Question 1

Barry is interviewing for sales positions with a number of technology firms.In each interview,he asks how long the training period lasts and finds considerable variation.This variation is most likely due to:

Accepted Answer

The variation in training periods among technology firms that Barry observes can be attributed to multiple factors: differences in corporate philosophies, the number and complexity of products offered by each company, and the backgrounds of sales recruits. Each of these aspects can significantly influence the length and nature of the training required for new sales positions.

Question 2

On-the-job training is important because:

Accepted Answer

Evidence suggests that most learning at work occurs informally, making on-the-job training an important aspect of employee development. While managers and salespeople may have their preferences, the most effective training is one that allows employees to learn and apply their skills in a practical setting.

Question 3

The length and content of sales training programs vary depending on:

Accepted Answer

All of the choices are correct because the length and content of sales training programs should be tailored to the specific nature of the selling job, types of products sold, and company policies. Therefore, all of these factors should be taken into consideration when designing a sales training program.

Question 4

Sales training that provides knowledge of customer buying patterns,policies,and preferences is part of ________________ training.

Accepted Answer

Sales training that teaches about customer buying patterns, policies and preferences falls under market/industry orientation training, as it provides insight into the specific industry and its customers. Product knowledge training focuses on the features and benefits of the products/services being sold. Technology training teaches sales reps how to use technology to improve their selling process. Territory management training is focused on effectively managing a specific geographic sales territory.

Question 5

When learning about new products the company has available,salespeople usually need to know how competitive products compare with respect to:

Accepted Answer

Salespeople need to know how competitive products compare in terms of price, performance, and construction. Knowing all of these factors will help salespeople effectively communicate the products' strengths and advantages to potential customers.

Question 6

Although product knowledge is one of the most important topics,knowing:

Accepted Answer

While product knowledge is important, knowing when and how to discuss the subject is crucial. It's not just about knowing the technical details but also being able to communicate them effectively and at the right time. Additionally, understanding the competition and their products can also help in selling your own product effectively. Time and territory management are important, but they should not come at the cost of lacking product knowledge or failing to discuss it appropriately.

Question 7

On-the-job training:

Accepted Answer

On-the-job training includes individual instruction and in-house classes, and is not a "sink or swim" approach. While it may intimidate some sales recruits, it is generally regarded as an effective method of developing employees and providing them with the skills they need to succeed in their roles.

Question 8

Which of the following is benefit that accrues to salespeople as they acquire product knowledge?

Accepted Answer

Having technical knowledge of the product makeup gives salespeople self-assurance which enables them to have confidence when selling to customers. This can ultimately lead to higher sales performance. The other options listed do not necessarily directly relate to the benefits of acquiring product knowledge.

Question 9

Jean is developing a sales training for her staff on price negotiations.Jean and many sales managers have found that salespeople are more comfortable ____________ than ______________.

Accepted Answer

Jean and other sales managers have found that salespeople are more comfortable reducing price during negotiations rather than building value. This can lead to lower profits and undervaluing the product or service being sold. Therefore, the sales training should focus on building value during negotiations.

Question 10

Individual instruction,in-house classes,and external seminars are all examples of:

Accepted Answer

These are all methods used to train sales staff, focusing on improving their skills and knowledge to better perform in their roles.

Question 11

Jerry is a new sales rep for a pharmaceutical company.He learned about company policies through the sales training and also by:

Accepted Answer

Working in the home office in various departments would give Jerry a firsthand experience and understanding of the company policies, as well as how they are implemented and enforced. Asking customers or consulting with competitors may not necessarily provide accurate or complete information about his own company's policies.

Question 12

Which of the following is not one of the three key factors to consider when creating an effective e-learning environment?

Accepted Answer

Uploading a sales training manual may be helpful, but it is not one of the three key factors to consider when creating an effective e-learning environment. The three key factors are: content that captures and maintains learners' interest, a clear explanation of learning objectives, and continuous updates to the training material.

Question 13

Whenever salespeople are assigned to better customers or better territories:

Accepted Answer

Whenever salespeople are assigned to better customers or better territories, it is expected that they have additional training to equip them with the necessary skills and knowledge to handle their increased responsibilities.

Question 14

In large corporations sales training programs for new recruits:

Accepted Answer

Sales training programs in large corporations can vary widely in their structure, with different lengths and contents depending on the company's needs. There is no one-size-fits-all approach, so it is common for corporations to design their own training programs tailored to their industry and products. Some companies may choose to include tests, while others may rely on more informal training methods. Videos can be used as part of the training, but this is not the only method used.

Question 15

Training programs for new sales trainees typically address all of the following topics EXCEPT:

Accepted Answer

Left-brain versus right-brain dominance is not typically included in sales training programs. The other topics listed are all crucial for new sales trainees to learn in order to succeed in their roles.

Question 16

Loren is being trained to sell energy-saving motors.The company gives him considerable training in how the engines are made and what makes them energy-efficient.They also need to train Loren regarding how the motors:

Accepted Answer

Loren needs to understand how the motors are used and how they should not be used to effectively sell them and ensure customer satisfaction and safety.

Question 17

Hillary uses a variety of sales training methods because she recognizes that:

Accepted Answer

By recognizing that different subjects require different methods, Hillary is tailoring her sales training to be more effective and engaging for her employees. This shows a level of understanding of individual learning styles and preferences. On-the-job training may be effective but it may not work for every situation or topic. Videos and internet training can be effective if used in conjunction with other methods and tailored to the specific needs of the employees.

Question 18

Teaching ethics during sales training is:

Accepted Answer

Teaching ethics during sales training is important to ensure that sales representatives conduct themselves in an ethical and professional manner. It is not illegal to teach ethics during sales training and it is certainly not unethical to do so. Option A and Option C are incorrect.

Question 19

Training experienced salespeople provides insurance for a company's major asset--________________.

Accepted Answer

Experienced salespeople are a valuable asset to a company. By providing training, a company can ensure that these salespeople are able to continue to perform at a high level and bring in revenue for the company. This is why training experienced salespeople is like providing insurance for a company's major asset, which is its people.

Question 20

Rachel is organizing the product knowledge sessions for new sales recruits.Her ultimate objective is to:

Accepted Answer

The ultimate objective of organizing product knowledge sessions for new sales recruits is to enable them to provide potential customers with the information they need for rational decision-making. Simply providing salespeople with all available information or testing their technical knowledge is not enough; they need to be able to effectively communicate the benefits and features of the product to potential customers in order to make sales.

Quiz 12: Training Sales-People for Sales Success