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Management of a Sales Force, 11/e

Rosann Spiro, Indiana University
William J. Stanton, University of Colorado
Gregory A. Rich, Bowling Green State University

Developing, Delivering and Reinforcing a Sales Training Program

Chapter 7 Multiple Choice Quiz


1	The two basic types of training programs are initial training for new hires and:
		A)	continuous training programs for experienced reps
		B)	on-the-job training
		C)	centralized training
		D)	program design training
		E)	product information training


2	Studies report that about __________ of business firms do no sales training (pick the closest):
		A)	10 percent
		B)	33 percent
		C)	50 percent
		D)	67 percent
		E)	90 percent


3	The objectives of a sales training program typically include:
		A)	increased sales productivity
		B)	lower turnover
		C)	higher moral
		D)	improved customer relations
		E)	All of the above


4	The highest return on dollars invested in training comes from training the _______________ of the sales force.
		A)	top 5% (i.e., the best salespeople)
		B)	top 20%
		C)	middle 60%
		D)	lowest 20%
		E)	lowest 5% (i.e., the worst salespeople)


5	In the program design phase, the following question is asked:
		A)	Who should do the training?
		B)	When should the training take place?
		C)	Where should it be done?
		D)	What should content of the training be?
		E)	All of the above


6	An advantage of hiring and using a staff trainer is:
		A)	his/her words carry more authority
		B)	he/she has more time to devote to each trainee
		C)	it achieves a unity of action
		D)	no additional cost is incurred
		E)	All of the above


7	Some sales executives feel that sales training should take place after the reps have spent some time selling in the fiel The reasons behind this include all of the following, except:
		A)	It is much easier to train people who have had some experience
		B)	Weak salespeople quit before the firm has to spend money on training them
		C)	This helps management determine what type of training is needed for each rep
		D)	This assures that all customers receive excellent service
		E)	People who have experience in facing problems are eager to find solutions to them


8	Which of the following is least likely to be part of a decentralized training program?
		A)	field sales office instruction
		B)	use of senior salespeople
		C)	an organized school at the home office
		D)	on-the-job training
		E)	self-guided assignments


9	The _________________ can allow trainers to present more information in a shorter time to a larger number of students than any of the other techniques.
		A)	lecture method
		B)	mentoring method
		C)	on-the-job method
		D)	role-playing method
		E)	None of the above


10	The biggest advantage to Web-based training is:
		A)	that is works well as an informal, mentoring approach
		B)	that reps are more likely to complete this method than others
		C)	that it gives students an opportunity to work through their own problems
		D)	its learning-by-doing education approach
		E)	its low cost from not having to pay for travel to bring reps together

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