Question 1

Turnover in a sales force is the ratio of the number of people who leave to the average size of the sales team.

Accepted Answer

A) True 
 B)False  True

Question 2

A firm's strategic objectives rarely change and therefore and not included in an assessment of sales training needs.

Accepted Answer

A) True 
 B)False  False

Question 3

With respect to companies training their salespeople, they usually devote the most time in the area of:

Accepted Answer

A)  product knowledge. 
B)  marketing orientation. 
C)  company orientation. 
D)  selling techniques. 
E)  time management. 
A)  product knowledge. 
B)  marketing orientation. 
C)  company orientation. 
D)  selling techniques. 
E)  time management. A

Question 4

The subjects covered in a formal sales training program depend on:

Accepted Answer

A)  the products being sold. 
B)  the sales trainer. 
C)  the background of the people being hired. 
D)  all of the above. 
E)  both a and c of the above. 
A)  the products being sold. 
B)  the sales trainer. 
C)  the background of the people being hired. 
D)  all of the above. 
E)  both a and c of the above.

Question 5

Teaching selling skills is not important when trainees have had previous selling experience.

Accepted Answer

A) True 
 B)False

Question 6

The three most popular sales trainers are regular line executives, staff personnel, and outside specialists.

Accepted Answer

A) True 
 B)False

Question 7

You are a big proponent of role-playing for trainee salespeople because one big advantage of role playing is:

Accepted Answer

A)  to get trainees to apply knowledge/skills they have acquired in videos and lectures to a realistic encounter with the customer. 
B)  to build trainees emotional skills when dealing with customers. 
C)  to increase the trainees understanding of the product and its applications. 
D)  to encourage different functional units to work together to increase the effectiveness of their team selling efforts. 
E)  both b and c of the above. 
A)  to get trainees to apply knowledge/skills they have acquired in videos and lectures to a realistic encounter with the customer. 
B)  to build trainees emotional skills when dealing with customers. 
C)  to increase the trainees understanding of the product and its applications. 
D)  to encourage different functional units to work together to increase the effectiveness of their team selling efforts. 
E)  both b and c of the above.

Question 8

Sales training may provide all of the following benefits to a salesperson except:

Accepted Answer

A)  increases product knowledge. 
B)  improves selling skills. 
C)  builds self confidence and enthusiasm. 
D)  reduce role stress 
E)  all of the above. 
A)  increases product knowledge. 
B)  improves selling skills. 
C)  builds self confidence and enthusiasm. 
D)  reduce role stress 
E)  all of the above.

Question 9

The purpose of training needs analysis is to identify shortcomings in sales force skills.

Accepted Answer

A) True 
 B)False

Question 10

The main attraction of outside training specialists is their complete familiarity with a company's selling situation.

Accepted Answer

A) True 
 B)False

Question 11

Trainees who understand their customers are in a better position to talk with them about how total business solutions that can solve the buyer's problems.

Accepted Answer

A) True 
 B)False

Question 12

The ultimate objective of any training program is to increase the sales and/or profits of the firm.

Accepted Answer

A) True 
 B)False

Question 13

Internet training offers cost savings, flexibility and less distractions than any other training method.

Accepted Answer

A) True 
 B)False

Question 14

The main advantage of centralized training is that:

Accepted Answer

A)  top level managers are available. 
B)  it has a relatively inexpensive cost. 
C)  the quality and consistency of training. 
D)  it moves the learning process closer to customers. 
E)  it reduces travel expenses. 
A)  top level managers are available. 
B)  it has a relatively inexpensive cost. 
C)  the quality and consistency of training. 
D)  it moves the learning process closer to customers. 
E)  it reduces travel expenses.

Question 15

A complete training needs analysis includes which of the following?

Accepted Answer

A)  observation and questioning of salespeople 
B)  review of the firm's strategic objectives 
C)  customer input 
D)  review of company records 
E)  all of the above 
A)  observation and questioning of salespeople 
B)  review of the firm's strategic objectives 
C)  customer input 
D)  review of company records 
E)  all of the above

Question 16

Training methods available for use include all of the following except:

Accepted Answer

A)  lectures. 
B)  case discussions. 
C)  role playing. 
D)  practice trainee supervision. 
E)  demonstration. 
A)  lectures. 
B)  case discussions. 
C)  role playing. 
D)  practice trainee supervision. 
E)  demonstration.

Question 17

In general, new salesperson training is not designed primarily to improve the selling skills of sales representatives.

Accepted Answer

A) True 
 B)False

Question 18

Sales managers should schedule periodic retraining sessions for even the most highly successful, experienced salespeople.

Accepted Answer

A) True 
 B)False

Question 19

Research with industrial firms indicates that companies prefer to use either a centralized or decentralized training program, but rarely combine the two approaches.

Accepted Answer

A) True 
 B)False

Question 20

Firms retrain experienced salespeople for all the following reasons except:

Accepted Answer

A)  products change. 
B)  territories are reorganized. 
C)  reinforce current behaviors. 
D)  new environmental situations. 
E)  none of the above -- firms rarely find a need to retrain experienced salespeople. 
A)  products change. 
B)  territories are reorganized. 
C)  reinforce current behaviors. 
D)  new environmental situations. 
E)  none of the above -- firms rarely find a need to retrain experienced salespeople.

Turnover in a sales force is the ratio of the number of people who leave to the average size of the sales team.

A firm's strategic objectives rarely change and therefore and not included in an assessment of sales training needs.

With respect to companies training their salespeople, they usually devote the most time in the area of:

The subjects covered in a formal sales training program depend on:

Teaching selling skills is not important when trainees have had previous selling experience.

The three most popular sales trainers are regular line executives, staff personnel, and outside specialists.

You are a big proponent of role-playing for trainee salespeople because one big advantage of role playing is:

Sales training may provide all of the following benefits to a salesperson except:

The purpose of training needs analysis is to identify shortcomings in sales force skills.

The main attraction of outside training specialists is their complete familiarity with a company's selling situation.

Trainees who understand their customers are in a better position to talk with them about how total business solutions that can solve the buyer's problems.

The ultimate objective of any training program is to increase the sales and/or profits of the firm.

Internet training offers cost savings, flexibility and less distractions than any other training method.

The main advantage of centralized training is that:

A complete training needs analysis includes which of the following?

Training methods available for use include all of the following except:

In general, new salesperson training is not designed primarily to improve the selling skills of sales representatives.

Sales managers should schedule periodic retraining sessions for even the most highly successful, experienced salespeople.

Research with industrial firms indicates that companies prefer to use either a centralized or decentralized training program, but rarely combine the two approaches.

Firms retrain experienced salespeople for all the following reasons except:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 8: Training

Turnover in a sales force is the ratio of the number of people who leave to the average size of the sales team.

A firm's strategic objectives rarely change and therefore and not included in an assessment of sales training needs.

With respect to companies training their salespeople, they usually devote the most time in the area of:

The subjects covered in a formal sales training program depend on:

Teaching selling skills is not important when trainees have had previous selling experience.

The three most popular sales trainers are regular line executives, staff personnel, and outside specialists.

You are a big proponent of role-playing for trainee salespeople because one big advantage of role playing is:

Sales training may provide all of the following benefits to a salesperson except:

The purpose of training needs analysis is to identify shortcomings in sales force skills.

The main attraction of outside training specialists is their complete familiarity with a company's selling situation.

Trainees who understand their customers are in a better position to talk with them about how total business solutions that can solve the buyer's problems.

The ultimate objective of any training program is to increase the sales and/or profits of the firm.

Internet training offers cost savings, flexibility and less distractions than any other training method.

The main advantage of centralized training is that:

A complete training needs analysis includes which of the following?

Training methods available for use include all of the following except:

In general, new salesperson training is not designed primarily to improve the selling skills of sales representatives.

Sales managers should schedule periodic retraining sessions for even the most highly successful, experienced salespeople.

Research with industrial firms indicates that companies prefer to use either a centralized or decentralized training program, but rarely combine the two approaches.

Firms retrain experienced salespeople for all the following reasons except:

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters