Question 1

High-performing salespeople typically have significantly greater product knowledge than moderate performers.

Accepted Answer

A) True 
 B)False  False

Question 2

A sales job analysis is an investigation of the task, duties, and responsibilities of the sales job.

Accepted Answer

A) True 
 B)False  True

Question 3

Initiation to task is the degree

Accepted Answer

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

Question 4

Sales managers may spend considerable time conducting periodic training meetings and professional training conferences.

Accepted Answer

A) True 
 B)False

Question 5

Sales organizations consider decreasing the time it takes to bring new sales hires to full productivity to be one of their most important productivity goals.

Accepted Answer

A) True 
 B)False

Question 6

Today's sales manager has more alternatives for training the salesforce than the sales managers of the past.

Accepted Answer

A) True 
 B)False

Question 7

According to our text, some research indicates a negative relationship between training expenditures and the firm's share price.

Accepted Answer

A) True 
 B)False

Question 8

All of the following are methods of needs assessment except

Accepted Answer

A)  salesforce audit. 
B)  performance testing. 
C)  observation. 
D)  salesforce survey. 
E)  job description. 
A)  salesforce audit. 
B)  performance testing. 
C)  observation. 
D)  salesforce survey. 
E)  job description.

Question 9

The preferred role of sales training is to prevent problems and improve salesforce productivity on a reactive basis.

Accepted Answer

A) True 
 B)False

Question 10

Customers want salespeople who understand their business.

Accepted Answer

A) True 
 B)False

Question 11

Salespeople trained in self-management are likely to increase their short-term performance, but not their long-term performance.

Accepted Answer

A) True 
 B)False

Question 12

A ______________ is an investigation of the task, duties, and responsibilities of the sales job.

Accepted Answer

A)  customer survey 
B)  job analysis 
C)  competitor survey 
D)  performance testing 
E)  salesforce audit 
A)  customer survey 
B)  job analysis 
C)  competitor survey 
D)  performance testing 
E)  salesforce audit

Question 13

Training programs should address multicultural differences and business protocol within different subcultures and countries.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following is not one of the steps in evaluating training and development programs?

Accepted Answer

A)  Assess changes in job behavior resulting from training. 
B)  Assess participant satisfaction with training. 
C)  Determine outcomes resulting from using what was learned. 
D)  Determine principles, techniques and facts that were learned. 
E)  Determine changes needed in training. 
A)  Assess changes in job behavior resulting from training. 
B)  Assess participant satisfaction with training. 
C)  Determine outcomes resulting from using what was learned. 
D)  Determine principles, techniques and facts that were learned. 
E)  Determine changes needed in training.

Question 15

A ______________ defines expected behavior for salespeople.

Accepted Answer

A)  customer survey 
B)  job analysis 
C)  competitor survey 
D)  performance testing 
E)  salesforce audit 
A)  customer survey 
B)  job analysis 
C)  competitor survey 
D)  performance testing 
E)  salesforce audit

Question 16

Online services such as QuestionPro.com make it easy to design, deliver and analyze Web-based customer surveys.

Accepted Answer

A) True 
 B)False

Question 17

Training may take a blended approach in which a variety of methods and media are used.

Accepted Answer

A) True 
 B)False

Question 18

The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to the

Accepted Answer

A)  salesforce rating results of a customer survey. 
B)  performance test results of each salesperson. 
C)  job analysis of each sales position. 
D)  state of readiness of the salesforce. 
E)  personal observations of various salespeople recorded by sales managers. 
A)  salesforce rating results of a customer survey. 
B)  performance test results of each salesperson. 
C)  job analysis of each sales position. 
D)  state of readiness of the salesforce. 
E)  personal observations of various salespeople recorded by sales managers.

Question 19

According to the text, common mistakes made by salespeople who need training on sales techniques include all of the following except

Accepted Answer

A)  ineffective listening and questioning. 
B)  failure to build rapport and trust. 
C)  not spending enough time with old customers. 
D)  lack of sales strategies for different accounts. 
E)  failure to effectively confirm the sale. 
A)  ineffective listening and questioning. 
B)  failure to build rapport and trust. 
C)  not spending enough time with old customers. 
D)  lack of sales strategies for different accounts. 
E)  failure to effectively confirm the sale.

Question 20

Which of the following are true regarding mentoring?

Accepted Answer

A)  Salespeople with mentors have higher performance and less intent to leave than those with no mentors. 
B)  Manager mentors inside the organization are superior to peer mentors or those outside of the organization. 
C)  Mentoring tends to work best when the protégé makes clear to the mentor what he or she expects from the relationship 
D)  Mentoring tends to work best when the mentor "shows" rather than "tells" the protégé how to do something. 
E)  All of the above are true regarding mentoring. 
A)  Salespeople with mentors have higher performance and less intent to leave than those with no mentors. 
B)  Manager mentors inside the organization are superior to peer mentors or those outside of the organization. 
C)  Mentoring tends to work best when the protégé makes clear to the mentor what he or she expects from the relationship 
D)  Mentoring tends to work best when the mentor "shows" rather than "tells" the protégé how to do something. 
E)  All of the above are true regarding mentoring.

High-performing salespeople typically have significantly greater product knowledge than moderate performers.

A sales job analysis is an investigation of the task, duties, and responsibilities of the sales job.

Initiation to task is the degree

Sales managers may spend considerable time conducting periodic training meetings and professional training conferences.

Sales organizations consider decreasing the time it takes to bring new sales hires to full productivity to be one of their most important productivity goals.

Today's sales manager has more alternatives for training the salesforce than the sales managers of the past.

According to our text, some research indicates a negative relationship between training expenditures and the firm's share price.

All of the following are methods of needs assessment except

The preferred role of sales training is to prevent problems and improve salesforce productivity on a reactive basis.

Customers want salespeople who understand their business.

Salespeople trained in self-management are likely to increase their short-term performance, but not their long-term performance.

A ______________ is an investigation of the task, duties, and responsibilities of the sales job.

Training programs should address multicultural differences and business protocol within different subcultures and countries.

Which of the following is not one of the steps in evaluating training and development programs?

A ______________ defines expected behavior for salespeople.

Online services such as QuestionPro.com make it easy to design, deliver and analyze Web-based customer surveys.

Training may take a blended approach in which a variety of methods and media are used.

The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to the

According to the text, common mistakes made by salespeople who need training on sales techniques include all of the following except

Which of the following are true regarding mentoring?

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters

Exam 5: Continual Development of the Salesforce:

High-performing salespeople typically have significantly greater product knowledge than moderate performers.

A sales job analysis is an investigation of the task, duties, and responsibilities of the sales job.

Initiation to task is the degree

Sales managers may spend considerable time conducting periodic training meetings and professional training conferences.

Sales organizations consider decreasing the time it takes to bring new sales hires to full productivity to be one of their most important productivity goals.

Today's sales manager has more alternatives for training the salesforce than the sales managers of the past.

According to our text, some research indicates a negative relationship between training expenditures and the firm's share price.

All of the following are methods of needs assessment except

The preferred role of sales training is to prevent problems and improve salesforce productivity on a reactive basis.

Customers want salespeople who understand their business.

Salespeople trained in self-management are likely to increase their short-term performance, but not their long-term performance.

A ______________ is an investigation of the task, duties, and responsibilities of the sales job.

Training programs should address multicultural differences and business protocol within different subcultures and countries.

Which of the following is not one of the steps in evaluating training and development programs?

A ______________ defines expected behavior for salespeople.

Online services such as QuestionPro.com make it easy to design, deliver and analyze Web-based customer surveys.

Training may take a blended approach in which a variety of methods and media are used.

The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to the

According to the text, common mistakes made by salespeople who need training on sales techniques include all of the following except

Which of the following are true regarding mentoring?

Overview of Personal Selling

Organizational Strategies and the Sales Function

Sales Organization Structure and Salesforce Deployment

Acquiring Sales Talent: Recruitment and Selection

Sales Leadership, Management, and Supervision

Motivation and Reward System Management

Evaluating the Effectiveness of the Organization

Evaluating the Performance of Salespeople

Developing Forecasts

Filters