Question 1

Although important, training in time and territory management general is not included in formal sales training programs.

Accepted Answer

A) True 
 B)False

Question 2

A study of manufacturers' salespeople found ___________ relationship between job satisfaction and salespeople's commitment to the organization.

Accepted Answer

A)  no direct 
B)  a positive 
C)  very little 
D)  a negative 
E)  a parallel 
A)  no direct 
B)  a positive 
C)  very little 
D)  a negative 
E)  a parallel

Question 3

Evaluations can be made before, during, and after the sales training occurs.

Accepted Answer

A) True 
 B)False

Question 4

The primary responsibility of the sales manager while the training is being conducted is to

Accepted Answer

A)  perform a final exam to measure the level of retention. 
B)  monitor the progress of the trainees and ensure adequate presentation of the training topics. 
C)  determine if the training facility is meeting the needs of the trainees adequately. 
D)  make sure that the training session does not exceed budgetary limits. 
E)  make travel arrangements for the trainees and external trainers. 
A)  perform a final exam to measure the level of retention. 
B)  monitor the progress of the trainees and ensure adequate presentation of the training topics. 
C)  determine if the training facility is meeting the needs of the trainees adequately. 
D)  make sure that the training session does not exceed budgetary limits. 
E)  make travel arrangements for the trainees and external trainers.

Question 5

Although useful, behavioral simulations are not widely used by top performing sales organizations.

Accepted Answer

A) True 
 B)False

Question 6

According to the text, a common mistake made by salespeople who need training on sales techniques is

Accepted Answer

A)  under-controlling the sales call. 
B)  too much preplanning of sales calls. 
C)  not spending enough time with old customers. 
D)  failing to effectively confirm the sale. 
E)  spending too much time building rapport and trust with customers. 
A)  under-controlling the sales call. 
B)  too much preplanning of sales calls. 
C)  not spending enough time with old customers. 
D)  failing to effectively confirm the sale. 
E)  spending too much time building rapport and trust with customers.

Question 7

According to a study of buyers, which of the following was considered the most unethical sales practice?

Accepted Answer

A)  Giving physical gifts such as free sales promotion prizes. 
B)  Using the firm's economic power to obtain premium prices or other concessions from buyers. 
C)  Making statements to an existing purchaser that exaggerates the seriousness of the problem in order to obtain a bigger order or other concessions. 
D)  Exaggerating how quickly orders will be delivered to get a sale. 
E)  Giving preferential treatment to customers who are also good suppliers. 
A)  Giving physical gifts such as free sales promotion prizes. 
B)  Using the firm's economic power to obtain premium prices or other concessions from buyers. 
C)  Making statements to an existing purchaser that exaggerates the seriousness of the problem in order to obtain a bigger order or other concessions. 
D)  Exaggerating how quickly orders will be delivered to get a sale. 
E)  Giving preferential treatment to customers who are also good suppliers.

Question 8

During this step in the sales training process, sales managers may have to seek budget approval from upper management:

Accepted Answer

A)  assess sales training needs 
B)  perform sales training 
C)  design sales training program 
D)  follow-up and evaluation 
E)  evaluate training alternatives 
A)  assess sales training needs 
B)  perform sales training 
C)  design sales training program 
D)  follow-up and evaluation 
E)  evaluate training alternatives

Question 9

In general, companies rely most heavily on ____________ to conduct sales training.

Accepted Answer

A)  outside training consultants 
B)  specialized schools 
C)  mass-produced videotapes 
D)  their own personnel 
E)  industry association conferences 
A)  outside training consultants 
B)  specialized schools 
C)  mass-produced videotapes 
D)  their own personnel 
E)  industry association conferences

Question 10

Video broadcasting and teleconferencing generally increase the costs of sales training.

Accepted Answer

A) True 
 B)False

Question 11

A sales training workshop devoted to teaching the importance of selling the "substance" of the product offering and not just the "sizzle" is aimed at teaching salespeople how to work with this type of buyer:

Accepted Answer

A)  the sales job facilitator. 
B)  the persuader. 
C)  the hard bargainer. 
D)  the socializer. 
E)  the straight shooter. 
A)  the sales job facilitator. 
B)  the persuader. 
C)  the hard bargainer. 
D)  the socializer. 
E)  the straight shooter.

Question 12

Self-management refers to an individual's effort to control certain aspects of others' decision making and behavior.

Accepted Answer

A) True 
 B)False

Question 13

It is difficult to measure the effectiveness of sales training.

Accepted Answer

A) True 
 B)False

Question 14

The salesforce audit might examine the question, "Do we have an ongoing training program for senior salespeople?"

Accepted Answer

A) True 
 B)False

Question 15

Training in the field is best conducted by external sales consultants.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is not one of the self-management behaviors mentioned in the text?

Accepted Answer

A)  self-assessment 
B)  self-direction 
C)  self-control 
D)  self-monitoring 
E)  self-reinforcement 
A)  self-assessment 
B)  self-direction 
C)  self-control 
D)  self-monitoring 
E)  self-reinforcement

Question 17

Manufacturing plants are a popular training site.

Accepted Answer

A) True 
 B)False

Question 18

Some electronic media allow trainees to learn at their own pace in a risk-free environment.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following statements regarding the benefits of setting objectives for sales training is false?

Accepted Answer

A)  Specific training objectives provide a standard for measuring the effectiveness of training. 
B)  Top management is responsive to well-written, specific objectives and may be more willing to provide budget support for the training. 
C)  Training simply for training's sake is a good doctrine for most companies to follow because it keeps salesforce product knowledge current. 
D)  Sales managers are forced to define the reasonable expectations of sales training rather than to view training as a quick-fix panacea for all the problems faced by the salesforce. 
E)  Written objectives become a good communications vehicle to inform the salesforce and other interested parties about upcoming training. 
A)  Specific training objectives provide a standard for measuring the effectiveness of training. 
B)  Top management is responsive to well-written, specific objectives and may be more willing to provide budget support for the training. 
C)  Training simply for training's sake is a good doctrine for most companies to follow because it keeps salesforce product knowledge current. 
D)  Sales managers are forced to define the reasonable expectations of sales training rather than to view training as a quick-fix panacea for all the problems faced by the salesforce. 
E)  Written objectives become a good communications vehicle to inform the salesforce and other interested parties about upcoming training.

Question 20

A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:

Accepted Answer

A)  the sales job facilitator. 
B)  the persuader. 
C)  the hard bargainer. 
D)  the socializer. 
E)  the straight shooter. 
A)  the sales job facilitator. 
B)  the persuader. 
C)  the hard bargainer. 
D)  the socializer. 
E)  the straight shooter.

Although important, training in time and territory management general is not included in formal sales training programs.

A study of manufacturers' salespeople found ___________ relationship between job satisfaction and salespeople's commitment to the organization.

Evaluations can be made before, during, and after the sales training occurs.

The primary responsibility of the sales manager while the training is being conducted is to

Although useful, behavioral simulations are not widely used by top performing sales organizations.

According to the text, a common mistake made by salespeople who need training on sales techniques is

According to a study of buyers, which of the following was considered the most unethical sales practice?

During this step in the sales training process, sales managers may have to seek budget approval from upper management:

In general, companies rely most heavily on ____________ to conduct sales training.

Video broadcasting and teleconferencing generally increase the costs of sales training.

A sales training workshop devoted to teaching the importance of selling the "substance" of the product offering and not just the "sizzle" is aimed at teaching salespeople how to work with this type of buyer:

Self-management refers to an individual's effort to control certain aspects of others' decision making and behavior.

It is difficult to measure the effectiveness of sales training.

The salesforce audit might examine the question, "Do we have an ongoing training program for senior salespeople?"

Training in the field is best conducted by external sales consultants.

Which of the following is not one of the self-management behaviors mentioned in the text?

Manufacturing plants are a popular training site.

Some electronic media allow trainees to learn at their own pace in a risk-free environment.

Which of the following statements regarding the benefits of setting objectives for sales training is false?

A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 5: Continual Development of the Salesforce:

Although important, training in time and territory management general is not included in formal sales training programs.

A study of manufacturers' salespeople found ___________ relationship between job satisfaction and salespeople's commitment to the organization.

Evaluations can be made before, during, and after the sales training occurs.

The primary responsibility of the sales manager while the training is being conducted is to

Although useful, behavioral simulations are not widely used by top performing sales organizations.

According to the text, a common mistake made by salespeople who need training on sales techniques is

According to a study of buyers, which of the following was considered the most unethical sales practice?

During this step in the sales training process, sales managers may have to seek budget approval from upper management:

In general, companies rely most heavily on ____________ to conduct sales training.

Video broadcasting and teleconferencing generally increase the costs of sales training.

A sales training workshop devoted to teaching the importance of selling the "substance" of the product offering and not just the "sizzle" is aimed at teaching salespeople how to work with this type of buyer:

Self-management refers to an individual's effort to control certain aspects of others' decision making and behavior.

It is difficult to measure the effectiveness of sales training.

The salesforce audit might examine the question, "Do we have an ongoing training program for senior salespeople?"

Training in the field is best conducted by external sales consultants.

Which of the following is not one of the self-management behaviors mentioned in the text?

Manufacturing plants are a popular training site.

Some electronic media allow trainees to learn at their own pace in a risk-free environment.

Which of the following statements regarding the benefits of setting objectives for sales training is false?

A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters