Which of the following statements about sales training is true?
A) Generally, top management is the most supportive for any type of sales training program as compared to all other groups in an organization.
B) When revenues and profits are down, as compared to other periods, sales training programs are usually one of the last areas to find their funding reduced.
C) Writing down specific and measurable objectives increases credibility of a sales training program.
D) One thing that should never be used to determine the content of a sales training program is attitudinal information gathered from salespeople
E) When the human resources department determines sales training needs, only field sales managers need to be contacted for their input because they work in such close proximity with the sales force.

Question

Quizplus · Accepted Answer

Writing down specific and measurable objectives increases the credibility of a sales training program. It helps in identifying the goals of the program and facilitates the measurement of its success. Option A and B are incorrect as top management may not always be supportive of sales training, and in times of financial difficulties, sales training programs are often the first areas to face budget cuts. Option D is incorrect because attitudinal information from salespeople can provide valuable insights into their needs and perspectives. Option E is incorrect as input from other stakeholders, such as customers and sales support staff, should also be included in determining the sales training needs.

Which of the Following Statements About Sales Training Is True