Multiple Choice
Identify the
letter of the choice that best completes the statement or answers the question.
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1.
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Which
of the following is NOT a benefit of training? a. | Reduced staff turnover | b. | Improved
motivation | c. | Increased management input | | |
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2.
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Which
of the following indicates a need for long training periods? a. | Low order
values | b. | Industrial markets | c. | Simple
products | | |
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3.
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Which
of the following is NOT a principle underpinning good training? a. | Orderly
development of the material | b. | Engagement in the process | c. | High classroom
content | | |
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4.
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Someone who has realised that they do not know how to do something is
called: a. | Unconsciously
able | b. | Consciously
unable | c. | Consciously able | | |
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5.
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Which
of the following statements is true? a. | Salespeople are born, not made | b. | Salespeople are
good talkers | c. | Salespeople need to believe in the product they are
selling | | |
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6.
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Which
of the following methods would be best for teaching selling skills? a. | Programmed
learning | b. | Role play | c. | Classroom
lecture | | |
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7.
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Which
of the following can be used by salespeople in the field? a. | Self-assessment
form | b. | Coursework | c. | Examinations | | |
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8.
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Which
of the following would be best for teaching company policies? a. | Factory
visits | b. | Field training | c. | Programmed
learning | | |
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9.
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Which
of the following is NOT one of the ten stages of training? a. | Setting
sales-behaviour training goals | b. | Classroom lectures | c. | Setting
individual goals | | |
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10.
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Which
of the following statements is NOT true? a. | Good sales managers are not necessarily good
teachers | b. | Self-assessment is useful in field
training | c. | Using an internal specialist for training is a cheap
option | | |
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