CST Training Program Design & Delivery 2

Question 1

A sales trainer is using the ADDIE model. Which phase directly precedes the Design phase?

Accepted Answer

Analysis

Answer

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?

Accepted Answer

Performance-based objectives

Answer

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?

Accepted Answer

Use differentiated instruction with tiered activities and optional advanced modules

Answer

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?

Accepted Answer

Distributed practice spread over multiple sessions

Answer

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?

Accepted Answer

Insert a short interactive activity such as a poll or breakout discussion

Answer

Interactive activities re-engage participants by requiring active cognitive processing rather than passive listening.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Training Program Design & Delivery 2