Question 1

The topics that are covered in managerial training programs include the following, except:

Accepted Answer

A)   new approaches to organization
B)   new approaches to planning
C)   new approaches to motivation
D)   new approaches to stress managementE) A) and D)
F) A) and B)

Question 2

A simple, easy-to-use, user-maintained database for creating and searching information is called a wiki.

Accepted Answer

A) True 
 B)False

Question 3

Post-training reinforcement that generally involves informal, give-and-take discussions between sales managers and salespeople with the purpose of reinforcing sales training concepts, solving selling problems, and improving basic selling skills refers to coaching (or developmental feedback).

Accepted Answer

A) True 
 B)False

Question 4

Web conferencing is a fast growing approach where participants use a computer to communicate with several other people via the Internet.

Accepted Answer

A) True 
 B)False

Question 5

A method of on-the-job training in which a sales trainee is assigned long term to an experienced sales rep or manager for the purpose of transferring knowledge and experiences is known as m-learning.

Accepted Answer

A) True 
 B)False

Question 6

Trainers can motivate salespeople to learn during training sessions in the following ways except:

Accepted Answer

A)   encourage self-evaluation
B)   by discouraging discussion among salespeople to reduce commotion
C)   encourage goal setting
D)   recognize early successE) A) and D)
F) A) and C)

Question 7

Several methods can be used to train persons individually. Which of the following statements is accurate regarding individual sales training?

Accepted Answer

A)   a major disadvantage of the "on-the-job" training is that it is very time consuming and costly for both the experienced salesperson and the trainee.
B)   experience shows that learning seldom takes place in unstructured situations such as personal conferences.
C)   correspondence courses alone are probably the most effective training devices.
D)   salesmen are easily motivated to complete correspondence courses.E) All of the above
F) A) and D)

Question 8

The key attributes for sales training success include the following except:

Accepted Answer

A)   sales training should be tied to measurable performance outcomes
B)   sales training should be easy to test and measure
C)   sales training should not be embraced by salespeople
D)   sales training should be interactiveE) All of the above
F) None of the above

Question 9

Professional salespeople should be taught to be sales advisors or consultants to customers, not product pushers. Which of the following would not characterize a sales adviser/consultant type salesperson?

Accepted Answer

A)   develops a long-term relationship with clients
B)   identifies the client's problems and suggests solutions
C)   works alone and has little special product knowledge
D)   follows through to ensure customer satisfactionE) All of the above
F) C) and D)

Question 10

The seven steps in the selling process include the following except:

Accepted Answer

A)   prospecting
B)   planning the call
C)   building customer loyalty
D)   approaching the prospectE) All of the above
F) A) and C)

Question 11

The systematic process of taking human inputs-salespeople-to develops them into successful, productive members of a marketing team is known as sales training development process.

Accepted Answer

A) True 
 B)False

Question 12

In discussing refresher training and retraining for the sales force, one can accurately state all of the following except

Accepted Answer

A)   when a salesperson's job requirements change, retraining is needed
B)   after the salesperson has been in the field for a while, deficiencies in product knowledge, skills, and work habits are largely overcome so that there is seldom any need to deal with such fundamentals in additional training
C)   refresher training reinforces the customer-driven approach that characterizes many companies.
D)   there is a continuous need to train the sales force in order to keep it abreast of changes in products, markets, and company objectives.E) C) and D)
F) B) and C)

Question 13

An important aspect of a sales manager's job is determining how a sales training program is to be evaluated. Which of the following is not a level at which sales training programs should be evaluated?

Accepted Answer

A)   reaction
B)   proaction
C)   behavior
D)   resultsE) C) and D)
F) B) and D)

Question 14

The sales trainee is most likely to obtain his or her first-hand impressions and interpretations regarding the problems and techniques of personal selling in

Accepted Answer

A)   a personal conference with a top sales executive
B)   correspondence courses
C)   on-the-job training
D)   computer simulationsE) None of the above
F) A) and B)

Question 15

Initial sales training programs for salespeople should cover all except the following

Accepted Answer

A)   company knowledge
B)   customer and market knowledge
C)   econometric and time series forecasting
D)   product knowledgeE) A) and B)
F) A) and C)

Question 16

Decisions made during the sales training development process that include who will train the sales force, what method will be used to transfer knowledge, where the training will take place, and when the training will occur refers to training needs assessment.

Accepted Answer

A) True 
 B)False

Question 17

Computer based training can achieve which of the following?

Accepted Answer

A)   perform top-level-management training
B)   reduce training time and cost
C)   replace classroom training
D)   teach customer interaction skillsE) None of the above
F) B) and C)

Question 18

Professional salespeople should be taught to be sales advisors or consultants to customers, not product pushers. Which of the following would characterize a product pusher type salesperson?

Accepted Answer

A)   emphasizes a particular product's benefits regardless of a client's needs
B)   wants to participate in training to enhance selling and relationship-building skills
C)   ignores headquarters marketing people; thinks they are a nuisance or hindrance to field sales
D)   uses high-pressure-sometimes unethical-tactics to close a saleE) B) and C)
F) A) and D)

Question 19

The following are traditional sales training methods except:

Accepted Answer

A)   lectures
B)   literature
C)   essay writing
D)   role-playingE) A) and D)
F) B) and C)

Question 20

Some of the elements that initial sales training programs should cover include all of the following except

Accepted Answer

A)   company and product knowledge
B)   knowledge of competitors and the industry
C)   customer and market knowledge
D)   none, since all should be includedE) B) and C)
F) A) and C)

Exam 9: Training the Sales Force

Professional salespeople should be taught to be sales advisors or consultants to customers, not product pushers. Which of the following would not characterize a sales adviser/consultant type salesperson?

Correct AnswerverifiedShow Answer

Several methods can be used to train persons individually. Which of the following statements is accurate regarding individual sales training?

Correct AnswerverifiedShow Answer

Initial sales training programs for salespeople should cover all except the following

Correct AnswerverifiedShow Answer

Decisions made during the sales training development process that include who will train the sales force, what method will be used to transfer knowledge, where the training will take place, and when the training will occur refers to training needs assessment.

Correct AnswerverifiedShow Answer

Some of the elements that initial sales training programs should cover include all of the following except

Correct AnswerverifiedShow Answer

The following are traditional sales training methods except:

Correct AnswerverifiedShow Answer

The key attributes for sales training success include the following except:

Correct AnswerverifiedShow Answer

An important aspect of a sales manager's job is determining how a sales training program is to be evaluated. Which of the following is not a level at which sales training programs should be evaluated?

Correct AnswerverifiedShow Answer

The seven steps in the selling process include the following except:

Correct AnswerverifiedShow Answer

A simple, easy-to-use, user-maintained database for creating and searching information is called a wiki.

Correct AnswerverifiedShow Answer

Trainers can motivate salespeople to learn during training sessions in the following ways except:

Correct AnswerverifiedShow Answer

A method of on-the-job training in which a sales trainee is assigned long term to an experienced sales rep or manager for the purpose of transferring knowledge and experiences is known as m-learning.

Correct AnswerverifiedShow Answer

The topics that are covered in managerial training programs include the following, except:

Correct AnswerverifiedShow Answer

The systematic process of taking human inputs-salespeople-to develops them into successful, productive members of a marketing team is known as sales training development process.

Correct AnswerverifiedShow Answer

In discussing refresher training and retraining for the sales force, one can accurately state all of the following except

Correct AnswerverifiedShow Answer

Web conferencing is a fast growing approach where participants use a computer to communicate with several other people via the Internet.

Correct AnswerverifiedShow Answer

Post-training reinforcement that generally involves informal, give-and-take discussions between sales managers and salespeople with the purpose of reinforcing sales training concepts, solving selling problems, and improving basic selling skills refers to coaching (or developmental feedback).

Correct AnswerverifiedShow Answer

The sales trainee is most likely to obtain his or her first-hand impressions and interpretations regarding the problems and techniques of personal selling in

Correct AnswerverifiedShow Answer

Computer based training can achieve which of the following?

Correct AnswerverifiedShow Answer

Professional salespeople should be taught to be sales advisors or consultants to customers, not product pushers. Which of the following would characterize a product pusher type salesperson?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified