Sales Management Exam Review
Course Introduction
Sales Management is a comprehensive course designed to provide students with a thorough understanding of the principles, strategies, and practices critical to leading and managing a sales force. The curriculum explores key topics such as sales planning, recruitment and training of sales personnel, motivation and compensation, territory management, and performance evaluation. Students will examine ethical and legal considerations in sales, analyze the role of technology in sales processes, and learn how to develop effective sales strategies in a dynamic business environment. Using case studies, simulations, and real-world examples, the course equips future sales managers with the skills needed to drive sales performance and contribute to organizational success.
Recommended Textbook
SELL 2 2nd Edition by Thomas N. Ingram
Available Study Resources on Quizplus 11 Chapters
1372 Verified Questions
1372 Flashcards
Source URL: https://quizplus.com/study-set/946
Page 2
Chapter 1: Overview of Personal Selling
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103 Verified Questions
103 Flashcards
Source URL: https://quizplus.com/quiz/18612
Sample Questions
Q1) Which of the following is most accurate with respect to post sale follow-up?
A) Transaction-focused selling includes substantial follow-up.
B) Transaction-focus selling includes little to no follow-up.
C) Trust-based relationship selling involves substantial follow-up.
D) Trust-based relationship selling it involves little to no follow-up.
E) Both B and C are correct.
Answer: E
Q2) The final stage of the trust-based sales process is ______________ customer relationships.
Answer: Enhancing
Q3) _______________refers to the process of helping customers reach their strategic goals by using the products, services, and expertise of the sales organization.
Answer: Consultative Selling
Q4) In consultative selling, salespeople fulfill three primary roles: strategic orchestrator, business consultant, and order-taker.
A)True
B)False
Answer: False
To view all questions and flashcards with answers, click on the resource link above.
3
Chapter 2: Building Trust and Sales Ethics
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107 Verified Questions
107 Flashcards
Source URL: https://quizplus.com/quiz/18613
Sample Questions
Q1) Which of the following is most accurate regarding successful long-term buyer-seller relationships?
A) The seller almost always charges the buyer the lowest price possible.
B) The seller must conceal some cost information from the buyer in order to maintain profitability.
C) Mutual trust is crucial.
D) The seller must be honest with the buyer.
E) All of the above are accurate.
Answer: C
Q2) Maintaining high ethical standards is important if one is to be considered a professional.
A)True
B)False
Answer: True
Q3) Many companies are spending time covering ethics in their training programs.
A)True
B)False
Answer: True
To view all questions and flashcards with answers, click on the resource link above. Page 4
Chapter 3: Understanding Buyers
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129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/18614
Sample Questions
Q1) _______________refers to the degree to which a person holds opinions about issues and attempts to dominate or control situations by directing the thoughts and actions of others.
Answer: Assertiveness
Q2) The desire to belong to a particular reference group leads to psychological needs.
A)True
B)False
Answer: False
Q3) Members of the business markets include:
A) Firms, institutions, and governments
B) Firms, consumers, and governments
C) End-users, consumers, and governments
D) Industrial and consumer
E) None of the above
Answer: A
Q4) Individuals within an organization who identify a need are called _______________.
Answer: Initiators
To view all questions and flashcards with answers, click on the resource link above. Page 5
Chapter 4: Communication Skills
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/18615
Sample Questions
Q1) Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.
A)True
B)False
Q2) Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.
Q3) With respect to ADAPT, "how has that problem affected your customer service?" is an example of a/an ______________ question.
Q4) In order to be an effective listener a salesperson must do which of the following?
A) Pay attention
B) Paraphrase and repeat
C) Make no assumptions about what the buyer is saying
D) Monitor the buyer's nonverbal language
E) All the above are correct
Q5) Once you get the hang of it, active listening is relatively easy and does not require much effort.
A)True
B)False
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
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110 Verified Questions
110 Flashcards
Source URL: https://quizplus.com/quiz/18616
Sample Questions
Q1) The characteristics of a firm's best customers or the perfect customer is referred to as the __________customer profile.
Q2) Salespeople should incorporate a tracking system into their prospecting plans.
A)True
B)False
Q3) The internet is a good tool for marketers but isn't capable of being used as a tool to generate leads.
A)True
B)False
Q4) As the complexity of the purchase decision increases, the probability of there being more than one person influencing the decision increases.
A)True
B)False
Q5) The first stage of obtaining precall information focuses on the contact.
A)True
B)False
Q6) When preparing to meet a new prospect, the salesperson should make sure to, at the very least, know the prospect's name and the prospect's correct
To view all questions and flashcards with answers, click on the resource link above. Page 7
Chapter 6: Planning Sales Dialogues and Presentations
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113 Verified Questions
113 Flashcards
Source URL: https://quizplus.com/quiz/18617
Sample Questions
Q1) _____________buying motives are typically related to the economics of the situation, including costs, profitability, quality, services offered, and the total value of the sellers offering as perceived by the customer.
Q2) The sales dialogue planning template contains sections for each of the following, except ____.
A) Customer value proposition
B) Sales call objective
C) Beginning the sales dialogue
D) Current Suppliers
E) each of the above are sections in the sales presentation checklist
Q3) _____________buying motives include motives such as security, status, and need to be liked.
Q4) The last section of the Sales Dialogue Planning Template is:
A) Earn Prospect Commitment
B) Build Value through Follow-Up Action
C) Handle Resistance
D) Assess Sales Call Performance
E) None of the above
Q5) The first part of a written sales proposal is a/an _____________________.
To view all questions and flashcards with answers, click on the resource link above. Page 8
Chapter 7: Sales Dialogue: Creating and Communicating Value
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131 Verified Questions
131 Flashcards
Source URL: https://quizplus.com/quiz/18618
Sample Questions
Q1) Which of the following is not an example of a response-check?
A) How does that sound to you?
B) Does this make sense to you so far?
C) Do you like this color?
D) Does that answer your concern
E) All of the above are response-checks
Q2) Features represent the value a product produces.
A)True
B)False
Q3) When selling to groups, it would be beneficial for the salesperson to pre-sell individual group members prior to the group's formal meeting.
A)True
B)False
Q4) "Having an onboard map and tracking system is like having a friendly flight controller with you on every trip" is an example of a/an ______________.
Q5) Case histories are usually fictitious.
A)True
B)False
Q6) An anecdote is a specific type of a/an __________________
To view all questions and flashcards with answers, click on the resource link above. Page 9
Chapter 8: Addressing Concerns and Earning Commitment
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116 Verified Questions
116 Flashcards
Source URL: https://quizplus.com/quiz/18619
Sample Questions
Q1) Using third-party reinforcement will always be effective in overcoming a buyer's resistance.
A)True
B)False
Q2) "I'm concerned that if we ever have trouble with a copier we buy from your company, you won't service it in a timely fashion" is an example of a product objection.
A)True
B)False
Q3) A salesperson attempting to soften the blow in correcting the prospects information is using the _______________method of handling objections..
Q4) Today's buyers are more likely to be less tolerant of "closing techniques."
A)True
B)False
Q5) When dealing with buyer objections, it is a good idea to use the Forestalling method most of the time.
A)True
B)False
Q6) The first step in the LAARC method for handling resistance is to ___________.
To view all questions and flashcards with answers, click on the resource link above. Page 10
Chapter 9: Expanding Customer Relations
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114 Verified Questions
114 Flashcards
Source URL: https://quizplus.com/quiz/18620
Sample Questions
Q1) What is the customer service dimension that 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
E) Anticipation
Q2) And one of the customer expectations of salespeople use that they will expeditiously resolve _____________, mistakes, or defects.
Q3) Salespeople should always encourage their customers to express their complaints.
A)True
B)False
Q4) E-mail is a good way to stay in touch with the customer because it guarantees the customer will get the message.
A)True
B)False
Q5) As for the salesperson to call sporadically, a relationship enhancer is for the salesperson to call_____________.
To view all questions and flashcards with answers, click on the resource link above. Page 11
Chapter 10: Adding Value: Self Leadership and Teamwork
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137 Verified Questions
137 Flashcards
Source URL: https://quizplus.com/quiz/18621
Sample Questions
Q1) Public libraries will be of little help to salespeople attempting to analyze their territories and classify their customers.
A)True
B)False
Q2) Salespeople involved in relational selling are becoming increasingly more independent of their organizations.
A)True
B)False
Q3) Which of the following common sales call routing plan patterns is best used when accounts are located in clusters that are some distance from one another?
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Major city plan
Q4) The first stage of self-leadership is territory analysis.
A)True
B)False
Q5) Goals should be quantifiable, realistic, and ______ specific.
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Chapter 11: Sales Management and Sales 20
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/18622
Sample Questions
Q1) ___________ style refers to a general orientation applied to leadership activities. Two well-known categories of this are transactional and transformational.
Q2) Sales managers' ability to focus on continual development of salespeople through provision of feedback and serving as a role model is referred to as ________________.
Q3) A growing trend in evaluating salesperson performance is the use of 360-degree feedback.
A)True
B)False
Q4) A sales analysis examines (estimated) future sales performance.
A)True
B)False
Q5) Which of the following best reflects the relationship between account targeting strategies and relationship strategies?
A) Relationship strategies provide the basis for account targeting strategies.
B) Account targeting strategies provide the basis for relationship strategies.
C) Relationship strategies are independent of account targeting strategies.
D) Both a and b are correct.
E) Both b and c are correct.
To view all questions and flashcards with answers, click on the resource link above. Page 13