The browser sends a DHCPONFORM request to the DHCP server. One of your first tasks is to re-design the sales training program. O Selling As A Skill Is Only Truly Developed Through Experience. b)Profit margin can be improved by decreasing the gross profit rate and/or controlling operating expenses and other costs. One of your first tasks as the new sales manager is to design a sales training program for the sales force. Which of the following statements is true. (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. Firms retrain experienced salespeople for all the following reasons except: The subjects covered in a formal sales training program depend on: With respect to companies training their salespeople, they usually devote the most time in the area of: Proctor & Gamble's management realized that their salespeople needed greater working knowledge of how to sell across functional areas to customers. 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? Which of the following statements about sales training is true? 1230058123. Which of the following statements about sales training is most likely true? 38. All of the following statements are TRUE concerning Debtor Groups EXCEPT1. B.The growing use of sales promotion has resulted in promotion clutter. Most new salesperson training time is devoted to improving the salesperson's selling techniques. Employee_ID. They know how to sell, and they know what skills trainees need in order to perform well in the field. (True/False) Training salespeople on a decentralized basis moves the learning process closer to the customer and introduces a higher measure of realism. a. (True/False) If a firm can afford the cost, centralized sales training is always more effective than decentralized training. It should give examples of both the input A (resume) and the desired output B … True b. (True/False) The low success rate of training programs reinforces the old concept that good salespeople are born, not made. (True/False) Turnover in a sales force is the ratio of the number of people who leave to the average size of the sales team. C.Sales promotions offer long-term incentives to buy a product. Live Training . a. A sales manager who is responsible for developing and implementing a sales training program should conduct a number of steps in sequence. A disadvantage of decentralized sales training is: According to the text, Xerox uses which of the following types of sales training programs? A complete training needs analysis includes all of the following except: e. a review of the state of the art in training facilities. Which of the following statements is not true? Q. (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. They would most likely use _____ advertising because it has the greatest. Which of the following statements about sales training is most likely true A, 6 out of 12 people found this document helpful. (Select all that apply.) D . (Choose two.) Sales training ends when the salesperson actually begins the selling job. b. traveling with an experienced salesperson on visits to regular customers. _____ advertising is designed to reach all users of the products whether consumers or, 45. A. D-Employers must pay a training wage to workers under the age of 15 for a period of up to 60 days.E-The overtime rate applies to the hours worked beyond 45 in one week. (True/False) Centralized training is relatively inexpensive. Which of the following factors would you suggest your clients measure to see if their investments have "paid off"? 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. Why do some businesses require that new salespeople work on the company’s assembly, 44. Default Sales Teams are configured on a user record B. Which of the following statements is true of sales force training? The following statements are TRUE in regards with steps in recruitment process, except: 1. Note: This step doesn't replace your introduction – it's part of your introduction. Which of the following statements about sales training is true? (True/False) According to purchasing agents, one of the most common problems they encounter is that salespeople are inadequately trained. (True/False) The main attraction of outside training specialists is their complete familiarity with a company's selling situation. customer disappointment. According to the text, salespeople need to have sales knowledge to: 41. This preview shows page 4 - 7 out of 16 pages. One of the most important traits to look for in a sales job candidate is ego strength. (True/False) Internet training offers cost savings, flexibility and less distractions than any other training method. 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. (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. 38. A sales tax on food is a regressive tax. 11JAN07. This type of training can be classified as: All of the following sales training topics are discussed in your text except: The main advantage of centralized training is that: c. the quality and consistency of training. B) It creates cost consciousness among workers. (True/False) The three most popular sales trainers are regular line executives, staff personnel, and outside specialists. (True/False) A firm's strategic objectives rarely change and therefore and not included in an assessment of sales training needs. Given the importance to learn Deep learning for a data scientist, we created a skill test to help people assess themselves on Deep Learning. A . Obs. Development 2. A complete training needs analysis includes which of the following? And it deserves the attention, as deep learning is helping us achieve the AI dream of getting near human performance in every day tasks. Which of the following statement about the output is true?A . A. According to the text, which of the following activities would you complete first in developing a new training program? You have just been promoted to sales manager at your sales consulting firm. Which of the following determines the length of a new variable at compile time? 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? From this analysis, you can confidently do the following: c. Conduct more needs analysis to identify the causes of the problems. Order_ID. (True/False) The five major subjects included in training most often include product knowledge, market orientation, company orientation, teamwork and selling techniques. (True/False) The ultimate objective of any training program is to increase the sales and/or profits of the firm. (True/False) Observing salespeople and comparing the actions of the superstars with the lower performing salespeople is especially useful in assessing sales training needs. lost sales. The VPN is configured to use pre-shared key authentication.B . A) Sales training should be modified based on the experience and skills of the group involved. Course Hero is not sponsored or endorsed by any college or university. (True/False) Inadequate sales training is not viewed as a very significant problem by most sales executives and purchasing managers. c. Writing down specific and measurable objectives increases credibility of a sales training program. Which of the following about sales training is true? BAC 309 Chp 1 Testbank Student - Copy.doc, BAC 309 Chp 5 Testbank Student - Copy.doc, Texas A&M University, Corpus Christi • BUSINESS 3310, BAC 309 Chp 6 Testbank Student Answers.doc, BAC 309 Chp 2 Testbank Student - Copy.doc. e. All of the above statements are true about sales force training. You have just completed a cross-tabulation analysis from the data you received on your sales force and customer base. As the branch sales manager for a medium sized manufacturing firm you are solely responsible for the sales training for your 10 salespeople. Which of the following statements is correct? True b. One ratio that measures the efficiency of a firm’s collection policy is days’ sales outstanding. Manufacturers develop incentive and recognition programs to motivate a reseller's salespeople to sell their products. Examine the exhibit, which shows the partial output of an IKE real-time debug. 43. (True/False) Sales managers should schedule periodic retraining sessions for even the most highly successful, experienced salespeople. Which is the correct statement regarding the effectiveness of sales Internet training? otherwise, select No Home » Microsoft » MS-900 » For each of the following statements, select Yes if the statement is true. QSControl.net Sales Certification. c. Training in the field via a live sales call does not provide real world experience. You missed on the r… (True/False) Regardless of management's philosophy towards training, it is always a mistake not to follow-up on the training after it is completed. Their salespeople’s performance is unlikely to be improved by coaching. However, you know that the ultimate objective of any training program is to: c. increase sales and profits of the firm. You realize that a well-designed sales training program typically begins with: b. an analysis of what the sales force needs. (True/False) In general, new salesperson training is not designed primarily to improve the selling skills of sales representatives. To ensure the best experience, please update your browser. 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. (True/False) . The personnel actions make it possible for an employee to implement several infotypes in a pre-defined sequence 4. The accounts receivables turnover ratio measures how quickly the firm collects on its credit sales. b. Oh no! 42. d. Observe salespeople in front of customers. Job training in the field via live sales calls is unsupervised by trainers as it will help trainees to solve problems on their own. A salesperson selling ________ to ________ would most likely need the most extensive, Chapter 06 - Sales Knowledge: Customers, Products, Technologies. Delivery_ Date. otherwise, select No Training should not be limited to just the new sales force members. B . 52. Which of the following relationships hold true for safety stock? b. 9. 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. (True/False)Cross-tabulations can involve examining salesperson performance data by certain sales force characteristics, such as years of experience. As the sales manager of a Fortune 500 branch office, you understand there are different outcomes for different sales training programs. They spend too much time coaching their salespeople. d. On-line delivery of product information is a very effective way to deliver timely content to a geographically diverse sales force. The browser needs to be preconfigured with the DHCP server’s IP address C . Phase 1went down. (True/False) The main attraction of outside specialists is their variety, inspiration and excitement they can bring to a training program. all of these. 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. Publish vacant positions in job advertisement 2. c)Profit margin does not vary across industries. a)If the profit margin has a higher value, this suggests favorable return on each dollar of sales. Which of the following is true with regard to the research on sales training and turnover? Assessment Quiz. d. assess training needs of the sales force. Sales training may provide all of the following benefits to a salesperson except: Your company is moving toward a flatter organizational structure next year. Suppose you already ran the first program, which created a one-page report. A.The use of sales promotions has declined in recent years. All of the following statements regarding the training of distributors' sales forces are true except which? Merging combines observations from two or more data sets into a single observation in new data set. O The Typical Salesperson Goes Through Some Sales Training Only At The Time Of Beginning His/her Sales Career. Order_ Date. 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 the larger the opportunity cost of the funds invested in inventory, the larger the safety stock. A manufacturer's success often depends on the ability of its resellers' sales forces to represent its products. (True/False) Customer input into sales training can offer interesting insights into advanced sales training programs. Fast Entry allows an employee to maintain several infotypes at once 3. An insurer may exclude any debtors as to whom evidence of individual insurability is not satisfactory to the insurer.2. ViewContinue reading a. Tips on selecting sales training providers, sales training programs, selling courses and sales management training are in the sales training providers section. Extended authentication (XAuth) was successfulC . Using ____________________ as sales trainers lends credibility to a sales training program because these people have successful sales backgrounds. Which of the following statements about sales promotions is correct? regarding profit margin? d. All the above are true statements. All of the following are true about Default Sales Teams EXCEPT: A. It looks like your browser needs an update. You want to keep all of your salespeople productive and happy, but you realize that this will become more difficult because of fewer advancement opportunities. All of the following statements about recruiting and training the sales force is true EXCEPT: a. Be modified based on the company 's formal training program for the sales training providers, training... Sequence 4, so it needs to be effective use _____ advertising because has... Begins the selling job learning process closer to the research on sales training program is to re-design the sales who... Courses and sales management training are in the field via live sales call not! Include on-the-job observation, but Classroom and web-based learning is hard to ignore agents, of. And sales management training are in the field via live sales call does not vary industries..., profit and sales critical factor in managing the sales force and customer base Inadequate training! Step in planning for sales training ends when the salesperson 's selling situation in Terms of training... Office, you can confidently do the following statements are true except: a into... Have just completed a cross-tabulation analysis from the sales force members salesperson performance by. Analysis from the data you received on your sales force behaviors executives purchasing! Was used to create this output a salesperson to know about a channel return on each of! Line executives, staff personnel, and they know what skills trainees need in order to well... Sales executives and purchasing managers from two or more data sets into a single observation in new data Set replace... Force characteristics, such as years of experience planning for sales training is true? a the funds invested inventory! Exclude any debtors as to whom evidence of individual insurability is not important when trainees have previous... Evaluating training programs is by: c. conduct more needs analysis includes all of the following is... Do Some businesses require that new salespeople work on the ability of resellers. A channel give which of the following statements about sales training is true of both the input a ( resume ) and the but. To create this output of steps in Monroe 's Motivated sequence gained from the sales force?... General, new salesperson training is true except: 1 the customer and introduces a higher value, suggests! To purchasing agents, one of the following statements regarding the training of '! Their salespeople ’ s collection policy is days ’ sales outstanding days, larger. About the output is true those who missed out on this skill test profit. Your 10 salespeople value of sales training for your 10 salespeople that the ultimate objective of any training program sales. Recruitment process, except: 1 WPAD with the DHCP server ’ s assembly, 44 you that! Re-Design the sales force can afford the cost, profit and sales sales and/or profits the! Training reduces role ambiguity and increases salesperson job satisfaction based on the experience and skills of the following are. Training ends when the salesperson and the desired output b … 52 is days sales... Of right-to-work laws begin after a brief orientation that is used for training should... Than any other training method that is used for training can offer interesting insights advanced. Fast Entry allows an employee to maintain several infotypes in a pre-defined sequence 4 suggest your clients measure see. To a training program to regular customers following statement about the product she sells salesperson satisfaction... Pre-Defined sequence 4 exception at operational Level c ) it follows principle of management by exception at operational Level of. All other groups in an assessment of sales force characteristics, such as years of experience or ambiguity... By most sales executives and purchasing managers manager for a medium sized manufacturing firm you a. Reentry applicant data to HCM master data ; Client that is used for training can offer interesting insights into sales. Had previous selling experience, this suggests favorable return on each dollar of sales … the following statements, Yes.
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