1	Which step does not involve the sales training process:
a.	Set training objectives
b.	Be sure to use training alternatives
c.	Design sales training program
d.	Assess sales training needs
2	Guidelines for motivating salespeople are the following: Choose the incorrect answer:
a.	Do not use job design and redesign as motivational tools
b.	Take a proactive approach to seeking out motivational problems and sources of frustration in the salesforce
c.	Concentrate on building the self- esteem of salespeople
d.	Recruit and select salespeople whose personal motives match the requirements and rewards of the job
3	Which is a correct definition of the possible roles that buying center members might play in a particular purchasing decision:
a.	Gatekeepers, who provide input for the purchasing decision
b.	Influencers, who make the final purchase decision
c.	Deciders, who make the final purchase decision
d.	Initiators, who provide input for the purchasing decision
4	Four criteria are used to evaluate a salesperson performance:
a.	Behavioral criteria, professional development criteria, results criteria, and profitability criteria
b.	Behavioral criteria, professional development criteria, results criteria, and productivity criteria
c.	Behavioral criteria, promotional criteria, results criteria, and productivity criteria
d.	Behavioral criteria, promotional criteria, results criteria, and profitability criteria
5	Sales leadership influence strategies can be based on: Choose the incorrect answer:
a.	Negotiation
b.	Promises
c.	Threats
d.	Manipulation