Which of the following statements about sales training is true?
A) When the human resources department is determining training needs, only the field sales managers need to be contacted because they work in such close proximity with the sales force
B) Attitudinal studies should never be used to determine content of a sales training program
C) On average, top management is more supportive of sales training activities than any other group in an organization
D) Setting specific, realistic, and measurable objectives adds credibility to the sales training program
E) When profits are down, sales training programs are typically one of the last areas to find their funding reduced

Question

Quizplus · Accepted Answer

Setting specific, realistic, and measurable objectives adds credibility to the sales training program. Option A is incorrect as the human resources department should also consult with other stakeholders such as sales representatives and supervisors. Option B is incorrect as attitudinal studies can provide valuable insights into the mindset and motivations of the sales force. Option C is incorrect as top management may not always prioritize sales training over other organizational activities. Option E is incorrect as sales training programs may experience budget cuts during tough economic times.

Which of the Following Statements About Sales Training Is True