Management of a Sales Force 12th Edition by Rosan Spiro – Test Bank

Management of a Sales Force 12th Edition by Rosan Spiro – Test Bank

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Student: ___________________________________________________________________________
1. One result that can be expected from a good training program is a lower turnover rate among the sales force.
True False

2. Training may lead to greater effort.
True False

3. Approximately thirty percent of businesses do not provide any sales training.
True False

4. Many companies spend over $100,000 per rep for training.
True False

5. Sales training programs which include needs analyses are able to utilize the analysis to identify weaknesses in selling skills and design alternative sales methods to eliminate these weaknesses.
True False

6. Training the top third of a sales force provides the best return on investment.
True False

7. Selecting recruits is an important part of developing a training program.
True False

8. A good sales training program should not waste time covering the company’s organizational hierarchy and procedures.
True False

9. A lack of reinforcement is one reason why training programs are not effective.
True False

10. Most sales managers do not need training.
True False

11. In order to determine the training a sales force needs, it will be necessary to do some field investigation.
True False

12. Training for experienced reps should generally be standardized.
True False

13. During the training assessment phase of developing a training program, the content of the training program is determined.
True False