Question 1

Among the following, which is one of the most popular sales training topics?
A) Salesperson etiquette
B) Product knowledge
C) How to file expense reimbursement vouchers
D) How to handle the replacement of defective products
E) How to handle rejection

Accepted Answer

Product knowledge is a crucial sales training topic as it enables salespeople to effectively communicate the benefits and features of the products they are selling, which is essential for closing sales.

Question 2

Sales training covering aspects of customer knowledge may include information on all of the following subjects except
A) buying motives.
B) customer needs.
C) buyer personalities.
D) buyers' competitors.
E) buying procedures.

Accepted Answer

Sales training covering aspects of customer knowledge typically includes information on buying motives, customer needs, buyer personalities, and buying procedures. However, buyers' competitors are not typically included as part of customer knowledge.

Question 3

For sales training purposes, some firms use classification methods to categorize buyers according to
A) personality and the buying situation.
B) the buyer's expertise and ease of making sales.
C) the firm's account size and products purchased.
D) their interest in trying new product lines.
E) their level of input to the sales decision.

Accepted Answer

Classifying buyers according to their personality and the buying situation allows salespeople to tailor their approach and communication style to better meet the needs of different types of buyers. This can lead to more successful sales outcomes and build stronger relationships with customers. The other options listed may be factors in segmentation, but personality and situation are the most applicable for sales training purposes.

Question 4

According to research on relationship building characteristics, customers want salespeople who do all of the following except
A) personally manage their desired results.
B) offer them the best discounts.
C) understand their business.
D) act as a customer advocate.
E) are easily accessible.

Accepted Answer

While offering discounts may be a desirable trait for customers, it is not one of the top relationship building characteristics. Customers are more interested in salespeople who can manage their desired results and understand their business, act as a customer advocate, and are easily accessible.

Question 5

A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional analysis) would be aimed at teaching salespeople how to work with this type of buyer
A) the sales job facilitator.
B) the persuader.
C) the hard bargainer.
D) the socializer.
E) the straight shooter.

Accepted Answer

Psychologically oriented sales strategies (such as transactional analysis) would be most effective when dealing with a hard bargainer. This type of buyer tends to be more analytical and focused on getting the best deal possible, making tactics that address their psychological mindset useful for salespeople.

Question 6

A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:
A) the sales job facilitator.
B) the persuader.
C) the hard bargainer.
D) the socializer.
E) the straight shooter.

Accepted Answer

The socializer is the type of buyer who is most likely to be influenced by ethical and legal considerations.

Question 7

A sales training workshop devoted to teaching the importance of selling the "substance" of the product offering and not just the "sizzle" is aimed at teaching salespeople how to work with this type of buyer:
A) the sales job facilitator.
B) the persuader.
C) the hard bargainer.
D) the socializer.
E) the straight shooter.

Accepted Answer

The straight shooter is a type of buyer who values honesty, directness, and the intrinsic value of a product or service over flashy presentations or exaggerated claims. Teaching salespeople to focus on the substance of the product aligns with the preferences of straight shooters, who appreciate straightforward and factual information.

Question 8

A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:
A) the sales job facilitator.
B) the persuader.
C) the hard bargainer.
D) the socializer.
E) the straight shooter.

Accepted Answer

The answer of A sales training workshop devoted to communicating...

Question 9

A sales training workshop devoted to communicating the importance of obtaining marketing information from customers would be aimed at teaching salespeople how to work with this type of buyer:
A) the sales job facilitator.
B) the considerate.
C) the hard bargainer.
D) the socializer.
E) the straight shooter.

Accepted Answer

The answer of A sales training workshop devoted to communicating...

Question 10

Which of the following is not one of the self-management behaviors mentioned in the text?
A) self-assessment
B) self-direction
C) self-control
D) self-monitoring
E) self-reinforcement

Accepted Answer

The answer of Which of the following is not one...

Question 11

According to the text, in general, sales training objectives are set to support one or more of the following with the exception of
A) increasing sales or profits.
B) teaching administrative procedures.
C) minimizing salesforce turnover rates.
D) developing salespeople for future management positions.
E) increasing the observation powers of first-level sales managers.

Accepted Answer

Sales training objectives typically focus on improving sales performance, reducing turnover, and preparing salespeople for future roles, but not specifically on enhancing the observation skills of sales managers.

Question 12

Which of the following statements regarding the benefits of setting objectives for sales training is false?
A) Specific training objectives provide a standard for measuring the effectiveness of training.
B) Top management is responsive to well-written, specific objectives and may be more willing to provide budget support for the training.
C) Training simply for training's sake is a good doctrine for most companies to follow because it keeps salesforce product knowledge current.
D) Sales managers are forced to define the reasonable expectations of sales training rather than to view training as a quick-fix panacea for all the problems faced by the salesforce.
E) Written objectives become a good communications vehicle to inform the salesforce and other interested parties about upcoming training.

Accepted Answer

The answer of Which of the following statements regarding the...

Question 13

In the evaluation of sales training alternatives, the following criteria should be considered:
A) the popularity of that form of training.
B) the reputation of the sales trainer.
C) the location of the training.
D) the intensity of the training.
E) the level of interest among salespeople in that form of training.

Accepted Answer

The answer of In the evaluation of sales training alternatives,...

Question 14

When critiquing training alternatives, all the following criteria should be established for preliminary screening except the:
A) cost of the training.
B) location of the training.
C) flexibility of prepackaged training materials.
D) popularity of the form of training.
E) time required to implement an alternative training method.

Accepted Answer

All of the criteria listed except for the popularity of the form of training are relevant for preliminary screening when critiquing training alternatives. Popularity should not be a determining factor in selecting a training method because just because a training method is popular does not mean it is necessarily the best fit for a particular organization or situation.

Question 15

One of the key questions to be asked when evaluating alternatives for training is
A) Which method (or methods) and media are best suited for conducting the training?
B) Which method will require the least amount of time away from active selling?
C) Which method is the least expensive?
D) Which media is the most attractive to upper-management levels?
E) Which method requires the least amount of preplanning on the part of the sales manager?

Accepted Answer

The key question when evaluating alternatives for training is which method (or methods) and media are best suited for conducting the training. This ensures that the training will effectively meet the needs of the sales team and result in improved performance. The other options, such as cost or time requirements, may also be important factors to consider, but they should not be the primary focus when selecting a training method.

Question 16

In general, companies rely most heavily on ____________ to conduct sales training.
A) outside training consultants
B) specialized schools
C) mass-produced videotapes
D) their own personnel
E) industry association conferences

Accepted Answer

Companies usually rely on their own personnel for conducting sales training as they have a better understanding of the products, services, and target audience. They can also tailor the training to meet the specific needs of the company and its sales team. Outside training consultants and specialized schools may not have the same level of knowledge about the company's offerings, while mass-produced videotapes and industry association conferences may not provide the same level of personalized training.

Question 17

Sales training is conducted in
A) home offices.
B) central training facilities.
C) manufacturing plants.
D) hotels.
E) any of the above.

Accepted Answer

Sales training can be conducted in a variety of locations including home offices, central training facilities, manufacturing plants, and hotels, depending on the needs and resources of the organization.

Question 18

Questions to consider when choosing an outside training program include all of the following except:
A) Is the training company willing to invest time in learning about your business?
B) How cutting-edge is the training company?
C) Does the content of the training program align with your training priorities or can it be customized for your business?
D) Will the training program fit into your schedule?
E) How flexible is the delivery of the training (e.g., virtual In-person)?

Accepted Answer

The cutting-edge nature of a training company is less relevant compared to the other factors listed. The primary considerations should focus on the alignment with business needs, customization options, scheduling, and delivery flexibility rather than how innovative the company is.

Question 19

Questions to consider when choosing an outside training program include all of the following except:
A) Is the training company willing to invest time in learning about your business?
B) Who will actually manage the training and do the work?
C) Does the content of the training program align with your training priorities or can it be customized for your business?
D) Will the training program fit into your schedule?
E) All of the above questions should be considered when choosing an outside training program.

Accepted Answer

All of the questions mentioned in the options A, B, C, and D are important factors to consider when choosing an outside training program. Therefore, all the above questions should be considered when choosing an outside training program.

Question 20

Which of the following is not one of the four categories of training methods discussed in the text?
A) On-the-job
B) Behavioral simulations
C) Case studies
D) Classroom/conference
E) Absorption

Accepted Answer

The answer of Which of the following is not one...

Quiz 5: Continual Development of the Salesforce:

Among the following, which is one of the most popular sales training topics?

Sales training covering aspects of customer knowledge may include information on all of the following subjects except

For sales training purposes, some firms use classification methods to categorize buyers according to

According to research on relationship building characteristics, customers want salespeople who do all of the following except

A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional analysis) would be aimed at teaching salespeople how to work with this type of buyer

A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:

A sales training workshop devoted to teaching the importance of selling the "substance" of the product offering and not just the "sizzle" is aimed at teaching salespeople how to work with this type of buyer:

A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:

A sales training workshop devoted to communicating the importance of obtaining marketing information from customers would be aimed at teaching salespeople how to work with this type of buyer:

Which of the following is not one of the self-management behaviors mentioned in the text?

According to the text, in general, sales training objectives are set to support one or more of the following with the exception of

Which of the following statements regarding the benefits of setting objectives for sales training is false?

In the evaluation of sales training alternatives, the following criteria should be considered:

When critiquing training alternatives, all the following criteria should be established for preliminary screening except the:

One of the key questions to be asked when evaluating alternatives for training is

In general, companies rely most heavily on ____________ to conduct sales training.

Sales training is conducted in

Questions to consider when choosing an outside training program include all of the following except:

Questions to consider when choosing an outside training program include all of the following except:

Which of the following is not one of the four categories of training methods discussed in the text?