Question 1

Selena, a new sales rep, is getting numerous requests from customers for price adjustments and product modification. She does not know how to handle these requests. Selena did not get sufficient training in the area of:
A) Market/industry orientation
B) Company orientation
C) Territory management
D) Product knowledge
E) All of the above

Accepted Answer

B

Question 2

The five keys for effective on-the-job informal training include:
A) Teaming, lecturing, customer interaction, mentoring, peer-to-peer communication
B) Teaming, meetings, customer interaction, mentoring, peer-to-peer communication
C) Lecturing, coaching, customer interaction, mentoring, peer-to-peer communication
D) Teaming, coaching, customer interaction, mentoring, peer-to-peer communication
E) Teaming, meetings, customer interaction, mentoring, electronic training

Accepted Answer

B

Question 3

Another name for on-the-job training is:
A) Videoconferencing
B) Internet classroom method
C) Case studies
D) Role-playing
E) Learning by doing

Accepted Answer

On-the-job training specifically refers to the process of learning by doing, so the most appropriate choice is E. The other options listed are different training methods but are not another name for on-the-job training.

Question 4

Ryan wants to introduce new salespeople to company policies before they become outside sales reps. He may have new salespeople:
A) Work as inside sales coordinators
B) Attend legal and ethical training seminars
C) Take additional marketing courses in college
D) Develop time and territory management plans
E) Present role-playing seminars

Accepted Answer

Working as inside sales coordinators allows new salespeople to learn company policies and procedures in a controlled environment before transitioning to outside sales roles.

Question 5

The saying ""plan your work-work your plan"" is designed to:
A) Reduce a salesperson's travel time
B) Reduce the time a salesperson spends on low-volume customers
C) Train salespeople in identifying customers needs quickly
D) Encourage more effective planning and execution of sales duties
E) Explain the company's ethical stance in terms of its stakeholders

Accepted Answer

The saying "plan your work-work your plan" encourages salespeople to engage in effective planning and execution of their sales duties. The emphasis is put on having a clear plan and then implementing it efficiently. This ensures that salespeople do not waste time on low-volume customers and focus on identifying customer needs quickly, ultimately leading to increased sales and productivity.

Question 6

The 80-20 ratio is related to which sales training topic?
A) Market/industry orientation
B) Company orientation
C) Territory management
D) Product knowledge
E) Legal/ethical issues

Accepted Answer

The 80-20 ratio is related to territory management, specifically the idea that 80% of a salesman's sales typically come from 20% of their customers or territories.

Question 7

On-the-job training and coaching often occur together; this is referred to as:
A) Full court press
B) JIT training
C) One-on-one training
D) Leading
E) Systematic training

Accepted Answer

One-on-one training involves personalized coaching and on-the-job training, where an experienced employee guides a less experienced one.

Question 8

The most commonly used sales training technique is which of the following?
A) Individual instruction
B) External seminars
C) On-the-job training
D) In-house classes
E) All of the above

Accepted Answer

The answer of The most commonly used sales training technique...

Question 9

Most sales managers recognize that, with regard to experienced sales personnel:
A) Little effort is needed since they are experienced
B) Market dynamics allow these salespeople opportunities to control their sale techniques
C) Training is never-ending
D) Product lines rarely change so experienced salespeople rarely need to change
E) They continually train each other, minimizing the need for formal training

Accepted Answer

Experienced sales personnel still require training because market dynamics, customer needs, and technology are constantly changing. It's critical to provide ongoing training to ensure they stay current with changes in the market and adapt to new challenges.

Question 10

Lonnie is a newly trained salesperson for a company that manufactures customized display shelf and storage units for retail stores. Lonnie was proud of the number of sales he made during his first months of selling. Today he received a call from his sales manager who was highly critical of Lonnie's recent sales. It seems that Lonnie was offering potential customers a 10 percent discount if they would make an immediate purchase. Lonnie's company has a policy of not offering a discount of any kind
A) Product knowledge
B) Competitive information
C) Company orientation
D) Time and territory management
E) Legal/ethical issues

Accepted Answer

The answer of Lonnie is a newly trained salesperson for...

Question 11

Jackson is developing the classroom training program for her new company. She knows classroom training has all of the following advantages EXCEPT:
A) Each trainee receives a standard briefing
B) Group training reduces executive time involved in formal training
C) Classrooms permit the use of audiovisual materials
D) Classrooms provide the opportunity for interaction
E) Learning by doing

Accepted Answer

The statement "Learning by doing" is not an advantage of classroom training. It is typically associated with hands-on or experiential learning, which can be facilitated in a classroom setting but is not unique to it.

Question 12

Sales training on ethical and legal issues will most likely:
A) Improve sales performance
B) Reduce company turnover
C) Improve customer knowledge
D) Reduce legal costs
E) All of the above

Accepted Answer

Sales training on ethical and legal issues is primarily aimed at reducing legal costs by ensuring compliance and preventing legal issues.

Question 13

George is training his sales team in the skill of bundling and building value. George's training is in the area of:
A) Market/industry orientation
B) Price negotiation
C) Territory management
D) Product knowledge
E) Legal/ethical issues

Accepted Answer

The answer of George is training his sales team in...

Question 14

Training to reduce SCA can help address:
A) Short call adaptation
B) Sales contract absorption
C) Sales call anxiety
D) Sales-customer anxiousness
E) Sales-company adoption

Accepted Answer

SCA stands for Sales Call Anxiety. Therefore, training to reduce SCA can help address Sales Call Anxiety. The other options are not related to SCA.

Question 15

Companies have found that use of computers by salespeople results in:
A) Greater computer adaptations
B) More time for face-to-face communication
C) Technical solutions to sales problems
D) Increased sales force satisfaction
E) Alternative product knowledge demonstration

Accepted Answer

Computers allow salespeople to automate tasks, freeing up more time for face-to-face communication with customers.

Question 16

No matter what product salespeople are being taught to sell during the training process, the most time is typically spent on making sure salespeople:
A) Have product knowledge
B) Can manage their time
C) Understand their organizational culture
D) Know how their industry operates
E) Understand how to modify their sales presentations to better relate to different customer personality types

Accepted Answer

Product knowledge is the most important aspect of sales training as it allows salespeople to effectively convey the features and benefits of the product to potential customers. While the other options may also be covered in sales training, product knowledge is the highest priority.

Question 17

Doreen is a newly hired salesperson for a garden supply distributor. To make sure her one-on-one training is effective, the sales manager who is training her should:
A) Set pre-call objectives for Doreen
B) Act as an observer and provide feedback
C) Use coaching techniques
D) Encourage Doreen to rehearse her sales presentation
E) All of the above

Accepted Answer

All of the above options are important in ensuring effective one-on-one training for Doreen as a new salesperson. Setting pre-call objectives helps Doreen to prepare and focus her efforts during the training. Acting as an observer and providing feedback allows the sales manager to identify areas where Doreen needs to improve and provide constructive feedback to help her to develop her skills. Using coaching techniques allows Doreen to receive personalized training that is tailored to her specific needs. Encouraging Doreen to rehearse her sales presentation helps her to become more confident and better prepared for real-world sales situations. Therefore, all of these options should be used together to create an effective training program.

Question 18

For which of the following products is it more important that the sales training program emphasizes product knowledge?
A) Wooden building trusses
B) Electronic security systems
C) Paper products
D) Textbooks
E) Cereal

Accepted Answer

Electronic security systems require a high level of technical knowledge and expertise, making it crucial for the sales training program to emphasize product knowledge.

Question 19

During her sales training, Shirley was provided a market/industry orientation including all of the following EXCEPT:
A) Present customers
B) Customers' customers
C) Finance office personnel
D) Economic conditions
E) Wholesalers

Accepted Answer

The other options (A, B, D, and E) all relate to the market/industry orientation by considering either the end customers, their customers, economic conditions, or intermediaries in the supply chain. However, finance office personnel are not directly related to the market orientation, as they are more focused on internal financial operations than customer-facing activities.

Question 20

Lonnie is a newly trained salesperson for a company that manufactures customized display shelf and storage units for retail stores. Lonnie was proud of the number of sales he made during his first months of selling. Today he received a call from his sales manager who was highly critical of Lonnie's recent sales. It seems that Lonnie was offering potential customers a 10 percent discount if they would make an immediate purchase. Lonnie's company has a policy of not offering a discount of any kind
A) Market/industry orientation
B) Company orientation
C) Territory management
D) Product knowledge
E) All of the above

Accepted Answer

Lonnie's actions show that he lacks company orientation, as he was violating the policy of not offering any discounts. The other options do not apply to the situation described.

Quiz 10: Sales Training: Objectives, Techniques, and Evaluation

Selena, a new sales rep, is getting numerous requests from customers for price adjustments and product modification. She does not know how to handle these requests. Selena did not get sufficient training in the area of:

The five keys for effective on-the-job informal training include:

Another name for on-the-job training is:

Ryan wants to introduce new salespeople to company policies before they become outside sales reps. He may have new salespeople:

The saying ""plan your work-work your plan"" is designed to:

The 80-20 ratio is related to which sales training topic?

On-the-job training and coaching often occur together; this is referred to as:

The most commonly used sales training technique is which of the following?

Most sales managers recognize that, with regard to experienced sales personnel:

Jackson is developing the classroom training program for her new company. She knows classroom training has all of the following advantages EXCEPT:

Sales training on ethical and legal issues will most likely:

George is training his sales team in the skill of bundling and building value. George's training is in the area of:

Training to reduce SCA can help address:

Companies have found that use of computers by salespeople results in:

No matter what product salespeople are being taught to sell during the training process, the most time is typically spent on making sure salespeople:

Doreen is a newly hired salesperson for a garden supply distributor. To make sure her one-on-one training is effective, the sales manager who is training her should:

For which of the following products is it more important that the sales training program emphasizes product knowledge?

During her sales training, Shirley was provided a market/industry orientation including all of the following EXCEPT: