6. This sales training program is designed for newly hired sales people; it is comprehensive and usually lasts three to six months (5) (2 Points) Initial sales training program Continuing sales training program Temporary sales training program Permanent sales training program 7. Prospecting, planning the call, meeting objections, following up are some steps in the training program content. 5 (2 Points) O Company knowledge Customer and market knowledge Selling skills knowledge Product knowledge 8. The theory of motivation that suggests that employees compare their relative work contributions and rewards with those of other individuals in similar situations is (2 Points) Expectancy theory Attribution theory Needs theory Faits theory 9. Refers to introducing the recruit to the following: company practices, procedures, philosophy, and social aspects of the job. 15 (2 Points) Sales force recruitment Sales force training Sales force selection Sales force socialization 10. Refers to finding potential job applicants, telling them about the company, and getting them to apply 5 (2 Points) Training Selection Recruitment O Development