Question

Which of the following is not recommendation as a method of assessing sales-training needs:

A. Surveying customers
B. Reading training magazines
C. Observing the sales force
D. Examining company records

Answer 1

Reading training magazines is not typically recommended as a method for assessing sales-training needs; instead, surveying customers, observing the sales force, and examining company records are more effective practices.

Step-by-step explanation:

In assessing sales-training needs, the recommendation typically does not include reading training magazines as a primary method. This is because magazines may not provide tailor-specific information for a company's unique sales context. More effective methods include surveying customers to understand their needs and perceptions, observing the sales force to gauge sales staff skills and behaviors in real-time, and examining company records which can offer insights into sales performance data, training deficits, and areas needing improvement. An alternative approach might be reviewing research literature or previous studies, as seen in the 2003 study by Arthur, Bennett, Edens, and Bell, which validates the effectiveness of diverse training methods through careful examination and assessment.