Question 1

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)  Who will actually manage the training and do the work? 
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)  All of the above questions should be considered when choosing an outside training program. 
A)  Is the training company willing to invest time in learning about your business? 
B)  Who will actually manage the training and do the work? 
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)  All of the above questions should be considered when choosing an outside training program.

Question 2

Salespeople's product knowledge should include product benefits, applications, competitive strengths, and limitations.

Accepted Answer

A) True 
 B)False

Question 3

An example of a performance test would be

Accepted Answer

A)  asking first-level sales managers to critique the performance of the salespersons with whom they work. 
B)  giving salespeople a written exam over product knowledge to check their retention rate. 
C)  appraising the salesforce activities and the environment in which the salesforce operates. 
D)  checking the results of a customer survey to see if the performance of the salesforce is rated as good as or better than a competitor's. 
E)  asking the salesperson to give an impromptu sales presentation for a convenient item, such as a ballpoint pen. 
A)  asking first-level sales managers to critique the performance of the salespersons with whom they work. 
B)  giving salespeople a written exam over product knowledge to check their retention rate. 
C)  appraising the salesforce activities and the environment in which the salesforce operates. 
D)  checking the results of a customer survey to see if the performance of the salesforce is rated as good as or better than a competitor's. 
E)  asking the salesperson to give an impromptu sales presentation for a convenient item, such as a ballpoint pen.

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

Salespeople's product knowledge should include product benefits, applications, competitive strengths, and limitations.

An example of a performance test would be

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:

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

Salespeople's product knowledge should include product benefits, applications, competitive strengths, and limitations.

An example of a performance test would be

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