Sales Team Training to Boost Sales
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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?

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

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

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

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

    <p>Ineffective sales techniques due to lack of training</p> Signup and view all the answers

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

    <p>To determine the specific skills required for a job</p> Signup and view all the answers

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

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

    What is the first step in performance analysis?

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

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

    <p>Managing a team with varying levels of experience</p> Signup and view all the answers

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

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

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

    <p>When a new employee is hired</p> 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?

    <p>Both are equally effective</p> Signup and view all the answers

    What is the primary goal of performance analysis?

    <p>To determine the cause of a performance deficiency</p> Signup and view all the answers

    What is the relationship between task analysis and job descriptions?

    <p>Task analysis is used to develop job descriptions</p> Signup and view all the answers

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

    <p>Mobile learning</p> Signup and view all the answers

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

    <p>It allows employees to learn by actually doing the job</p> Signup and view all the answers

    What is the main purpose of a lifelong learning account?

    <p>To allow employees to contribute to their own education and training</p> Signup and view all the answers

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

    <p>It is a bit more effective</p> Signup and view all the answers

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

    <p>To confirm that there is a performance deficiency</p> 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?

    <p>Mobile learning</p> Signup and view all the answers

    What is the main advantage of lifelong learning accounts?

    <p>They allow employees to pursue education and training</p> Signup and view all the answers

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

    <p>Learning that occurs at a fixed time and place</p> Signup and view all the answers

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

    <p>To allow employees to pursue education and training</p> Signup and view all the answers

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

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

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

    <p>To reinforce the desired behaviors and make them the new norm</p> Signup and view all the answers

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

    <p>Unfreezing, moving, and refreezing</p> Signup and view all the answers

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

    <p>To develop new behaviors, values, and attitudes</p> Signup and view all the answers

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

    <p>Recognition of the need for change</p> Signup and view all the answers

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

    <p>Moving stage</p> Signup and view all the answers

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

    <p>To reinforce desired behaviors and make them the new norm</p> Signup and view all the answers

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

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

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

    <p>It is difficult to link productivity to the training program.</p> Signup and view all the answers

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

    <p>Return on Investment (ROI) analysis</p> Signup and view all the answers

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

    <p>It allows for the isolation of the training program's effects.</p> 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?

    <p>Controlled experimentation</p> Signup and view all the answers

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

    <p>Overall organizational productivity</p> Signup and view all the answers

    What is the primary purpose of evaluating a training program?

    <p>To identify areas for improvement in the program.</p> Signup and view all the answers

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

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

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

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

    Study Notes

    Training and Development

    • Consider providing training to sales teams to boost sales, especially if team members lack understanding of products and their benefits and side effects.
    • Task analysis is a detailed study of the job to determine specific skills required, referencing job descriptions and job specifications.

    Steps in the Training Process

    • Performance analysis is the process of verifying performance deficiencies and determining whether to correct them through training or other means.
    • The first step in performance analysis is comparing actual performance to expected performance to confirm deficiencies and identify causes.

    Training Techniques

    • On-the-job training (OJT) involves learning a job by doing it, a common method used by employers.
    • Mobile learning (or "on-demand learning") delivers learning content on demand via mobile devices.
    • Lifelong learning accounts (LiLAs) allow employers and employees to contribute money for employees to attend school.

    Organizational Change

    • Lewin's change process consists of unfreezing, moving, and refreezing.
    • Unfreezing reduces forces maintaining the status quo, usually by presenting a problem or event to spark change.
    • Moving develops new behaviors, values, and attitudes through organizational development techniques.
    • Refreezing reinforces new ways of doing things with changes to company systems and procedures, such as new appraisal systems and incentives.

    Evaluating Training Programs

    • Firms can measure participants' reactions, what trainees learned, and changes in on-the-job behavior or results to evaluate a training program.
    • Controlled experimentation, a formal method for testing effectiveness, uses a training group and a control group to compare results.

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    Related Documents

    Training and Development PDF

    Description

    Identify the best argument to support training as a solution to boost sales. The scenario involves a drop in sales at Samson and considers various factors such as employee attitude, bonus elimination, and market trends.

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