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Midterm Exam Sales Management

Here are 3 key functions of an effective sales manager and a brief explanation of what they mean for a company to succeed: 1. Coaching salespeople - An effective sales manager takes the time to coach individual salespeople, provide feedback on their performance, and help them improve their skills. This helps salespeople perform better and be more successful in reaching their sales goals. 2. Conducting sales meetings and trainings - The sales manager plans and leads regular sales meetings and trainings to disseminate important company and industry information to the sales team. This keeps the team informed and educated so they can better serve customers. 3. Promoting ethical behavior - The sales manager leads by example and ensures all sales activities are legal and

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Tamar Pkhakadze
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1K views

Midterm Exam Sales Management

Here are 3 key functions of an effective sales manager and a brief explanation of what they mean for a company to succeed: 1. Coaching salespeople - An effective sales manager takes the time to coach individual salespeople, provide feedback on their performance, and help them improve their skills. This helps salespeople perform better and be more successful in reaching their sales goals. 2. Conducting sales meetings and trainings - The sales manager plans and leads regular sales meetings and trainings to disseminate important company and industry information to the sales team. This keeps the team informed and educated so they can better serve customers. 3. Promoting ethical behavior - The sales manager leads by example and ensures all sales activities are legal and

Uploaded by

Tamar Pkhakadze
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Student:

Date:

1. 2. 3. 4. 5. 6. 7.

8. 9. 10. 11. 12. 13. 14.

15. 16. 17. 18. 19. 20. 21.

1 Choose the incorrect answer:


Developing a corporate strategy requires the following steps:
a. Analyzing the corporate situation to identify potential opportunities and threats
b. Determining corporate mission and objectives
c. Defining strategic business corporative clients
d. Setting objectives and resource allocations for each strategic business unit

2 Choose the correct answer:


a. Geographic sales organization -
Salespeople are assigned specific types of customers and are required to satisfy all needs of these customers
b. Product sales organization -
Salesforces specializing by product assign salespeople selling responsibility for specific products or product
lines
c. Market sales organization -
Salesforces specializing by product assign salespeople selling responsibility for specific products or product
lines
d. Functional sales organization -
Salesforces specializing by product assign salespeople selling responsibility for specific products or product
lines

3 Choose the correct definition:


a. Referent power - based on the attractiveness of one party to another. It may arise from friendship,
role modeling, or perceived similarity of personal background or viewpoints
b. Expert power - based on a belief that one party can remove rewards and provide punishment to affect
behavior
c. Legitimate power - stems from the ability of one party to reward the other party for a designated action
d. Reward power - based on a belief that one party can remove rewards and provide punishment to affect
behavior

4 Choose the correct definition:


a. Market potential - the expected level of firm sales given a specific strategy in a given geographic area for a
specific period
b. Sales forecast - the best possible level of firm sales in a given geographic area for a specific period
c. Sales potential - the best possible level of industry sales in a given geographic area for a specific period
d. Market forecast - the expected level of industry sales given a specific industry strategy in a given
geographic area for a specific period
5 Choose the incorrect answer:
Most discussions of a comprehensive sales enablement program include several key elements:
a. An integration and coordination of the efforts of executives, sales managers, salespeople, and personnel
from other business functions that directly impact customers to create value in all interactions with buyers
b. An incorporation of the appropriate training, technology, performance metrics, and reward programs to
guide
and support the execution and achievement of sales enablement and salesforce motivation
c. A buyer-focused function driven by a firm’s top-level executives
d. An alignment of the steps in the sales process to deliver value at each stage of the buying process

6 Organizational buyer behavior can be viewed as a buying process consisting of several phases.
Which of the following phases is not part of the buying process:
a. Search for and qualification of potential sources
b. Acquisition and analysis of proposals
c. Recognition of a problem or need
d. Performance feedback and evaluation only for large purchases
7 Choose the incorrect opinion:
a. Product knowledge does not need updating in every event of development of new applications for the
product
b. Product knowledge is one of the most commonly covered topics in sales training programs
c. Salespeople must have thorough product knowledge, including its benefits, applications, competitive
strengths, and limitations
d. Adequate product knowledge will not necessarily lead to sales success

8 Choose the correct definition:


a. Competency-Based Questions - follow-up questions to dig deeper for information
b. Hypothetical Questions - are phrased in the form of a job-related problem and presented
to the applicant for a solution
c. Probing Questions - provide an opportunity for the applicant to discuss something
d. Closed-Ended Questions - ask the candidate to explain previous experiences that relate to
job-specific competencies

9 From the listed strategies which one is the third, from five strategies, for transforming to a best-in-class
sales organization:
a. USE CUSTOMER ENGAGEMENT DATA
b. PROVIDE ANYTIME-ANYWHERE-ANY- DEVICE ACCESS TO SALES CONTENT
c. KNOW WHEN TO WALK AWAY
d. GIVE YOUR SELLERS MORE TIME TO SELL

10 Three main steps are involved in recruiting and selecting salespeople:


a. Planning, recruiting, and selection
b. Planning, evaluation, and selection
c. Planning, evaluation, and hiring
d. Planning, recruiting, and hiring

11 Sales leadership influence strategies can be based on:


Choose the incorrect answer:
a. Promises
b. Persuasion
c. Punishment
d. Relationships
12 Which is a correct definition of the possible roles that buying center members might play
in a particular purchasing decision:
a. Users, who start the organizational purchasing process
b. Purchasers, who provide input for the purchasing decision
c. Gatekeepers, who start the organizational purchasing process
d. Influencers, who provide input for the purchasing decision

13 Choose the correct answer:


What does not characterize effective sales managers:
a. Build enthusiasm throughout the sales team
b. Give salespeople continuous feedback in a positive manner
c. Get involved by being accessible to salespeople and visible to customers
d. Grow and develop salespeople by emphasizing growth of sales

14 Job descriptions for salespeople could contain any or all of the following elements:
Choose the incorrect answer:
a. Customer types
b. Significant job- related demands, such as mental stress, physical strength or stamina requirements,
travel requirements, or environmental pressures to be encountered
c. Company market share
d. Duties, tasks, and responsibilities of the salesperson

15 Which step does not involve the sales training process:


a. Design sales training program
b. Conduct follow-up and evaluation
c. Assess sales training needs
d. Be sure to use training alternatives

16 Which of the following types of business strategy is represented by the relevant salesforce role:
a. Low-cost supplier - Servicing large current customers, pursuing large prospects, minimizing costs, selling on
the basis of price, and usually assuming significant order- taking responsibilities
b. Niche - Servicing large current customers, pursuing large prospects, minimizing costs, selling on the basis of

price, and usually assuming significant order- taking responsibilities


c. Low-cost supplier - Becoming experts in the operations and opportunities associated with the target
market,
focusing customer attention on nonprice benefits and
allocating selling time to the target market
d. Differentiation - Becoming experts in the operations and opportunities associated with the target market,
focusing customer attention on nonprice benefits and allocating selling time to the target market

17
The evaluation program for training and development programs includes four steps:
1. Determine outcomes resulting from using what was learned
2. Determine principles, techniques, and facts that were learned
3. Assess participant satisfaction with training
4. Assess changes in job behavior resulting from training
Arrange these steps in the correct order:
a. 2, 3, 1, 4
b. 3, 2, 4, 1
c. 2, 3, 4, 1
d. 3, 2, 1, 4

18 Choose the incorrect answer:


The best sales organizations tend to:
a. Use technology appropriately to learn about customers, build market intelligence,
and enable salesperson and sales manager success
b. Base market offerings on customer needs and deliver favorable customer experiences
c. Separate sales with other functional areas, especially marketing and customer service, to deliver maximum
customer value
d. Ensure that the sales culture supports continuous development of salespeople and sales leaders

19 What is the size of salesforce:


a. Salesforce size = Total selling effort needed/Average selling effort per salesperson

b. Salesforce size = Average sales per salesperson/Forecasted sales


c. Salesforce size = Forecasted sales/Average sales per salesperson
d. Salesforce size = Average selling effort per salesperson/Total selling effort needed

20 According to the account targeting strategy, which accounts are considered to be the Key accounts:
a. Top 400 accounts
b. Top 350 accounts
c. Top 100 accounts
d. Top 500 accounts

21 Three leadership functions that are particularly relevant to sales managers:


a. Coaching salespeople, conducting sales trainings, and promoting ethical behavior
b. Training salespeople, conducting sales meetings, and promoting ethical behavior
c. Training salespeople, conducting sales trainings, and promoting marketing activities
d. Coaching salespeople, conducting sales meetings, and promoting ethical behavior

22. Describe the 3 key functions of an effective sales manager and briefly explain what they mean for a company to succeed

23. List 3 traits that should not characterize the selesperson and explain why you think so

24. Explain what the term "team leader" means to you

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