CST Adult Learning Principles & Instructional Design 3

Question 1

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

Accepted Answer

Identifying gaps between current and desired performance

Answer

Scheduling all future training sessions

Answer

Measuring individual sales rep quota attainment

Answer

Developing compensation and incentive structures

Question 2

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

Accepted Answer

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

Answer

Training Costs / Number of Trainees × 100

Answer

Total Revenue Generated / Training Hours × 100

Answer

(Revenue Increase - Trainer Salary) / Program Duration × 100

Question 3

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

Accepted Answer

Pre-assessment (diagnostic)

Answer

Formative assessment

Answer

Summative assessment

Answer

Normative assessment

Question 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?

Accepted Answer

Level 3 - Behavior

Answer

Level 1 - Reaction

Answer

Level 2 - Learning

Answer

Level 4 - Results

Question 5

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

Accepted Answer

Construct new knowledge by connecting it to their existing experience

Answer

Build physical training environments for best results

Answer

Require structured lesson plans built from scratch each session

Answer

Learn best by physically constructing role-play scenarios

Question 6

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

Accepted Answer

Up to 90% within a week

Answer

10% within a week

Answer

25% within a week

Answer

50% within a week

Question 7

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

Accepted Answer

Provides temporary support that is gradually removed as learners gain competence

Answer

Builds physical structures to support role-play activities

Answer

Stacks multiple unrelated training topics into one long session

Answer

Creates hierarchical performance tiers for the sales team