's travel time 
B)  Reduce the time a salesperson spends on low-volume customers 
C)  Train salespeople in identifying customers needs quickly 
D)  Encourage more effective planning and execution of sales duties 
E)  Explain the company's ethical stance in terms of its stakeholders

Question 5

George is training his sales team in the skill of bundling and building value. George's training is in the area of:

Accepted Answer

A)  Market/industry orientation 
B)  Price negotiation 
C)  Territory management 
D)  Product knowledge 
E)  Legal/ethical issues 
A)  Market/industry orientation 
B)  Price negotiation 
C)  Territory management 
D)  Product knowledge 
E)  Legal/ethical issues

Question 6

Training to reduce SCA can help address:

Accepted Answer

A)  Short call adaptation 
B)  Sales contract absorption 
C)  Sales call anxiety 
D)  Sales-customer anxiousness 
E)  Sales-company adoption 
A)  Short call adaptation 
B)  Sales contract absorption 
C)  Sales call anxiety 
D)  Sales-customer anxiousness 
E)  Sales-company adoption

Question 7

Which of the following statements about sales training is true?

Accepted Answer

A)  When the human resources department is determining training needs, only the field sales managers need to be contacted because they work in such close proximity with the sales force 
B)  Attitudinal studies should never be used to determine content of a sales training program 
C)  On average, top management is more supportive of sales training activities than any other group in an organization 
D)  Setting specific, realistic, and measurable objectives adds credibility to the sales training program 
E)  When profits are down, sales training programs are typically one of the last areas to find their funding reduced 
A)  When the human resources department is determining training needs, only the field sales managers need to be contacted because they work in such close proximity with the sales force 
B)  Attitudinal studies should never be used to determine content of a sales training program 
C)  On average, top management is more supportive of sales training activities than any other group in an organization 
D)  Setting specific, realistic, and measurable objectives adds credibility to the sales training program 
E)  When profits are down, sales training programs are typically one of the last areas to find their funding reduced

Question 8

Which of the following describes a disadvantage associated with classroom training?

Accepted Answer

A)  Interaction with other salespeople 
B)  The ability to use audiovisual materials 
C)  The cost and time requirements 
D)  Standardization of the training materials 
E)  Use of executive time 
A)  Interaction with other salespeople 
B)  The ability to use audiovisual materials 
C)  The cost and time requirements 
D)  Standardization of the training materials 
E)  Use of executive time

Question 9

During her sales training, Shirley was provided a market/industry orientation including all of the following EXCEPT:

Accepted Answer

A)  Present customers 
B)  Customers' customers 
C)  Finance office personnel 
D)  Economic conditions 
E)  Wholesalers 
A)  Present customers 
B)  Customers' customers 
C)  Finance office personnel 
D)  Economic conditions 
E)  Wholesalers

Question 10

What are the five general objectives of sales training?

Accepted Answer

The five objectives of sales training ar

Question 11

Most sales managers recognize that, with regard to experienced sales personnel:

Accepted Answer

A)  Little effort is needed since they are experienced 
B)  Market dynamics allow these salespeople opportunities to control their sale techniques 
C)  Training is never-ending 
D)  Product lines rarely change so experienced salespeople rarely need to change 
E)  They continually train each other, minimizing the need for formal training 
A)  Little effort is needed since they are experienced 
B)  Market dynamics allow these salespeople opportunities to control their sale techniques 
C)  Training is never-ending 
D)  Product lines rarely change so experienced salespeople rarely need to change 
E)  They continually train each other, minimizing the need for formal training

Question 12

What are common problems limiting the success of sales training programs?

Accepted Answer

Researchers have identified nine types o

Question 13

Warren and Dawn are developing a measurement system for the sales training they are about to implement. When developing the measurement system, they will address the question of:

Accepted Answer

A)  What do we want to measure? 
B)  When do we want to measure? 
C)  How do we do it? 
D)  What measuring tools are available? 
E)  All of the above 
A)  What do we want to measure? 
B)  When do we want to measure? 
C)  How do we do it? 
D)  What measuring tools are available? 
E)  All of the above

Question 14

Lonnie is a newly trained salesperson for a company that manufactures customized display shelf and storage units for retail stores. Lonnie was proud of the number of sales he made during his first months of selling. Today he received a call from his sales manager who was highly critical of Lonnie's recent sales. It seems that Lonnie was offering potential customers a 10 percent discount if they would make an immediate purchase. Lonnie's company has a policy of not offering a discount of any kind

Accepted Answer

A)  Market/industry orientation 
B)  Company orientation 
C)  Territory management 
D)  Product knowledge 
E)  All of the above 
A)  Market/industry orientation 
B)  Company orientation 
C)  Territory management 
D)  Product knowledge 
E)  All of the above

Question 15

When determining sales training needs, what three issues/questions must be considered?

Accepted Answer

Who should be trained? What sh

Question 16

Sales training is an never-ending process.

Accepted Answer

A) True 
 B)False

Question 17

What do sales executives consider the most important issue in sales training?

Accepted Answer

Linking training pro

Question 18

The content of a sales training program for new salespeople is affected by:

Accepted Answer

A)  Budgetary limitations 
B)  Industry standards and organizational culture 
C)  Needs and the aptitudes of the recruits 
D)  Top management prejudices 
E)  Industry standards and complexity of products) being sold 
A)  Budgetary limitations 
B)  Industry standards and organizational culture 
C)  Needs and the aptitudes of the recruits 
D)  Top management prejudices 
E)  Industry standards and complexity of products) being sold

Question 19

Allen is a senior manager in a technology company. He knows his salespeople need constant training but also knows the company's training goals face significant obstacles including:

Accepted Answer

A)  Top management not dedicated to sales training 
B)  Lack of buy-in from salespeople 
C)  Salespeople's lack of understanding of training objectives 
D)  Salespeople's lack of connection between training and specific tasks 
E)  All of the above 
A)  Top management not dedicated to sales training 
B)  Lack of buy-in from salespeople 
C)  Salespeople's lack of understanding of training objectives 
D)  Salespeople's lack of connection between training and specific tasks 
E)  All of the above

Question 20

The starting point in creating a credible sales training program is to examine techniques used by other similar-sized companies.

Accepted Answer

A) True 
 B)False

Which of the following managers will be interested in sales training objectives?

For which of the following products is it more important that the sales training program emphasizes product knowledge?

Role-playing is a popular sales training technique.

The saying ""plan your work-work your plan"" is designed to:

George is training his sales team in the skill of bundling and building value. George's training is in the area of:

Training to reduce SCA can help address:

Which of the following statements about sales training is true?

Which of the following describes a disadvantage associated with classroom training?

During her sales training, Shirley was provided a market/industry orientation including all of the following EXCEPT:

What are the five general objectives of sales training?

Most sales managers recognize that, with regard to experienced sales personnel:

What are common problems limiting the success of sales training programs?

Warren and Dawn are developing a measurement system for the sales training they are about to implement. When developing the measurement system, they will address the question of:

When determining sales training needs, what three issues/questions must be considered?

Sales training is an never-ending process.

What do sales executives consider the most important issue in sales training?

The content of a sales training program for new salespeople is affected by:

Allen is a senior manager in a technology company. He knows his salespeople need constant training but also knows the company's training goals face significant obstacles including:

The starting point in creating a credible sales training program is to examine techniques used by other similar-sized companies.

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

Which of the following managers will be interested in sales training objectives?

For which of the following products is it more important that the sales training program emphasizes product knowledge?

Role-playing is a popular sales training technique.

The saying ""plan your work-work your plan"" is designed to:

George is training his sales team in the skill of bundling and building value. George's training is in the area of:

Training to reduce SCA can help address:

Which of the following statements about sales training is true?

Which of the following describes a disadvantage associated with classroom training?

During her sales training, Shirley was provided a market/industry orientation including all of the following EXCEPT:

What are the five general objectives of sales training?

Most sales managers recognize that, with regard to experienced sales personnel:

What are common problems limiting the success of sales training programs?

Warren and Dawn are developing a measurement system for the sales training they are about to implement. When developing the measurement system, they will address the question of:

When determining sales training needs, what three issues/questions must be considered?

Sales training is an never-ending process.

What do sales executives consider the most important issue in sales training?

The content of a sales training program for new salespeople is affected by:

Allen is a senior manager in a technology company. He knows his salespeople need constant training but also knows the company's training goals face significant obstacles including:

The starting point in creating a credible sales training program is to examine techniques used by other similar-sized companies.

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