Question 1

One of your first tasks as the new sales manager is to design a sales training program for the sales force. A complete training needs analysis includes all of the following except:

Accepted Answer

A)  management observation of salespeople 
B)  review of the firm's strategic objectives 
C)  customer input into areas of needed training 
D)  salesperson performance records 
E)  a review of the state of the art in training facilities 
A)  management observation of salespeople 
B)  review of the firm's strategic objectives 
C)  customer input into areas of needed training 
D)  salesperson performance records 
E)  a review of the state of the art in training facilities

Question 2

You would like to develop an Internet-based training program in order to cut down the time spent in traditional classroom training every year. You realize it is expensive to develop, so it needs to be effective. Which is the correct statement regarding the effectiveness of sales Internet training?

Accepted Answer

A)  On-line courses offer a great way to deliver content in a distraction-free environment. 
B)  E-learning web sites are useful for teaching advanced sales skills. 
C)  Virtually all sales training can be successfully conducted on the Internet. 
D)  On-line delivery of product information is a very effective way to deliver timely content to a geographically diverse sales force. 
E)  All of the above are correct statements. 
A)  On-line courses offer a great way to deliver content in a distraction-free environment. 
B)  E-learning web sites are useful for teaching advanced sales skills. 
C)  Virtually all sales training can be successfully conducted on the Internet. 
D)  On-line delivery of product information is a very effective way to deliver timely content to a geographically diverse sales force. 
E)  All of the above are correct statements.

Question 3

Which of the following is the most effective method for determining whether your sales training program affected sales force behaviors?

Accepted Answer

A)  Conduct a study of the salespeople to determine satisfaction levels of the training content. 
B)  Have the salespeople take a test to determine retention rates of the topics covered. 
C)  Have the salespeople take a skills-based test to determine retention of the selling skills that were covered. 
D)  Observe salespeople in front of customers. All of the above are effect for determining whether the training affected behaviors. 
A)  Conduct a study of the salespeople to determine satisfaction levels of the training content. 
B)  Have the salespeople take a test to determine retention rates of the topics covered. 
C)  Have the salespeople take a skills-based test to determine retention of the selling skills that were covered. 
D)  Observe salespeople in front of customers. All of the above are effect for determining whether the training affected behaviors.

Question 4

As a veteran sales manager you recognize that one problem with using sales as a performance measure for evaluating a training program is that sales may change as a result of factors outside of salespeople's control. One method of evaluating sales training that may potentially overcome this problem is to:

Accepted Answer

A)  compare the results of people who have gone through a training program with those of people who have not but who are in otherwise similar situations. 
B)  compare the results of high and low performing salespeople to see if anything has changed. 
C)  compare the before and after results of just high performers, because these are the people who will provide the best evaluation indicator. 
D)  compare the before and after results of just low performers, because these are the people who will provide the best evaluation indicator. 
E)  none of the above. 
A)  compare the results of people who have gone through a training program with those of people who have not but who are in otherwise similar situations. 
B)  compare the results of high and low performing salespeople to see if anything has changed. 
C)  compare the before and after results of just high performers, because these are the people who will provide the best evaluation indicator. 
D)  compare the before and after results of just low performers, because these are the people who will provide the best evaluation indicator. 
E)  none of the above.

Question 5

Training salespeople seldom reduces turnover or role ambiguity.

Accepted Answer

A) True 
 B)False

Question 6

Observing salespeople and comparing the actions of the superstars with the lower performing salespeople is especially useful in assessing sales training needs.

Accepted Answer

A) True 
 B)False

Question 7

Time management is not a critical factor in managing the sales force.

Accepted Answer

A) True 
 B)False

Question 8

Most new salesperson training time is devoted to improving the salesperson's selling techniques.

Accepted Answer

A) True 
 B)False

Question 9

On-the-job training refers to:

Accepted Answer

A)  working with the union. 
B)  traveling with an experienced salesperson on visits to regular customers. 
C)  having two jobs at once. 
D)  receiving workman's compensation. 
E)  none of the above. 
A)  working with the union. 
B)  traveling with an experienced salesperson on visits to regular customers. 
C)  having two jobs at once. 
D)  receiving workman's compensation. 
E)  none of the above.

Question 10

As the branch sales manager for a medium sized manufacturing firm you are solely responsible for the sales training for your 10 salespeople. When developing a training program, you would be responsible for all of the following training issues except:

Accepted Answer

A)  where to train. 
B)  who should train. 
C)  what methods to use. 
D)  when to retrain. 
E)  none of the above -- all are involved in the training program. 
A)  where to train. 
B)  who should train. 
C)  what methods to use. 
D)  when to retrain. 
E)  none of the above -- all are involved in the training program.

Question 11

The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program.

Accepted Answer

A) True 
 B)False

Question 12

As the sales manager of a Fortune 500 branch office, you understand there are different outcomes for different sales training programs. However, you know that the ultimate objective of any training program is to:

Accepted Answer

A)  build enthusiasm and confidence. 
B)  reduce turnover. 
C)  increase sales and profits of the firm. 
D)  teach salespeople how to manage their time. 
E)  improve selling skills of sales representatives. 
A)  build enthusiasm and confidence. 
B)  reduce turnover. 
C)  increase sales and profits of the firm. 
D)  teach salespeople how to manage their time. 
E)  improve selling skills of sales representatives.

Question 13

According to your text, which of the following is often cited as one of the major reasons why sales training fails to produce meaningful results?

Accepted Answer

A)  Lack of top management commitment. 
B)  The attitudes toward training of some of the salespeople. 
C)  The inability to connect with salespeople by sales trainers. 
D)  The costs are always so exorbitant that training never pays for itself in the long run. 
E)  All of the above are reasons cited in the text. 
A)  Lack of top management commitment. 
B)  The attitudes toward training of some of the salespeople. 
C)  The inability to connect with salespeople by sales trainers. 
D)  The costs are always so exorbitant that training never pays for itself in the long run. 
E)  All of the above are reasons cited in the text.

Question 14

The first step in planning for sales training involves assessing sales training needs.

Accepted Answer

A) True 
 B)False

Question 15

Line executives may not be as popular as staff specialists as sales trainers because they are less likely to take the time to do a good job with training.

Accepted Answer

A) True 
 B)False

Question 16

You have just been promoted to sales manager at your sales consulting firm. One of your first tasks is to re-design the sales training program. You realize that a well-designed sales training program typically begins with:

Accepted Answer

A)  determining the training objectives 
B)  an analysis of what the sales force needs 
C)  the development of a job description for the sales position 
D)  the development of an evaluation system that will provide feedback on the effectiveness of each step of the training process 
E)  establishing a control group that will not undergo training 
A)  determining the training objectives 
B)  an analysis of what the sales force needs 
C)  the development of a job description for the sales position 
D)  the development of an evaluation system that will provide feedback on the effectiveness of each step of the training process 
E)  establishing a control group that will not undergo training

Question 17

According to the text, Xerox uses which of the following types of sales training programs?

Accepted Answer

A)  decentralized 
B)  centralized 
C)  no training program 
D)  a mix of decentralized and centralized training 
E)  none of the above 
A)  decentralized 
B)  centralized 
C)  no training program 
D)  a mix of decentralized and centralized training 
E)  none of the above

Question 18

The five major subjects included in training most often include product knowledge, market orientation, company orientation, teamwork and selling techniques.

Accepted Answer

A) True 
 B)False

Question 19

A sales manager who is responsible for developing and implementing a sales training program should conduct a number of steps in sequence. According to the text, which of the following activities would you complete first in developing a new training program?

Accepted Answer

A)  determine the content of the sales training program. 
B)  determine the training methods to be used. 
C)  evaluate the content of the sales training program. 
D)  assess training needs of the sales force. 
E)  determine were to conduct the training program. 
A)  determine the content of the sales training program. 
B)  determine the training methods to be used. 
C)  evaluate the content of the sales training program. 
D)  assess training needs of the sales force. 
E)  determine were to conduct the training program.

Question 20

Centralized training is relatively inexpensive.

Accepted Answer

A) True 
 B)False

One of your first tasks as the new sales manager is to design a sales training program for the sales force. A complete training needs analysis includes all of the following except:

You would like to develop an Internet-based training program in order to cut down the time spent in traditional classroom training every year. You realize it is expensive to develop, so it needs to be effective. Which is the correct statement regarding the effectiveness of sales Internet training?

Which of the following is the most effective method for determining whether your sales training program affected sales force behaviors?

Training salespeople seldom reduces turnover or role ambiguity.

Observing salespeople and comparing the actions of the superstars with the lower performing salespeople is especially useful in assessing sales training needs.

Time management is not a critical factor in managing the sales force.

Most new salesperson training time is devoted to improving the salesperson's selling techniques.

On-the-job training refers to:

As the branch sales manager for a medium sized manufacturing firm you are solely responsible for the sales training for your 10 salespeople. When developing a training program, you would be responsible for all of the following training issues except:

The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program.

As the sales manager of a Fortune 500 branch office, you understand there are different outcomes for different sales training programs. However, you know that the ultimate objective of any training program is to:

According to your text, which of the following is often cited as one of the major reasons why sales training fails to produce meaningful results?

The first step in planning for sales training involves assessing sales training needs.

Line executives may not be as popular as staff specialists as sales trainers because they are less likely to take the time to do a good job with training.

You have just been promoted to sales manager at your sales consulting firm. One of your first tasks is to re-design the sales training program. You realize that a well-designed sales training program typically begins with:

According to the text, Xerox uses which of the following types of sales training programs?

The five major subjects included in training most often include product knowledge, market orientation, company orientation, teamwork and selling techniques.

A sales manager who is responsible for developing and implementing a sales training program should conduct a number of steps in sequence. According to the text, which of the following activities would you complete first in developing a new training program?

Centralized training is relatively inexpensive.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters

Exam 8: Training

One of your first tasks as the new sales manager is to design a sales training program for the sales force. A complete training needs analysis includes all of the following except:

You would like to develop an Internet-based training program in order to cut down the time spent in traditional classroom training every year. You realize it is expensive to develop, so it needs to be effective. Which is the correct statement regarding the effectiveness of sales Internet training?

Which of the following is the most effective method for determining whether your sales training program affected sales force behaviors?

Training salespeople seldom reduces turnover or role ambiguity.

Observing salespeople and comparing the actions of the superstars with the lower performing salespeople is especially useful in assessing sales training needs.

Time management is not a critical factor in managing the sales force.

Most new salesperson training time is devoted to improving the salesperson's selling techniques.

On-the-job training refers to:

As the branch sales manager for a medium sized manufacturing firm you are solely responsible for the sales training for your 10 salespeople. When developing a training program, you would be responsible for all of the following training issues except:

The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program.

As the sales manager of a Fortune 500 branch office, you understand there are different outcomes for different sales training programs. However, you know that the ultimate objective of any training program is to:

According to your text, which of the following is often cited as one of the major reasons why sales training fails to produce meaningful results?

The first step in planning for sales training involves assessing sales training needs.

Line executives may not be as popular as staff specialists as sales trainers because they are less likely to take the time to do a good job with training.

You have just been promoted to sales manager at your sales consulting firm. One of your first tasks is to re-design the sales training program. You realize that a well-designed sales training program typically begins with:

According to the text, Xerox uses which of the following types of sales training programs?

The five major subjects included in training most often include product knowledge, market orientation, company orientation, teamwork and selling techniques.

A sales manager who is responsible for developing and implementing a sales training program should conduct a number of steps in sequence. According to the text, which of the following activities would you complete first in developing a new training program?

Centralized training is relatively inexpensive.

Introduction to Selling and Sales Management

Strategy and Sales Program Planning

Sales Opportunity Management

Account Relationship Management

Customer Interaction Management

Sales Force Organization

Recruiting and Selecting Personnel

Leadership

Ethical Leadership

Motivating Salespeople

Compensating Salespeople

Evaluating Sales Force Performance

Estimating Potentials and Forecasting Sales

Territory Design

Sales Force Investment and Budgeting

Filters