Multiple choice questions:
1. With regard to the use of tests in the selection process they:
should always be used in the selection process.
are usually very good predictors of performance.
can contribute to a company's policy of non-discrimination.
should be used as the final hurdle in the selection process.
Question 2
1. In which of the following situations is the case method likely to be the best teaching techniques?
developing a salesperson's ability to analyze problems and make decisions
developing a salesperson's ability to meet objections in a sales presentation
teaching product knowledge
describing the company's history
Question 3
1. Using _________________________ as sales trainers is advantageous because their words carry much more authority and they typically have had successful sales experience.
company staff trainers in the sales department
outside training specialists
line executives in the sales department
trainers from the personnel department
Question 4
1. If you want to find out how badly an applicant wants (or needs) a sales job, probably the best selection tool is a:
long application blank.
check with former employers.
personal interviews.
group of psychological tests.
Question 5
1. According to the textbook, the study which attempts to uncover selling difficulties in the field is called _______________.
training assessment
difficulty analysis
customer satisfaction
standard training effectiveness
Question 6
1. The amount of training needed for each sales rep depends on the training objectives. Which of these stated objectives best matches the allotted time for sales training?
improving the sales reps' customer orientation: half day
basic selling skills to new recruits: one year or more
new product/service features and benefits: three months
new promotional programs: half day
Question 7
1. If a company's salespeople are ranked based on performance from the top performers down, which group will achieve the greatest return per dollar invested in training?
top third of the salespeople
middle third of the salespeople
bottom third of salespeople
There are no differences in what each group will return.
Question 8
1. With regard to selection tools:
it is not advisable to use more than two.
increases in comprehensiveness are related to increases in productivity.
if you recruit the proper people, then minimal use of selection tools is advised.
the most costly tool should be used first.
Question 9
1. All of the following are examples of task-related KSA (knowledge, skill, ability) training content except _____________________.
knowledge of the company
selling skills
creativity training
knowledge of legal constraints
Question 10
1. Web-based training:
saves money, but generally takes longer to accomplish training objectives.
focuses on teaching more advanced selling skills.
is often used in conjunction with face-to-face training.
is expected to grow steadily, but slowly over the next few years.