Sales Management Exam Solutions
Course Introduction
Sales Management is a comprehensive course that explores the principles and practices essential for managing a successful sales force in a dynamic business environment. The course covers key topics such as sales planning and forecasting, recruitment and training of sales personnel, motivating and compensating the sales team, and evaluating sales performance. Students will develop critical insights into relationship building, territory management, and the effective use of technology in sales processes. Through case studies, real-world examples, and practical exercises, participants gain the skills necessary to design effective sales strategies, address challenges, and achieve organizational sales objectives.
Recommended Textbook
SELL 4th Edition by Thomas N. Ingram
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11 Chapters
1522 Verified Questions
1522 Flashcards
Source URL: https://quizplus.com/study-set/610
Page 2
Chapter 1: Overview of Personal Selling
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/11530
Sample Questions
Q1) Susan's customers are always concerned about what they're receiving in exchange for what they're paying. In other words, they are concerned about _______________.
A) Marketing
B) Personal selling
C) Customer value
D) Marketing Communications
E) Advertising Answer: C
Q2) Salespeople are the only members of an organization responsible for generating revenue.
A)True
B)False
Answer: False
Q3) Julie is a salesperson. As a salesperson, one of Julie's responsibilities will likely be to assist with market research.
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/11531
Sample Questions
Q1) In order to better understand their own product's position in the market place, salespeople need:
A) To be customer oriented.
B) A high degree of competitor knowledge.
C) To be candid.
D) A high degree of customer knowledge.
E) Both a and c are correct.
Answer: B
Q2) It is important for salespeople to have a complete understanding of their companies' pricing policies because:
A) They are often responsible for negotiating price with their customers.
B) Then they can arbitrarily charge different customers different prices.
C) They can legally obligate the company to a quoted price.
D) Then they will be perceived as more dependable.
E) Both a and c are correct.
Answer: E
Q3) Express warranties are written and made part of the basis-of-the-bargain.
A)True
B)False
Answer: False
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Chapter 3: Understanding Buyers
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143 Verified Questions
143 Flashcards
Source URL: https://quizplus.com/quiz/11532
Sample Questions
Q1) ___________________ attributes refer to the features and characteristics that are related to what the product actually does or is expected to do.
Answer: Functional
Q2) The only type of needs business buyers have are functional needs.
A)True
B)False
Answer: False
Q3) Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy.Which of the following needs is the buyer expressing?
A) Situational needs
B) Functional needs
C) Social needs
D) Psychological needs
E) Knowledge needs
Answer: D
Q4) EDI is the acronym for ___________________________________.
Answer: Electronic Data Interchange
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Page 5
Chapter 4: Communication Skills
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/11533
Sample Questions
Q1) After sensing and interpreting a message, the salesperson should respond.
A)True
B)False
Q2) The social zone ranges from ______ to _______feet.
Q3) Talking with rather than at the customer is the basis of _______________sales communication.
Q4) After asking problem questions, the salesperson should begin asking need-payoff questions.
A)True
B)False
Q5) Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.
A)True
B)False
Q6) In order to collect important information concerning the needs of the buyer, the salesperson should utilize tactical questions only.
A)True
B)False
Q7) SPIN stands for Situation, Problem and ______________.
Page 6
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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121 Verified Questions
121 Flashcards
Source URL: https://quizplus.com/quiz/11534
Sample Questions
Q1) Which of the following forms/sources of prospecting is probably least productive?
A) Observation
B) Organizations (e.g., Chamber of Commerce)
C) Cold canvassing
D) Company records
E) Community contacts
Q2) A _____________________is an individual or organization that has a need for the product or service, has the budget or financial resources to purchase the product or service, and has the authority to make the purchase decision.
Q3) Susan is a salesperson for ABC company and has trouble prospecting effectively.Approximately 70% of the leads she contacts don't have any influence in the purchase decision process.Sandy is most likely having trouble
A) Communicating with her leads.
B) Selling her product to her leads.
C) Qualifying her leads.
D) Responding to her leads.
E) With her boss.
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Page 7
Chapter 6: Planning Sales Dialogues and Presentations
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138 Verified Questions
138 Flashcards
Source URL: https://quizplus.com/quiz/11535
Sample Questions
Q1) Written sales proposals are often difficult and time-consuming to write.However, once written a sales proposal can be used over and over with many different types of buyers.
A)True
B)False
Q2) One of the recommendations for writing an effective value proposition is to keep it fairly ____________.
Q3) When planning for the sales call, the salesperson should develop an agenda. A)True
B)False
Q4) Most buyers are willing to overlook poor spelling and grammatical mistakes in a written proposal as long as the product is beneficial and affordable. A)True
B)False
Q5) The P in ADAPT stands for ________________ questions.
Q6) "I need to reduce our costs" is an example of a rational buying motive. A)True B)False
Q7) The first A in ADAPT stands for ________________ questions.
Page 8
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Chapter 7: Sales Dialogue: Creating and Communicating Value
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133 Verified Questions
133 Flashcards
Source URL: https://quizplus.com/quiz/11536
Sample Questions
Q1) Which of the following is not one of the keys to effective sales dialogue?
A) Make sure to cover each of the product's features.
B) Encourage buyer feedback.
C) Plan and practice sales dialogue.
D) Focus on creating value for the buyer.
E) None of the above.
Q2) A ____ is identified once the buyer acknowledges the importance of benefit.
A) Potential benefit
B) Confirmed benefit
C) Value proposition
D) Feature
E) None of the above
Q3) According to the SPES Sequence, after Stating what the sales aid is, the salesperson should _________ the sales aid.
Q4) A/an ______________is a type of example that is provided in the form of a story describing a specific incident or occurrence.
Q5) Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.
Q6) An anecdote is a specific type of a/an __________________
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Chapter 8: Addressing Concerns and Earning Commitment
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138 Verified Questions
138 Flashcards
Source URL: https://quizplus.com/quiz/11537
Sample Questions
Q1) One of the reasons (provided the text)that prospects raise objections is "the prospect wants to _______ the sales interview."
Q2) Time objections are often used by the buyer as stall tactics.
A)True
B)False
Q3) Jeremy is interested in buying 10 cars for his company.He likes a particular car a salesperson is showing him but expresses concern about the fact that the car's engine isn't as powerful as others he was considering.Which of the following best illustrates the salesperson's use of the translation method to handle Jeremy's concern?
A) Yes, the engine is less powerful, but the car comes with several other options you said you wanted.
B) Because the engine is less powerful it is more fuel efficient, and that means your company will save money.
C) You're mistaken; the engine has the same amount of power as the others you were considering.
D) Why do you want an engine that has more power?
E) None of the above illustrates the boomerang method.
Q4) The first step in the LAARC method for handling resistance is to ___________.
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Page 10
Chapter 9: Expanding Customer Relations
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140 Verified Questions
140 Flashcards
Source URL: https://quizplus.com/quiz/11538
Sample Questions
Q1) Routine follow-up with customers is important to building successful long-term relationships.
A)True
B)False
Q2) What should the salesperson do next if the complaining customer proposes a nonviable way (some action)to resolve the complaint?
A) Allow the customer to vent
B) Follow through with what the customer suggests anyway
C) Thank the customer for the suggestion and then offer the customer an alternative resolution
D) Gain the customer's agreement that the action will resolve the complaint
E) All the above
Q3) It's not uncommon for buyers to feel neglected by the salesperson once they've placed an order.
A)True
B)False
Q4) One of the relationship detractors discussed in the text is for the salesperson to focus on the _____-_____ as opposed to the long-term.
Q5) ____________is the desire of a salesperson to service customers each day.
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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/11539
Sample Questions
Q1) __________ analysis is the process of surveying an area to determine customers and prospects that are most likely to buy.
Q2) Some smart phones allow salespeople to access their CRM data without the use of a computer.
A)True
B)False
Q3) A ___________________ is a territory routing plan used when the territory is composed of a major metropolitan area and the territory is split into a series of geometric shapes.
Q4) The most effective teams are the ones in which team members compete against each other to produce the best performance outcome.
A)True
B)False
Q5) A salesperson's desire to sell a certain amount of product within an area or territory in order to achieve personal goals is referred to a territory goal. A)True
B)False
Q6) ________ goals should be set immediately prior to territory goals.
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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/11540
Sample Questions
Q1) ________ evaluations assess the activities salespeople perform in the generation of sales and in completing non-selling responsibilities.
A) Behavioral-based
B) Outcome-based
C) Measured
D) Non-measured
E) Real
Q2) Motivation is comprised of three dimensions: ______________, ______________, and _____________.
Q3) Bill is employing a mental states selling strategy for one of his account groups. It's most likely Bill is seeking a ___________ relationship with these customers.
A) Collaborative
B) Consultative
C) Transaction-based
D) Partnership
E) Multipoint
Q4) ________analysis assess costs the sales organization incurs in the process of generating sales by comparing incurred costs with planed costs and sales budgets.
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Page 13