Question 1

Sales training inhibits customer relationships.

Accepted Answer

A) True 
 B)False

Question 2

Harriet is analyzing the needs of her sales force. She will likely look for information from or through all of the following EXCEPT:

Accepted Answer

A)  Job analysis 
B)  Job descriptions 
C)  Training budgets 
D)  Customers 
E)  Sales managers

Question 3

What is the most frequently used method of measuring sales training effectiveness?

Accepted Answer

The answer of What is the most frequently used method...

Question 4

Companies have found that use of computers by salespeople results in:

Accepted Answer

A)  Greater computer adaptations 
B)  More time for face-to-face communication 
C)  Technical solutions to sales problems 
D)  Increased sales force satisfaction 
E)  Alternative product knowledge demonstration

Question 5

The use of outside sources to develop and implement a training program is encouraged only if:

Accepted Answer

A)  They have the best reviews in the industry 
B)  They meet the objectives of the company 
C)  They change the attitudes of the members of the sales force 
D)  They entertain as well as train 
E)  None of the above

Question 6

Lonnie is a newly trained salesperson for a company that manufactures customized display shelf and storage units for retail stores. Lonnie was proud of the number of sales he made during his first months of selling. Today he received a call from his sales manager who was highly critical of Lonnie's recent sales. It seems that Lonnie was offering potential customers a 10 percent discount if they would make an immediate purchase. Lonnie's company has a policy of not offering a discount of any kind

Accepted Answer

A)  Product knowledge 
B)  Competitive information 
C)  Company orientation 
D)  Time and territory management 
E)  Legal/ethical issues

Question 7

A company that wanted to determine if salespeople who participated in sales training exercises had learned the skills being taught could use before-and-after tests.

Accepted Answer

A) True 
 B)False

Question 8

When developing a sales training program, sales managers must consider:

Accepted Answer

A)  Who should be trained 
B)  Whether the training should be on-the-job or formal 
C)  What should be the primary emphasis in the training program 
D)  What should be the primary emphasis in the training program. 
E)  All of the above

Question 9

Online training can be very effective in delivering certain kinds of information and will likely eliminate the need for one-on-one training.

Accepted Answer

A) True 
 B)False

Question 10

Sales training used by larger companies for new recruits is very similar among companies.

Accepted Answer

A) True 
 B)False

Question 11

Another name for on-the-job training is:

Accepted Answer

A)  Videoconferencing 
B)  Internet classroom method 
C)  Case studies 
D)  Role-playing 
E)  Learning by doing

Question 12

Other than requiring sales trainees to learn about company policies, what other approach can companies take to ensure their salespeople understand how the company operates?

Accepted Answer

The answer of Other than requiring sales trainees to learn...

Question 13

A company that invested $12,000 in training its salespeople to become problem-solvers for its customers could use which of the following methods to see if the participants supported the company's new relationship marketing objective?

Accepted Answer

A)  Critical incident techniques 
B)  Cost-benefit analyses 
C)  Before-and-after tests 
D)  Time-series analyses 
E)  Any or all of the above

Question 14

Sales training on ethical and legal issues will most likely:

Accepted Answer

A)  Improve sales performance 
B)  Reduce company turnover 
C)  Improve customer knowledge 
D)  Reduce legal costs 
E)  All of the above

Question 15

Noncontrollable environmental variables often make it easy to identify and measure the benefits accrued from sales training.

Accepted Answer

A) True 
 B)False

Question 16

The 80-20 ratio is related to which sales training topic?

Accepted Answer

A)  Market/industry orientation 
B)  Company orientation 
C)  Territory management 
D)  Product knowledge 
E)  Legal/ethical issues

Question 17

What is the relationship between sales training costs and increased profits?

Accepted Answer

The answer of What is the relationship between sales training...

Question 18

The growth of _____ is used to explain the recent surge of interest in sales training evaluation.

Accepted Answer

A)  Downsizing 
B)  Decentralization 
C)  Total quality management 
D)  Strategic partnering 
E)  Relationship marketing

Question 19

Although role-playing where a sales trainee performs and is critiqued in front of others can be harsh, it's more effective than critiquing in private.

Accepted Answer

A) True 
 B)False

Question 20

Richard is fearful of ________________ because his supervisor has a tendency to be quite harsh in her criticisms of his selling skills.

Accepted Answer

A)  Electronic training methods 
B)  Classroom training 
C)  Role-playing 
D)  On-the-job training 
E)  Videoconferencing

Exam 10: Sales Training: Objectives, Techniques, and Evaluation

Sales training inhibits customer relationships.

Harriet is analyzing the needs of her sales force. She will likely look for information from or through all of the following EXCEPT:

What is the most frequently used method of measuring sales training effectiveness?

Companies have found that use of computers by salespeople results in:

The use of outside sources to develop and implement a training program is encouraged only if:

A company that wanted to determine if salespeople who participated in sales training exercises had learned the skills being taught could use before-and-after tests.

When developing a sales training program, sales managers must consider:

Online training can be very effective in delivering certain kinds of information and will likely eliminate the need for one-on-one training.

Sales training used by larger companies for new recruits is very similar among companies.

Another name for on-the-job training is:

Other than requiring sales trainees to learn about company policies, what other approach can companies take to ensure their salespeople understand how the company operates?

A company that invested $12,000 in training its salespeople to become problem-solvers for its customers could use which of the following methods to see if the participants supported the company's new relationship marketing objective?

Sales training on ethical and legal issues will most likely:

Noncontrollable environmental variables often make it easy to identify and measure the benefits accrued from sales training.

The 80-20 ratio is related to which sales training topic?

What is the relationship between sales training costs and increased profits?

The growth of _____ is used to explain the recent surge of interest in sales training evaluation.

Although role-playing where a sales trainee performs and is critiqued in front of others can be harsh, it's more effective than critiquing in private.

Richard is fearful of ________________ because his supervisor has a tendency to be quite harsh in her criticisms of his selling skills.