Question 1

The training needs of an experienced salesperson might include training in advanced sales techniques.

Accepted Answer

A) True 
 B)False

Question 2

Although the Internet offers an effective media for sales training, it is very costly.

Accepted Answer

A) True 
 B)False

Question 3

When assessing training needs, it is important to consider the knowledge, skills and abilities salespeople must have to fulfill both organizational level and salesforce level goals and objectives.

Accepted Answer

A) True 
 B)False

Question 4

The buyer described as a "sales job facilitator" would be featured in a sales training workshop stressing how salespeople can handle objections.

Accepted Answer

A) True 
 B)False

Question 5

If personal selling is prominent in the firm's marketing strategy, some sort of _________ to help determine sales training needs is highly recommended.

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 6

According to the text, common mistakes made by salespeople who need training on sales techniques include all of the following except

Accepted Answer

A)  over-controlling the sales call. 
B)  lack of preplanning of sales calls. 
C)  not spending enough time with old customers. 
D)  failure to effectively confirm the sale. 
E)  ineffective listening and questioning. 
A)  over-controlling the sales call. 
B)  lack of preplanning of sales calls. 
C)  not spending enough time with old customers. 
D)  failure to effectively confirm the sale. 
E)  ineffective listening and questioning.

Question 7

Answers to the what, when, where, and how questions are finalized during this step in the sales training process:

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 8

With a self-directed training program, salespeople are responsible for

Accepted Answer

A)  diagnosing their individual training needs. 
B)  formulating learning goals. 
C)  identifying, choosing and implementing learning strategies. 
D)  assessing learning outcomes. 
E)  all of the above. 
A)  diagnosing their individual training needs. 
B)  formulating learning goals. 
C)  identifying, choosing and implementing learning strategies. 
D)  assessing learning outcomes. 
E)  all of the above.

Question 9

When salespeople believe their company is taking action to reduce the difficulties associated with their position, they are more committed and satisfied with the job.

Accepted Answer

A) True 
 B)False

Question 10

The problem with an evaluation of sales training effectiveness is

Accepted Answer

A)  it is hard to attribute future performance variations strictly to sales training. 
B)  an evaluation can only be made after the training has occurred. 
C)  a final exam may not be predictive of the salesperson's actual learning ability. 
D)  sales volume per salesperson is hard to measure accurately. 
E)  salespeople generally overestimate the good they get from sales training sessions in the post-training self-assessment questionnaires. 
A)  it is hard to attribute future performance variations strictly to sales training. 
B)  an evaluation can only be made after the training has occurred. 
C)  a final exam may not be predictive of the salesperson's actual learning ability. 
D)  sales volume per salesperson is hard to measure accurately. 
E)  salespeople generally overestimate the good they get from sales training sessions in the post-training self-assessment questionnaires.

Question 11

Questions to consider when choosing an outside training program include all of the following except:

Accepted Answer

A)  Is the training company willing to invest time in learning about your business? 
B)  How cutting-edge is the training company? 
C)  Does the content of the training program align with your training priorities or can it be customized for your business? 
D)  Will the training program fit into your schedule? 
E)  How flexible is the delivery of the training (e.g., virtual In-person)? 
A)  Is the training company willing to invest time in learning about your business? 
B)  How cutting-edge is the training company? 
C)  Does the content of the training program align with your training priorities or can it be customized for your business? 
D)  Will the training program fit into your schedule? 
E)  How flexible is the delivery of the training (e.g., virtual In-person)?

Question 12

A ____________ asks salespeople to indicate areas of need that could be addressed by sales training.

Accepted Answer

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

Question 13

Training methods that focus on learning by means of business games and simulations, case studies and role playing are call cognitive simulations.

Accepted Answer

A) True 
 B)False

Question 14

Mentors provide help and support to trainees to help them learn while on-the-job.

Accepted Answer

A) True 
 B)False

Question 15

Customers may exploit a new salesperson's lack of competitive knowledge by negotiating terms of sale that may be costly to the selling firm.

Accepted Answer

A) True 
 B)False

Question 16

This form of on-the-job training is often used to groom salespeople for management positions:

Accepted Answer

A)  filling in for vacationing salespeople 
B)  job rotation 
C)  working with a senior salesperson 
D)  working with a sales manager who acts as a "coach" 
E)  a "sink or swim" form of on-the-job training 
A)  filling in for vacationing salespeople 
B)  job rotation 
C)  working with a senior salesperson 
D)  working with a sales manager who acts as a "coach" 
E)  a "sink or swim" form of on-the-job training

Question 17

This training method is frequently used for training on basic product knowledge, new product introductions, and legal issues:

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 18

For sales training purposes, some firms use classification methods to categorize buyers according to

Accepted Answer

A)  personality and the buying situation. 
B)  the buyer's expertise and ease of making sales. 
C)  the firm's account size and products purchased. 
D)  their interest in trying new product lines. 
E)  their level of input to the sales decision. 
A)  personality and the buying situation. 
B)  the buyer's expertise and ease of making sales. 
C)  the firm's account size and products purchased. 
D)  their interest in trying new product lines. 
E)  their level of input to the sales decision.

Question 19

A good mentor is a good communicator.

Accepted Answer

A) True 
 B)False

Question 20

Poor sales training can negatively impact sales team morale.

Accepted Answer

A) True 
 B)False

The training needs of an experienced salesperson might include training in advanced sales techniques.

Although the Internet offers an effective media for sales training, it is very costly.

When assessing training needs, it is important to consider the knowledge, skills and abilities salespeople must have to fulfill both organizational level and salesforce level goals and objectives.

The buyer described as a "sales job facilitator" would be featured in a sales training workshop stressing how salespeople can handle objections.

If personal selling is prominent in the firm's marketing strategy, some sort of _________ to help determine sales training needs is highly recommended.

According to the text, common mistakes made by salespeople who need training on sales techniques include all of the following except

Answers to the what, when, where, and how questions are finalized during this step in the sales training process:

With a self-directed training program, salespeople are responsible for

When salespeople believe their company is taking action to reduce the difficulties associated with their position, they are more committed and satisfied with the job.

The problem with an evaluation of sales training effectiveness is

Questions to consider when choosing an outside training program include all of the following except:

A ____________ asks salespeople to indicate areas of need that could be addressed by sales training.

Training methods that focus on learning by means of business games and simulations, case studies and role playing are call cognitive simulations.

Mentors provide help and support to trainees to help them learn while on-the-job.

Customers may exploit a new salesperson's lack of competitive knowledge by negotiating terms of sale that may be costly to the selling firm.

This form of on-the-job training is often used to groom salespeople for management positions:

This training method is frequently used for training on basic product knowledge, new product introductions, and legal issues:

For sales training purposes, some firms use classification methods to categorize buyers according to

A good mentor is a good communicator.

Poor sales training can negatively impact sales team morale.

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:

The training needs of an experienced salesperson might include training in advanced sales techniques.

Although the Internet offers an effective media for sales training, it is very costly.

When assessing training needs, it is important to consider the knowledge, skills and abilities salespeople must have to fulfill both organizational level and salesforce level goals and objectives.

The buyer described as a "sales job facilitator" would be featured in a sales training workshop stressing how salespeople can handle objections.

If personal selling is prominent in the firm's marketing strategy, some sort of _________ to help determine sales training needs is highly recommended.

According to the text, common mistakes made by salespeople who need training on sales techniques include all of the following except

Answers to the what, when, where, and how questions are finalized during this step in the sales training process:

With a self-directed training program, salespeople are responsible for

When salespeople believe their company is taking action to reduce the difficulties associated with their position, they are more committed and satisfied with the job.

The problem with an evaluation of sales training effectiveness is

Questions to consider when choosing an outside training program include all of the following except:

A ____________ asks salespeople to indicate areas of need that could be addressed by sales training.

Training methods that focus on learning by means of business games and simulations, case studies and role playing are call cognitive simulations.

Mentors provide help and support to trainees to help them learn while on-the-job.

Customers may exploit a new salesperson's lack of competitive knowledge by negotiating terms of sale that may be costly to the selling firm.

This form of on-the-job training is often used to groom salespeople for management positions:

This training method is frequently used for training on basic product knowledge, new product introductions, and legal issues:

For sales training purposes, some firms use classification methods to categorize buyers according to

A good mentor is a good communicator.

Poor sales training can negatively impact sales team morale.

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