Question 1

Sales training refers to the process of designing and implementing a sales training program that begins with analyzing needs, setting objectives, developing program content, determining delivery, preparing, motivating, reinforcing, and evaluating.

Accepted Answer

The answer of Sales training refers to the process of...

Question 2

The step in the sales training development process that analyzes the training needs of the sales force to determine the gaps between what they know and what they need to know are called training delivery decisions.

Accepted Answer

The step that analyzes the training needs of the sales force is called "needs assessment" or "training needs analysis," not "training delivery decisions."

Question 3

What the sales forces should be able to do after training refers to performance objectives. For example, a specific performance objective might be to train new salespeople to sell at least 75 percent of what experienced salespeople sell within one year after they are hired.

Accepted Answer

Performance objectives are specific goals that outline what individuals should achieve after training, such as sales targets for new salespeople.

Question 4

What the sales forces should know after a managerial training session refers to learning objectives.

Accepted Answer

Learning objectives outline what participants should know or be able to do after a training session, guiding the focus and outcomes of the training.

Question 5

A type of sales training program that seeks to improve the skills of experienced salespeople refers to a continuing sales training program.

Accepted Answer

Continuing sales training programs are designed to enhance and update the skills of experienced salespeople, ensuring they remain effective and competitive in their roles.

Question 6

Instruction methods-such as lecture, group discussion, role-playing and conferencing-that are ideal for training groups of salespeople are known as group training methods.

Accepted Answer

Group training methods are designed to engage multiple participants simultaneously, making them suitable for training groups of salespeople through interactive and collaborative techniques.

Question 7

Instruction methods-such as on-the-job training, personal conferences, and computer-based training-that are ideal when training on an individual basis are called individual training methods.

Accepted Answer

Individual training methods are designed to cater to the specific needs of an individual, allowing for personalized learning experiences.

Question 8

A group method of training in which trainees play different roles in a simulated sales situation and then receive feedback on their performance is known as role-playing.

Accepted Answer

Role-playing is a training method where participants act out roles in a simulated scenario to practice skills and receive feedback.

Question 9

A method of on-the-job training in which a sales trainee is assigned long term to an experienced sales rep or manager for the purpose of transferring knowledge and experiences is known as m-learning.

Accepted Answer

M-learning refers to mobile learning, which involves using mobile devices for educational purposes. The described method is more akin to mentorship or job shadowing.

Question 10

Decisions made during the sales training development process that include who will train the sales force, what method will be used to transfer knowledge, where the training will take place, and when the training will occur refers to training needs assessment.

Accepted Answer

These decisions are part of the training design and implementation process, not the training needs assessment, which focuses on identifying the skills and knowledge gaps.

Question 11

A general term used to describe any learning or training event that uses computers as the primary delivery method, such as CD-ROM, the Internet, intranet, and interactive videodisc is known as conferencing (distance learning).

Accepted Answer

The correct term for learning or training events using computers as the primary delivery method is "e-learning" or "computer-based training," not "conferencing."

Question 12

Web conferencing is a fast growing approach where participants use a computer to communicate with several other people via the Internet.

Accepted Answer

Web conferencing allows multiple participants to connect and communicate over the internet using computers, facilitating meetings, presentations, and collaborations remotely.

Question 13

A variation on web conferencing, a Webinar is a seminar or web conference conducted over the Internet.

Accepted Answer

A webinar is indeed a type of web conference that is conducted over the internet, often for educational or informational purposes.

Question 14

A simple, easy-to-use, user-maintained database for creating and searching information is called a wiki.

Accepted Answer

A wiki is a collaborative platform that allows users to create, edit, and search for information, often used for documentation and knowledge sharing.

Question 15

A form of learning using mobile technologies is often referred to as m-learning.

Accepted Answer

M-learning, or mobile learning, refers to educational practices that utilize mobile devices like smartphones and tablets to facilitate learning anytime and anywhere.

Question 16

RSS is a format typically associated with syndicated news and content of news-like sites, including sites like Wired.com, news-oriented community sites like Slashdot, and personal blogs.

Accepted Answer

RSS (Really Simple Syndication) is a web feed format used to publish frequently updated information, such as news headlines, blog entries, and other content, in a standardized format.

Question 17

Decentralized training is a broad term that refers to computer-enhanced learning, although it is often extended to include the use of mobile technologies such as PDAs and MP3 players.

Accepted Answer

Decentralized training refers to a training approach where learning is distributed across various locations or platforms, often leveraging technology, but it is not specifically about computer-enhanced learning or mobile technologies like PDAs and MP3 players.

Question 18

Blended learning refers to a hybrid of correspondence training used in conjunction with face-to face teaching.

Accepted Answer

The answer of Blended learning refers to a hybrid of...

Question 19

Using Internet and Web technologies but those accessible only to the company's reps and others, such as supply chain members, who are given permission to access the system refers to the intranet.

Accepted Answer

An intranet is a private computer network that uses Internet and Web technologies but is accessible only to the company's reps and others, such as supply chain members, who are given permission to access the system.

Question 20

A pre-training briefing is known as a meeting help before training begins to let trainees know the purpose of training.

Accepted Answer

A pre-training briefing is indeed a meeting held before training to inform trainees about the objectives and expectations of the training session.

Quiz 9: Training the Sales Force