Sales Team Training to Boost Sales

Questions and Answers

What is the main reason Mark is considering providing training to his sales team?

To replace six salespeople who have been with Samson for three to seven years

To boost sales due to the elimination of year-end bonuses

To increase sales due to a drop in sales over the last year (correct)

To reduce the rising costs associated with college recruiting

What is the primary concern expressed by members of the sales team?

Lack of year-end bonuses

Increased competition from generic drugs

Rising costs of college recruiting

Poor understanding of the benefits and side effects of the latest medications (correct)

What is a potential consequence of not addressing the sales team's lack of understanding of Samson's products?

Decreased employee morale due to lack of year-end bonuses

Rising costs associated with college recruiting

Ineffective sales of Samson's products (correct)

Increased competition from generic drugs

What is the current composition of Mark's sales team?

Four members have worked at Samson for less than one year, and six have worked at Samson for three to seven years Signup and view all the answers

What is the primary issue that Mark is trying to address through training?

Lack of knowledge about Samson's products among the sales team Signup and view all the answers

What is a potential underlying reason for the steady decline in Samson's sales?

Ineffective sales techniques due to lack of training Signup and view all the answers

What is the primary purpose of job descriptions and job specifications in the training process?

To determine the specific skills required for a job Signup and view all the answers

What is the goal of Mark's potential training program?

To provide salespeople with the necessary information to sell Samson's products effectively Signup and view all the answers

What is the first step in performance analysis?

Comparing the person's actual performance to what it should be Signup and view all the answers

What is the key challenge that Mark faces in terms of his sales team?

Managing a team with varying levels of experience Signup and view all the answers

What is the main difference between task analysis and performance analysis?

Task analysis focuses on job skills, while performance analysis focuses on employee performance Signup and view all the answers

When would on-the-job training be most appropriate?

When a new employee is hired Signup and view all the answers

What is the difference in effectiveness between Web-based instruction and classroom instruction for teaching information about how to perform a job-related task?

Both are equally effective Signup and view all the answers

What is the primary goal of performance analysis?

To determine the cause of a performance deficiency Signup and view all the answers

What is the relationship between task analysis and job descriptions?

Task analysis is used to develop job descriptions Signup and view all the answers

What type of learning involves delivering learning content on demand via mobile devices?

Mobile learning Signup and view all the answers

What is the main advantage of on-the-job training?

It allows employees to learn by actually doing the job Signup and view all the answers

What is the main purpose of a lifelong learning account?

To allow employees to contribute to their own education and training Signup and view all the answers

What is the advantage of Web-based instruction over classroom instruction for teaching memory of facts and principles?

It is a bit more effective Signup and view all the answers

What is the primary purpose of comparing actual performance to what it should be in performance analysis?

To confirm that there is a performance deficiency Signup and view all the answers

What is the term for learning that occurs through the use of mobile devices such as cell phones and laptops?

Mobile learning Signup and view all the answers

What is the main advantage of lifelong learning accounts?

They allow employees to pursue education and training Signup and view all the answers

Which of the following is NOT a characteristic of mobile learning?

Learning that occurs at a fixed time and place Signup and view all the answers

What is the primary purpose of employers and employees contributing to lifelong learning accounts?

To allow employees to pursue education and training Signup and view all the answers

What is the primary objective of the unfreezing stage in Lewin's change process?

To reduce the forces that are striving to maintain the status quo Signup and view all the answers

What is the main reason why managers use new appraisal systems and incentives during the refreezing stage?

To reinforce the desired behaviors and make them the new norm Signup and view all the answers

According to Lewin's change process, what is the correct sequence of events?

Unfreezing, moving, and refreezing Signup and view all the answers

What is the primary role of organizational development methods during the moving stage?

To develop new behaviors, values, and attitudes Signup and view all the answers

What is the primary outcome of the unfreezing stage in Lewin's change process?

Recognition of the need for change Signup and view all the answers

During which stage of Lewin's change process does the organization adopt new ways of doing things?

Moving stage Signup and view all the answers

What is the primary purpose of the refreezing stage in Lewin's change process?

To reinforce desired behaviors and make them the new norm Signup and view all the answers

What is the main difference between the moving and refreezing stages in Lewin's change process?

The moving stage involves developing new behaviors, while the refreezing stage involves reinforcing them Signup and view all the answers

What is the primary concern when measuring overall organizational productivity to evaluate a training program?

It is difficult to link productivity to the training program. Signup and view all the answers

Which of the following is NOT a common aspect measured when evaluating training?

Return on Investment (ROI) analysis Signup and view all the answers

What is the primary advantage of using a controlled experiment to evaluate a training program?

It allows for the isolation of the training program's effects. Signup and view all the answers

What is the term for a study that compares two groups, one that receives training and one that does not, to evaluate the effectiveness of a training program?

Controlled experimentation Signup and view all the answers

Which of the following would be the most challenging to measure when evaluating a training program?

Overall organizational productivity Signup and view all the answers

What is the primary purpose of evaluating a training program?

To identify areas for improvement in the program. Signup and view all the answers

Which of the following is a limitation of using participants' reactions to evaluate a training program?

Reaction data may not accurately reflect learning or behavior change. Signup and view all the answers

What is the primary advantage of using a controlled study to evaluate a training program?