Question 1

Regarding the use of company staff trainers to conduct a sales training program:

Accepted Answer

A) These trainers should be in the personnel department. 
B) They will not be used if management prefers to have line executives do the actual training. 
C) This gives management a chance to hire a specialist who is an excellent teacher,and who can devote much time to planning and operating the program. 
D) Those trainers have line authority over the sales force. 
E) None of these are correct. 
A) These trainers should be in the personnel department. 
B) They will not be used if management prefers to have line executives do the actual training. 
C) This gives management a chance to hire a specialist who is an excellent teacher,and who can devote much time to planning and operating the program. 
D) Those trainers have line authority over the sales force. 
E) None of these are correct.

Question 2

A limitation of decentralized sales training is that:

Accepted Answer

A) It usually costs more than centralized programs. 
B) The local trainer (the branch manager,for example)may not have the ability to do the job properly. 
C) A trainee is more removed from his work environment than in a centralized program. 
D) Management cannot give on-the-job training. 
E) Management cannot control these programs. 
A) It usually costs more than centralized programs. 
B) The local trainer (the branch manager,for example)may not have the ability to do the job properly. 
C) A trainee is more removed from his work environment than in a centralized program. 
D) Management cannot give on-the-job training. 
E) Management cannot control these programs.

Question 3

Regarding the use of role playing as a sales training technique:

Accepted Answer

A) This is a poor technique to use with new trainees in the initial training program. 
B) An important phase of this technique is how you handle the criticizing of the trainee's role-playing effort. 
C) Role playing is good for telling a trainee what to do,but it is of very little value in showing a trainee how to do it. 
D) The technique should be used once with each trainee,but it should not be repeated. 
E) To avoid embarrassment,there should be no observers present when this technique is used. 
A) This is a poor technique to use with new trainees in the initial training program. 
B) An important phase of this technique is how you handle the criticizing of the trainee's role-playing effort. 
C) Role playing is good for telling a trainee what to do,but it is of very little value in showing a trainee how to do it. 
D) The technique should be used once with each trainee,but it should not be repeated. 
E) To avoid embarrassment,there should be no observers present when this technique is used.

Question 4

Product training for sales reps should be done:

Accepted Answer

A) Only during the induction training program. 
B) In the home office. 
C) Mainly by lecture and case analysis teaching methods. 
D) As the first step in a training program. 
E) On a continuing basis. 
A) Only during the induction training program. 
B) In the home office. 
C) Mainly by lecture and case analysis teaching methods. 
D) As the first step in a training program. 
E) On a continuing basis.

Question 5

A benefit of a good sales training program is likely to be:

Accepted Answer

A) Increased efficiency in controlling sales force activities. 
B) Improved morale in the sales force. 
C) Lowered rate of turnover among sales representatives. 
D) All of these. 
E) Only two of A-B-C. 
A) Increased efficiency in controlling sales force activities. 
B) Improved morale in the sales force. 
C) Lowered rate of turnover among sales representatives. 
D) All of these. 
E) Only two of A-B-C.

Question 6

Probably the most effective method for teaching product knowledge in a sales training program is:

Accepted Answer

A) Lecture method. 
B) On-the-job training. 
C) Role playing. 
D) Case method. 
E) Demonstrations. 
A) Lecture method. 
B) On-the-job training. 
C) Role playing. 
D) Case method. 
E) Demonstrations.

Regarding the use of company staff trainers to conduct a sales training program:

A limitation of decentralized sales training is that:

Regarding the use of role playing as a sales training technique:

Product training for sales reps should be done:

A benefit of a good sales training program is likely to be:

Probably the most effective method for teaching product knowledge in a sales training program is:

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 use of company staff trainers to conduct a sales training program:

A limitation of decentralized sales training is that:

Regarding the use of role playing as a sales training technique:

Product training for sales reps should be done:

A benefit of a good sales training program is likely to be:

Probably the most effective method for teaching product knowledge in a sales training program is:

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