Deck 12: Training Sales-People for Sales Success

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?

A)What are the specifications associated with the new product?
B)How is the new commission schedule organized?
C)What is the most effective way to cover the sales territory?
D)When will the competition have its product available in the market?

Answer 1

C

Question 2

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

A)Offer a variety of training programs.
B)Be more entertaining than the inside staff trainers.
C)Meet the company's objectives.
D)All of the choices are correct.

Answer 2

C

Question 3

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

A)Human resource management skills.
B)Specific details about certain industries.
C)How to deal with complex problems of local customers.
D)Product specifications.

Answer 3

C

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.

A)What.
B)When.
C)How.
D)All of the choices are correct.

Question 5

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

A)Specific,realistic,and measurable.
B)Short,conservative,and low-cost.
C)Extensive,multi-task,consumer-friendly.
D)All of the choices are correct.

Question 6

If sales increase after a training program:

A)It is proof the training worked.
B)It should be used to justify the training to senior management.
C)It should be analyzed to see if the training was the cause of the increase.
D)All of the choices are correct.

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?

A)Where in the organization is training needed?
B)What should be the content of the training program?
C)Who needs the training?
D)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:

A)A secret from the sales force.
B)Simple.
C)Focused on costs rather than benefits.
D)Only for the short-run.

Question 9

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

A)Analyzing the potential benefits of the training.
B)Assessing the different training programs available.
C)Analyzing the needs of her sales staff.
D)All of the choices are correct.

Question 10

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

A)Establish a training budget.
B)Develop training materials.
C)Select locations.
D)All of the choices are correct.

Question 11

A national account manager would want sales training to provide:

A)Specific details about certain industries.
B)Territory management training.
C)Cultural sensitivity training.
D)Product design.

Question 12

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

A)Everyone should be included.
B)The best salespeople will welcome the opportunity to help slumping salespeople.
C)Including the entire sales force can create problems.
D)Whatever she does will not work.

Question 13

Which of the following is true about experienced salespeople?

A)They never need sales training.
B)They need training when products are no longer offered.
C)They need training when new technology is introduced.
D)They need training when market conditions are static.

Question 14

Developing successful sales training programs can be difficult if:

A)Senior managers announce support for it.
B)Too many salespeople express interest in the training.
C)Insufficient funds are provided.
D)All of the choices are correct.

Question 15

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

A)Increasing productivity.
B)Improving morale.
C)Handling customer questions and complaints
D)Improving selling skills.

Question 16

Companies provide training to lower turnover rates because:

A)Of the negative industry image associated with losing salespeople.
B)The cost of training replacements.
C)They do not want to lose even the lowest performing salesperson.
D)All of the choices are correct.

Question 17

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

A)How they feel about the program is difficult.
B)How well they apply the training in the field is difficult.
C)When they learned is difficult.
D)The resulting sales change is difficult.

Question 18

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

A)Who should be trained?
B)What should be the primary emphasis in the training program?
C)How should the training process be structured?
D)All of the choices are correct.

Question 19

Which of the following statements is true?

A)Every training effort should focus on the company's products.
B)Sales managers have a variety of objectives for training.
C)Sales managers want sales training to focus on customers.
D)Product managers want sales training to focus on customer relationships.

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.

A)Increase productivity.
B)Improve morale.
C)Handle customer questions and complaints
D)Improve selling skills.

Question 21

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:

A)Differences in corporate philosophies.
B)Differences in the number and complexity of products offered by each company.
C)Differences in the backgrounds of sales recruits.
D)All of the choices are correct.

Question 22

On-the-job training is important because:

A)Managers prefer it to classroom training.
B)Salespeople prefer it to classroom training.
C)Evidence suggests most learning at work occurs informally.
D)All of the choices are correct.

Question 23

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

A)The nature of the selling job.
B)The types of products sold.
C)Company policies.
D)All of the choices are correct.

Question 24

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

A)Product knowledge.
B)Market/industry orientation.
C)Technology.
D)Territory management.

Question 25

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

A)Price.
B)Performance.
C)Construction.
D)All of the choices are correct.

Question 26

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

A)Competitor's product is more important.
B)When and how to discuss the subject is probably even more important.
C)How to explain the technical details is probably more important.
D)How to manage your time and territory will allow you to overcome a lack of product knowledge.

Question 27

On-the-job training:

A)Scares most sales recruits.
B)Is not a "sink or swim" approach.
C)Includes individual instruction and in-house classes.
D)All of the choices are correct.

Question 28

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

A)Ability to price products to maximize profits.
B)Understanding of company policies and corporate culture.
C)Self-assurance emanating from technical knowledge of product makeup.
D)Compliance with legal and ethical guidelines.

Question 29

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 ______________.

A)Talking price; talking sense.
B)Reducing price; building value.
C)Lowering objectives; making the sale.
D)Role playing negotiations; acting on behalf of the company.

Question 30

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

A)Customer-centric focus group training.
B)Electronic training.
C)Internet training.
D)Sales training.

Question 31

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

A)Working in the home office in various departments.
B)Asking customers what the company policies are.
C)Consulting with competitors to see what their company policies are.
D)None of the choices are correct.

Question 32

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

A)Content that captures and maintains salespeople's interest.
B)A clear explanation of what the salespeople are expected to learn.
C)Continuous practice updates.
D)Uploading a sales training manual.

Question 33

Whenever salespeople are assigned to better customers or better territories:

A)Additional training usually accompanies their increased responsibilities.
B)They are expected to provide sales training to their replacements.
C)There is less pressure to attend sales training and refresher courses.
D)All of the choices are correct.

Question 34

In large corporations sales training programs for new recruits:

A)Always include tests.
B)Primarily involve informal training.
C)Use videos to convey basic information.
D)Differ considerably in length and content

Question 35

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

A)Product knowledge.
B)Market/industry orientation.
C)Left-brain versus right brain dominance.
D)Territory management.

Question 36

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:

A)Evolved in the research and design process.
B)Compliment the product lines the company hopes to have available in the next decade.
C)Are used and how they should not be used.
D)All of the choices are correct.

Question 37

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

A)Different subjects require different methods.
B)On-the-job training is always the most effective.
C)Videos tend to bore people.
D)Internet training can only be used in a classroom setting.

Question 38

Teaching ethics during sales training is:

A)Illegal
B)Important
C)Unethical
D)Both A and C

Question 39

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

A)Customers.
B)People.
C)Development.
D)New products and services.

Question 40

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

A)Give salespeople all the information she has available.
B)Enable salespeople to give potential customers the information needed for rational decision-making.
C)Test sales trainees to make sure they understand technical and legal product specifications.
D)All of the choices are correct.

Question 41

Only sales managers have concerns about training.

Question 42

Effective use of technology allows salespeople more face-to-face customer contact time.

Question 43

If a company has high sales and high profits,they typically assume their sales training programs are successful.

Question 44

For which evaluation level would a sales manager use a cost/benefit analysis?

A)Reaction.
B)Learning.
C)Behavior.
D)Results.

Question 45

Measuring what sales trainees learned is best accomplished through measuring their sales.

Question 46

Leona plans to use role playing in the next sales training session.She knows role playing can:

A)Help salespeople develop selling skills.
B)Reduce the need for product knowledge.
C)Avoid harsh critiquing associated with other training methods.
D)All of the choices are correct.

Question 47

Many companies are using the Internet to provide sales training.The key is to deliver the information___________ and _____________ salespeople can use it most.

A)Frequently; accessible to.
B)When; where.
C)Quickly; to which.
D)Constantly; while.

Question 48

Most sales recruits,particularly new college graduates,prefer on-the-job training.

Question 49

Many companies are using the Internet to provide sales training.One advantage of Internet sales training is:

A)Visuals that cannot be provided in other mediums.
B)These days everyone is comfortable with Internet training.
C)Most sales managers prefer to monitor Internet training.
D)Cost savings.

Question 50

In general,when developing measurement criteria for sales training:

A)Surveys are usually the best method.
B)Cost/benefit analysis is an effective way to measure learning.
C)Using several criteria will yield more accurate results.
D)Behavior changes cannot be measured.

Question 51

When assessing the impact of sales training on sales and profits,it is important to:

A)Assume the best and the goals will be reached.
B)Remember sales training and profits have an obscure relationship.
C)Always ask results questions when attempting to assess attitudinal changes.
D)All of the choices are correct.

Question 52

Sales training is an ongoing process.

Question 53

For which evaluation level would a sales manager use before and after tests?

A)Reaction.
B)Learning.
C)Behavior.
D)Results.

Question 54

Generally,everyone in the sales force needs the same training.

Question 55

Sales training and increased profits have a direct relationship.

Question 56

Using tests to measure what parts of a sales training has been applied in the field is not difficult.

Question 57

Sales training leading to improved morale should lower the turnover rate.

Question 58

Because classroom sales training is expensive and time consuming,Sales managers often make the mistake of:

A)Canceling needed training.
B)Adding additional time to allow for interaction.
C)Trying to cover too much material.
D)Not allowing executives to use any of the time to present to the trainees.

Question 59

When measuring the benefits of sales training:

A)Many sales training evaluation measures are simple.
B)Meaningful evaluation measures are not used often enough.
C)The easiest-to-collect methods are used most often.
D)All of the choices are correct.

Question 60

Which of the following people is least likely to be involved in coaching of new salespeople?

A)Experienced salespeople.
B)Customers.
C)Sales managers.
D)Sales trainers.

Question 61

What are the two major disadvantages of classroom sales training?

Question 62

Why is it difficult to assess whether sales training has directly affected sales and profits?

Question 63

When developing evaluations of sales training,what three questions need to be addressed?

Question 64

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

Question 65

What questions should be addressed when determining sales training needs?

Question 66

How can product knowledge competency benefit salespeople?

Question 67

What are the seven typical topics addressed in sales training?

Question 68

What problems often arise when attempting to develop successful sales training programs?

Question 69

What are the five general objectives of sales training?

Question 70

Why do corporate sales training programs for new recruits vary in length?

Question 71

Tanya is developing an on-the-job training program for her organization.Her research indicates there are five elements to effective on-the-job informal training.What are the five key elements?

Question 72

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,what should he determine?

Question 73

Cora's sales manager prefers classroom training of recruits.What are the advantages associated with classroom training?

Question 74

What types of questions are addressed in sales training designed to improve selling skills?

Question 75

When do experienced salespeople need additional training?