Sales Management Exam Practice Tests
Course Introduction
Sales Management explores the principles, strategies, and techniques necessary for effective leadership and operation within a sales organization. The course covers topics such as sales planning, recruitment and training of sales personnel, motivation and compensation strategies, sales forecasting, territory design, performance evaluation, and the use of technology in sales processes. Students will analyze real-world cases to understand how to develop, direct, and manage a successful sales team, adapt to changing market dynamics, and achieve organizational sales goals.
Recommended Textbook
SELL 2 Canadian 2nd Edition by Thomas N. Ingram
Available Study Resources on Quizplus
11 Chapters
1323 Verified Questions
1323 Flashcards
Source URL: https://quizplus.com/study-set/1200 Page 2
Chapter 1: Overview of Personal Selling
Available Study Resources on Quizplus for this Chatper
111 Verified Questions
111 Flashcards
Source URL: https://quizplus.com/quiz/23739
Sample Questions
Q1) According to the textbook, personal selling and trust-based relationship selling are essentially the same thing.
A)True
B)False
Answer: False
Q2) Transaction-focused traditional selling and trust-based selling require similar skill sets.
A)True
B)False
Answer: False
Q3) What is the essential difference between personal selling and other promotional tools that helps salespeople to create value?
A) greater reach and frequency of contact in the mass market
B) interpersonal communication with buyers
C) more efficient use of marketing resources
D) greater leverage of marketing communications
Answer: B
To view all questions and flashcards with answers, click on the resource link above.
Page 3
Chapter 2: Building Trust and Sales Ethics
Available Study Resources on Quizplus for this Chatper
113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/23740
Sample Questions
Q1) Sometimes a firm or an individual deliberately sets prices to incur losses for a long time, either to eliminate a competitor, or to inhibit competition in the expectation that the firm or individual will be able to recoup its losses later by charging prices above competitive levels. According to the textbook, what is the term for this?
A) price fixing
B) bid rigging
C) price discrimination
D) predatory pricing
Answer: D
Q2) Likeability and compatibility are necessary for trust building with customers.
A)True
B)False
Answer: False
Q3) Research has shown that knowledge is of little importance when it comes to building trust with customers.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Understanding Buyers
Available Study Resources on Quizplus for this Chatper
134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/23741
Sample Questions
Q1) With respect to buying teams, what is the term for individuals within an organization who will actually utilize the product being purchased?
A) influencers
B) users
C) deciders
D) purchasers
Answer: B
Q2) In the introduction to Chapter 3, Calvin Carson, customer value manager for International Paper, recognized that his new approach to selling has been a success. What are the three signs that highlighted the success?
A) increased sales, reduced cost, increased sales bonus
B) increased sales, reduced time, reduced effort
C) increased sales, reduced costs, customer response
D) increased sales, targeted customers, customer response
Answer: D
Q3) The first step in the buying process is to search for qualified suppliers.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
Page 5
Chapter 4: Communication Skills
Available Study Resources on Quizplus for this Chatper
148 Verified Questions
148 Flashcards
Source URL: https://quizplus.com/quiz/23742
Sample Questions
Q1) What does the term "collaborative, active listening" involve?
A) listening attentively to the other party's message
B) two-way listening with your eyes, mind, and total being
C) listening to multiple conversations at the same time
D) involving everyone in your team to ensure you all hear the message
Q2) When combining the two categories of questions, if a salesperson's strategic objective is to change topics or redirect the buyer's attention, and the amount and specificity of information desired involves choosing from alternatives, which type of questions will be used?
A) closed-end questions designed to be probing in nature
B) interpretive questions designed to be reactive in nature
C) dichotomous or multiple-choice questions designed to be tactical in nature
D) open-end questions designed to be evaluative in nature
Q3) What type of directive form of questioning asks customers to choose from two main response options?
A) tactical
B) evaluative
C) dichotomous
D) probing
To view all questions and flashcards with answers, click on the resource link above.
Page 6
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
Available Study Resources on Quizplus for this Chatper
96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/23743
Sample Questions
Q1) What is the process designed to identify, qualify, and prioritize sales opportunities from new customers or additional business from existing customers?
A) sales blocking
B) strategic prospecting
C) lead determination
D) new revenue maximization
Q2) When dealing with buying teams, the salesperson should attempt to identify the amount of influence each member exerts.
A)True
B)False
Q3) Prospects may be reluctant to see a salesperson if they have never heard of the salesperson's firm.
A)True
B)False
Q4) Salespeople should be nice to gatekeepers because they can be good sources for obtaining critical precall confirmation.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Planning Sales Dialogues and Presentations
Available Study Resources on Quizplus for this Chatper
101 Verified Questions
101 Flashcards
Source URL: https://quizplus.com/quiz/23744
Sample Questions
Q1) How should a salesperson differentiate between features and benefits when using a sales dialogue template?
A) A salesperson should focus on discussing those features that produce benefits that address the buying motives of the customer.
B) To demonstrate superior value, a salesperson should focus on discussing all of the features of a particular product.
C) To maximize perceived credibility, a salesperson should discuss only those features and benefits of the product with which he or she is most familiar.
D) To demonstrate competitive positioning, a salesperson should focus on discussing features, advantages, and benefits.
Q2) Canned sales presentations are appropriate for relational selling. A)True
B)False
Q3) During a canned sales presentation, the salesperson talks most of the time. A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Sales Dialogue
Available Study Resources on Quizplus for this Chatper
109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23745
Sample Questions
Q1) When using proof providers, statistics from authoritative, third-party sources carry the highest credibility.
A)True
B)False
Q2) What is the foundation of benefit selling?
A) To be successful, a salesperson must differentiate his or her product offering by focusing on those features that are superior to competing offerings.
B) Features of the product will advance the sale on the basis of creating added benefit for the buyer.
C) In today's highly competitive business environment, customers want more value, which means offering the most features for the least amount of money.
D) Confirmed benefits are persuasive and advance the sale on the basis of creating added value for the buyer.
Q3) The combination of a specific feature and its meaningful benefit statement is known as a selling point.
A)True B)False
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Addressing Concerns and Earning Commitment
Available Study Resources on Quizplus for this Chatper
105 Verified Questions
105 Flashcards
Source URL: https://quizplus.com/quiz/23746
Sample Questions
Q1) Which type of objection is a buyer raising when he or she expresses concern about the product's ability to function properly?
A) value objection
B) company or source objection
C) need objection
D) product or service objection
Q2) In a discussion about sales resistance with her sales manager, Iman has determined that some of her prospects are weak or have not been qualified properly. Which strategy should she use to address this problem?
A) provide the prospect with a good reason to want to see her and request an appointment
B) ask questions using the ADAPT or SPIN models to verify the prospect's interests
C) schedule regular sales visits with the prospect
D) make a sales presentation that clearly communicates a better solution to the buyer's problem
Q3) "How quickly can you deliver the product?" is an example of a commitment signal.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above.
Chapter 9: Expanding Customer Relationships
Available Study Resources on Quizplus for this Chatper
107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/23747
Sample Questions
Q1) An open communication line is critical if salespeople are to build a long-term relationship with their customers.
A)True
B)False
Q2) According to the textbook, one study has indicated that if a company fails to deal with customers and prospects that complain those customers will tell on average of how many people?
A) one
B) two
C) five
D) ten
Q3) When a salesperson maintains contact with the multiple individuals in the buying organization influencing purchase decisions and manages the various touch points the customer has in the selling organization to ensure consistency in communication, which component of follow-up is he or she using?
A) interact
B) connect
C) know
D) relate
To view all questions and flashcards with answers, click on the resource link above.
Page 11
Chapter 10: Adding Value
Available Study Resources on Quizplus for this Chatper
124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/23748
Sample
Questions
Q1) Synergistic teamwork requires a commitment on the part of all parties to look for win-win solutions.
A)True
B)False
Q2) Which common type of sales goal are number of accounts lost, complaints received, and lost account ratios examples of?
A) market share
B) ancillary activity
C) conversion
D) customer retention
Q3) Which of the following best explains why goals and objectives should be realistic, yet challenging?
A) Challenging goals tend to be motivating, but unrealistic goals become a disincentive to performance.
B) Salespeople tend to be motivated by goals they know they cannot achieve.
C) Salespeople vary in how they view the difference between challenging and unrealistic.
D) Salespeople tend to give up very quickly after a goal has been achieved.
To view all questions and flashcards with answers, click on the resource link above. Page 12
Chapter 11: Sales Management and Sales 20
Available Study Resources on Quizplus for this Chatper
175 Verified Questions
175 Flashcards
Source URL: https://quizplus.com/quiz/23749
Sample Questions
Q1) The focus of Sales 2.0 is to use customer-driven processes enabled by the latest Web technology to co-create value with customers.
A)True
B)False
Q2) In the introduction to Chapter 11, what did Steve Chandler suggest was the number one job of a sales manager?
A) set individual objectives for the sales force
B) to focus on what needs to be improved by the sales team
C) to set organizational strategy for the team and then execute
D) to increase the optimism of everyone on the sales team
Q3) According to the textbook, what is the term for an examination of the tasks, duties, and responsibilities of a sales job?
A) job analysis
B) job specification
C) job description
D) job qualifications
Q4) Motivation is a function of persistence, direction, and intensity.
A)True
B)False
To view all questions and flashcards with answers, click on the resource link above. Page 13