You have just been promoted to sales manager at your insurance company and are in charge of 8 salespeople, three of which have been with the company less than a year. You know that most turnover occurs between 12 and 15 months of employment in your industry, so you decide to develop a high quality training program for your sales force. Which of the following is true with regard to the research on sales training and turnover?
A) There is no relationship between sales training and salesperson turnover.
B) Sales training increases salesperson turnover intentions because of the increased knowledge about the difficulties of the job.
C) Sales training reduces role ambiguity and increases salesperson job satisfaction.
D) Sales training will increase actual turnover rates, due to the boredom of sitting all day in class.
E) None of the above is true.

Question

Quizplus · Accepted Answer

Research has shown that effective sales training can reduce role ambiguity and increase job satisfaction, ultimately leading to a decrease in turnover. Option A and B are incorrect as they do not reflect the positive relationship between sales training and turnover. Option D is a common misconception but lacks empirical evidence. Option E is not true as there is research available on the topic.

You Have Just Been Promoted to Sales Manager at Your