CST Adult Learning Principles & Instructional Design 2 — Questions and Answers
Question 1: In the Kirkpatrick Four-Level Training Evaluation Model, Level 3 measures:
- Trainee satisfaction with the program
- Knowledge and skill acquisition
- On-the-job behavior change (Correct answer)
- Business results and ROI
Correct answer: On-the-job behavior change
Kirkpatrick Level 3 (Behavior) assesses whether trainees applied what they learned to their actual job performance after training.
Question 2: Effective learning objectives for a sales training program should be written using:
- Vague aspirational language to inspire learners
- Observable and measurable action verbs (Correct answer)
- Theoretical frameworks and academic citations
- The trainer's personal development goals
Correct answer: Observable and measurable action verbs
Well-written learning objectives use action verbs (e.g., 'demonstrate,' 'identify,' 'apply') that describe observable, measurable outcomes learners will achieve.
Question 3: A sales trainer uses 'spaced repetition' in their program design primarily to:
- Reduce the total volume of content covered
- Combat the forgetting curve by reviewing material at increasing intervals (Correct answer)
- Eliminate the need for post-training reinforcement
- Allow more topics to be covered in each session
Correct answer: Combat the forgetting curve by reviewing material at increasing intervals
Spaced repetition leverages Ebbinghaus's forgetting curve by scheduling reviews at increasing intervals, significantly improving long-term retention.
Question 4: In a 'flipped classroom' training model, what happens during in-person class time?
- New content is presented via lecture
- Learners apply and practice content reviewed beforehand (Correct answer)
- Tests and assessments are administered
- Trainers introduce course objectives and logistics
Correct answer: Learners apply and practice content reviewed beforehand
In a flipped classroom, learners consume new content (videos, readings) before class so that in-person time is reserved for application, practice, and coaching.
Question 5: Microlearning is best defined as:
- Training designed for small groups of three or fewer
- Short, focused learning units targeting a single skill or concept (Correct answer)
- Entry-level training for new sales hires
- Training delivered on miniaturized mobile devices
Correct answer: Short, focused learning units targeting a single skill or concept
Microlearning delivers brief, targeted content segments (typically 3-7 minutes) that focus on one specific learning objective for immediate application.
Question 6: Edgar Dale's 'Cone of Experience' indicates that learners retain information most effectively through:
- Reading printed materials
- Listening to audio recordings
- Watching live demonstrations
- Direct purposeful experience (Correct answer)
Correct answer: Direct purposeful experience
Dale's Cone of Experience places direct, active experience at the base (most effective), while passive modes like reading and listening sit at the top (least effective).
Question 7: When designing sales training, 'transfer of training' refers to:
- Moving training resources between departments
- Learners applying new skills to real-world sales situations (Correct answer)
- Reassigning trainees to different territories
- Sharing training materials with external partners
Correct answer: Learners applying new skills to real-world sales situations
Transfer of training is the degree to which learners successfully apply newly acquired knowledge and skills to their actual job performance.
CST Adult Learning Principles & Instructional Design 2
In the Kirkpatrick Four-Level Training Evaluation Model, Level 3 measures: