Exam (elaborations)
Sales Force Management Exam 2 Questions and Answers 2024
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Sales Force Management Exam 2
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Sales Force Management Exam 2Role of Sales Training in Sales Force Socialization - answer Initiation to task
Role definition
Initiation to Task - answer The degree to which a sales trainee feels competent and
accepted as a working partner
Role Definition - answerAn understanding of what tasks are to be performed, what the
priorities of the tasks are, and how time should be allocated among the tasks
Sales Training as a Crucial Investment - answerMost organizations seek a link between
sales training and salesperson productivity
US companies spend billions annually on training
Research indicates sales training provides a positive ROI
The need for sales training is continual
US companies spend approximately $15 billion on sales training annually
Managing the Sales Training Process - answerAssess sales training needs
Set training objectives
Evaluate training alternatives
Design sales training program
Perform sales training
Conduct follow-up and evaluation
Assess Training Needs: Methods - answerSales force audit
Performance testing
Observation
Salesforce survey
Customer survey
Job analysis
The primary purpose of conducting a sales training needs assessment is to determine
the state of readiness of the salesforce
Sales Force Audit - answerAn appraisal of all salesforce activities and the environment
in which the salesforce operates
Performance Testing - answerEvaluation of particular tasks or skills of the salesforce
Observation - answerSales managers assess training needs while observing
salespeople in the field
Salesforce Survey - answerSalespeople are queried about how salesforce is performing
,Job Analysis - answerAn investigation of the tasks, duties, and responsibilities of the
sales job
Ongoing Need For "How To Sell" - answerTeaching salespeople sales techniques is
one of the highest priorities in sales training so they don't make common mistakes
Common Mistakes Salespeople Make - answerIneffective listening/questioning
Failure to build rapport/trust
Poor prospecting
Lack of preplanning
Over controlling the sales call
Failure to respond to customers' needs
Failure to close
Typical Sales Training Needs - answerSales techniques
Product knowledge
Customer knowledge
Competitive knowledge
Time & territory management
Self-management
Sales Techniques - answerSalespeople have an ongoing need to learn "how to sell,"
including questioning, listening, developing trust, and managing relationships
Product Knowledge - answerSalespeople must know their product's benefits,
applications, competitive strengths, and limitations
The most popular sales training topic
Customer Knowledge - answerSalespeople should know their customer needs, buying
motives, buying procedures, and personalities
Competitive Knowledge - answerSalespeople must know competitive offerings in terms
of strengths and weaknesses
Time & Territory Management - answerSalespeople should learn to maximum work
efficiency
Self-Management - answerSalespeople should continuously work on improving their
decision-making and professional behavior
Competencies of Successful Salespeople - answerAligning customer/supplier strategic
objectives
Consultative problem solving
Establishing a vision of a committed customer/supplier relationship
Engaging in self-appraisal and continuous learning
, Listening beyond product needs
Understanding the financial impact of decisions
Orchestrating organizational resources
Set Training Objectives - answerIncrease sales or profits
Create positive attitudes and improve salesforce morale
Assist in sales force socialization
Reduce role conflict and ambiguity
Introduce new products, markets, and promotional programs
Develop salespeople for future management positions
Ensure awareness of ethical and legal responsibilities
Teach administrative procedures (e.g., expense accounts, call reports) - ensure
competence in the use of sales and sales support tools, such as CRM technology
Minimize sales force turnover rate
Prepare new salespeople for assignments to a sales territory
Improve teamwork & cooperative efforts
Evaluate Training Alternatives - answerSelecting sales trainers
Selecting sales training locations
Selecting sales training methods
Selecting sales training media
Selecting Sales Trainers - answerInternal - company personnel
External - sales trainers/consultants
Selecting Sales Training Locations - answerDecentralized (e.g., district or regional
offices)
Centralized (e.g., corporate headquarter)
Selecting Sales Training Methods - answerClassroom/conference training
On-the-job training (mentoring, job rotation)
Behavioral simulations (games and role-playing)
Absorption training
Absorption Training - answerProviding trainees with materials that they must learn
(absorb) without opportunity for feedback and questioning
Selecting Sales Training Media - answerInternet (cost effective, salespeople can learn
at their own pace)
Computer-based (e.g., DVD & CD-ROM)
Video conferencing
Satellite television
Paper-based
Designing the Sales Training Program - answerFinalize the training program
Schedule training sessions
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