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1. With regard to the use of tests in the selection process they:
Answer
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should always be used in the selection process. |
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are usually very good predictors of performance. |
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can contribute to a company’s policy of non-discrimination. |
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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?
Answer
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developing a salesperson’s ability to analyze problems and make decisions |
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developing a salesperson’s ability to meet objections in a sales presentation |
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teaching product knowledge |
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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.
Answer
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company staff trainers in the sales department |
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outside training specialists |
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line executives in the sales department |
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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:
Answer
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long application blank. |
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check with former employers. |
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personal interviews. |
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group of psychological tests. |
Question 5
1. According to the textbook, the study which attempts to uncover selling difficulties in the field is called _______________.
Answer
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training assessment |
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difficulty analysis |
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customer satisfaction |
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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?
Answer
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improving the sales reps’ customer orientation: half day |
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basic selling skills to new recruits: one year or more |
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new product/service features and benefits: three months |
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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?
Answer
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top third of the salespeople |
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middle third of the salespeople |
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bottom third of salespeople |
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There are no differences in what each group will return. |
Question 8
1. With regard to selection tools:
Answer
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it is not advisable to use more than two. |
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increases in comprehensiveness are related to increases in productivity. |
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if you recruit the proper people, then minimal use of selection tools is advised. |
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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 _____________________.
Answer
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knowledge of the company |
| selling skills |
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creativity training |
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knowledge of legal constraints |
Question 10
1. Web-based training:
Answer
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.
