Question 1

Organizations are able to accurately and objectively measure the bottom-line effects of sales training.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following statements about sales training is true?

Accepted Answer

A)  Generally, top management is the most supportive for any type of sales training program as compared to all other groups in an organization. 
B)  When revenues and profits are down, as compared to other periods, sales training programs are usually one of the last areas to find their funding reduced. 
C)  Writing down specific and measurable objectives increases credibility of a sales training program. 
D)  One thing that should never be used to determine the content of a sales training program is attitudinal information gathered from salespeople 
E)  When the human resources department determines sales training needs, only field sales managers need to be contacted for their input because they work in such close proximity with the sales force. 
A)  Generally, top management is the most supportive for any type of sales training program as compared to all other groups in an organization. 
B)  When revenues and profits are down, as compared to other periods, sales training programs are usually one of the last areas to find their funding reduced. 
C)  Writing down specific and measurable objectives increases credibility of a sales training program. 
D)  One thing that should never be used to determine the content of a sales training program is attitudinal information gathered from salespeople 
E)  When the human resources department determines sales training needs, only field sales managers need to be contacted for their input because they work in such close proximity with the sales force.

Question 3

Training should really only focus on improving the performance of below average salespeople.

Accepted Answer

A) True 
 B)False

Question 4

The most common method of evaluating training programs is by:

Accepted Answer

A)  subsequent sales performance. 
B)  field attitude and performance evaluations. 
C)  a written critique of its contents by group participants. 
D)  subsequent profit analysis. 
E)  customer reactions. 
A)  subsequent sales performance. 
B)  field attitude and performance evaluations. 
C)  a written critique of its contents by group participants. 
D)  subsequent profit analysis. 
E)  customer reactions.

Question 5

Training methods available for use include all of the following except:

Accepted Answer

A)  lectures. 
B)  case discussions. 
C)  role playing. 
D)  practice trainee supervision. 
E)  demonstration. 
A)  lectures. 
B)  case discussions. 
C)  role playing. 
D)  practice trainee supervision. 
E)  demonstration.

Question 6

All of the following sales training topics are discussed in your text except:

Accepted Answer

A)  financial reporting. 
B)  body language. 
C)  eye movements. 
D)  identification of people's decision-making styles. 
E)  listening skills. 
A)  financial reporting. 
B)  body language. 
C)  eye movements. 
D)  identification of people's decision-making styles. 
E)  listening skills.

Question 7

To enhance product knowledge and teamwork among its new sales recruits, Whirlpool developed a program where all of the recruits would live together in a house (prior to being deployed in the field) to learn about the company's products by actually using them on a daily basis. This type of training can be classified as:

Accepted Answer

A)  centralized training. 
B)  decentralized training. 
C)  on-the-job training. 
D)  government training. 
E)  consultant training. 
A)  centralized training. 
B)  decentralized training. 
C)  on-the-job training. 
D)  government training. 
E)  consultant training.

Question 8

Line executives are not as popular as staff trainers in industrial and consumer products companies because:

Accepted Answer

A)  they are often unable to communicate information to others. 
B)  they are usually preoccupied with current sales problems. 
C)  they may not take the time to do a good job. 
D)  all of the above. 
E)  none of the above - the statement is false. 
A)  they are often unable to communicate information to others. 
B)  they are usually preoccupied with current sales problems. 
C)  they may not take the time to do a good job. 
D)  all of the above. 
E)  none of the above - the statement is false.

Question 9

Individual sales training programs may be designed to accomplish which of these specific objectives?

Accepted Answer

A)  time management 
B)  territory management 
C)  product knowledge 
D)  company orientation 
E)  all of the above 
A)  time management 
B)  territory management 
C)  product knowledge 
D)  company orientation 
E)  all of the above

Question 10

A disadvantage of decentralized sales training is:

Accepted Answer

A)  increased travel expenses. 
B)  inconsistency in sales training. 
C)  instructional expenses. 
D)  lack of realism. 
E)  both b and d of the above. 
A)  increased travel expenses. 
B)  inconsistency in sales training. 
C)  instructional expenses. 
D)  lack of realism. 
E)  both b and d of the above.

Question 11

Regardless of management's philosophy towards training, it is always a mistake not to follow-up on the training after it is completed.

Accepted Answer

A) True 
 B)False

Question 12

Sales managers whose income is based on a percentage of their salespeople's commission are apt to give training to new employees a low priority.

Accepted Answer

A) True 
 B)False

Organizations are able to accurately and objectively measure the bottom-line effects of sales training.

Which of the following statements about sales training is true?

Training should really only focus on improving the performance of below average salespeople.

The most common method of evaluating training programs is by:

Training methods available for use include all of the following except:

All of the following sales training topics are discussed in your text except:

Line executives are not as popular as staff trainers in industrial and consumer products companies because:

Individual sales training programs may be designed to accomplish which of these specific objectives?

A disadvantage of decentralized sales training is:

Regardless of management's philosophy towards training, it is always a mistake not to follow-up on the training after it is completed.

Sales managers whose income is based on a percentage of their salespeople's commission are apt to give training to new employees a low priority.

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

Organizations are able to accurately and objectively measure the bottom-line effects of sales training.

Which of the following statements about sales training is true?

Training should really only focus on improving the performance of below average salespeople.

The most common method of evaluating training programs is by:

Training methods available for use include all of the following except:

All of the following sales training topics are discussed in your text except:

Line executives are not as popular as staff trainers in industrial and consumer products companies because:

Individual sales training programs may be designed to accomplish which of these specific objectives?

A disadvantage of decentralized sales training is:

Regardless of management's philosophy towards training, it is always a mistake not to follow-up on the training after it is completed.

Sales managers whose income is based on a percentage of their salespeople's commission are apt to give training to new employees a low priority.

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