Question 1

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.F) A) and B)
G) B) and D)

Question 2

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.F) All of the above
G) A) and D)

Question 3

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.F) A) and B)
G) A) and C)

Question 4

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 aboveF) A) and E)
G) C) and E)

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

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.F) A) and D)
G) None of the above

Question 7

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.F) A) and E)
G) A) and C)

Question 8

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 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Question 11

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.F) D) and E)
G) C) and E)

Question 12

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.F) D) and E)
G) B) and C)

Exam 8: Training

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.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

The most common method of evaluating training programs is by:

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

A disadvantage of decentralized sales training is:

Correct Answer
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Which of the following statements about sales training is true?

Correct Answer
verified

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

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

Correct Answer
verified

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

Correct Answer
verified

Exam 8: Training

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.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The most common method of evaluating training programs is by:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A disadvantage of decentralized sales training is:

Correct AnswerverifiedShow Answer

Which of the following statements about sales training is true?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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