Question 1
Activities that sales managers might spend time on during the planning and implementation of sales training include all of the following except
Question options:
arranging for salespeople to work with key personnel in various <br /> departments in the firm to become familiar with their functions.
enrolling salespeople in professional workshops or training programs.
accompanying salespeople in the field to critique their sales behavior <br /> and reinforce other training.
managing the recruitment and selection of new salespeople.
Question 2
These training methods are best used as supplemental training to update the salesforce, reinforce previous training, or to provide basic materials to be covered in more detail at a later date.
Question options:
On-the-job
Behavioral simulations
Ease studies
Absorption
Question 3
The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to the
Question options:
salesforce rating results of a customer survey.
performance test results of each salesperson.
job analysis of each sales position.
state of readiness of the salesforce.
Question 4
Answers to the what, when, where, and how questions are finalized during this step in the sales training process.
Question options:
Assess sales training needs
Perform sales training
Design the sales training program
Follow-up and evaluation
Question 5
Which of the following forms of on-the-job training is often used to groom salespeople for management positions?
Question options:
Filling in for vacationing salespeople
Job rotation
Working with a senior salesperson
Working with a sales manager who acts as a "coach"
Question 6
A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 7
A _______ is an investigation of the task, duties, and responsibilities of the sales job.
Question options:
customer survey
job analysis
competitor survey
performance testing
Question 8
Sales training covering aspects of customer knowledge may include information on all of the following subjects except
Question options:
buying motives.
customer needs.
buyer personalities.
buyers' competitors.
Question 9
Which of the following media can be used to train the salesforce?
Question options:
Internet
telephone conferencing
videoconferencing
Any or all of the above may be used
Question 10
Which one of the following training method features lectures, demonstrations, and group discussion with expert trainers serving as instructors?
Question options:
On-the-job
Behavioral simulations
Absorption
Classroom/conference
Question 11
The final step in the sales training process is
Question options:
designing the sales training program.
assessing sales training needs.
performing sales training.
conducting follow-up and evaluation.
Question 12
A _______ defines expected behavior for salespeople.
Question options:
customer survey
job analysis
competitor survey
performance testing
Question 13
Which one of the following key questions should be asked when evaluating alternatives for training?
Question options:
Which method (or methods) and media are best suited for conducting the training?
Which method will require the least amount of time away from active selling?
Which method is the least expensive?
Which media is the most attractive to upper-management levels?
Question 14
Initiation to task is the degree
Question options:
to which the salesperson has managed to prioritize tasks in a way that will ensure success.
of personal satisfaction that the sales trainee feels in his or her job.
to which a sales trainee feels competent and accepted as a working partner.
of training that the sales trainee has received.
Question 15
According to the text, a common mistake made by salespeople who need training on sales techniques is
Question options:
under-controlling the sales call.
too much preplanning of sales calls.
not spending enough time with old customers.
failing to effectively confirm the sale.
Question 16
Among the following, which is one of the most popular sales training topics?
Question options:
Salesperson etiquette
Product knowledge
How to file expense reimbursement vouchers
How to handle the replacement of defective products
Question 17
A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional analysis) would be aimed at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 18
In general, companies rely most heavily on ________ to conduct sales training.
Question options:
outside training consultants
specialized schools
mass-produced videotapes
their own personnel
Question 19
A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 20
With regard to salesforce socialization, role definition is
Question options:
the degree to which the salesperson has managed to prioritize tasks in a way that will ensure success.
personal satisfaction that the sales trainee feels in his or her job.
the degree to which a sales trainee feels competent and accepted as a working partner.
an understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among tasks.
Online Exam 5
Question 21
The concept of repetition suggests that
Question options:
as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he or she has learned.
by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his or her performance can result in improved future performance.
if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he or she will be more effective.
sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given.
Question 22
If a salesperson made this statement regarding his sales manager, "I like him personally and regard him as a friend," the manager is likely exercising what type of power?
Question options:
Expert power
Referent power
Legitimate power
Reward power
Question 23
Researchers have tried to determine the personality characteristics an effective leader should have by using the _______ method.
Question options:
behavior approach.
properties method.
contingency approach.
trait approach.
Question 24
Which of the following is not a specific aspect of a transformational leadership style?
Question options:
Articulates a vision
Provides an appropriate model
Fosters the acceptance of group goals
Is dictatorial
Question 25
If a salesperson made this statement regarding his/her sales manager, "He is in a good position to recommend promotions or permit special privileges for me," the manager is probably using what type of power?
Question options:
Expert power
Referent power
Legitimate power
Reward power
Question 26
Which one of the following approaches to leadership considers situational factors such as the firm's marketing orientation in determining which leadership methods would be appropriate?
Question options:
Behavior approach
Attribute theory
Contingency approach
State of nature approach
Question 27
A _______ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.
Question options:
transactional leadership style
transformational leadership style
leader-member exchange leadership style
supervisory leadership style
Question 28
_______ is based on the belief that one party can remove rewards and provide punishment to affect behavior.
Question options:
Expert power
Referent power
Legitimate power
Coercive power
Question 29
With this type of influence strategy, circumstances are controlled to influence behavior.
Question options:
Threats
Persuasion
Manipulation
Domination
Question 30
The ultimate success of sales meetings depends on the planning and execution of activities such as
Question options:
communicating with all parties before the meeting.
checking site arrangements and arranging for audiovisual support.
preparing materials for the meeting.
All of the above.
Question 31
Organizational strategy that promotes giving managers free rein with personal ethics applied only on an individual basis is part of this type of ethical management:
Question options:
Immoral management
Incorruptible management
Moral management
Amoral management
Question 32
In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on
Question options:
reward and coercive power.
legitimate and reward power.
coercive and referent power.
expert and referent power.
Question 33
Which of the following statements regarding a sales manager's use of coaching is false?
Question options:
Coaching can occur during short meetings of the entire sales team.
Coaching sessions may take place in the office or during the sales <br /> manager's field visits with salespeople.
The essence of coaching is providing guidance and feedback as soon as <br /> possible after an appropriate event.
Coaching is most effective during scheduled team meetings with salespeople.
Question 34
Which approach to leadership seeks to catalog behaviors associated with effective leadership?
Question options:
Behavior approach
Attribute theory
Contingency approach
State of nature approach
Question 35
The expert and referent power bases are extremely critical in the use of this type of influence strategy:
Question options:
Relationships
Domination
Persuasion
Threats
Question 36
When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he or she is using this coaching technique:
Question options:
Outcome feedback
Repetition
Cognitive feedback
Sharing information
Question 37
In coaching the salesforce, the sales manager may use all of the following learning tools or concepts except
Question options:
outcome feedback.
principle of recency.
absorption training.
repetition.
Question 38
An immoral manager would most likely follow this orientation in meeting his or her organizational goals:
Question options:
Profitability within the confines of legal obedience and ethical standards
Profitability is not important, since the firm's purpose is to serve the <br /> public's needs
Profitability only, with no other goals considered
Profitability and organizational success at any price
Question 39
Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following except
Question options:
relationships.
domination.
persuasion.
threats.
Question 40
_______ is associated with the right to be a leader, usually as a result of designated organizational roles.
Question options:
Expert power
Referent power
Legitimate power
Reward power
Activities that sales managers might spend time on during the planning and implementation of sales training include all of the following except
Question options:
arranging for salespeople to work with key personnel in various <br /> departments in the firm to become familiar with their functions.
enrolling salespeople in professional workshops or training programs.
accompanying salespeople in the field to critique their sales behavior <br /> and reinforce other training.
managing the recruitment and selection of new salespeople.
Question 2
These training methods are best used as supplemental training to update the salesforce, reinforce previous training, or to provide basic materials to be covered in more detail at a later date.
Question options:
On-the-job
Behavioral simulations
Ease studies
Absorption
Question 3
The purpose of sales training needs assessment is to compare the specific performance-related skills, attitudes, perceptions, and behaviors required for salesforce success to the
Question options:
salesforce rating results of a customer survey.
performance test results of each salesperson.
job analysis of each sales position.
state of readiness of the salesforce.
Question 4
Answers to the what, when, where, and how questions are finalized during this step in the sales training process.
Question options:
Assess sales training needs
Perform sales training
Design the sales training program
Follow-up and evaluation
Question 5
Which of the following forms of on-the-job training is often used to groom salespeople for management positions?
Question options:
Filling in for vacationing salespeople
Job rotation
Working with a senior salesperson
Working with a sales manager who acts as a "coach"
Question 6
A sales training workshop devoted to communicating the importance of qualifying prospects would be aimed at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 7
A _______ is an investigation of the task, duties, and responsibilities of the sales job.
Question options:
customer survey
job analysis
competitor survey
performance testing
Question 8
Sales training covering aspects of customer knowledge may include information on all of the following subjects except
Question options:
buying motives.
customer needs.
buyer personalities.
buyers' competitors.
Question 9
Which of the following media can be used to train the salesforce?
Question options:
Internet
telephone conferencing
videoconferencing
Any or all of the above may be used
Question 10
Which one of the following training method features lectures, demonstrations, and group discussion with expert trainers serving as instructors?
Question options:
On-the-job
Behavioral simulations
Absorption
Classroom/conference
Question 11
The final step in the sales training process is
Question options:
designing the sales training program.
assessing sales training needs.
performing sales training.
conducting follow-up and evaluation.
Question 12
A _______ defines expected behavior for salespeople.
Question options:
customer survey
job analysis
competitor survey
performance testing
Question 13
Which one of the following key questions should be asked when evaluating alternatives for training?
Question options:
Which method (or methods) and media are best suited for conducting the training?
Which method will require the least amount of time away from active selling?
Which method is the least expensive?
Which media is the most attractive to upper-management levels?
Question 14
Initiation to task is the degree
Question options:
to which the salesperson has managed to prioritize tasks in a way that will ensure success.
of personal satisfaction that the sales trainee feels in his or her job.
to which a sales trainee feels competent and accepted as a working partner.
of training that the sales trainee has received.
Question 15
According to the text, a common mistake made by salespeople who need training on sales techniques is
Question options:
under-controlling the sales call.
too much preplanning of sales calls.
not spending enough time with old customers.
failing to effectively confirm the sale.
Question 16
Among the following, which is one of the most popular sales training topics?
Question options:
Salesperson etiquette
Product knowledge
How to file expense reimbursement vouchers
How to handle the replacement of defective products
Question 17
A sales training workshop devoted to teaching psychologically oriented sales strategies (such as transactional analysis) would be aimed at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 18
In general, companies rely most heavily on ________ to conduct sales training.
Question options:
outside training consultants
specialized schools
mass-produced videotapes
their own personnel
Question 19
A sales training workshop devoted to discussing the ethical and legal implications of transacting business would be aimed at teaching salespeople how to work with this type of buyer:
Question options:
The sales job facilitator
The persuader
The hard bargainer
The socializer
Question 20
With regard to salesforce socialization, role definition is
Question options:
the degree to which the salesperson has managed to prioritize tasks in a way that will ensure success.
personal satisfaction that the sales trainee feels in his or her job.
the degree to which a sales trainee feels competent and accepted as a working partner.
an understanding of what tasks are to be performed, what the priorities of the tasks are, and how time should be allocated among tasks.
Online Exam 5
Question 21
The concept of repetition suggests that
Question options:
as soon as possible after a sales training meeting, the sales manager should attempt to visit with each salesperson individually to reinforce what he or she has learned.
by focusing on information related to the most recent sales call the salesperson has made, a self-evaluation of his or her performance can result in improved future performance.
if a salesperson can draw on the enthusiasm generated by a recent successful sales call, he or she will be more effective.
sales managers should make a practice of holding coaching sessions after each sales call to help reinforce the suggestions given.
Question 22
If a salesperson made this statement regarding his sales manager, "I like him personally and regard him as a friend," the manager is likely exercising what type of power?
Question options:
Expert power
Referent power
Legitimate power
Reward power
Question 23
Researchers have tried to determine the personality characteristics an effective leader should have by using the _______ method.
Question options:
behavior approach.
properties method.
contingency approach.
trait approach.
Question 24
Which of the following is not a specific aspect of a transformational leadership style?
Question options:
Articulates a vision
Provides an appropriate model
Fosters the acceptance of group goals
Is dictatorial
Question 25
If a salesperson made this statement regarding his/her sales manager, "He is in a good position to recommend promotions or permit special privileges for me," the manager is probably using what type of power?
Question options:
Expert power
Referent power
Legitimate power
Reward power
Question 26
Which one of the following approaches to leadership considers situational factors such as the firm's marketing orientation in determining which leadership methods would be appropriate?
Question options:
Behavior approach
Attribute theory
Contingency approach
State of nature approach
Question 27
A _______ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.
Question options:
transactional leadership style
transformational leadership style
leader-member exchange leadership style
supervisory leadership style
Question 28
_______ is based on the belief that one party can remove rewards and provide punishment to affect behavior.
Question options:
Expert power
Referent power
Legitimate power
Coercive power
Question 29
With this type of influence strategy, circumstances are controlled to influence behavior.
Question options:
Threats
Persuasion
Manipulation
Domination
Question 30
The ultimate success of sales meetings depends on the planning and execution of activities such as
Question options:
communicating with all parties before the meeting.
checking site arrangements and arranging for audiovisual support.
preparing materials for the meeting.
All of the above.
Question 31
Organizational strategy that promotes giving managers free rein with personal ethics applied only on an individual basis is part of this type of ethical management:
Question options:
Immoral management
Incorruptible management
Moral management
Amoral management
Question 32
In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on
Question options:
reward and coercive power.
legitimate and reward power.
coercive and referent power.
expert and referent power.
Question 33
Which of the following statements regarding a sales manager's use of coaching is false?
Question options:
Coaching can occur during short meetings of the entire sales team.
Coaching sessions may take place in the office or during the sales <br /> manager's field visits with salespeople.
The essence of coaching is providing guidance and feedback as soon as <br /> possible after an appropriate event.
Coaching is most effective during scheduled team meetings with salespeople.
Question 34
Which approach to leadership seeks to catalog behaviors associated with effective leadership?
Question options:
Behavior approach
Attribute theory
Contingency approach
State of nature approach
Question 35
The expert and referent power bases are extremely critical in the use of this type of influence strategy:
Question options:
Relationships
Domination
Persuasion
Threats
Question 36
When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he or she is using this coaching technique:
Question options:
Outcome feedback
Repetition
Cognitive feedback
Sharing information
Question 37
In coaching the salesforce, the sales manager may use all of the following learning tools or concepts except
Question options:
outcome feedback.
principle of recency.
absorption training.
repetition.
Question 38
An immoral manager would most likely follow this orientation in meeting his or her organizational goals:
Question options:
Profitability within the confines of legal obedience and ethical standards
Profitability is not important, since the firm's purpose is to serve the <br /> public's needs
Profitability only, with no other goals considered
Profitability and organizational success at any price
Question 39
Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following except
Question options:
relationships.
domination.
persuasion.
threats.
Question 40
_______ is associated with the right to be a leader, usually as a result of designated organizational roles.
Question options:
Expert power
Referent power
Legitimate power
Reward power
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