Question 1

Regarding the need for sales training in our company:

Accepted Answer

A) Experienced reps hired from competitors do not need to go through our training program. 
B) People who have sold for us for years can be excused from our training program. 
C) New reps who were recruited from our production and office steps can skip the "product knowledge" part of our training. 
D) All of our reps should go through the same training program. 
E) All salespeople need some training. 
A) Experienced reps hired from competitors do not need to go through our training program. 
B) People who have sold for us for years can be excused from our training program. 
C) New reps who were recruited from our production and office steps can skip the "product knowledge" part of our training. 
D) All of our reps should go through the same training program. 
E) All salespeople need some training.

Question 2

A lack of reinforcement is one reason why training programs are not effective.

Accepted Answer

A) True 
 B)False

Question 3

Manufacturer's provide sales training for their dealer's sales force for all but one of the following reasons:

Accepted Answer

A) It encourages the retail clerk to push the product because the clerk knows about it and how to do. 
B) It increases customer satisfaction with the manufacturer's product if the sales has been made by someone who really knows about the item. 
C) The dealer is more likely to buy from a manufacture that provides such sales support. 
D) Such training costs relatively little. 
E) None of these. 
A) It encourages the retail clerk to push the product because the clerk knows about it and how to do. 
B) It increases customer satisfaction with the manufacturer's product if the sales has been made by someone who really knows about the item. 
C) The dealer is more likely to buy from a manufacture that provides such sales support. 
D) Such training costs relatively little. 
E) None of these.

Question 4

Sales training is a critical factor for ensuring the success of a salesperson for which of the following reasons?

Accepted Answer

A) Because salespeople's positive attitudes toward their jobs are affected by the amount and quality of training received. 
B) Success factors,such as knowledge and identifying customer needs,are directly related to the amount of training received. 
C) With the exception of "individual effort" most failures on the job relate to deficiencies which can be corrected through sales training. 
D) Sales training empowers reps with greater self-confidence and so they are willing to put forth greater effort. 
E) All of these. 
A) Because salespeople's positive attitudes toward their jobs are affected by the amount and quality of training received. 
B) Success factors,such as knowledge and identifying customer needs,are directly related to the amount of training received. 
C) With the exception of "individual effort" most failures on the job relate to deficiencies which can be corrected through sales training. 
D) Sales training empowers reps with greater self-confidence and so they are willing to put forth greater effort. 
E) All of these.

Question 5

Which of the following is not an advantage of a centralized training program?

Accepted Answer

A) Promotes comradeship. 
B) Cheaper. 
C) Better facilities. 
D) Full-time staff trainer. 
E) All of these are advantages. 
A) Promotes comradeship. 
B) Cheaper. 
C) Better facilities. 
D) Full-time staff trainer. 
E) All of these are advantages.

Question 6

Many companies spend over $100,000 per rep for training.

Accepted Answer

A) True 
 B)False

Question 7

Business principles are an important content area for sales training programs.

Accepted Answer

A) True 
 B)False

Question 8

Sales training is related to all of the following except:

Accepted Answer

A) Product knowledge 
B) Understanding of customer needs 
C) Sales aptitude 
D) Selling skills 
E) Self confidence 
A) Product knowledge 
B) Understanding of customer needs 
C) Sales aptitude 
D) Selling skills 
E) Self confidence

Question 9

Which of the following statements is not true?

Accepted Answer

A) The sales manager is likely to know from his or her experience what difficulties the sales reps are encountering in the field thus can use such knowledge as a basis for developing a sales training program. 
B) Sales managers who think they know the problems on which their salespeople need training may be deluding themselves. 
C) The field sales problems encountered by the sales force vary over time and between sales territories. 
D) All of these. 
E) None of these. 
A) The sales manager is likely to know from his or her experience what difficulties the sales reps are encountering in the field thus can use such knowledge as a basis for developing a sales training program. 
B) Sales managers who think they know the problems on which their salespeople need training may be deluding themselves. 
C) The field sales problems encountered by the sales force vary over time and between sales territories. 
D) All of these. 
E) None of these.

Question 10

A good sales training program should not waste time covering the company's organizational hierarchy and procedures.

Accepted Answer

A) True 
 B)False

Question 11

All of the following are educational or managerial advantages of delayed training,except for:

Accepted Answer

A) It is easier to train people who have had some field experience. 
B) Weak salespeople usually are eliminated before being put through an expensive training program. 
C) Delayed training better pinpoints what type of training is needed. 
D) People who have had some sales experience are more eager to get answers to the problems they faced in the field. 
E) It is particularly good when you are selling complex products calling for a polished sales presentation. 
A) It is easier to train people who have had some field experience. 
B) Weak salespeople usually are eliminated before being put through an expensive training program. 
C) Delayed training better pinpoints what type of training is needed. 
D) People who have had some sales experience are more eager to get answers to the problems they faced in the field. 
E) It is particularly good when you are selling complex products calling for a polished sales presentation.

Question 12

Sales training programs can provide a useful purpose in training all but one of the following:

Accepted Answer

A) Distributor's sales reps. 
B) Manufacturer's sales reps. 
C) Experienced,highly productive,company sales reps. 
D) Company's nonselling employees. 
E) None of these. 
A) Distributor's sales reps. 
B) Manufacturer's sales reps. 
C) Experienced,highly productive,company sales reps. 
D) Company's nonselling employees. 
E) None of these.

Question 13

Centralized training is usually more expensive to conduct than decentralized programs.

Accepted Answer

A) True 
 B)False

Question 14

The use of line sales executives as trainers should be avoided since sales representatives tend to resent them.

Accepted Answer

A) True 
 B)False

Question 15

Although dependent on specific needs and objectives,the content of sales training programs generally focus on:

Accepted Answer

A) Attitudes toward selling as a function of the link between a company and its customers. 
B) Product knowledge and application. 
C) Becoming customer oriented. 
D) Time management skills. 
E) All of these. 
A) Attitudes toward selling as a function of the link between a company and its customers. 
B) Product knowledge and application. 
C) Becoming customer oriented. 
D) Time management skills. 
E) All of these.

Question 16

With regard to when a salesperson should be trained:

Accepted Answer

A) All salespeople,regardless of experience,should receive some retraining immediately after hiring and before going out to sell. 
B) The initial training program should be fully completed before a person is sent out to sell. 
C) Refresher training of experienced sales representatives should be done at company expense,but during the representative's off-duty time. 
D) A good induction (initial)training program supplants the need for further training. 
E) Salespeople who are late developers will benefit from delayed training. 
A) All salespeople,regardless of experience,should receive some retraining immediately after hiring and before going out to sell. 
B) The initial training program should be fully completed before a person is sent out to sell. 
C) Refresher training of experienced sales representatives should be done at company expense,but during the representative's off-duty time. 
D) A good induction (initial)training program supplants the need for further training. 
E) Salespeople who are late developers will benefit from delayed training.

Question 17

According to the textbook,the study which attempts to uncover selling difficulties in the field is called:

Accepted Answer

A) Training assessment. 
B) Difficulty analysis. 
C) Customer satisfaction. 
D) Standard training effectiveness. 
E) Program design. 
A) Training assessment. 
B) Difficulty analysis. 
C) Customer satisfaction. 
D) Standard training effectiveness. 
E) Program design.

Question 18

There is little educational merit in delayed sales training.

Accepted Answer

A) True 
 B)False

Question 19

As a teaching method in a sales training program,on-the-job training:

Accepted Answer

A) Usually is not liked by the trainees. 
B) Is not very good for refresher or continuation training. 
C) Places the trainee in a more realistic situation than any of the other teaching methods discussed in the book. 
D) Does not take too much executive time. 
E) Is really a "sink or swim" approach to training. 
A) Usually is not liked by the trainees. 
B) Is not very good for refresher or continuation training. 
C) Places the trainee in a more realistic situation than any of the other teaching methods discussed in the book. 
D) Does not take too much executive time. 
E) Is really a "sink or swim" approach to training.

Question 20

Training the top third of a sales force provides the best return on investment.

Accepted Answer

A) True 
 B)False

Regarding the need for sales training in our company:

A lack of reinforcement is one reason why training programs are not effective.

Manufacturer's provide sales training for their dealer's sales force for all but one of the following reasons:

Sales training is a critical factor for ensuring the success of a salesperson for which of the following reasons?

Which of the following is not an advantage of a centralized training program?

Many companies spend over $100,000 per rep for training.

Business principles are an important content area for sales training programs.

Sales training is related to all of the following except:

Which of the following statements is not true?

A good sales training program should not waste time covering the company's organizational hierarchy and procedures.

All of the following are educational or managerial advantages of delayed training,except for:

Sales training programs can provide a useful purpose in training all but one of the following:

Centralized training is usually more expensive to conduct than decentralized programs.

The use of line sales executives as trainers should be avoided since sales representatives tend to resent them.

Although dependent on specific needs and objectives,the content of sales training programs generally focus on:

With regard to when a salesperson should be trained:

According to the textbook,the study which attempts to uncover selling difficulties in the field is called:

There is little educational merit in delayed sales training.

As a teaching method in a sales training program,on-the-job training:

Training the top third of a sales force provides the best return on investment.

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters

Exam 7: Developing, Delivering, and Reinforcing a Sales Training Program

Regarding the need for sales training in our company:

A lack of reinforcement is one reason why training programs are not effective.

Manufacturer's provide sales training for their dealer's sales force for all but one of the following reasons:

Sales training is a critical factor for ensuring the success of a salesperson for which of the following reasons?

Which of the following is not an advantage of a centralized training program?

Many companies spend over $100,000 per rep for training.

Business principles are an important content area for sales training programs.

Sales training is related to all of the following except:

Which of the following statements is not true?

A good sales training program should not waste time covering the company's organizational hierarchy and procedures.

All of the following are educational or managerial advantages of delayed training,except for:

Sales training programs can provide a useful purpose in training all but one of the following:

Centralized training is usually more expensive to conduct than decentralized programs.

The use of line sales executives as trainers should be avoided since sales representatives tend to resent them.

Although dependent on specific needs and objectives,the content of sales training programs generally focus on:

With regard to when a salesperson should be trained:

According to the textbook,the study which attempts to uncover selling difficulties in the field is called:

There is little educational merit in delayed sales training.

As a teaching method in a sales training program,on-the-job training:

Training the top third of a sales force provides the best return on investment.

The Field of Sales Force Management

Strategic Sales Force Management

Personal Selling Process

Sales Force Organization

Profiling and Recruiting Salespeople

Selecting and Hiring Applicants

Motivating a Sales Force

Sales Force Compensation

Sales Force Quotas Expenses

Leadership of a Sales Force

Sales Forecasting and Developing Budgets

Sales Territories

Analysis of Sales Volume

Marketing Cost and Profitability Analysis

Evaluating a Salespersons Performance

Ethical and Legal Responsibilities of Sales Managers

Filters