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Adult Learning Principles & Instructional Design Flashcards

7 cards from real CST practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Adult Learning Principles & Instructional Design flashcards as text

  1. A Training Needs Analysis (TNA) helps a sales trainer primarily by:

    Answer: Identifying gaps between current and desired performance

    A Training Needs Analysis pinpoints the gap between current skill levels and required performance standards, ensuring training addresses the right problems.

  2. Which formula correctly calculates Training Return on Investment (ROI)?

    Answer: (Training Benefits - Training Costs) / Training Costs × 100

    Training ROI = (Benefits - Costs) / Costs × 100, expressing net benefit as a percentage of the total investment, consistent with standard ROI calculations.

  3. Which type of assessment is administered before training begins to establish learners' baseline knowledge?

    Answer: Pre-assessment (diagnostic)

    Pre-assessments (diagnostic assessments) measure learners' prior knowledge before training starts, informing design decisions and establishing a baseline for measuring growth.

  4. Sales reps score well on post-training knowledge tests but show no improvement in close rates. This most likely indicates a failure at which Kirkpatrick level?

    Answer: Level 3 - Behavior

    If reps demonstrate learning (Level 2) but don't change their behavior on the job, the breakdown is at Level 3 (Behavior), which measures real-world application.

  5. In adult learning theory, 'constructivism' holds that learners:

    Answer: Construct new knowledge by connecting it to their existing experience

    Constructivism asserts that learners actively build meaning by integrating new information with their existing knowledge and prior experiences.

  6. Ebbinghaus's 'forgetting curve' demonstrates that without reinforcement, people lose roughly what percentage of new information within one week?

    Answer: Up to 90% within a week

    Ebbinghaus found that without review, people forget approximately 50% of new information within an hour and up to 90% within a week.

  7. When a sales training program uses 'scaffolding,' it means the trainer:

    Answer: Provides temporary support that is gradually removed as learners gain competence

    Scaffolding provides structured support (templates, job aids, coaching) that is progressively removed as learners develop mastery and confidence.