Question 1 of 20
5.0 Points
Training is a __________ process facilitating the continual growth and productivity of salespeople.
A. short-term
B. long-term
C. discrete
D. continuous Reset Selection
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Question 2 of 20
5.0 Points
The fourth step in developing the sales training development process is to:
A. determine training objectives.
B. conduct training needs assessment.
C. determine responsibility, method of delivery, timing, and location.
D. develop content of the training program. Reset Selection
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Question 3 of 20
5.0 Points
Compared to the initial sales training program, continuing sales training programs (e.g., refresher training) are:
A. for experienced salespeople.
B. longer in length.
C. more comprehensive.
D. unnecessary as experience is a sufficient teacher. Reset Selection
Mark for Review What's This?
Question 4 of 20
5.0 Points
While staff trainers within the organization have several advantages over line sales executives in conducting sales force training programs, the disadvantage in using staff trainers is:
A. that they lack management support.
B. that the cost of hiring and maintaining staff trainers is often high.
C. staff trainers’ words tend to carry more authority than company executives’ words.
D. they are easily lured away by other companies. Reset Selection
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Question 5 of 20
5.0 Points
Several methods can be used to train persons individually. Which of the following statements is accurate regarding individual sales training?
A. A major disadvantage of the “on-the-job†training is that it is very time-consuming and costly for both the experienced salesperson and the trainee.
B. Experience shows that learning seldom takes place in unstructured situations such as personal conferences.
C. Correspondence courses alone are probably the most effective training devices.
D. Salespeople are easily motivated to complete correspondence courses. Reset Selection
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Question 6 of 20
5.0 Points
A __________ tells participants the training’s purpose and objectives, why they were selected to attend, and the business need the sales manager hopes to meet.
A. lesson plan
B. syllabus
C. orientation booklet
D. pre-training briefing CORRECT ANSWER Reset Selection
Mark for Review What's This?
Question 7 of 20
5.0 Points
Once you’ve carried out a sales training program, it’s essential to evaluate its effectiveness and determine how well you’ve met your overall objectives and specific goals for the program. The __________ level method measures trainees’ attitudes and feelings toward the training program.
A. reaction
B. learning
C. behavior
D. results Reset Selection
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Question 8 of 20
5.0 Points
An important aspect of a sales manager’s job is determining how a sales training program is to be evaluated. In using four-level method to gauge effectiveness, which of the following represents the final level at which sales training programs should be evaluated?
A. Reaction
B. Proaction
C. Behavior
D. Results Reset Selection
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Question 9 of 20
5.0 Points
Which of the following types of cultural training is needed for a sales force with extensive cultural experience encountering a dissimilar culture?
A. Little training is needed
B. Cultural adaptability training
C. Cultural knowledge training
D. Cultural adaptability and culture knowledge training Reset Selection
Mark for Review What's This?
Question 10 of 20
5.0 Points
Greater workforce diversity, intense global competition, and rapid technological advances have resulted in company leadership becoming:
A. taller and more comprehensive, requiring greater leadership at all organizational levels.
B. taller and more comprehensive, requiring centralized leadership at the executive level.
C. flatter and leaner, requiring greater leadership at all organizational levels.
D. flatter and leaner, requiring centralized leadership at the executive level. Reset Selection
Mark for Review What's This?
Question 11 of 20
5.0 Points
Generally we can think of __________ as the process of motivating and enabling the task-related activities of team members and the ability to influence them toward the achievement of goals.
A. management
B. supervision
C. leadership
D. power Reset Selection
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Question 12 of 20
5.0 Points
__________ entails performing tasks that deal with monitoring the daily work activities of sales subordinates.
A. Management
B. Supervision
C. Leadership
D. Power Reset Selection
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Question 13 of 20
5.0 Points
Which of the following bases of power stem from the position the sales manager occupies?
A. Expert, legitimate, reward
B. Legitimate, reward, coercive
C. Legitimate, reward, referent
D. Referent, reward, coercive Reset Selection
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Question 14 of 20
5.0 Points
Which of the following bases of power stem from the personal traits of a sales manager?
A. Referent and legitimate
B. Legitimate and reward
C. Coercive and referent
D. Referent and expert Reset Selection
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Question 15 of 20
5.0 Points
The __________ theory focuses on identifying the personal qualities of effective leaders.
A. leader-member exchange
B. path-goal
C. behavioral styles
D. contingency Reset Selection
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Question 16 of 20
5.0 Points
Newly hired, inexperienced sales trainees need which style of leadership?
A. High consideration, low structure
B. High consideration, high structure
C. Low consideration, low structure
D. Low consideration, high structure Reset Selection
Mark for Review What's This?
Question 17 of 20
5.0 Points
A __________ leader adopts a long-term perspective and gains extraordinary commitment from his or her followers through several key characteristics: charisma and vision, inspiration, intellectual stimulation, and individual consideration.
A. visionary
B. charismatic
C. transformational
D. transactional Reset Selection
Mark for Review What's This?
Question 18 of 20
5.0 Points
The philosophy behind empowerment, which focuses on distributing power to lower-level employees, is based on:
A. self-efficacy.
B. participative management.
C. interactive control systems.
D. transformational leadership. Reset Selection
Mark for Review What's This?
Question 19 of 20
5.0 Points
In empathic listening, the receiver’s goal(s) is/are to:
A. understand and retain information and identify key points.
B. critically evaluate the message by looking at the logic of the argument, strength of the evidence, and validity of the conclusions.
C. understand the speaker’s feelings, needs, and wants in order to solve a problem.
D. restate the ideas and feelings behind the comment to the speaker’s satisfaction. Reset Selection
Mark for Review What's This?
Question 20 of 20
5.0 Points
Which of the following is an effective method of overcoming communication barriers with a sales force?
A. Increase the information supply
B. Encourage feedback
C. Show your feelings
D. Keep nonverbal cues to a minimum Reset Selection
5.0 Points
Training is a __________ process facilitating the continual growth and productivity of salespeople.
A. short-term
B. long-term
C. discrete
D. continuous Reset Selection
Mark for Review What's This?
Question 2 of 20
5.0 Points
The fourth step in developing the sales training development process is to:
A. determine training objectives.
B. conduct training needs assessment.
C. determine responsibility, method of delivery, timing, and location.
D. develop content of the training program. Reset Selection
Mark for Review What's This?
Question 3 of 20
5.0 Points
Compared to the initial sales training program, continuing sales training programs (e.g., refresher training) are:
A. for experienced salespeople.
B. longer in length.
C. more comprehensive.
D. unnecessary as experience is a sufficient teacher. Reset Selection
Mark for Review What's This?
Question 4 of 20
5.0 Points
While staff trainers within the organization have several advantages over line sales executives in conducting sales force training programs, the disadvantage in using staff trainers is:
A. that they lack management support.
B. that the cost of hiring and maintaining staff trainers is often high.
C. staff trainers’ words tend to carry more authority than company executives’ words.
D. they are easily lured away by other companies. Reset Selection
Mark for Review What's This?
Question 5 of 20
5.0 Points
Several methods can be used to train persons individually. Which of the following statements is accurate regarding individual sales training?
A. A major disadvantage of the “on-the-job†training is that it is very time-consuming and costly for both the experienced salesperson and the trainee.
B. Experience shows that learning seldom takes place in unstructured situations such as personal conferences.
C. Correspondence courses alone are probably the most effective training devices.
D. Salespeople are easily motivated to complete correspondence courses. Reset Selection
Mark for Review What's This?
Question 6 of 20
5.0 Points
A __________ tells participants the training’s purpose and objectives, why they were selected to attend, and the business need the sales manager hopes to meet.
A. lesson plan
B. syllabus
C. orientation booklet
D. pre-training briefing CORRECT ANSWER Reset Selection
Mark for Review What's This?
Question 7 of 20
5.0 Points
Once you’ve carried out a sales training program, it’s essential to evaluate its effectiveness and determine how well you’ve met your overall objectives and specific goals for the program. The __________ level method measures trainees’ attitudes and feelings toward the training program.
A. reaction
B. learning
C. behavior
D. results Reset Selection
Mark for Review What's This?
Question 8 of 20
5.0 Points
An important aspect of a sales manager’s job is determining how a sales training program is to be evaluated. In using four-level method to gauge effectiveness, which of the following represents the final level at which sales training programs should be evaluated?
A. Reaction
B. Proaction
C. Behavior
D. Results Reset Selection
Mark for Review What's This?
Question 9 of 20
5.0 Points
Which of the following types of cultural training is needed for a sales force with extensive cultural experience encountering a dissimilar culture?
A. Little training is needed
B. Cultural adaptability training
C. Cultural knowledge training
D. Cultural adaptability and culture knowledge training Reset Selection
Mark for Review What's This?
Question 10 of 20
5.0 Points
Greater workforce diversity, intense global competition, and rapid technological advances have resulted in company leadership becoming:
A. taller and more comprehensive, requiring greater leadership at all organizational levels.
B. taller and more comprehensive, requiring centralized leadership at the executive level.
C. flatter and leaner, requiring greater leadership at all organizational levels.
D. flatter and leaner, requiring centralized leadership at the executive level. Reset Selection
Mark for Review What's This?
Question 11 of 20
5.0 Points
Generally we can think of __________ as the process of motivating and enabling the task-related activities of team members and the ability to influence them toward the achievement of goals.
A. management
B. supervision
C. leadership
D. power Reset Selection
Mark for Review What's This?
Question 12 of 20
5.0 Points
__________ entails performing tasks that deal with monitoring the daily work activities of sales subordinates.
A. Management
B. Supervision
C. Leadership
D. Power Reset Selection
Mark for Review What's This?
Question 13 of 20
5.0 Points
Which of the following bases of power stem from the position the sales manager occupies?
A. Expert, legitimate, reward
B. Legitimate, reward, coercive
C. Legitimate, reward, referent
D. Referent, reward, coercive Reset Selection
Mark for Review What's This?
Question 14 of 20
5.0 Points
Which of the following bases of power stem from the personal traits of a sales manager?
A. Referent and legitimate
B. Legitimate and reward
C. Coercive and referent
D. Referent and expert Reset Selection
Mark for Review What's This?
Question 15 of 20
5.0 Points
The __________ theory focuses on identifying the personal qualities of effective leaders.
A. leader-member exchange
B. path-goal
C. behavioral styles
D. contingency Reset Selection
Mark for Review What's This?
Question 16 of 20
5.0 Points
Newly hired, inexperienced sales trainees need which style of leadership?
A. High consideration, low structure
B. High consideration, high structure
C. Low consideration, low structure
D. Low consideration, high structure Reset Selection
Mark for Review What's This?
Question 17 of 20
5.0 Points
A __________ leader adopts a long-term perspective and gains extraordinary commitment from his or her followers through several key characteristics: charisma and vision, inspiration, intellectual stimulation, and individual consideration.
A. visionary
B. charismatic
C. transformational
D. transactional Reset Selection
Mark for Review What's This?
Question 18 of 20
5.0 Points
The philosophy behind empowerment, which focuses on distributing power to lower-level employees, is based on:
A. self-efficacy.
B. participative management.
C. interactive control systems.
D. transformational leadership. Reset Selection
Mark for Review What's This?
Question 19 of 20
5.0 Points
In empathic listening, the receiver’s goal(s) is/are to:
A. understand and retain information and identify key points.
B. critically evaluate the message by looking at the logic of the argument, strength of the evidence, and validity of the conclusions.
C. understand the speaker’s feelings, needs, and wants in order to solve a problem.
D. restate the ideas and feelings behind the comment to the speaker’s satisfaction. Reset Selection
Mark for Review What's This?
Question 20 of 20
5.0 Points
Which of the following is an effective method of overcoming communication barriers with a sales force?
A. Increase the information supply
B. Encourage feedback
C. Show your feelings
D. Keep nonverbal cues to a minimum Reset Selection
