Question 1

A grocery product manufacturer, located in the Midwest, established the following four sets (among others) of hiring qualifications for a type of selling job. For which of the four is the firm least likely to rely on an application blank to get the information?

a) A college graduate who partially financed himself through school

b)A normal amount of mental intelligence

c)Adequate emotional stability and good judgment

d)Some experience in selling

Question 2
1.The main objective of a non-directed interview is to

a)get the applicants to talk about themselves.

b)probe in depth into the applicant''s work experience.

c)see how the applicant reacts under stress.

d)provide standards for comparing the various applicants.

Question 3
After some basic product knowledge and company information have been imparted in a short initial training program, some firms send the representatives out to the field to sell. Then later these salespeople are brought back for additional training in selling techniques. This practice of "delayed initial training" is likely to be adopted when:

a)the average order is large.

b)repeat business is important.

c)the firm is selling an office copying machine like Xerox or Canon.

d)customers are sold only once, and each sale is of little importance to total volume.

Question 4
Web-based training:

a)saves money, but generally takes longer to accomplish training objectives.

b)focuses on teaching more advanced selling skills.

c)is often used in conjunction with face-to-face training.

d)is expected to grow steadily, but slowly over the next few years.

Question 5
Which of the following is likely to be the most significant social and psychological shock facing a newly-hired sales rep?

a)finding out how the company sets its sales quotas

b)moving the family to a community some distance from their previous home

c)learning that his new office is an inside office with no windows

d)being told the company-furnished car is not as roomy as his present family car

Question 6
The ultimate test of whether the benefits of training outweigh the costs include:

a)verbal reactions about the worthiness of the training sessions from those who participated

b)increased sales and profitability, better close ratios, and the number of new accounts opened

c)a "before" and "after" training test

d)an assessment of substantive behavior change

Question 7
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?

a)top third of the salespeople

b)middle third of the salespeople

c)bottom third of salespeople

d)There are no differences in what each group will return.

Question 8
According to the textbook, the study which attempts to uncover selling difficulties in the field is called _______________.

a)training assessment

b)difficulty analysis

c)customer satisfaction

d)standard training effectiveness

Question 9
All of the following are examples of task-related KSA (knowledge, skill, ability) training content except _____________________.

a)knowledge of the company

b)selling skills

c)creativity training

d)knowledge of legal constraints

Question 10
Using _________________________ as sales trainers is advantageous because their words carry much more authority and they typically have had successful sales experience.

a)company staff trainers in the sales department

b)outside training specialists

c)line executives in the sales department

d)trainers from the personnel department

Spiro, R. L., Rich, G.A., & Stanton, W. J. (2008). Management of a sales force (12th ed.). New York, NY: McGraw-Hill/Irwin.