Question 1

Who should lead the sales training,when,where,what and how are all part of a process called:

Accepted Answer

A)  Program design.
B)  Training personnel.
C)  Decentralized training.
D)  AKA (attitude,knowledge and application) design.
E)  Presentation methodology. A

Question 2

Experienced salespeople - either in our firm or recently hired from a competitor - need some training because:

Accepted Answer

A)  Our sales and marketing goals may change over a period of time.
B)  We develop new products that need explanation.
C)  Our policies may be different from those of our competitors,or our own people may have picked up some bad habits.
D)  All of these are reasons why experienced reps may need some training.
E)  Only two of A-B-C are correct. D

Question 3

Approximately thirty percent of businesses do not provide any sales training.

Accepted Answer

A) True 
 B)False  True

Question 4

Round tables are good for continual training meetings.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following groups of salespeople should be excluded from sales training?

Accepted Answer

A)  Experienced sales representatives hired from our competitors.
B)  Successful salespeople who have been with our firm for several years.
C)  Newly-hired recent college graduates.
D)  Newly-hired representatives who had successful experience selling products related to ours.
E)  None of these should be excluded.That is,they all need training.

Question 6

Decentralized training programs conducted by branch managers are advantageous because:

Accepted Answer

A)  Branch managers usually are skilled trainers.
B)  Salespeople get to know their fellow reps quite well.
C)  Salespeople can get away from home.
D)  Branch managers have more time for training than do home-office executives.
E)  These programs usually are less expensive than centralized programs.

Question 7

To insure training effectiveness manager should ask:

Accepted Answer

A)  Are the results of the training measurable?
B)  Is the training reinforced?
C)  Are the salespeople empowered to leverage what they learn?
D)  Does the training reflect customer needs?
E)  All of these.

Question 8

Which of the following is not one of the phases of developing and conducting a successful training program?

Accepted Answer

A)  Training assessment.
B)  Program design.
C)  Reinforcement.
D)  Selecting applicants.
E)  All of these are phases.

Question 9

Which of the following are topics that are often covered in sales training programs?

Accepted Answer

A)  Business principles.
B)  Relationship building skills.
C)  Team selling skills.
D)  Computer assisted selling skills.
E)  All of these.

Question 10

The amount of training needed for each sales rep depends on the training objectives.Which of the following stated objectives best matches the allotted time for sales training?

Accepted Answer

A)  Improving the sales reps' customer orientation: half day.
B)  Basic selling skills to new recruits: one year or more.
C)  New product/service features and benefits: three months.
D)  New promotional programs: half day.
E)  Training programs for new hires: three to four days.

Question 11

Companies whose sales plan requires repeated calls on the same customers usually use delayed training.

Accepted Answer

A) True 
 B)False

Question 12

Student participation is the most effective method for teaching salesmanship.

Accepted Answer

A) True 
 B)False

Question 13

Role playing should be the main means for teaching sales techniques.

Accepted Answer

A) True 
 B)False

Question 14

In a sales training program,the purpose of a difficulty analysis is to:

Accepted Answer

A)  Take the place of a job description.
B)  Explain to the trainees how tough the job of selling is.
C)  Determine what difficulties are likely to be encountered in the field.
D)  Evaluate the trainees' progress in the program.
E)  Help the new reps adjust to their new surroundings.

Question 15

Which of the following is a meta 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 meta KSAs.

Question 16

Sales training covers topics such as business management,teamwork,and skills for building relationships.All of the following provide the reasons for this except:

Accepted Answer

A)  Customers are demanding much more from their suppliers in terms of quality and service.
B)  Many firms are reducing the number of their suppliers thus developing stronger ties with those vendors they elect to work with.
C)  Sales reps who sell products and/or services need to learn how to avoid customers over-reaching demands and problems.
D)  Many firms have adopted team selling strategies to respond to an increase in customer's expectations.
E)  Sales organization must be consistent with the firm's marketing objective.

Question 17

Sales training programs which include needs analyses are able to utilize the analysis to identify weaknesses in selling skills and design alternative sales methods to eliminate these weaknesses.

Accepted Answer

A) True 
 B)False

Question 18

Regarding the use of an outside training pecialist,one should:

Accepted Answer

A)  Only use an outside training specialist if the firm cannot do the training internally.
B)  Not use these programs because they are much more expensive than developing an internal program.
C)  Realize that these training programs are not customized to your firm's situation.
D)  Preview or audit the program before purchasing it.
E)  Set general guidelines and let the outside firm develop the specific objectives.

Question 19

The ultimate test of whether the benefits of training outweigh the costs include:

Accepted Answer

A)  Verbal reactions about the worthiness of the training sessions from those who participated.
B)  Increased sales and profitability,better close ratios,and the number of new accounts opened.
C)  A "before" and "after" training test.
D)  An assessment of substantive behavior change.
E)  All of these.

Question 20

An advantage of a centralized sales training program is that usually:

Accepted Answer

A)  Highly capable training personnel are more likely to be available than in decentralized programs.
B)  It is less expensive than decentralized programs.
C)  There are fewer administrative problems as compared with branch office programs.
D)  Branch managers are better trainers than home office personnel.
E)  None of these are correct.

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

Who should lead the sales training,when,where,what and how are all part of a process called:

Experienced salespeople - either in our firm or recently hired from a competitor - need some training because:

Approximately thirty percent of businesses do not provide any sales training.

Round tables are good for continual training meetings.

Which of the following groups of salespeople should be excluded from sales training?

Decentralized training programs conducted by branch managers are advantageous because:

To insure training effectiveness manager should ask:

Which of the following is not one of the phases of developing and conducting a successful training program?

Which of the following are topics that are often covered in sales training programs?

The amount of training needed for each sales rep depends on the training objectives.Which of the following stated objectives best matches the allotted time for sales training?

Companies whose sales plan requires repeated calls on the same customers usually use delayed training.

Student participation is the most effective method for teaching salesmanship.

Role playing should be the main means for teaching sales techniques.

In a sales training program,the purpose of a difficulty analysis is to:

Which of the following is a meta KSA (knowledge,skill,ability) ?

Sales training covers topics such as business management,teamwork,and skills for building relationships.All of the following provide the reasons for this except:

Sales training programs which include needs analyses are able to utilize the analysis to identify weaknesses in selling skills and design alternative sales methods to eliminate these weaknesses.

Regarding the use of an outside training pecialist,one should:

The ultimate test of whether the benefits of training outweigh the costs include:

An advantage of a centralized sales training program is that usually: