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Multiple Choice Quiz
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1
Which of the following statements about sales training is true?
A)Every training effort should focus on the company's products.
B)Different managers within an organization will have different training objectives.
C)Sales managers want sales training to focus on customers.
D)Product managers want sales training to focus on customer relationships.
2
Sales training can improve morale by:
A)Increasing productivity.
B)Reducing frustration.
C)Improving selling skills.
D)All of the above.
3
Which of the following questions is likely to be addressed in sales training designed to improve selling skills?
A)How much time to devote on existing versus potential new accounts?
B)How often should each class of account be called on?
C)What is the most effective way of covering the territory?
D)All of the above.
4
When a sales manager is considering a training program for his or her sales staff, the starting point should be:
A)Analyzing the potential costs of the training.
B)Assessing the different training programs available.
C)Analyzing the needs of the sales staff.
D)None of the above.
5
When developing and implementing the sales training program, the organizer will likely:
A)Establish a training budget.
B)Establish timing
C)Select locations.
D)All of the above.
6
Training programs for new sales trainees typically address which of the following topics:
A)Product knowledge.
B)Market/industry orientation.
C)Territory management and selling skills.
D)All of the above.
7
Product knowledge competency can benefit salespeople through:
A)Pride and confidence in product quality.
B)Self-assurance emanating from technical knowledge of product makeup.
C)Communication with customers through the use of operational vocabulary peculiar to the industry.
D)All of the above.
8
New salespeople learn about company policies through:
A)Working in the home office in various departments.
B)Working with inside sales before being assigned to field sales.
C)The sales training.
D)All of the above.
9
The advantages of classroom training include:
A)Each trainee receives standard briefings
B)It can save executive's time through meeting with groups
C)Classroom training permits the use of audiovisual material.
D)All of the above.
10
It difficult to assess whether sales training has directly affected sales and profits because _____________ change.
A)Economic conditions
B)Competitive activity
C)Environmental and seasonal trends.
D)All of the above.





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