Sales Management
Final Exam Questions
Course Introduction
Sales Management focuses on the principles, strategies, and practices involved in effectively leading a sales force within an organization. The course covers key topics such as sales planning and forecasting, recruitment and training of sales personnel, motivational strategies, territory management, performance evaluation, and the use of technology in sales operations. Students will also explore ethical and legal issues in sales, relationship building with customers, and contemporary challenges facing sales managers. Through case studies, group discussions, and real-world projects, learners gain practical skills and insights essential for successfully directing sales teams and achieving 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) Which of the following is not one of the four basic approaches to personal selling that were identified three decades ago?
A) Stimulus-response
B) Need-satisfaction
C) Contingency-selling
D) Mental-states
E) Problem-solution
Answer: C
Q2) 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
Q3) In the Trust-Based sales process salespeople need to develop a selling strategy for their sales territory each customer and each _________________.
Answer: Sales Call
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3
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) Reliability is an important component of trust.
A)True
B)False
Answer: True
Q2) LaTasha is a purchasing agent for a large construction company.Jeff is a salesperson for a building materials company and has been calling unsuccessfully on LaTasha for several weeks.LaTasha likes Jeff and believes he is selling a good product.Unfortunately, she does not feel she can rely on him if she ever had a problem with one of the orders.Which of the following best reflects the underlying problem?
A) Jeff has lied to LaTasha.
B) Jeff's company needs to work on its ability to deliver orders accurately and on time.
C) LaTasha doesn't trust Jeff.
D) LaTasha is simply a tough buyer.
E) All of the above are correct.
Answer: C
Q3) Knowledge tools salespeople must have to explain their firm's promotional programs are referred to as ___________knowledge.
Answer: Promotion
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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) Salespeople who are used to selling door-to-door may have difficulty working as business-to-business salespeople because:
A) In business-to-business selling, sales are rarely made on the first call.
B) They're probably not used to forming close relationships with their customers.
C) They usually have little experience dealing with multiple (more than two) buying influences.
D) They may not be used to dealing with professional purchasing agents.
E) All of the above are correct.
Answer: E
Q2) _________________refers to the process of giving to a supplier certain activities that were previously performed by the buying organization.
Answer: Outsourcing
Q3) Individuals who are low on assertiveness and low on responsiveness are referred to as ___________.
Answer: Analyticals
Q4) Individuals who are low on responsiveness and high on assertiveness are referred to as _________.
Answer: Drivers
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5
Chapter 4: Communication Skills
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134 Verified Questions
134 Flashcards
Source URL: https://quizplus.com/quiz/11533
Sample Questions
Q1) ___________questions are designed to penetrate below generalized or superficial information to elicit more articulate and precise details for use in needs discovery in solution identification.
Q2) A salesperson wishing to uncover more detailed information should use which the following types of questions?
A) Evaluative
B) Multiple-choice
C) Probing
D) Tactical
E) None of the above
Q3) Questions designed to let the customer respond freely are known as ____________ questions.
Q4) "What are the growth objectives of the company?" is an example which type of ADAPT question?
A) Assessment questions
B) Activation questions
C) Transition questions
D) Problem questions
E) Discovery questions
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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) A prospecting plan should include specific objectives for numbers of new prospects in specified time periods.
A)True
B)False
Q2) Natalie has been a salesperson for the past two years. A big part of her job is prospecting, yet she doesn't seem to have a good idea of how her prospecting methods are working. Natalie should develop a:
A) Referral list
B) Tracking system
C) List of lead generation methods
D) List of prospecting methods
E) A list of customers who provide her referrals
Q3) The primary objective of strategic prospecting is to identify leads.
A)True
B)False
Q4) Salespeople need to set sales goals, but they don't need to set prospecting goals. A)True
B)False
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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) One of the recommendations for writing an effective value proposition is to keep it fairly ____________.
Q2) Limitations of the canned sales presentation include all of the following except:
A) It may alienate buyers who want to participate in the interaction.
B) Sales resistance may be increased because the prospect's objections cannot be anticipated.
C) It may be awkward to use with a broad product line.
D) It does not handle interruptions well.
E) It fails to capitalize on the salesperson's ability to tailor the message to the prospect.
Q3) ________________ are sales presentations that include scripted sales calls, memorized presentations, and automated presentations.
Q4) Organized presentations are more flexible than canned presentations.
A)True
B)False
Q5) The most popular method for setting appointments is by e-mail.
A)True
B)False
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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/11536
Sample Questions
Q1) "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 ______________.
Q2) Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.
Q3) SPES Sequence is a tool for helping salespeople better manage sales aids in the presentation.
A)True
B)False
Q4) To the extent that it is possible, salespeople should ____________group questions, and then decide whether to address the questions before they arise or wait and address the questions should they arise during the presentation.
Q5) Potential benefits become confirmed benefits only when the buyer acknowledges interest.
A)True
B)False
Q6) Sales aids can increase a buyer's participation and involvement.
A)True
B)False
Page 9
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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) Time objections are often used by the buyer as stall tactics.
A)True
B)False
Q2) In order to effectively respond to objections, salespeople must be good listeners. A)True
B)False
Q3) When a buyer says "no" to the salesperson's attempt to earn commitment, other than thanking the customer for their time, the salesperson's job is over.
A)True
B)False
Q4) A salesperson counterbalancing the objection with an offsetting benefit is using the _____________method of handling objections.
Q5) One of the reasons (provided the text)that prospects raise objections is "the salesperson has failed to prospect and ______________an properly)."
Q6) ____________ ____________ is a selling technique in which the salesperson asks the customer directly to buy.
Q7) 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/11538
Sample Questions
Q1) With respect to customer training, salespeople should
A) Leave the training to the training experts.
B) Encourage customers to provide their own training.
C) Always use it as a bargaining tool when trying to get the buyer to make a purchase.
D) Be involved either directly or indirectly in the training process unless otherwise specified by the customer.
E) None of the above are correct.
Q2) Holding social engagements with customers is an unethical way to expand collaborative involvement.
A)True
B)False
Q3) If customer training is necessary, the salesperson should probably always be present or at least readily available to the customer.
A)True
B)False
Q4) An organizations dedicated and proprietary computer network offering password-controlled access to people within and outside the organization is referred to as a/an _______________.
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11
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) Mobile salesperson ______________ solutions are wireless broadband applications that enable users to view, create, and modify customer data on any internet-capable device such as smartphones, netbooks, and laptops.
Q2) Which of the following is not a source of information a salesperson can access when engaged in territory analysis and account classification?
A) Individual company web sites
B) Trade directories
C) Professional associations
D) Public libraries
E) All the above are valid sources
Q3) What is another name for a company's internal Internet that is securely linked up with its major customers and suppliers?
A) Mainframe
B) Intranet
C) Wide Area Network (WAN)
D) Extranet
E) None of the above
Q4) The first stage of Self-Leadership is _____________________.
Q5) The last stage of Self-Leadership is _____________________.
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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) To be an effective coach, sales managers should do all of the following except?
A) Establish a team approach.
B) Document corrective actions expected of salespeople.
C) Serve as a role model.
D) Recognize that salespeople are individuals.
E) Communicate with each subordinate in the same way to ensure fairness.
Q2) Managing an organization's personal selling function to include planning, implementing, and controlling the sales management process is called:
A) Sales leadership
B) Sales management
C) Sales supervision
D) Sales control
E) None of the above
Q3) Career fairs are common external sources of job candidates used to fill open positions.
A)True
B)False
Q4) CRM stands for __________________________________________.
Q5) The third step of the recruitment and selection process is ___________ and hiring.
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