QUESTION 39 If a company does not have the time, human capital, or resources to develop its own training, it can make sales managers spond part of every weekly sales meeting going over sales techniques and software systems send its employees to be trained at a competing company ask employees to read books and watch videos at home on the weekends relax, as most companies do not provide adequate training for their salespeople use vendor provided training, either on vendor products (like software) or on sales techniques QUESTION 40 The skills taught in Bloom's affective/attitude categories could also be described as being social and communicative skills product knowledge intellectual options analytical skills preferences QUESTION 54 Customer knowledge competence is important for companies because inadequate knowledge of customers and what they want can multin greater sales of products overestimates or underestimates of sales, which can cost the company money and opportunity poor analysis of past sales trends inaccurate market research for the industry competitive advantage in certain product categories OOOO JESTION 45 What is a potentially difficult issue that must be navigated when a company hires salespeople from diverse backgrounds? Candidates from other cultural backgrounds may not make the expected responses or body language during the interview process Companies cannot expect the same level of sales performance from these candidates so their evaluation methods must be different O Companies may have to change their corporate cultures to put more emphasis on unfamiliar holidays and customs Candidates from other cultural backgrounds often have worked harder to get where they are and need to be recognized for that in the workplace Candidates from other cultural backgrounds may not be as qualified as the candidates who come from the majority cultural background OOOOO QUESTION 46 Hand held digital devices can be used by sales reps in the field to send information: O directly to their managers by standard mail including total revenue generated for the month including cost per product ratios O directly to their managers electronically about other salespeople in the organization QUESTION 47 Adam's Equity Theory and Expectancy Theory are both types of: compensation plans content-based motivational theories challenge motivators process based motivational theories reward systems QUESTION 34 175 In order to be able to develop, execute, and evaluate the training program, what has to be developed first? the learning objectives for the training the budget for the training the list of trainers who will perform the training the training center facilities the list of attendees who will attend the training QUESTION 35 In the past, motivation was understood as a set of concepts or needs that people have. Now, motivation is increasingly being understood as O a process of activities people perform a hierarchy of desires something people either have or don't have more universal and simple than past theories would indicate impossible to study accurately CHESTION 36 ILLA