Question 1

Training programs that involve organized training schools, periodic conventions, or seminars held in a central location such as the home office are known as centralized training programs.

Accepted Answer

Centralized training programs are conducted at a central location, often the organization's headquarters, to ensure consistency and control over the training content and delivery.

Question 2

A pre-training briefing occurs before training begins to let trainees know the purpose of training.

Accepted Answer

A pre-training briefing is conducted to inform trainees about the objectives, expectations, and logistics of the training program before it starts.

Question 3

Post-training reinforcement that generally involves informal, give-and-take discussions between sales managers and salespeople with the purpose of reinforcing sales training concepts, solving selling problems, and improving basic selling skills refers to coaching (or developmental feedback).

Accepted Answer

Coaching involves informal discussions aimed at reinforcing training, solving problems, and improving skills, aligning with the described post-training reinforcement.

Question 4

A form of continuous training that seeks to upgrade the skills of the existing sales force and to maximize the value of each salesperson is called retraining.

Accepted Answer

The answer of A form of continuous training that seeks...

Question 5

A form of continuous training that provides instruction when a salesperson's job requirements change due to new products or new methods refer to refresher training.

Accepted Answer

The answer of A form of continuous training that provides...

Question 6

Managerial training should cover all aspects of the sales manager's job to introduce new approaches to organization, planning, motivation, compensation, supervision, evaluation, and control over the areas the sales manager is responsible for.

Accepted Answer

Managerial training should be comprehensive to ensure that sales managers are well-equipped to handle all facets of their role, including organization, planning, motivation, compensation, supervision, evaluation, and control, to effectively lead their teams and achieve sales goals.

Question 7

Once a sales training program has been carried out, a four-level method can be used to gauge its effectiveness. At the second level, evaluation at the learning level assesses how well the trainees learned basic principles, facts, and so on during the training program. (This step requires testing trainees before and after training.)

Accepted Answer

The second level of the Kirkpatrick Model for evaluating training programs is the Learning level, which measures the increase in knowledge or skills as a result of the training.

Question 8

Once a sales training program has been carried out, a four-level method can be used to gauge its effectiveness. At the third level, the reaction level method measures trainees' attitudes and feelings toward the training program.

Accepted Answer

The third level of the four-level method is the "Behavior" level, which measures the extent to which trainees apply what they learned during training when they are back on the job. The "Reaction" level is actually the first level, which assesses trainees' attitudes and feelings toward the training program.

Question 9

Once a sales training program has been carried out, a four-level method can be used to gauge its effectiveness. At the fourth level, the results level measures changes in performance, both individual and company-wide, the training program was able to produce.

Accepted Answer

The four-level method refers to Kirkpatrick's Model, where the fourth level, "Results," evaluates the overall impact of the training on business performance and outcomes.

Quiz 9: Training the Sales Force