Question 1

As the branch sales manager for a medium sized manufacturing firm you are solely responsible for the sales training for your 10 salespeople. When developing a training program, you would be responsible for all of the following training issues except:

Accepted Answer

As the branch sales manager responsible for sales training, you would indeed be involved in deciding where to train, who should conduct the training, what methods to use for training, and when to retrain your salespeople. These are all critical components of developing an effective training program.

Question 2

Line executives may not be as popular as staff specialists as sales trainers because they are less likely to take the time to do a good job with training.

Accepted Answer

Line executives often have a wide range of responsibilities and may not have the time or specialized knowledge to dedicate to training, unlike staff specialists who are specifically focused on areas such as training and development.

Question 3

As a sales manager for a medium-sized e-commerce company, you realize that frequent training is important because of the dynamic nature of the industry. Fortunately, you know that the outcomes, intended or otherwise, of sales training could include:

Accepted Answer

The answer of As a sales manager for a medium-sized...

Question 4

The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program.

Accepted Answer

Outside specialists bring diverse perspectives and new ideas to a training program, which can make it more engaging and effective. Their expertise and experience can also be helpful in addressing specific challenges or goals within the training.

Question 5

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?

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.

Question 6

A sales manager who is responsible for developing and implementing a sales training program should conduct a number of steps in sequence. According to the text, which of the following activities would you complete first in developing a new training program?

Accepted Answer

Assessing the training needs of the sales force should be the first step in developing a new sales training program. This will help identify gaps in skills and knowledge so that the training can be tailored to meet those needs.

Question 7

The three most popular sales trainers are regular line executives, staff personnel, and outside specialists.

Accepted Answer

This statement is true. Regular line executives, staff personnel, and outside specialists are the three most popular types of sales trainers.

Question 8

Internet training offers cost savings, flexibility and less distractions than any other training method.

Accepted Answer

While internet training can offer cost savings and flexibility, the claim that it provides less distractions than any other training method is subjective and can vary greatly depending on the individual's learning environment and personal discipline.

Question 9

Regardless of management's philosophy towards training, it is always a mistake not to follow-up on the training after it is completed.

Accepted Answer

Following up on training is essential to ensure that the skills learned are being applied effectively on the job and to identify any gaps or areas for improvement. Not doing so can result in wasted resources and limited return on investment.

Question 10

The main attraction of outside training specialists is their complete familiarity with a company's selling situation.

Accepted Answer

Outside training specialists may have expertise in sales training, but they may not be familiar with a company's unique selling situation, market, customers, and competitors. This can result in generic training that may not be tailored to the company's specific needs and may not be as effective as expected. Internal trainers or a combination of internal and external trainers who have a good understanding of the company's selling situation may be more effective.

Question 11

Individual sales training programs may be designed to accomplish which of these specific objectives?

Accepted Answer

Individual sales training programs can be designed to achieve different specific objectives, including time management, territory management, product knowledge, and company orientation. Training programs are tailored to the specific needs and goals of the sales teams or individuals and can cover different topics depending on their current strengths and weaknesses. Therefore, option E - all of the above - is the best answer as it presents a comprehensive view of the potential objectives of individual sales training programs.

Question 12

As the sales manager of a Fortune 500 branch office, you understand there are different outcomes for different sales training programs. However, you know that the ultimate objective of any training program is to:

Accepted Answer

The ultimate objective of any sales training program is to increase the sales and profits of the firm. While building enthusiasm and confidence, reducing turnover, teaching salespeople how to manage their time, and improving selling skills are all important components of a successful training program, the ultimate goal is to drive revenue growth for the company.

Question 13

Centralized training is relatively inexpensive.

Accepted Answer

Centralized training can be costly due to expenses related to travel, accommodation, and facilities for participants and trainers.

Question 14

Sales managers whose income is based on a percentage of their salespeople's commission are apt to give training to new employees a low priority.

Accepted Answer

Sales managers who earn a percentage of their salespeople's commission may prioritize making sales and generating revenue over providing comprehensive training to new employees. This is because their income is directly affected by the number and amount of sales made by their team, rather than by the development and long-term success of individual employees.

Question 15

Organizations are able to accurately and objectively measure the bottom-line effects of sales training.

Accepted Answer

Measuring the direct bottom-line effects of sales training can be challenging due to the influence of external factors (like market conditions and competition) and internal factors (such as employee turnover and changes in strategy) that can also affect sales performance, making it difficult to isolate the impact of training alone.

Question 16

Research with industrial firms indicates that companies prefer to use either a centralized or decentralized training program, but rarely combine the two approaches.

Accepted Answer

Many companies adopt a blended approach, combining elements of both centralized and decentralized training programs to leverage the advantages of each and tailor training to specific needs and contexts within the organization.

Question 17

One of your first tasks as the new sales manager is to design a sales training program for the sales force. A complete training needs analysis includes all of the following except:

Accepted Answer

A review of the state of the art in training facilities is not necessarily essential to conducting a thorough training needs analysis. The other options are all integral components to designing an effective training program.

Question 18

Effective sales managers know that development and training should be done only by professional trainers.

Accepted Answer

Effective sales managers understand that development and training can also be conducted by experienced team members, through mentorship, on-the-job training, and peer learning, in addition to professional trainers.

Question 19

If a firm can afford the cost, centralized sales training is always more effective than decentralized training.

Accepted Answer

Centralized sales training may not always be more effective than decentralized training because the effectiveness depends on various factors such as the nature of the product, market diversity, and the specific needs of the sales team. Decentralized training can be more tailored to local market conditions and customer preferences.

Question 20

Training salespeople on a decentralized basis moves the learning process closer to the customer and introduces a higher measure of realism.

Accepted Answer

Decentralized training involves bringing the training closer to the customer, which allows salespeople to adapt their learning to the needs of their particular market. This makes the learning process more realistic and practical, increasing the chances of success in the field.

Quiz 8: Training