1. Generally, everyone in the sales force needs the same training.

true

false

2. When measuring the benefits of sales training:

a.Many sales training evaluation measures are simple.

b.All of the choices are correct.

c.The easiest-to-collect methods are used most often.

d.Meaningful evaluation measures are not used often enough.

3.After establishing policy concerning who is responsible for recruitment and selection, the next step in the recruitment process is:

a.Finding a pool of applicants.

b.Writing a job description.

c.Conducting a thorough job analysis.

d.Conducting reference checks.

4.Although product knowledge is one of the most important topics, knowing:

a.How to explain the technical details is probably more important.

b.Competitors product is more important.

c.When and how to discuss the subject is probably even more important.

d.How to manage your time and territory will allow you to overcome a lack of product knowledge.

5.The first decision in recruitment and selection is:

a.Evaluating applicants.

b.Analyzing the job.

c.Establishing policies.

d.Deciding who is responsible for hiring new salespeople.

6.The most difficult part of the sales recruitment and selection process is usually:

a.Finding a pool of applicants.

b.Writing the job description.

c.Determining the qualifications of prospective employees.

d.Conducting the job analysis.