Activities that sales managers might spend time on during the planning and implementation of sales training include all of the following except
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.
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.
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
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.
Answers to the what, when, where, and how questions are finalized during this step in the sales training process.
Assess sales training needs
Perform sales training
Design the sales training program
Follow-up and evaluation
Which of the following forms of on-the-job training is often used to groom salespeople for management positions?
Filling in for vacationing salespeople
Working with a senior salesperson
Working with a sales manager who acts as a "coach"
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:
The sales job facilitator
The hard bargainer
A _______ is an investigation of the task, duties, and responsibilities of the sales job.
Sales training covering aspects of customer knowledge may include information on all of the following subjects except
Which of the following media can be used to train the salesforce?
Any or all of the above may be used
Which one of the following training method features lectures, demonstrations, and group discussion with expert trainers serving as instructors?
The final step in the sales training process is
designing the sales training program.
assessing sales training needs.
performing sales training.
conducting follow-up and evaluation.
A _______ defines expected behavior for salespeople.
Which one of the following key questions should be asked when evaluating alternatives for training?
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?
Initiation to task is the degree
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.
According to the text, a common mistake made by salespeople who need training on sales techniques is
under-controlling the sales call.
too much preplanning of sales calls.
not spending enough time with old customers.
failing to effectively confirm the sale.
Among the following, which is one of the most popular sales training topics?
How to file expense reimbursement vouchers
How to handle the replacement of defective products
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:
The sales job facilitator
The hard bargainer
In general, companies rely most heavily on ________ to conduct sales training.
outside training consultants
their own personnel
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:
The sales job facilitator
The hard bargainer
With regard to salesforce socialization, role definition is
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
The concept of repetition suggests that
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.
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?
Researchers have tried to determine the personality characteristics an effective leader should have by using the _______ method.
Which of the following is not a specific aspect of a transformational leadership style?
Articulates a vision
Provides an appropriate model
Fosters the acceptance of group goals
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?
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?
State of nature approach
A _______ is represented by an orientation toward inspiring subordinates to engage in desired behavior and perform at high levels.
transactional leadership style
transformational leadership style
leader-member exchange leadership style
supervisory leadership style
_______ is based on the belief that one party can remove rewards and provide punishment to affect behavior.
With this type of influence strategy, circumstances are controlled to influence behavior.
The ultimate success of sales meetings depends on the planning and execution of activities such as
communicating with all parties before the meeting.
checking site arrangements and arranging for audiovisual support.
preparing materials for the meeting.
All of the above.
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:
In their dealings with salespeople, sales managers have been criticized for placing too much emphasis on
reward and coercive power.
legitimate and reward power.
coercive and referent power.
expert and referent power.
Which of the following statements regarding a sales manager’s use of coaching is false?
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.
Which approach to leadership seeks to catalog behaviors associated with effective leadership?
State of nature approach
The expert and referent power bases are extremely critical in the use of this type of influence strategy:
When a sales manager provides the salesperson with information about whether a desired outcome was achieved, he or she is using this coaching technique:
In coaching the salesforce, the sales manager may use all of the following learning tools or concepts except
principle of recency.
An immoral manager would most likely follow this orientation in meeting his or her organizational goals:
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
Sales managers may use different influence strategies according to the situational demands. Influence strategies may be based on all of the following except
_______ is associated with the right to be a leader, usually as a result of designated organizational roles.
Why Work with Us
Top Quality and Well-Researched Papers
We always make sure that writers follow all your instructions precisely. You can choose your academic level: high school, college/university or professional, and we will assign a writer who has a respective degree.
Professional and Experienced Academic Writers
We have a team of professional writers with experience in academic and business writing. Many are native speakers and able to perform any task for which you need help.
Free Unlimited Revisions
If you think we missed something, send your order for a free revision. You have 10 days to submit the order for review after you have received the final document. You can do this yourself after logging into your personal account or by contacting our support.
Prompt Delivery and 100% Money-Back-Guarantee
All papers are always delivered on time. In case we need more time to master your paper, we may contact you regarding the deadline extension. In case you cannot provide us with more time, a 100% refund is guaranteed.
Original & Confidential
We use several writing tools checks to ensure that all documents you receive are free from plagiarism. Our editors carefully review all quotations in the text. We also promise maximum confidentiality in all of our services.
24/7 Customer Support
Our support agents are available 24 hours a day 7 days a week and committed to providing you with the best customer experience. Get in touch whenever you need any assistance.
Try it now!
How it works?
Follow these simple steps to get your paper done
Place your order
Fill in the order form and provide all details of your assignment.
Proceed with the payment
Choose the payment system that suits you most.
Receive the final file
Once your paper is ready, we will email it to you.
No need to work on your paper at night. Sleep tight, we will cover your back. We offer all kinds of writing services.
No matter what kind of academic paper you need and how urgent you need it, you are welcome to choose your academic level and the type of your paper at an affordable price. We take care of all your paper needs and give a 24/7 customer care support system.
Admission Essays & Business Writing Help
An admission essay is an essay or other written statement by a candidate, often a potential student enrolling in a college, university, or graduate school. You can be rest assurred that through our service we will write the best admission essay for you.
Our academic writers and editors make the necessary changes to your paper so that it is polished. We also format your document by correctly quoting the sources and creating reference lists in the formats APA, Harvard, MLA, Chicago / Turabian.
If you think your paper could be improved, you can request a review. In this case, your paper will be checked by the writer or assigned to an editor. You can use this option as many times as you see fit. This is free because we want you to be completely satisfied with the service offered.