Exam 5: Continual Development of the Salesforce:

The customer survey can be particularly useful in defining customer expectations and determining how competitive the salesforce is compared to other salesforces in the industry.

The need for salesforce socialization to extend past the initial training period is unnecessary for salesforce members with limited personal contact with peers, managers, and other company personnel.

Absorption training methods often include regularly scheduled exams and overnight homework assignments.

This category of sales training methods involves furnishing trainees or salespeople with materials that they peruse without opportunity for immediate feedback and questioning:

A study of world class sales practices found organizational cultural support for the continuous development of salespeople to be one of the top ten world-class sales practices.

These training methods are best used as supplemental training to update the salesforce, reinforce previous training, or to provide basic materials to be covered in more detail at a later date:

Coaching and mentoring help to reinforce new sales skills.

It is relatively easy to measure the effectiveness of sales training.

A sales training workshop devoted to communicating the importance of obtaining marketing information from customers would be aimed at teaching salespeople how to work with this type of buyer:

Product knowledge is one of the most commonly covered topics in sales training programs.

A systematic, diagnostic, prescriptive tool that can be employed on a periodic basis to identify and address sales department problems and to prevent or reduce the impact of future problems is

It is legally permissible to use one product as bait to sell another product as long as the customer ends up satisfied.

Performance testing specifies the evaluation of particular tasks or skills of the salesforce.

Among the following, which is one of the most popular sales training topics?

The salesforce survey can be particularly useful in defining customer expectations and determining how competitive the salesforce is compared to other salesforces in the industry.

One benefit of using virtual media is that adoption is often enhanced as electronically communicated information can be quickly put to use.

There is an ongoing need to conduct sales training to improve salesforce performance.

This training method features lectures, demonstrations, and group discussion with expert trainers serving as instructors:

Sales training covering aspects of customer knowledge may include information on all of the following subjects except

As part of a list of legal reminders, salespeople are asked to avoid making promises that will be difficult or impossible to honor.