Sales Management Exam Questions
Course Introduction
Sales Management is a comprehensive course that explores the principles, strategies, and practices essential for effective sales operations within organizations. Students will examine topics such as the sales process, recruitment, training, and motivation of sales personnel, goal setting, and performance evaluation. The course covers the development and implementation of sales strategies, territory management, forecasting, and the integration of technology into sales functions. Through case studies and real-world applications, students will develop critical skills to manage sales teams, optimize sales effectiveness, and contribute to organizational growth and customer satisfaction.
Recommended Textbook
SELL 2 Canadian 2nd Edition by Thomas N. Ingram
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11 Chapters
1323 Verified Questions
1323 Flashcards
Source URL: https://quizplus.com/study-set/1200
Page 2
Chapter 1: Overview of Personal Selling
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111 Verified Questions
111 Flashcards
Source URL: https://quizplus.com/quiz/23739
Sample Questions
Q1) Customer value will vary depending on whose perspective is being considered, the customer's or the salesperson's.
A)True
B)False
Answer: False
Q2) What is the primary difference between transaction-focused traditional selling and trust-based relationship selling?
A) Trust-based relationship selling takes a long-term approach to adding value for customers.
B) Transaction-focused traditional selling puts more emphasis on follow-up programs.
C) Trust-based relationship selling takes a short-term approach to adding value for customers.
D) Communication in transaction-focused traditional selling tends to be two-way and collaborative.
Answer: A
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Chapter 2: Building Trust and Sales Ethics
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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/23740
Sample Questions
Q1) Pierre is a new salesperson for Ace Computer Co. and is responsible for business-to-business sales. Because he transferred from the engineering staff, Pierre knows better than any other salesperson the technical specifications and performance statistics of the computers he sells. Unfortunately, Pierre is relatively unfamiliar with how businesspeople use the computers on a day-to-day basis. Which type of knowledge does Pierre need to work on?
A) industry
B) competitor
C) technical
D) market and customer
Answer: D
Q2) According to the textbook, what is the Canadian Competition Act term for an agreement in which competitors agree in advance who will win a contract based on the tenders submitted?
A) price fixing
B) bid rigging
C) price discrimination
D) predatory pricing
Answer: B
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Chapter 3: Understanding Buyers
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/23741
Sample Questions
Q1) The most common categorization of buyers places them into either consumer markets or business markets.
A)True
B)False
Answer: True
Q2) The functional needs of business buyers are contingent on, and often the result of, conditions related to the specific environment, time, and place.
A)True
B)False
Answer: True
Q3) In today's markets, smaller customer bases and the increased use of supply chain management have resulted in greater interdependence between the customer and the salesperson. What is the result?
A) derived demand
B) higher levels of demand fluctuation
C) multiple buying influences
D) closer buyer-seller relationships
Answer: D
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Chapter 4: Communication Skills
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148 Verified Questions
148 Flashcards
Source URL: https://quizplus.com/quiz/23742
Sample Questions
Q1) When combining the two categories of questions, if a salesperson's strategic objective is to gain confirmation and discover attitudes/opinions, and the amount and specificity of information desired is confirmation and agreement, which type of questions will be used?
A) dichotomous or multiple-choice questions designed to be probing in nature
B) closed-end questions designed to be evaluative in nature
C) open-end questions designed to be tactical in nature
D) interpretive questions designed to be reactive in nature
Q2) In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "I believe that our sales proposal addresses all of the buying criteria that we discussed in our last meeting; do you agree?"
A) to gain confirmation
B) to provoke thinking
C) to gather information
D) to clarify and emphasize
Q3) There are only three facets to effective listening: paying attention, monitoring nonverbal communication, and not making assumptions.
A)True
B)False
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Page 6
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/23743
Sample Questions
Q1) According to the textbook, once potential customers have been identified, what should a salesperson do next?
A) develop a prospecting strategy
B) call on the qualified prospect
C) send the qualified prospect a sales letter
D) begin gathering precall information
Q2) Marc is a salesperson for a large consumer products manufacturer. He has just taken over a new territory and wants to begin the prospecting process. What is the first thing he should develop?
A) a list of leads
B) a list of qualified prospects
C) a strategic prospecting plan
D) a territory plan
Q3) The advent of electronic networking has made prospecting for new business even more difficult.
A)True
B)False
Q4) One of the key advantages of trade shows is the generation of good leads.
A)True
B)False
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Chapter 6: Planning Sales Dialogues and Presentations
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101 Verified Questions
101 Flashcards
Source URL: https://quizplus.com/quiz/23744
Sample Questions
Q1) Chris wants to improve the chances of getting appointments with prospects. According to the textbook, what will help Chris when making appointments?
A) providing the prospect with a reason to grant the meeting and suggesting a date and time
B) suggesting that the planned meeting will be very short in duration
C) using the name of a mutual acquaintance as a referral
D) claiming to be conducting important marketing research on the industry
Q2) Canned sales presentations allow for heterogeneous buying motives and flexible delivery.
A)True
B)False
Q3) In the introduction to Chapter 6, Kevin Davis reinforces the concept of the salesperson as a student. What must a salesperson understand in order to be considered a value-added salesperson?
A) customer needs and buying environments
B) production capacity within their facility and technology used
C) customer buying behaviour and budget
D) installation and training capacity of their company
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Chapter 7: Sales Dialogue
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23745
Sample Questions
Q1) With respect to an all-inclusive cruise vacation, what are 24/7 concierge service, buffet meals, and a diverse selection of entertainment options?
A) benefits
B) confirmed benefits
C) value propositions
D) features
Q2) A salesperson will use a check-back or response check to gauge the buyer's interest level.
A)True
B)False
Q3) Jessica is a salesperson for a large office supply company. She spends most of her evenings completing sales dialogue templates and mentally rehearsing what she intends to say in the following day's scheduled sales calls. Which of the following keys to effective sales dialogue does this demonstrate?
A) planning and practising prior to the sales interaction
B) being interactive and engaging the customer to encourage feedback
C) focusing on creating and presenting value in an interesting and understandable way
D) supporting the customer value offered by objective claims
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9
Chapter 8: Addressing Concerns and Earning Commitment
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105 Verified Questions
105 Flashcards
Source URL: https://quizplus.com/quiz/23746
Sample Questions
Q1) What is the term for a selling technique in which a salesperson relates how one of his or her customers had a problem similar to the prospect's and solved it by using the salesperson's product?
A) referral or testimonial close
B) boomerang method
C) success story commitment
D) T-account or balance sheet commitment
Q2) How should a salesperson view a buyer's statement of "The price is higher than I thought it would be"?
A) as a buying signal indicating a moderate level of interest
B) as a red light statement indicating a buyer objection that needs to be addressed
C) as a yellow light suggesting that caution is warranted regarding this issue
D) as an indication that there has not been enough discussion regarding all of the features of the product
Q3) Before attempting to gain commitment, the salesperson should summarize all the benefits his or her offer (solution) is capable of providing.
A)True
B)False
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Chapter 9: Expanding Customer Relationships
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/23747
Sample Questions
Q1) Which of the following customer service dimensions refers to a salesperson's desire to work with and properly service customers on a daily basis?
A) communication
B) reliability
C) resilience
D) service motivation
Q2) Simone is a sales representative for an industrial chemical company. Over the next few months, Simone plans to have some members of her organization's R&D department visit her customers to see how they use the products. Why is Simone doing this?
A) She wants the people from the R&D department to handle any technical complaints that come up.
B) She is making an effort to expand collaborative involvement between her company and her key accounts.
C) She is trying to impress her customers by showing her organization's expertise in research and development.
D) She is trying to build goodwill with her customers by showing that her organization cares.
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11
Chapter 10: Adding Value
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124 Verified Questions
124 Flashcards
Source URL: https://quizplus.com/quiz/23748
Sample Questions
Q1) Mitchell is a salesperson for a large manufacturer that sells to a wide variety of retailers, which often require integrated solutions to meet their needs over the long term. To be successful selling in this environment, which of the following internal partnerships should Mitchell look to develop?
A) sales partnerships
B) marketing partnerships
C) design and manufacturing partnerships
D) administrative support partnerships
Q2) 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.
Q3) "Having the top territory in the company" is an example of an effective goal.
A)True
B)False
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Page 12
Chapter 11: Sales Management and Sales 20
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175 Verified Questions
175 Flashcards
Source URL: https://quizplus.com/quiz/23749
Sample Questions
Q1) In terms of how salespeople spend their time on the job, which concept refers to the combination of intensity, direction, and persistence?
A) motivation
B) task orientation
C) sales focus
D) productivity
Q2) Developing an appropriate and adaptable sales organization structure is considered a sale management best practice.
A)True
B)False
Q3) One of the goals of cloud computing is to make information available from a variety of communication devices.
A)True
B)False
Q4) To reduce dependence, sales managers should use coaching sporadically and in limited amounts.
A)True
B)False
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