CST Training Program Design & Delivery 2 — Questions and Answers
Question 1: A sales trainer is using the ADDIE model. Which phase directly precedes the Design phase?
- Evaluation
- Analysis (Correct answer)
- Development
- Implementation
Correct answer: Analysis
In ADDIE, Analysis comes first and informs the Design phase by identifying learner needs and performance gaps.
Question 2: Which learning objective format does the Mager approach recommend, specifying behavior, condition, and criterion?
- Bloom's taxonomy objectives
- Performance-based objectives (Correct answer)
- Competency frameworks
- Kirkpatrick outcomes
Correct answer: Performance-based objectives
Mager's performance-based objectives define what the learner will do, under what conditions, and to what measurable standard.
Question 3: A new hire cohort includes both veteran industry professionals and recent graduates. Which instructional strategy best addresses this mixed-experience group?
- Deliver identical content at the same pace to ensure consistency
- Use differentiated instruction with tiered activities and optional advanced modules (Correct answer)
- Focus exclusively on beginners since veterans need no training
- Separate all groups into different training programs permanently
Correct answer: Use differentiated instruction with tiered activities and optional advanced modules
Differentiated instruction meets diverse learners where they are by offering varied pathways and challenge levels within the same program.
Question 4: Which type of practice is most effective for building automaticity in complex sales skills like objection handling?
- Massed practice in a single long session
- Distributed practice spread over multiple sessions (Correct answer)
- Passive review of recorded role plays
- Peer observation without feedback
Correct answer: Distributed practice spread over multiple sessions
Distributed practice (spaced repetition) strengthens long-term retention and skill automaticity more effectively than cramming.
Question 5: During a virtual sales training webinar, learner engagement drops noticeably after 20 minutes. What is the BEST corrective action?
- Continue the lecture to cover all planned content
- Insert a short interactive activity such as a poll or breakout discussion (Correct answer)
- End the session early and reschedule
- Switch to reading assignments
Correct answer: Insert a short interactive activity such as a poll or breakout discussion
Interactive activities re-engage participants by requiring active cognitive processing rather than passive listening.
Question 6: A CST candidate designs a blended learning program. Which element is the primary advantage of blending eLearning with live instruction?
- Reduces the need for a trainer entirely
- Allows self-paced knowledge acquisition before live practice application (Correct answer)
- Eliminates assessment requirements
- Guarantees 100% learner completion rates
Correct answer: Allows self-paced knowledge acquisition before live practice application
Blended learning leverages eLearning for foundational knowledge so live sessions can focus on higher-order practice and coaching.
Question 7: When mapping training content to Bloom's Taxonomy, which level requires learners to construct a new sales call plan from scratch?
- Remember
- Understand
- Apply
- Create (Correct answer)
Correct answer: Create
The Create level (highest in Bloom's revised taxonomy) involves synthesizing knowledge to produce something new, such as an original sales plan.
CST Training Program Design & Delivery 2
A sales trainer is using the ADDIE model.
Which phase directly precedes the Design phase?