Sales Management Exam Practice Tests
Course Introduction
Sales Management explores the strategies, processes, and techniques essential for effectively leading a sales force and achieving organizational sales objectives. Students will learn about sales planning, recruiting and training sales personnel, designing territories, setting quotas, and managing performance. The course also examines motivation, compensation, and leadership styles as they relate to optimizing sales team productivity, along with the integration of technology and ethical considerations in sales management. Through real-world case studies and practical applications, participants develop the skills necessary to drive revenue growth and cultivate lasting customer relationships.
Recommended Textbook
SELL 3rd Edition by Thomas N. Ingram
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11 Chapters
1529 Verified Questions
1529 Flashcards
Source URL: https://quizplus.com/study-set/1199
Page 2
Chapter 1: Overview of Personal Selling
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127 Verified Questions
127 Flashcards
Source URL: https://quizplus.com/quiz/23728
Sample Questions
Q1) Which of the roles salespeople play in consultative selling is most dependent upon the salesperson's business, industry, and customer knowledge?
A) Strategic orchestrator
B) Business consultant
C) Long-term ally
D) Business partner
E) Strategic innovator
Answer: B
Q2) Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.
A)True
B)False
Answer: True
Q3) One of the reasons for engaging in sales dialogue is so that the salesperson can clarify the buyer's situation and buying processes.
A)True
B)False
Answer: True
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Chapter 2: Building Trust and Sales Ethics
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23729
Sample Questions
Q1) Which of the following are considered ethical behavior?
A) Exaggerating product benefits
B) Withholding relevant information from the customer
C) Providing answers to questions to which they do not know the answer
D) Both b and c
E) None of the above
Answer: E
Q2) The American Marketing Association has established its own code of ethics in which its members are committed to.
A)True
B)False Answer: True
Q3) The essence of trust is honesty.
A)True
B)False Answer: False
Q4) By definition, deceptive practices are illegal practices.
A)True
B)False
Answer: False
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Chapter 3: Understanding Buyers
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144 Verified Questions
144 Flashcards
Source URL: https://quizplus.com/quiz/23730
Sample Questions
Q1) An individual buying office supplies for an organization is operating in the consumer market.
A)True
B)False
Answer: False
Q2) In order to use the multi-attribute model, buyers need to determine the relative importance of each specified characteristic.
A)True
B)False
Answer: True
Q3) Which the following is not a step in the buying process?
A) Analysis of proposals
B) Performance feedback and evaluation
C) Making a sales presentation
D) Recognizing a problem or need
E) All of the above are steps in the buying process
Answer: C
Q4) Individuals who are low on assertiveness and low on responsiveness are referred to as ___________.
Answer: Analyticals
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Chapter 4: Communication Skills
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135 Verified Questions
135 Flashcards
Source URL: https://quizplus.com/quiz/23731
Sample Questions
Q1) Which the following is a characteristic of nonverbal language?
A) It includes body movement and vocal characteristics
B) It relatively unimportant to communication
C) It includes body movement but not vocal characteristics
D) It is extremely easy to control
E) It conveys very little meaning
Q2) The pitch of a salesperson's voice often affects his/her credibility with buyers.
A)True
B)False
Q3) SPIN stands for Situation, Problem and ______________.
Q4) In our culture, crossed arms are often an indication of defensiveness.
A)True
B)False
Q5) "Have your employees ever had any trouble managing their time?" is an example of a problem question.
A)True
B)False
Q6) _________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.
Page 6
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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123 Verified Questions
123 Flashcards
Source URL: https://quizplus.com/quiz/23732
Sample Questions
Q1) It's important for salespeople to understand their buyers' communication styles. A)True
B)False
Q2) Organizations or individuals who might potentially purchase the product or service a salesperson offers are called ______________.
Q3) The two broad categories of published sources for leads described in the text include directories and ________________________.
Q4) The characteristics of a firm's best customers or the perfect customer are referred to as the __________customer profile.
Q5) The sales funnel is useful for understanding strategic prospecting. A)True
B)False
Q6) The more a salesperson knows about a prospect, the better chance a salesperson has to make a sale.
A)True B)False
Page 7
Q7) Networking is a relatively ineffective method for generating leads A)True
B)False
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Chapter 6: Planning Sales Dialogues and Presentations
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139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23733
Sample Questions
Q1) What should salespeople do once they've made an appointment with a prospect?
A) Send a fax, e-mail, or letter that outlines the agenda for the meeting and reminds the buyer of the appointment
B) Call the buyer and thank them for granting the appointment
C) Review the corresponding precall information to ensure the prospect is qualified
D) Make sure they're available to meet with the prospect at the agreed upon date
E) All of the above
Q2) "Our product will help you increase your revenue" is an example of a good customer value proposition.
A)True
B)False
Q3) The most important factors driving the customer's purchase decision process are referred to as buying motives.
A)True
B)False
Q4) With respect to evaluating sales proposals, ________________confirms the salesperson's thorough understanding of the buyer's business and his or her specific needs and wants.
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8
Chapter 7: Sales Dialogue: Creating and Communicating Value
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133 Verified Questions
133 Flashcards
Source URL: https://quizplus.com/quiz/23734
Sample Questions
Q1) According to the SPES Sequence, the first step in presenting sales aid is to _________ the selling point and ___________ the sales aid.
Q2) A comparison is a special form of analogy.
A)True
B)False
Q3) One of the keys to effective sales dialogue and presentations is to avoid preparing for a successful outcome (because do so promotes over-confidence).
A)True
B)False
Q4) When selling to teams, salespeople should engage in ______________ before the major sales dialogue with a group of buyers.
A) Preselling
B) Prospecting
C) Sales presentations
D) Need discovery
E) None of the above is correct.
Q5) ___________________refer to statistics, testimonials, or case histories used to support product claims.
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Chapter 8: Addressing Concerns and Earning Commitment
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139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23735
Sample Questions
Q1) A salesperson asking the buyer "Do you see how this product will benefit your organization?" is using a ____.
A) Commitment signal
B) Objection
C) Trial commitment
D) Confirmed benefit
E) None of the above are accurate
Q2) Using the Direct Denial method for handling resistance is risky because it may anger the buyer.
A)True
B)False
Q3) LAARC is a tool for helping salespeople ____.
A) Present features and benefits
B) Overcome resistance
C) Uncover needs
D) Use visual aids
E) Remember to ask for the order
Q4) One of the reasons (provided in the text) that prospects raise objections is "the prospect resists ____________."
Q5) The first step in the LAARC method for handling resistance is to ___________.
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Chapter 9: Expanding Customer Relations
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140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/23736
Sample Questions
Q1) One of the customer expectations of salespeople is that they will expeditiously resolve _____________, mistakes, or defects.
Q2) Superior service quality is becoming an increasingly popular strategy for differentiation among many organizations.
A)True
B)False
Q3) Adding value refers to the process of:
A) Increasing the price
B) Increasing revenue
C) Improving a product or service for the customer
D) Doing more with less
E) Obtaining competitive information
Q4) Unfortunately, many companies do a poor job understanding and satisfying their customers.
A)True B)False
Q5) One of the ways to ensure customer satisfaction is to provide ______________information.
Q6) CRM is an acronym for _______________
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Chapter 10: Adding Value: Self-Leadership and Teamwork
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154 Verified Questions
154 Flashcards
Source URL: https://quizplus.com/quiz/23737
Sample Questions
Q1) Setting clear goals helps salespeople:
A) Focus on what's important
B) Know where to begin and how to proceed
C) Know when they've accomplished something important/strategic
D) Avoid drifting from task to task making little strategic progress
E) All of the above
Q2) Which of the following common sales call routing plan patterns is best used when the territory is large and accounts are clustered in the several widely dispersed groups?
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Major city plan
Q3) Once salespeople are fully trained, they rarely need to "team-up" with anyone from inside the company.
A)True
B)False
Q4) Increase sales by the end of the quarter, although realistic, is not an effective goal because it is not ___________.
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Chapter 11: Sales Management and Sales
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/23738
Sample Questions
Q1) Sales managers must have a deep understanding of the personal selling function in order to manage the sales management process.
A)True
B)False
Q2) Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her selling strategy.
A)True
B)False
Q3) ____________indicate the attitude, skills, knowledge, personal traits, and willingness to accept occupational conditions to perform the job.
Q4) Job __________ is an examination of the tasks, duties, and responsibilities of the sales job.
Q5) Susan is classifying her accounts into categories so that she can develop the appropriate relationship strategy for each category. Susan is working on her account targeting strategy.
A)True B)False
Q6) CRM stands for __________________________________________.
Page 13
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