Exam 5: Continual Development of the Salesforce:

Most formal sales training programs spend little time on sales techniques since most salespeople who are hired have some sales experience or have taken a personal selling course in college.

A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional analysis) would be aimed at teaching salespeople how to work with this type of buyer

In order to consider as many sales training alternatives as possible, it is recommended that the criteria used in screening them be fairly relaxed.

Absorption training involves furnishing trainees or salespeople with materials that they peruse (or "absorb") without opportunity for immediate feedback and questioning.

Role definition is an understanding of what tasks need to be performed, what the priorities of the tasks are, and how time should be allocated among the tasks.

Salespeople would prefer to handle any ethical dilemmas on the job by themselves without having to consult their managers.

Research indicates that only a small percent of learning occurs visually.

Because devout male Muslims avoid touching members of the opposite sex who are not relatives, women should wait for the male businessman in Saudi Arabia to initiate a handshake.

Important legal reminders that should be included in a sales training program include all of the following except

A common mistake salespeople make in their sales technique is failing to match call frequency with account potential.

Which of the following is not one of the four categories of training methods discussed in the text?

Initiation to task is the degree to which a sales trainee feels competent and accepted as a working partner.

One of the key questions to be asked when evaluating alternatives for training is

Sales managers using observation techniques to assess sales training needs sometimes address the need instantaneously by critiquing the salesperson's performance after the sales call has been completed.

When properly applied, sales training tends to produce a positive return on investment.

The purpose of sales orientation training is to teach salespeople how to use time and effort for maximum work efficiency.

Activities that sales managers might spend time on during the planning and implementation of sales training include all of the following except

Which of the following is not one of the tips for reinforcing sales training?

Methods of needs assessment include all of the following except

Salespeople who will be sent on a foreign assignment should be trained in intercultural communication.