Question 1

Winston's company is providing sales training with the objective of improving selling skills.Which of the following questions will likely be the focus of that training?

Accepted Answer

The objective of the training is to improve selling skills, so the most effective way to cover the sales territory would be the focus of the training. The other options are not directly related to improving selling skills.

Question 2

Walton is considering using an outside source for training her sales staff.She is evaluating whether the outside trainers can:

Accepted Answer

The most important factor to consider when evaluating whether an outside source will be effective in training employees is whether they can meet the company's objectives. While offering a variety of training programs and being entertaining can be beneficial, they should not be the primary focus when making this decision. The training must align with the company's goals and be effective in achieving them.

Question 3

A regional sales manager would want sales training to teach salespeople:

Accepted Answer

Sales training should equip salespeople with the skills to address and solve complex problems faced by local customers, enhancing their ability to meet customer needs effectively.

Question 4

Andy is implementing a sales training program for his staff and knows he needs to be able to evaluate the results.When developing a system to measure the results,Andy should ask____________ he wants to measure.

Accepted Answer

When developing a system to measure the results of a sales training program, Andy should consider all three questions - What, When, and How. He needs to be clear on what specifically he wants to measure (such as sales performance, customer satisfaction rating, etc.), when he will measure progress (monthly, quarterly, annually), and how he will collect and analyze the data (through surveys, assessments, interviews, etc.). Therefore, Option D is the best choice as it covers all the required aspects.

Question 5

When determining the objectives for sales training,they should be:

Accepted Answer

Objectives for sales training should be specific, clear, and measurable to ensure that the training is effective and that progress can be tracked. Realistic goals are also important to consider, so that employees are not overwhelmed and can actually achieve the objectives.

Question 6

If sales increase after a training program:

Accepted Answer

While it is tempting to immediately assume that the training program was the direct cause of the increase in sales, it is important to undertake a thorough analysis to confirm this. It is possible that other factors, such as changes in market conditions or customer behaviors, may have contributed to the increase in sales. Therefore, it is critical to conduct a careful analysis to determine whether the training program was the primary driver of the sales increase.

Question 7

Sarah is attempting to develop a sales training program for her team.She is conducting a needs analysis which will address what question?

Accepted Answer

A needs analysis should address all of the mentioned questions in order to identify the areas where training is required, the content that needs to be covered and the individuals/teams that require training. Therefore, all of the choices are correct.

Question 8

Alex has assessed the needs of his sales force.Now he is developing the objectives for the sales training.One guideline is to keep the objectives:

Accepted Answer

Keeping the objectives simple ensures that they are easy to communicate and understand, making it more likely that the sales force will be able to achieve them. Keeping the objectives a secret from the sales force is not productive as it undermines transparency and collaboration. Focusing on costs rather than benefits is short-sighted and may result in missed opportunities for growth and development. Objectives should be for both short-run and long-term success.

Question 9

Erica is considering a training program for her sales staff.Erica should begin with:

Accepted Answer

Erica should start by analyzing the needs of her sales staff to ensure the training program addresses specific gaps and requirements.

Question 10

Gwen is developing and implementing the sales training program for her staff.During this stage,she will likely:

Accepted Answer

During the stage of developing and implementing the sales training program, Gwen will likely need to establish a training budget, develop training materials, and select locations. Therefore, all of the choices are correct.

Question 11

A national account manager would want sales training to provide:

Accepted Answer

As a national account manager, understanding the specific details of certain industries that your company serves is crucial in developing a strategic sales plan. Knowing industry trends, challenges, and competitors can help you position your product/service more effectively and ultimately close deals. Sales training that provides this knowledge would be highly beneficial. Territory management, cultural sensitivity, and product design training may also be helpful but are not as directly relevant to the role of a national account manager.

Question 12

Ellen is deciding which salespeople should be included in the upcoming training program.From experience she knows:

Accepted Answer

Including the entire sales force can create problems as some salespeople may not need or want the training, while others may not be able to attend due to scheduling conflicts. It is better to identify the specific salespeople who would benefit from the training and include them.

Question 13

Which of the following is true about experienced salespeople?

Accepted Answer

Experienced salespeople may need training when new technology is introduced as it may require them to adapt their sales approach and skills to effectively sell the new product or service. It is not necessarily true that they never need sales training or that they only need training when products are no longer offered or market conditions are static.

Question 14

Developing successful sales training programs can be difficult if:

Accepted Answer

Without sufficient funds, it can be challenging to develop and implement effective sales training programs. While senior management support and salespeople's interest are important, lack of funding can hinder the success of the program.

Question 15

Jamie is frustrated because he is not sure what is expected of him.Sales training will likely have the greatest impact in:

Accepted Answer

The answer of Jamie is frustrated because he is not...

Question 16

Companies provide training to lower turnover rates because:

Accepted Answer

Training replacements is costly, so companies aim to retain employees to avoid these expenses.

Question 17

Using tests to measure what salespeople learn from training is not difficult,but measuring:

Accepted Answer

Measuring how well salespeople apply the training in the field can be difficult as there are many variables that can affect sales performance. While tests can measure knowledge and understanding, they may not accurately reflect how well the training translates to actual sales results. Additionally, factors such as market conditions, customer behavior, and individual sales skills can also impact sales performance. Therefore, measuring the resulting sales change can also be difficult. A and C are not necessarily difficult to measure and do not directly relate to the effectiveness of training.

Question 18

Which of the following questions should be addressed when determining training needs?

Accepted Answer

All of the provided questions should be addressed when determining training needs. Deciding who should be trained ensures that the appropriate individuals are targeted for the training program. Identifying the primary emphasis in the program helps to structure the content and ensure that the training is tailored to the specific needs of the organization. Determining how the training process should be structured involves analyzing the delivery mode, timing, and frequency to maximize the effectiveness of the program. Therefore, all of the options are important and should be considered when determining an organization's training needs.

Question 19

Which of the following statements is true?

Accepted Answer

Sales managers have a variety of objectives for training, which can include improving sales techniques and processes, enhancing product knowledge, and improving communication and teamwork among the sales team. While focusing on company products and customers are important aspects of sales training, they are not the only objectives that sales managers may have. Options A, C, and D are too narrow in their scope and do not encompass the full range of potential objectives for sales training.

Question 20

Randall wants to improve customer relationships.Additional sales training that allows him to _______________________ will have the greatest impact enhancing relationships with his customers.

Accepted Answer

Handling customer questions and complaints is essential in building strong and positive relationships with customers. It shows that the company values their feedback and is willing to work towards a resolution. This can lead to increased customer loyalty and satisfaction, ultimately impacting sales positively. While improving productivity and morale also have benefits, they may not directly address the issue of customer relationships. Improving selling skills may be beneficial for initial sales, but it may not address ongoing customer relationships.

Quiz 12: Training Sales-People for Sales Success