Question 1

According to the text, in the sales training area, the audit examines questions such as the following except

Accepted Answer

A)  Is the training program adequate in light of objectives and resources? 
B)  Does the training program need revision? 
C)  Is there an ongoing training program for senior salespeople? 
D)  Does the training program contribute in a positive manner to the socialization, of sales trainees? 
E)  Should the training program be conducted internally or externally?

Question 2

Salespeople can lose as much as 60 percent of the skills they were taught within a few days.

Accepted Answer

A) True 
 B)False

Question 3

In the evaluation of sales training alternatives, the following criteria should be considered:

Accepted Answer

A)  the popularity of that form of training. 
B)  the reputation of the sales trainer. 
C)  the location of the training. 
D)  the intensity of the training. 
E)  the level of interest among salespeople in that form of training.

Question 4

Which of the following media can be used to train the salesforce?

Accepted Answer

A)  Internet 
B)  telephone conferencing 
C)  videoconferencing 
D)  satellite television 
E)  any or all of the above may be used

Question 5

Role playing is a good way to bolster an individual's self-confidence and improve his/her future performance.

Accepted Answer

A) True 
 B)False

Question 6

The average cost to train a new salesperson runs more than $70,000 a year.

Accepted Answer

A) True 
 B)False

Question 7

Sales training is conducted in

Accepted Answer

A)  home offices. 
B)  central training facilities. 
C)  manufacturing plants. 
D)  hotels. 
E)  any of the above.

Question 8

Microtraining involves offering bite-sized, quick and easily digestible bits of information that can be conveniently accessed and processed in three to seven minutes.

Accepted Answer

A) True 
 B)False

Question 9

Sales managers typically are not involved in selecting literature, sales aids, software, and materials for training.

Accepted Answer

A) True 
 B)False

Question 10

One catalyst for sales training concerning ethical and legal issues is product liability litigation.

Accepted Answer

A) True 
 B)False

Question 11

A salesperson involved in job rotation might work for a while as a customer service representative and then work as a distribution clerk.

Accepted Answer

A) True 
 B)False

Question 12

The sales training process includes all of the following interrelated steps except

Accepted Answer

A)  follow-up and evaluation. 
B)  designing the sales training program. 
C)  assessing sales training needs. 
D)  performing a salesforce audit. 
E)  evaluating training alternatives.

Question 13

Gamification can be used to motivate and reinforce learned information.

Accepted Answer

A) True 
 B)False

Question 14

With regards to salesforce socialization, role definition is

Accepted Answer

A)  the degree to which the salesperson has managed to prioritize tasks in a way that will ensure success. 
B)  personal satisfaction that the sales trainee feels in his or her job. 
C)  the degree to which a sales trainee feels competent and accepted as a working partner. 
D)  the degree of training that the sales trainee has received. 
E)  an understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among tasks.

Question 15

The buyer described as a "socializer" shows compassion for salespeople.

Accepted Answer

A) True 
 B)False

Question 16

More emphasis is being placed on developing trusting, enduring relationships with customers.

Accepted Answer

A) True 
 B)False

Question 17

Trainees who have been properly recruited and trained tend to be more confident on the job.

Accepted Answer

A) True 
 B)False

Question 18

A common sales training objective might be to reduce role conflict and ambiguity.

Accepted Answer

A) True 
 B)False

Question 19

The final step in the sales training process is

Accepted Answer

A)  design sales training program. 
B)  assess sales training needs. 
C)  perform sales training. 
D)  conduct follow-up and evaluation. 
E)  evaluate training alternatives.

Question 20

A good mentor represents the organization's values and norms.

Accepted Answer

A) True 
 B)False

Exam 5: Continual Development of the Salesforce:

According to the text, in the sales training area, the audit examines questions such as the following except

Salespeople can lose as much as 60 percent of the skills they were taught within a few days.

In the evaluation of sales training alternatives, the following criteria should be considered:

Which of the following media can be used to train the salesforce?

Role playing is a good way to bolster an individual's self-confidence and improve his/her future performance.

The average cost to train a new salesperson runs more than $70,000 a year.

Sales training is conducted in

Microtraining involves offering bite-sized, quick and easily digestible bits of information that can be conveniently accessed and processed in three to seven minutes.

Sales managers typically are not involved in selecting literature, sales aids, software, and materials for training.

One catalyst for sales training concerning ethical and legal issues is product liability litigation.

A salesperson involved in job rotation might work for a while as a customer service representative and then work as a distribution clerk.

The sales training process includes all of the following interrelated steps except

Gamification can be used to motivate and reinforce learned information.

With regards to salesforce socialization, role definition is

The buyer described as a "socializer" shows compassion for salespeople.

More emphasis is being placed on developing trusting, enduring relationships with customers.

Trainees who have been properly recruited and trained tend to be more confident on the job.

A common sales training objective might be to reduce role conflict and ambiguity.

The final step in the sales training process is

A good mentor represents the organization's values and norms.