Question 1

Virtual reality provides another opportunity to use behavioral simulation.

Accepted Answer

A) True 
 B)False

Question 2

A ____________ helps determine how competitive the salesforce is compared with other salesforces in the industry.

Accepted Answer

A)  customer survey 
B)  job analysis 
C)  competitor survey 
D)  performance testing 
E)  salesforce audit 
A)  customer survey 
B)  job analysis 
C)  competitor survey 
D)  performance testing 
E)  salesforce audit

Question 3

Senior salespeople are often involved as sales trainers.

Accepted Answer

A) True 
 B)False

Question 4

This training method includes business games and simulations, case studies, and role playing:

Accepted Answer

A)  on-the-job 
B)  behavioral simulations 
C)  absorption 
D)  classroom/conference 
E)  none of the above 
A)  on-the-job 
B)  behavioral simulations 
C)  absorption 
D)  classroom/conference 
E)  none of the above

Question 5

Some research indicates that trainees who are satisfied with their training are more likely to retain and use what they learned.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Which of the following statements regarding role play as a training technique is false?

Accepted Answer

A)  The role play is often videotaped for critique by a group of salespeople. 
B)  Typically one trainee plays the role of the salesperson, and another trainee acts as the buyer. 
C)  This can be an extremely effective means of teaching personal selling, without the risk of a poor performance in the presence of a live customer. 
D)  Properly conducted role play includes a prompt critique emphasizing the negative points of the performance that need improvement. 
E)  A good way to maximize the critique is to have the person who has played the role of salesperson offer opinions first and then solicit opinions from observers. 
A)  The role play is often videotaped for critique by a group of salespeople. 
B)  Typically one trainee plays the role of the salesperson, and another trainee acts as the buyer. 
C)  This can be an extremely effective means of teaching personal selling, without the risk of a poor performance in the presence of a live customer. 
D)  Properly conducted role play includes a prompt critique emphasizing the negative points of the performance that need improvement. 
E)  A good way to maximize the critique is to have the person who has played the role of salesperson offer opinions first and then solicit opinions from observers.

Question 8

A common sales training objective might be to minimize the salesforce turnover rate.

Accepted Answer

A) True 
 B)False

Question 9

By setting specific sales training objectives, the sales manager finds it easier to prioritize various training needs.

Accepted Answer

A) True 
 B)False

Question 10

According to the text, which of the following is not one of the recommended tips for designing mobile learning content?

Accepted Answer

A)  Limit content to ten minutes. 
B)  Use animation, even for serious content. 
C)  Offer customized content in a conversational style. 
D)  Offer information to make the user better, smarter or faster. 
E)  Focus on areas of work that are done incorrectly or lack compliance. 
A)  Limit content to ten minutes. 
B)  Use animation, even for serious content. 
C)  Offer customized content in a conversational style. 
D)  Offer information to make the user better, smarter or faster. 
E)  Focus on areas of work that are done incorrectly or lack compliance.

Question 11

When the sales manager does the training, or arranges for other company personnel to do it, it is easier to control the content of the program and to coordinate the training for maximum impact.

Accepted Answer

A) True 
 B)False

Question 12

It is recommended that only one training method be used in the course of a training program in order to ensure continuity and avoid confusing the participants.

Accepted Answer

A) True 
 B)False

Question 13

Firms who train employees on compliance and ethics can lessen fines due to violations.

Accepted Answer

A) True 
 B)False

Question 14

A sales training workshop devoted to discussing the ethical and legal implications of transacting business 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.

Question 15

Internal sources are rarely used as sales trainers.

Accepted Answer

A) True 
 B)False

Question 16

According to the text, in general, sales training objectives are set to support one or more of the following with the exception of

Accepted Answer

A)  increasing sales or profits. 
B)  teaching administrative procedures. 
C)  minimizing salesforce turnover rates. 
D)  developing salespeople for future management positions. 
E)  increasing the observation powers of first-level sales managers. 
A)  increasing sales or profits. 
B)  teaching administrative procedures. 
C)  minimizing salesforce turnover rates. 
D)  developing salespeople for future management positions. 
E)  increasing the observation powers of first-level sales managers.

Question 17

Motivation to learn can be increased by making sure that salespeople understand how they will benefit from the training prior to conducting it.

Accepted Answer

A) True 
 B)False

Question 18

Most training occurs in a location away from company premises.

Accepted Answer

A) True 
 B)False

Question 19

When critiquing training alternatives, all the following criteria should be established for preliminary screening except the:

Accepted Answer

A)  cost of the training. 
B)  location of the training. 
C)  flexibility of prepackaged training materials. 
D)  popularity of the form of training. 
E)  time required to implement an alternative training method. 
A)  cost of the training. 
B)  location of the training. 
C)  flexibility of prepackaged training materials. 
D)  popularity of the form of training. 
E)  time required to implement an alternative training method.

Question 20

According to research on relationship building characteristics, customers want salespeople who do all of the following except

Accepted Answer

A)  personally manage their desired results. 
B)  offer them the best discounts. 
C)  understand their business. 
D)  act as a customer advocate. 
E)  are easily accessible. 
A)  personally manage their desired results. 
B)  offer them the best discounts. 
C)  understand their business. 
D)  act as a customer advocate. 
E)  are easily accessible.

Virtual reality provides another opportunity to use behavioral simulation.

A ____________ helps determine how competitive the salesforce is compared with other salesforces in the industry.

Senior salespeople are often involved as sales trainers.

This training method includes business games and simulations, case studies, and role playing:

Some research indicates that trainees who are satisfied with their training are more likely to retain and use what they learned.

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

Which of the following statements regarding role play as a training technique is false?

A common sales training objective might be to minimize the salesforce turnover rate.

By setting specific sales training objectives, the sales manager finds it easier to prioritize various training needs.

According to the text, which of the following is not one of the recommended tips for designing mobile learning content?

When the sales manager does the training, or arranges for other company personnel to do it, it is easier to control the content of the program and to coordinate the training for maximum impact.

It is recommended that only one training method be used in the course of a training program in order to ensure continuity and avoid confusing the participants.

Firms who train employees on compliance and ethics can lessen fines due to violations.

A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:

Internal sources are rarely used as sales trainers.

According to the text, in general, sales training objectives are set to support one or more of the following with the exception of

Motivation to learn can be increased by making sure that salespeople understand how they will benefit from the training prior to conducting it.

Most training occurs in a location away from company premises.

When critiquing training alternatives, all the following criteria should be established for preliminary screening except the:

According to research on relationship building characteristics, customers want salespeople who do all of the following except

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:

Virtual reality provides another opportunity to use behavioral simulation.

A ____________ helps determine how competitive the salesforce is compared with other salesforces in the industry.

Senior salespeople are often involved as sales trainers.

This training method includes business games and simulations, case studies, and role playing:

Some research indicates that trainees who are satisfied with their training are more likely to retain and use what they learned.

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

Which of the following statements regarding role play as a training technique is false?

A common sales training objective might be to minimize the salesforce turnover rate.

By setting specific sales training objectives, the sales manager finds it easier to prioritize various training needs.

According to the text, which of the following is not one of the recommended tips for designing mobile learning content?

When the sales manager does the training, or arranges for other company personnel to do it, it is easier to control the content of the program and to coordinate the training for maximum impact.

It is recommended that only one training method be used in the course of a training program in order to ensure continuity and avoid confusing the participants.

Firms who train employees on compliance and ethics can lessen fines due to violations.

A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:

Internal sources are rarely used as sales trainers.

According to the text, in general, sales training objectives are set to support one or more of the following with the exception of

Motivation to learn can be increased by making sure that salespeople understand how they will benefit from the training prior to conducting it.

Most training occurs in a location away from company premises.

When critiquing training alternatives, all the following criteria should be established for preliminary screening except the:

According to research on relationship building characteristics, customers want salespeople who do all of the following except

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