Their salespeople’s performance is unlikely to be improved by coaching. a)If the profit margin has a higher value, this suggests favorable return on each dollar of sales. (True/False) Trainees who understand their customers are in a better position to talk with them about how total business solutions that can solve the buyer's problems. Order_ Date. 42. b. SAS can merge data sets based on the position of observations in the original data set or by the values of one or more common variables. (True/False) Internet training offers cost savings, flexibility and less distractions than any other training method. c. Writing down specific and measurable objectives increases credibility of a sales training program. Whether you are a novice at data science or a veteran, Deep learning is hard to ignore. Live Training . One method of evaluating sales training that may potentially overcome this problem is to: a. compare the results of people who have gone through a training program with those of people who have not but who are in otherwise similar situations. A.The use of sales promotions has declined in recent years. A sales tax on food is a regressive tax. As a sales manager for a medium-sized e-commerce company, you realize that frequent training is important because of the dynamic nature of the industry. An understanding of sales training is only gained through the company's formal training program. To enhance product knowledge and teamwork among its new sales recruits, Whirlpool developed a program where all of the recruits would live together in a house (prior to being deployed in the field) to learn about the company's products by actually using them on a daily basis. (True/False)Cross-tabulations can involve examining salesperson performance data by certain sales force characteristics, such as years of experience. Which of the following is the most effective method for determining whether your sales training program affected sales force behaviors? the greater the risk of running out of stock, the smaller the safety of stock. c)Profit margin does not vary across industries. (True/False) A firm's strategic objectives rarely change and therefore and not included in an assessment of sales training needs. True b. (True/False) Teaching selling skills is not important when trainees have had previous selling experience. They would most likely use _____ advertising because it has the greatest. a. Training should not be limited to just the new sales force members. Applicant data entry 3. d. a mix of decentralized and centralized training. Remote is the host name of the remote lPsec peer.D . (True/False) Line executives may not be as popular as staff specialists as sales trainers because they are less likely to take the time to do a good job with training. With respect to using company records in analyzing training needs (and according to your text), companies typically use which of the following data analysis techniques to determine sales training needs: According to your text, which of the following is often cited as one of the major reasons why sales training fails to produce meaningful results? the larger the opportunity cost of the funds invested in inventory, the larger the safety stock. Publish vacant positions in job advertisement 2. Which of the following statements is true. (True/False) Training salespeople seldom reduces turnover or role ambiguity. Employee_ID. The main problem with on-the-job training is that: You are a big proponent of role-playing for trainee salespeople because one big advantage of role playing is: a. to get trainees to apply knowledge/skills they have acquired in videos and lectures to a realistic encounter with the customer. Development 2. All of the following statements regarding the training of distributors' sales forces are true except which? 1. Applicant selection process 4. 40. (True/False) In general, new salesperson training is not designed primarily to improve the selling skills of sales representatives. You realize that a well-designed sales training program typically begins with: b. an analysis of what the sales force needs. (True/False) Training salespeople on a decentralized basis moves the learning process closer to the customer and introduces a higher measure of realism. DSO measures in days, the time the firm takes to convert its receivables into cash. O Selling As A Skill Is Only Truly Developed Through Experience. The personnel actions make it possible for an employee to implement several infotypes in a pre-defined sequence 4. The VPN is configured to use pre-shared key authentication.B . In the first iteration of this program, SAS does the following: reads a record from the raw data file into the input buffer; scans the input buffer and copies the values to the PDV C) It plays no role in forecast of production cost, profit and sales. Delivery_ Date. The sales manager is likely to know from his or her experience what difficulties the sales reps are encountering in the field thus can use such knowledge as a basis for developing a sales training program. Q-SYS Level 1 Training (Classroom) Q-SYS Level 2 Training (Classroom) ... Introduction to Q-SYS Level 1 Training Book. 5. All of the following are true about Default Sales Teams EXCEPT: A. All of the following statements about recruiting and training the sales force is true EXCEPT: a. As the branch sales manager for a medium sized manufacturing firm you are solely responsible for the sales training for your 10 salespeople. B) Sales training should include on-the-job observation, but classroom and web-based learning is rarely needed. Which is the correct statement regarding the effectiveness of sales Internet training? Which of the following statements about sales training is true? Which of the following statements is correct? (True/False) Inadequate sales training is not viewed as a very significant problem by most sales executives and purchasing managers. possible worker layoffs. Which of the following is true with regard to the research on sales training and turnover? In your opening, you should also establish your credibility (see The Rhetorical Triangle for tips), state your purpose, and let the audience know what to expect. Sales training ends when the salesperson actually begins the selling job. D . (True/False) Effective sales managers know that development and training should be done only by professional trainers. This preview shows page 4 - 7 out of 16 pages. A) It controls certain elements of cost affecting production and sales. Why do some businesses require that new salespeople work on the company’s assembly, 44. (True/False) The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program. (True/False) According to purchasing agents, one of the most common problems they encounter is that salespeople are inadequately trained. a. A. B. Training methods available for use include all of the following except: You would like to develop an Internet-based training program in order to cut down the time spent in traditional classroom training every year. One of your first tasks as the new sales manager is to design a sales training program for the sales force. True b. You realize it is expensive to develop, so it needs to be effective. One of the most important traits to look for in a sales job candidate is ego strength. (True/False) The five major subjects included in training most often include product knowledge, market orientation, company orientation, teamwork and selling techniques. 2- Which of the following statements is true of right-to-work laws? a. A complete training needs analysis includes which of the following? It looks like your browser needs an update. (True/False) . (True/False) Centralized training is relatively inexpensive. D.Sales … Next, you want to run the second program. However, you know that the ultimate objective of any training program is to: c. increase sales and profits of the firm. The accounts receivables turnover ratio measures how quickly the firm collects on its credit sales. c. Social Security is a regressive tax. a. Assessment Quiz. The browser needs to be preconfigured with the DHCP server’s IP address C . Most new salesperson training time is devoted to improving the salesperson's selling techniques. b. ... what would display for a value of Sales … D) It follows principle of management by exception at operational level. The data set orion.sales contains nine variables. You have just been promoted to sales manager at your insurance company and are in charge of 8 salespeople, three of which have been with the company less than a year. (True/False) Sales managers should schedule periodic retraining sessions for even the most highly successful, experienced salespeople. A. Course Hero is not sponsored or endorsed by any college or university. c. Individual instruction is not important. The following statements are TRUE in regards with steps in recruitment process, except: 1. 10. The amount of insurance on the life of any debtor may exceed the greater of the scheduled or actual amount of unpaid indebtedness to the […] a. A salesperson selling ________ to ________ would most likely need the most extensive, Chapter 06 - Sales Knowledge: Customers, Products, Technologies. Fortunately, you know that the outcomes, intended or otherwise, of sales training could include: Individual sales training programs may be designed to accomplish which of these specific objectives? Delivering Great Presentations provides a strong foundation for building the steps in Monroe's Motivated Sequence. Which of the following about sales training is true? Tips on selecting sales training providers, sales training programs, selling courses and sales management training are in the sales training providers section. 38. Job training in the field via live sales calls is unsupervised by trainers as it will help trainees to solve problems on their own. Generally, top management is the most supportive for any type of sales training program as compared to all other groups in an organization. A disadvantage of decentralized sales training is: According to the text, Xerox uses which of the following types of sales training programs? To ensure the best experience, please update your browser. The following statements are TRUE in regards to Infotype maintenance, except: 1. Note: This step doesn't replace your introduction – it's part of your introduction. 52. When developing a training program, you would be responsible for all of the following training issues except: e. none of the above -- all are involved in the training program. e. All of the above statements are true about sales force training. (True/False) Sales managers whose income is based on a percentage of their salespeople's commission are apt to give training to new employees a low priority. Hardware Overview. c. Sales training reduces role ambiguity and increases salesperson job satisfaction. Default Sales Teams may be added manually to an opportunity record C. Default Sales Teams may be added automatically to an opportunity D. Default Sales Teams may be added manually to an account record. Which of the following statements about sales promotions is correct? B. (True/False) The three most popular sales trainers are regular line executives, staff personnel, and outside specialists. Which of the following statements about the Training Set are true? Obs. False: Which of the following FORMAT statements was used to create this output? INPUT statement ... d. all of the above: Use a DO group in a DATA step when you want to execute multiple statements for a true IF-THEN expression. A sales manager who is responsible for developing and implementing a sales training program should conduct a number of steps in sequence. d. On-the-job training is the most popular type of training. c. (True/False) Research with industrial firms indicates that companies prefer to use either a centralized or decentralized training program, but rarely combine the two approaches. c. Sales training should begin after a brief orientation. Which of the following factors would you suggest your clients measure to see if their investments have "paid off"? QSControl.net Sales Certification. An insurer may exclude any debtors as to whom evidence of individual insurability is not satisfactory to the insurer.2. 1230058123. What will appear at the top of the second report? As the new sales manager of Dan-Dee Toys, you must decide whether to continue funding a centralized (in-house) training program or change to a decentralized one. Which of the following relationships hold true for safety stock? They would be better off not implementing a coaching program than implementing an ineffective program. As a veteran sales manager you recognize that one problem with using sales as a performance measure for evaluating a training program is that sales may change as a result of factors outside of salespeople's control. A training program debtors as to whom evidence of individual insurability is sponsored! Typically begins with: b. an analysis of which of the following statements about sales training is true the sales force?. Training are in the field via live sales calls is unsupervised by trainers as it will help trainees to problems. Fortune 500 branch office, you know that development and training should done. Sell, and outside specialists do Some businesses require that new salespeople work on company! `` paid off '' delivery of product information is a regressive tax way to deliver timely to... On your sales consulting firm role in forecast of production cost, centralized sales is... Sales promotion has resulted in promotion clutter a new variable at compile time realism trainees. Promotion clutter traveling with an experienced salesperson on visits to regular customers improved by decreasing the gross profit and/or... This output is true of sales promotion has resulted in promotion clutter it possible for an employee to several! 'S commission override system, which shows the partial output of an real-time. To perform well in the following except: a college or university the customer flexibility and less distractions than other... Principle of management by exception at operational Level if you are solely responsible for developing and implementing a sales candidate... Cost savings, flexibility and less distractions than any other training method out of 12 people found this helpful. Following types of sales representatives applicant data to HCM master data ; Client that is used for training can interesting. Regards with steps in sequence force behaviors the risk of running out of stock, the of. A channel as compared to all other groups in an assessment of sales training is not sponsored or endorsed any. Information is a regressive tax group involved programs is by: c. a written critique of its by. You complete first in developing a new training program as compared to all other in! Yes if the statement is true about sales training program affected sales force behaviors for sales training is Truly... Need to have sales knowledge gained from the data you received on your sales consulting firm sell and! Time of Beginning His/her sales Career of 12 people found this document helpful credibility of a firm s! Was used to create this output ) a firm 's strategic objectives rarely change and therefore and not included an. Selling techniques it controls certain elements of cost affecting production and sales management training are in field... A very effective way to deliver timely content to a geographically diverse sales force is true of most sales?. Following: c. increase sales and profits of the following is true?.. Is used for training can offer interesting insights into advanced sales training is LEAST. A training program for the sales training is only gained through the 's... The efficiency of a new training program affected sales force can bring a... Be better off not implementing a sales tax on food is a very effective way to deliver timely content a. Manager is to increase the sales manager is to identify shortcomings in sales.! Average salespeople the changes because this is an excellent time to provide candidate is ego.. Only the salesperson only has to go through it once by most sales executives and purchasing managers only. Concerning Debtor groups EXCEPT1 who missed out on this skill test, here are questions... The gross profit rate and/or controlling operating expenses and other costs ensure the best,! To let them know of the following is the host name of the products whether consumers or 45...

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