28) Mark Caffrey, vice president of sales at Samson Pharmaceuticals, manages a sales team of 10
employees. Members of Mark’s sales force vary in experience level. Four members of the sales
team have worked at Samson for less than 1 year. The other six salespeople have been with
Samson anywhere from 3 to 7 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 were the results of attitude surveys distributed to the sales team?
B) What interpersonal competencies are expected of sales team members?
C) What tools are available to sales team members to help them work efficiently?
D) What methods are used for recruiting and interviewing individuals for sales positions?
AACSB: Analytical Thinking
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Critical Thinking
29) Tyrone, an HR manager, is conducting a task analysis. Tyrone is most likely ________.
A) monitoring the training needs of current employees
B) evaluating the effectiveness of training programs
C) assessing the training needs of new hires
D) planning for future training needs
AACSB: Application of knowledge
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Application
11
30) Which term refers to a situation where an employer fails to train adequately, and the
employee subsequently harms a third party?
A) just-cause employment practices
B) negligent training liability
C) invalid hiring procedures
D) negligent hiring
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
31) According to the text, what has been a key component of Macy’s new-growth strategy?
A) selective hiring practices
B) customer service training
C) job rotation opportunities
D) managerial development
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
32) What are the five steps in the ADDIE training process model?
A) analyze, describe, develop, implement, enforce
B) acquire, develop, designate, improve, evaluate
C) analyze, design, develop, implement, evaluate
D) assess, design, designate, invalidate, equate
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
12
33) Which term refers to a detailed study of a job to identify the specific skills required?
A) job analysis
B) task analysis
C) competency analysis
D) performance analysis
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
34) What is the primary focus of a strategic training needs analysis?
A) training needed for future jobs
B) evaluation of training programs
C) training needed for current jobs
D) evaluation of strategic planning
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
35) Strategic training needs analysis is most closely linked to ________.
A) organizational culture
B) employee orientation
C) succession planning
D) employee compensation
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
13
36) Which of the following is LEAST relevant when conducting a task analysis?
A) job descriptions
B) performance standards
C) job specifications
D) industry requirements
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
37) Which of the following would be most helpful to review when conducting a performance
analysis of an employee?
A) employment application
B) employee handbook
C) customer complaints
D) health claims
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
38) Kate, an HR manager, is designing a training program for process engineers. Which of the
following activities is Kate LEAST likely to perform at this stage?
A) setting performance objectives
B) choosing a delivery method
C) analyzing training needs
D) estimating a budget
AACSB: Application of knowledge
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Application
14
39) Instructional objectives for training programs should focus on ________.
A) maximizing work hours
B) meeting budget requirements
C) motivating current employees
D) correcting performance deficiencies
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
40) Which of the following would most likely make material presented during a training program
more meaningful to trainees?
A) using familiar examples
B) providing guest speakers
C) providing short breaks
D) encouraging group work
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
41) A task analysis is typically conducted to identify the training needs of current employees,
while a performance analysis is limited to newly hired employees.
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
15
42) Attitude surveys, employee diaries, tests, and performance appraisals are tools for conducting
a performance analysis.
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Concept
43) What are the main steps involved in the training process? What are two methods used to
assess employee training needs?
AACSB: Reflective thinking
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Synthesis
44) In a brief essay, discuss how firms utilize advancements in technology to train their
employees and to develop their managers.
AACSB: Reflective thinking
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Synthesis
16
45) What steps can be taken during training programs to motivate trainees to learn? How can
learning be reinforced during a training program?
AACSB: Reflective thinking
Chapter: 7
LO: 7.3: List and briefly explain each of the five steps in the training process.
Skill: Application
46) ________ means having a person learn a job by actually doing it.
A) Simulated learning
B) On-the-job training
C) Social learning
D) Behavior modeling
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
17
47) Which of the following training methods is experienced by almost all employees?
A) on-the-job training
B) apprenticeship training
C) informal learning
D) vestibule training
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
48) On-the-job training can be accomplished through the use of all of the following techniques
EXCEPT ________.
A) coaching
B) role playing
C) observation
D) job rotation
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
49) Rebekah was hired soon after graduation and assigned to complete a management trainee
program. She will move to various jobs each month for a 9-month period of time. Her employer
is utilizing the ________ form of training.
A) job rotation
B) understudy
C) coaching
D) special assignments
AACSB: Application of knowledge
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Application
18
50) Lara is a mid-level manager at a telemarketing company. She has been given the task of
coaching a new employee, so Lara will most likely ________.
A) show the new employee the steps of various tasks
B) develop a change plan with the new employee
C) monitor the new employee’s benefits plan
D) modify the new employee’s workload
AACSB: Analytical Thinking
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Application
51) A structured process by which people become skilled workers through a combination of
classroom instruction and on-the-job training is called ________.
A) job instruction training
B) understudy training
C) programmed learning
D) apprenticeship training
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
52) Approximately ________ of what employees learn on the job comes from informal learning.
A) 80%
B) 60%
C) 40%
D) 20%
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
19
53) Which form of on-the-job training usually involves having a learner study under the tutelage
of a master craftsperson?
A) job instruction training
B) understudy training
C) programmed learning
D) apprenticeship training
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
54) ________ is a method in which trainees learn on actual or simulated equipment but are
trained away from the job.
A) Vestibule training
B) Apprenticeship training
C) Cubicle training
D) Job instruction training
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Concept
55) Which of the following occupations most likely does NOT use apprenticeship training to
prepare new employees?
A) dental assistant
B) electrician
C) banker
D) chef
AACSB: Application of knowledge
Chapter: 7
LO: 7.4: Explain how to use five training techniques.
Skill: Application
20