Managers who rush through the hiring process and assume that they can fix any problems with a candidate during the training process:
The organization of a company’s sales force is most heavily influenced by:
D. the metrics set by the sales department
All of the following are elements that are likely to appear in a job description EXCEPT:
A. The age of the ideal candidate
B. The products or services the employee will be selling
C. The tasks and responsibilities of the job
D. The relationship between the employee and others in the organization
What is a way to qualify applicants coming from newspaper advertisements?
The turnover rate for salespeople is:
After an applicant has accepted a position with a hiring company, what is the purpose of sending the new hire employee handbooks and company-branded materials such as pens and apparel and having current employees make contact with the new hire?
A. To let the new hire know the company has a budget for branded materials
B. To build commitment in the new hire
C. To show the new hire how he or she will be expected to treat valued customers
D. to ask the new hire to do a sample presentation on the product the first day of work
A job analysis is an analysis of the:
What is the guiding idea behind the way companies structure their sales forces?
A break-even analysis is a calculation that helps sales managers figure out:
What is one way a company can encourage its employees to refer their friends who are excellent candidates for sales positions?
What is the first step in the process of selecting a candidate for a sales position?
A. Giving the candidate tests
B. Interviewing the candidate personally
C. Checking the candidate’s background information
D. Having the candidate fill out an application form
Changes in demographics mean that companies that want to attract and retain excellent candidates will need to institute corporate policies that:
In general, the more specialized the selling:
A geographical sales structure:
One of the biggest issues companies who use computerized sales must deal with in relation to their customers is:
In a line organization reporting structure, the main disadvantage is that:
If a company is not finding enough applicants for sales positions, it is likely that:
A product sales structure assigns salespeople:
The workload method of calculating the number of salespeople a company needs to hire:
According to economic theory, sales managers should hire as many salespeople as possible:
Part 2 of 2 –
At what time would an entire sales force, including both new hires and long-term employees, need training?
A. At the beginning of the fiscal year
B. At the end of a quarter with decreased sales
C. When a new product is rolled out
D. When a new sales manager is hired
Companies that ask new hires to do on-the-job training, or shadowing to shadow current sales reps, intend for the new hires to:
Which of the following is NOT one of the four types of feedback measure used to assess the success of a training program?
Utility analysis is a method of examining the effectiveness of a training program that is:
What is a good training method for teaching complex skills in a face-to-face format?
B. Role-playing exercises
C. Online self-paced sessions
D. Instructor-led lectures
All of the following are training methods that use the Iinternet EXCEPT:
Once it is determined that an employee needs some kind of training, the manager should write:
In order to be able to develop, execute, and evaluate the training program, what has to be developed first?
A. The learning objectives for the training
B. The budget for the training
C. The list of trainers who will perform the training
D. The list of attendees who will attend the training
Some of the objectives of the training course should include:
The skills taught in Bloom’s affective/attitude categories could also be described as being:
What are the three levels of information that need to be considered when determining training objectives?
A. Organizational, ability, and assessment
B. Organizational, sales, and ability
C. Organizational, task, and individual
D. Knowledge, task, and skills
Bloom’s cognitive/knowledge categories teach skills that all have to do with dealing with and processing:
Instructor-led, in-person training can be flexible and a good way for trainees to network, but it can also be:
What is the most likely reason that companies run training programs that do not succeed?
When salespeople give new technology an honest try but ultimately reject it, it is usually because:
In the past, managers did not spend much time training new salespeople on ethics. Now, training in ethics:
What does “learning transfer” mean?
A company that wants to prevent experienced salespeople from leaving the company at key career transition times can:
In order to develop an effective training program for sales employees, companies must first determine:
A training assessment determines: