13.

Successes/Failures can be attributed to:

	A.	Effort
	B.	Strategy
	C.	All of these.
	D.	A & C
	E.	Ability

14.

An advantage of using a company's present salespeople as a source of leads to new recruits is that the present sales force:

	A.	Will not recommend unqualified people.
	B.	Will use impartial, objective evaluation of the prospect's qualifications.
	C.	Will not be bothered if management weeds out the recruits later in the selection process.
	D.	Will not recommend friends or business associates.
	E.	Are likely to know what sort of person our firm is seeking.

15.

The decision-making areas in sales training usually do not include the question of:

	A.	Who should do the training?
	B.	Where should the training be done?
	C.	What teaching methods should be used?
	D.	What should be the content of the program?
	E.	What sources should be used to find good salespeople?

16.

Which of the following is not an advantage of a centralized training program?

	A.	Cheaper
	B.	Full-time staff trainer
	C.	Promotes comradeship
	D.	All of these are advantages
	E.	Better facilities