21) Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of ten employees. Members of Mark's sales force vary in experience level. Four members of the sales team have worked at Samson for less than one year. The other six salespeople have been with Samson anywhere from three to seven years. Mark recently received the annual sales report and noticed that sales have been dropping steadily over the last year. Mark is considering the idea of providing training to his sales team as a way to boost sales.
Which of the following best supports the argument that the drop in Samson's sales can be solved through training?
A) Attitude surveys sent to Samson personnel suggest that the firm's elimination of year-end bonuses has angered many employees.
B) Recent studies suggest that sales of name-brand pharmaceuticals, such as Samson, are dropping as more people are choosing to use generic drugs instead.
C) The rising costs associated with college recruiting have forced Samson to hire sales associates through online job sites.
D) Members of the sales team have expressed that they do not fully understand the benefits and side effects of the latest medications released by Samson.
E) Samson provides laptops to its entire sales team so each salesperson can easily locate necessary information while on sales calls.
22) Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of ten employees.
Members of Mark's sales force vary in experience level. Four members of the sales team have worked at Samson for less than one year. The other six salespeople have been with Samson anywhere from three to seven years. Mark recently received the annual sales report and noticed that sales have been dropping steadily over the last year. Mark is considering the idea of providing training to his sales team as a way to boost sales.
Which of the following undermines the argument that the drop in Samson's sales can be solved through training?
A) The newest members of the Samson sales force are unfamiliar with the procedures used by the firm to measure the effectiveness of new drugs.
B) Samson recently eliminated its long-standing policy of paying salespeople commissions on top of base salaries, which angered employees.
C) Samson's most experienced salesperson retired after working at the firm for more than twenty years.
D) Samson no longer requires salespeople to have medical backgrounds or science degrees.
E) Samson sales team members recently received their annual performance appraisals.
23) Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of ten employees.
Members of Mark's sales force vary in experience level. Four members of the sales team have worked at Samson for less than one year. The other six salespeople have been with Samson anywhere from three to seven years. Mark recently received the annual sales report and noticed that sales have been dropping steadily over the last year. Mark is considering the idea of providing training to his sales team as a way to boost sales.
All of the following questions are relevant to Mark's decision to implement a training program for his sales team EXCEPT ________.
A) What methods are used for recruiting and interviewing individuals for sales positions?
B) Does every salesperson understand what his or her performance standards are?
C) What tools are available to sales team members to help them work efficiently?
D) What interpersonal competencies are expected of sales team members?
E) What were the results of attitude surveys distributed to the sales team?
24) Which of the following best describes the first step in a performance analysis?
A) comparing a person's performance to ideal performance
B) evaluating the productivity of each employee
C) investigating employee-related customer complaints
D) evaluating supervisor performance reviews
E) conducting job knowledge assessments
25) An employer's decision to deliver on-the-job training or Web-based training is most likely determined by which of the following?
A) task analysis
B) organizational culture
C) performance management
D) employee recruiting methods
E) budget considerations
26) ________ means having a person learn a job by actually doing it.
A) In-house training
B) On-the-job training
C) Socialization
D) Social learning
E) Modeling
27) Which of the following training methods is most frequently used by employers?
A) job instruction training
B) apprenticeship training
C) informal learning
D) on-the-job training
E) lectures
28) All of the following are types of on-the-job training EXCEPT ________.
A) coaching method
B) programmed learning
C) understudy method
D) job rotation
E) special assignments
29) Rebekah was hired soon after graduation and assigned to complete a management trainee program. She will move to various jobs each month for a nine-month period of time. Her employer is utilizing the ________ form of training.
A) job rotation
B) understudy
C) coaching
D) special assignments
E) informal learning
30) Mario hopes to be promoted to the head of his department next year. In the meantime, he has been assigned to spend a year as an assistant to the current department head. Which type of training is most likely being used in this example?
A) job rotation
B) job instruction
C) coaching method
D) special assignments
E) informal learning