Question 1

Which of the following are true?

Accepted Answer

A) Standardized training is more appropriate for inexperienced reps than for experienced reps. 
B) Standardized training is more appropriate for experienced reps than for inexperienced reps. 
C) Standardized training is the recommended structure for both experienced and inexperienced reps. 
D) Training for experienced for reps should generally be customized. 
E) Both A and D are true. 
A) Standardized training is more appropriate for inexperienced reps than for experienced reps. 
B) Standardized training is more appropriate for experienced reps than for inexperienced reps. 
C) Standardized training is the recommended structure for both experienced and inexperienced reps. 
D) Training for experienced for reps should generally be customized. 
E) Both A and D are true.

Question 2

With regard to who provides training:

Accepted Answer

A) Most companies rely strictly on sales managers to provide training. 
B) Most managers rely on top salespeople to help train other reps. 
C) Most large companies rely primarily on outside training specialists for training salespeople. 
D) HR provides the majority of the training in most companies. 
E) Sales managers are usually paid specifically for each salesperson they successfully train. 
A) Most companies rely strictly on sales managers to provide training. 
B) Most managers rely on top salespeople to help train other reps. 
C) Most large companies rely primarily on outside training specialists for training salespeople. 
D) HR provides the majority of the training in most companies. 
E) Sales managers are usually paid specifically for each salesperson they successfully train.

Question 3

Which of the following is least likely to be an objective of a sales training program?

Accepted Answer

A) Reduce the rate of job turnover on the sales force. 
B) Teach the sales representatives how to prepare a job description. 
C) Improve customer relations. 
D) Reduce selling costs as a percentage of sales. 
E) Help the representatives to make better use of their time. 
A) Reduce the rate of job turnover on the sales force. 
B) Teach the sales representatives how to prepare a job description. 
C) Improve customer relations. 
D) Reduce selling costs as a percentage of sales. 
E) Help the representatives to make better use of their time.

Question 4

Web-based training:

Accepted Answer

A) Saves money,but generally takes longer to accomplish training objectives. 
B) Focuses on teaching more advanced selling skills. 
C) Is often used in conjunction with face-to-face training. 
D) Is expected to grow steadily,but slowly over the next few years. 
E) None of these. 
A) Saves money,but generally takes longer to accomplish training objectives. 
B) Focuses on teaching more advanced selling skills. 
C) Is often used in conjunction with face-to-face training. 
D) Is expected to grow steadily,but slowly over the next few years. 
E) None of these.

Question 5

One result that can be expected from a good training program is a lower turnover rate among the sales force.

Accepted Answer

A) True 
 B)False

Question 6

While the lecture method is the easiest,cheapest,and quickest way to present a body of knowledge,it is also likely to be the least effective.

Accepted Answer

A) True 
 B)False

Question 7

Training techniques used to present materials for training programs include:

Accepted Answer

A) Lectures and discussions. 
B) Role playing,demonstrations,and on-the-job training. 
C) Audio cassettes and video enhanced programs. 
D) Interactive video technology and business TV. 
E) All of these. 
A) Lectures and discussions. 
B) Role playing,demonstrations,and on-the-job training. 
C) Audio cassettes and video enhanced programs. 
D) Interactive video technology and business TV. 
E) All of these.

Question 8

Which of the following is one of the three main reasons why many sales training programs are not very effective.

Accepted Answer

A) The inability of trainers to connect theoretical concepts to the real challenges in the field. 
B) A lack of reinforcement leads to minimal behavioral change. 
C) Training sessions are viewed by many reps as time off. 
D) Managers don't use the proper training methods. 
E) None of these the main reasons why training programs are not very effective. 
A) The inability of trainers to connect theoretical concepts to the real challenges in the field. 
B) A lack of reinforcement leads to minimal behavioral change. 
C) Training sessions are viewed by many reps as time off. 
D) Managers don't use the proper training methods. 
E) None of these the main reasons why training programs are not very effective.

Question 9

A weakness in centralized sales training programs is that:

Accepted Answer

A) A company cannot make effective use of outside training. 
B) There is not a good an opportunity to meet the top executives as there is in branch office programs. 
C) Management is more limited in the time that can be devoted to training,as compared with branch programs. 
D) There is less opportunity to meet other salespeople than is true in decentralized programs. 
E) Management is likely to rely too much on "on-the-job" type of training. 
A) A company cannot make effective use of outside training. 
B) There is not a good an opportunity to meet the top executives as there is in branch office programs. 
C) Management is more limited in the time that can be devoted to training,as compared with branch programs. 
D) There is less opportunity to meet other salespeople than is true in decentralized programs. 
E) Management is likely to rely too much on "on-the-job" type of training.

Question 10

In order to determine the training a sales force needs,it will be necessary to do some field investigation.

Accepted Answer

A) True 
 B)False

Question 11

In which of the following situations is the case method likely to be the best teaching techniques?

Accepted Answer

A) Developing a salesperson's ability to analyze problems and make decisions. 
B) Developing a salesperson's ability to meet objections in a sales presentation. 
C) Teaching product knowledge. 
D) Describing the company's history. 
E) Giving canned sales presentations. 
A) Developing a salesperson's ability to analyze problems and make decisions. 
B) Developing a salesperson's ability to meet objections in a sales presentation. 
C) Teaching product knowledge. 
D) Describing the company's history. 
E) Giving canned sales presentations.

Question 12

All of the following teaching methods are used in sales training programs,except:

Accepted Answer

A) Lectures. 
B) Demonstrations. 
C) Role playing. 
D) Trainees do the supervision. 
E) Case discussions. 
A) Lectures. 
B) Demonstrations. 
C) Role playing. 
D) Trainees do the supervision. 
E) Case discussions.

Question 13

Regarding sales manager's need for training:

Accepted Answer

A) Sales manager candidates need training to do their jobs 
B) Almost all companies provide training for their new sales managers 
C) Generally,companies that provide excellent training for salespeople provide similar training for their sales managers. 
D) Most sales managers have already had all the training they need when they become managers. 
A) Sales manager candidates need training to do their jobs 
B) Almost all companies provide training for their new sales managers 
C) Generally,companies that provide excellent training for salespeople provide similar training for their sales managers. 
D) Most sales managers have already had all the training they need when they become managers.

Question 14

If a company's salespeople are ranked based on performance from the top performers down,which group which achieve the greatest return per dollar invested in sales training?

Accepted Answer

A) Top third of the salespeople. 
B) Middle third of the salespeople. 
C) Bottom third of salespeople. 
D) There are no differences in what each group will return. 
E) The top half of the salespeople. 
A) Top third of the salespeople. 
B) Middle third of the salespeople. 
C) Bottom third of salespeople. 
D) There are no differences in what each group will return. 
E) The top half of the salespeople.

Question 15

Relationship building skills are often an important aspect of sales training.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is a growth-related KSA (knowledge,skill,ability)?

Accepted Answer

A) Coping strategies. 
B) Team-selling skills. 
C) Territory management skills. 
D) Learning orientation skills 
E) None of these are growth related KSAs. 
A) Coping strategies. 
B) Team-selling skills. 
C) Territory management skills. 
D) Learning orientation skills 
E) None of these are growth related KSAs.

Question 17

Training may lead to greater effort.

Accepted Answer

A) True 
 B)False

Question 18

An advantage of using line sales executives to do the sales training is that they usually:

Accepted Answer

A) Have much practical experience from which to draw. 
B) Have more time to devote to training than other executives do. 
C) Are excellent teachers. 
D) Are better at developing the theory,rather than the practice,selling. 
E) None of these. 
A) Have much practical experience from which to draw. 
B) Have more time to devote to training than other executives do. 
C) Are excellent teachers. 
D) Are better at developing the theory,rather than the practice,selling. 
E) None of these.

Question 19

Training for experienced reps should generally be standardized.

Accepted Answer

A) True 
 B)False

Question 20

Regarding the relation between sales training and strategic planning:

Accepted Answer

A) Sales training is related to strategic planning,but not to the implementation of these plans. 
B) Sales training objectives should be consistent with the company's marketing goals. 
C) Changes in the sales organizational structure do not affect the sales training program. 
D) All of these are correct. 
E) Only two of A-B-C are correct. 
A) Sales training is related to strategic planning,but not to the implementation of these plans. 
B) Sales training objectives should be consistent with the company's marketing goals. 
C) Changes in the sales organizational structure do not affect the sales training program. 
D) All of these are correct. 
E) Only two of A-B-C are correct.

Which of the following are true?

With regard to who provides training:

Which of the following is least likely to be an objective of a sales training program?

Web-based training:

One result that can be expected from a good training program is a lower turnover rate among the sales force.

While the lecture method is the easiest,cheapest,and quickest way to present a body of knowledge,it is also likely to be the least effective.

Training techniques used to present materials for training programs include:

Which of the following is one of the three main reasons why many sales training programs are not very effective.

A weakness in centralized sales training programs is that:

In order to determine the training a sales force needs,it will be necessary to do some field investigation.

In which of the following situations is the case method likely to be the best teaching techniques?

All of the following teaching methods are used in sales training programs,except:

Regarding sales manager's need for training:

If a company's salespeople are ranked based on performance from the top performers down,which group which achieve the greatest return per dollar invested in sales training?

Relationship building skills are often an important aspect of sales training.

Which of the following is a growth-related KSA (knowledge,skill,ability)?

Training may lead to greater effort.

An advantage of using line sales executives to do the sales training is that they usually:

Training for experienced reps should generally be standardized.

Regarding the relation between sales training and strategic planning:

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

Which of the following are true?

With regard to who provides training:

Which of the following is least likely to be an objective of a sales training program?

Web-based training:

One result that can be expected from a good training program is a lower turnover rate among the sales force.

While the lecture method is the easiest,cheapest,and quickest way to present a body of knowledge,it is also likely to be the least effective.

Training techniques used to present materials for training programs include:

Which of the following is one of the three main reasons why many sales training programs are not very effective.

A weakness in centralized sales training programs is that:

In order to determine the training a sales force needs,it will be necessary to do some field investigation.

In which of the following situations is the case method likely to be the best teaching techniques?

All of the following teaching methods are used in sales training programs,except:

Regarding sales manager's need for training:

If a company's salespeople are ranked based on performance from the top performers down,which group which achieve the greatest return per dollar invested in sales training?

Relationship building skills are often an important aspect of sales training.

Which of the following is a growth-related KSA (knowledge,skill,ability)?

Training may lead to greater effort.

An advantage of using line sales executives to do the sales training is that they usually:

Training for experienced reps should generally be standardized.

Regarding the relation between sales training and strategic planning:

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