Which of the following is NOT a part of the sales management process?
Correct!
Wrong :(
Answer - c) Production
3
Sales forecasting helps in:
Correct!
Wrong :(
Answer - d) All of the above
4
What is the first step in the personal selling process?
Correct!
Wrong :(
Answer - a) Prospecting
5
Which of the following is an external factor affecting sales management?
Correct!
Wrong :(
Answer - b) Competition
6
A salespersons ability to persuade and influence potential customers is known as:
Correct!
Wrong :(
Answer - d) Salesmanship
7
Which of the following is a sales quota measurement?
Correct!
Wrong :(
Answer - a) Sales volume
8
In personal selling, the approach stage involves:
Correct!
Wrong :(
Answer - b) Making the first contact with the customer
9
What is the purpose of a sales territory?
Correct!
Wrong :(
Answer - c) To efficiently manage and serve customers
10
Sales compensation plans typically include a combination of:
Correct!
Wrong :(
Answer - a) Fixed salary and variable commission
11
The AIDA model stands for:
Correct!
Wrong :(
Answer - c) Awareness, Interest, Desire, Action
12
The process of identifying and evaluating potential customers is called:
Correct!
Wrong :(
Answer - b) Prospecting
13
The stage in personal selling where a salesperson provides information about the product or service is called:
Correct!
Wrong :(
Answer - b) Presentation
14
Which of the following is a characteristic of successful salespeople?
Correct!
Wrong :(
Answer - c) Empathy and active listening
15
What is the primary objective of the closing stage in the personal selling process?
Correct!
Wrong :(
Answer - c) Securing a commitment or order
16
The method of compensating salespeople based on a percentage of their sales is known as:
Correct!
Wrong :(
Answer - b) Commission
17
Which of the following is a benefit of sales territory design and management?
Correct!
Wrong :(
Answer - b) Better customer service and coverage
18
Which of the following is a key component of effective sales training?
Correct!
Wrong :(
Answer - b) Continuous learning and skill development
19
The process of matching a companys products or services to the needs and wants of a customer is known as:
Correct!
Wrong :(
Answer - c) Needs assessment
20
What is the purpose of a sales presentation?
Correct!
Wrong :(
Answer - d) To provide information and persuade the customer
21
The sales funnel represents:
Correct!
Wrong :(
Answer - b) The stages of the sales process and the number of potential customers at each stage
22
What is the term for a customers expressed resistance to a salespersons proposal?
Correct!
Wrong :(
Answer - b) Objection
23
In sales territory management, what is routing?
Correct!
Wrong :(
Answer - a) Planning the best route for sales visits
24
What is the primary goal of lead generation in sales?
Correct!
Wrong :(
Answer - c) To identify and qualify potential customers
25
The term CRM in sales management stands for:
Correct!
Wrong :(
Answer - a) Customer Relationship Management
26
What is the purpose of a sales forecast?
Correct!
Wrong :(
Answer - b) To predict future sales revenues and volumes
27
What is a cold call in sales?
Correct!
Wrong :(
Answer - b) A call made to a potential customer without prior contact
28
Which of the following is an example of a sales promotion technique?
Correct!
Wrong :(
Answer - b) Offering discounts for a limited time
29
In the context of sales, objection handling refers to:
Correct!
Wrong :(
Answer - c) Responding to customer concerns or doubts
30
What is the purpose of the follow-up stage in personal selling?
Correct!
Wrong :(
Answer - c) To ensure customer satisfaction and future business
31
Which of the following is a common method for lead generation in B2B sales?
Correct!
Wrong :(
Answer - c) Cold calling
32
In sales, what does the term value proposition refer to?
Correct!
Wrong :(
Answer - b) The unique benefits and value a product or service offers to the customer
33
What is the term for a salesperson who focuses on maintaining and growing relationships with existing customers?
Correct!
Wrong :(
Answer - b) Account manager
34
What is the primary objective of a sales presentation?
Correct!
Wrong :(
Answer - d) To provide information and persuade the customer
35
What is the purpose of a sales pitch?
Correct!
Wrong :(
Answer - a) To provide detailed product information
36
Which of the following is a factor that may influence a customers buying decision?
Correct!
Wrong :(
Answer - c) Product quality
37
The term cross-selling refers to:
Correct!
Wrong :(
Answer - b) Selling products from one category to a customer interested in another
38
What is a sales quota?
Correct!
Wrong :(
Answer - c) A set goal for a salespersons performance
39
Which of the following is an element of the sales mix?
Correct!
Wrong :(
Answer - a) Pricing strategy
40
The ABC analysis in sales management is used for:
Correct!
Wrong :(
Answer - b) Segmenting products or customers based on their importance
41
In sales management, what is relationship selling?
Correct!
Wrong :(
Answer - b) Building and maintaining long-term customer relationships
42
Which of the following is NOT a common type of sales promotion technique?
Correct!
Wrong :(
Answer - d) Sales territory design
43
What is a sales lead?
Correct!
Wrong :(
Answer - a) A potential customer who has expressed interest in a product or service
44
What is the primary purpose of a sales plan?
Correct!
Wrong :(
Answer - c) To guide the sales teams activities and objectives
45
Which of the following is a characteristic of a good salesperson?
Correct!
Wrong :(
Answer - c) High levels of empathy and understanding
46
The psychological pricing strategy involves:
Correct!
Wrong :(
Answer - c) Pricing products to create a specific psychological impact on customers
47
What is a sales funnel?
Correct!
Wrong :(
Answer - b) A visual representation of the sales process and the number of potential customers at each stage
48
The 7 Ps of marketing include all of the following EXCEPT:
Correct!
Wrong :(
Answer - d) People
49
In sales management, territory planning involves:
Correct!
Wrong :(
Answer - b) Assigning salespeople to specific geographical areas
50
What is sales territory optimization?
Correct!
Wrong :(
Answer - c) Maximising the efficiency and potential of sales territories
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Question. What is/Introduction of Sales Management
Answer. Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business.