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

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

Question 2

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

Accepted Answer

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

Answer

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

Question 3

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

Accepted Answer

Pre-assessment (diagnostic)

Answer

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

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

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.

Question 5

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

Accepted Answer

Construct new knowledge by connecting it to their existing experience

Answer

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

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Adult Learning Principles & Instructional Design 3