WGU D099 SALES MANAGEMENT UNIT 6 (MODULES 8
- 10)
What is product training? - Answer -Detailed information about the products or services
the company sells.
What is industry training? - Answer -Learning about the industry, including competition.
What is technical training? - Answer -Learning how to use technology required for the
job.
What is power skills training? - Answer -Strengthening personality traits,
communication, and social etiquette.
What is organizational assessment? - Answer -Determining skills needed to meet
strategic objectives.
What is occupational assessment? - Answer -Determining skills needed for specific
jobs.
What is individual assessment? - Answer -Understanding individual performance for
targeted training.
What is on-the-job training? - Answer -Training in a normal working situation.
What is off-the-job training? - Answer -Training away from normal work situations.
What are observations in training? - Answer -Observing trainees' work behavior before,
during, and after training.
What are the characteristics of a new employee? - Answer -Central to orientation
strategies
What are the tactics used by new employees? - Answer -Acquiring knowledge and
building relationships
What are the organizational efforts during the orientation process? - Answer -Emphasis
on relationship building and communication of knowledge
What is the focus of adjustment for new employees? - Answer -Knowledge of company
culture and coworkers, understanding organizational framework
What are the outcomes of a well-executed orientation? - Answer -Minimized turnover,
maximized satisfaction
, How does orientation help reduce start-up costs? - Answer -Ensuring employee is well-
informed on policies and procedures
What is the goal of orientation in terms of reducing anxiety? - Answer -To reduce stress
and anxiety in unknown situations
How does orientation help reduce employee turnover? - Answer -Shows organization
values employee and provides tools for success
What is a questionnaire in training? - Answer -Consists of questions given to both
trainer and learner.
What is an interview in training? - Answer -Structured or unstructured conversation for
assessment.
What are formative evaluations? - Answer -Evaluations to improve training program
effectiveness.
What are summative evaluations? - Answer -Evaluations to determine further training
needs and program improvement.
What is the benefit of a well-done orientation for supervisors and coworkers? - Answer
-Saves time and prepares employee better
What is the purpose of setting expectations and attitudes during orientation? - Answer -
To improve performance and role clarity for salespeople
What is salary plus commission? - Answer -Regular payment in addition to
compensation for sales generated.
What is straight commission? - Answer -Monetary compensation based on discretion,
performance, or results.
What is salary only? - Answer -Regular monetary compensation for accomplishing
tasks and goals.
What is a recoverable draw? - Answer -A payout against commission expected to be
returned.
What is a non-recoverable draw? - Answer -A payout not necessarily expected to be
returned.
What is draw against commission? - Answer -A method of paying commission with
regular payouts.
- 10)
What is product training? - Answer -Detailed information about the products or services
the company sells.
What is industry training? - Answer -Learning about the industry, including competition.
What is technical training? - Answer -Learning how to use technology required for the
job.
What is power skills training? - Answer -Strengthening personality traits,
communication, and social etiquette.
What is organizational assessment? - Answer -Determining skills needed to meet
strategic objectives.
What is occupational assessment? - Answer -Determining skills needed for specific
jobs.
What is individual assessment? - Answer -Understanding individual performance for
targeted training.
What is on-the-job training? - Answer -Training in a normal working situation.
What is off-the-job training? - Answer -Training away from normal work situations.
What are observations in training? - Answer -Observing trainees' work behavior before,
during, and after training.
What are the characteristics of a new employee? - Answer -Central to orientation
strategies
What are the tactics used by new employees? - Answer -Acquiring knowledge and
building relationships
What are the organizational efforts during the orientation process? - Answer -Emphasis
on relationship building and communication of knowledge
What is the focus of adjustment for new employees? - Answer -Knowledge of company
culture and coworkers, understanding organizational framework
What are the outcomes of a well-executed orientation? - Answer -Minimized turnover,
maximized satisfaction
, How does orientation help reduce start-up costs? - Answer -Ensuring employee is well-
informed on policies and procedures
What is the goal of orientation in terms of reducing anxiety? - Answer -To reduce stress
and anxiety in unknown situations
How does orientation help reduce employee turnover? - Answer -Shows organization
values employee and provides tools for success
What is a questionnaire in training? - Answer -Consists of questions given to both
trainer and learner.
What is an interview in training? - Answer -Structured or unstructured conversation for
assessment.
What are formative evaluations? - Answer -Evaluations to improve training program
effectiveness.
What are summative evaluations? - Answer -Evaluations to determine further training
needs and program improvement.
What is the benefit of a well-done orientation for supervisors and coworkers? - Answer
-Saves time and prepares employee better
What is the purpose of setting expectations and attitudes during orientation? - Answer -
To improve performance and role clarity for salespeople
What is salary plus commission? - Answer -Regular payment in addition to
compensation for sales generated.
What is straight commission? - Answer -Monetary compensation based on discretion,
performance, or results.
What is salary only? - Answer -Regular monetary compensation for accomplishing
tasks and goals.
What is a recoverable draw? - Answer -A payout against commission expected to be
returned.
What is a non-recoverable draw? - Answer -A payout not necessarily expected to be
returned.
What is draw against commission? - Answer -A method of paying commission with
regular payouts.
