Sales Management
Mock Exam
Course Introduction
Sales Management provides an in-depth exploration of the principles and practices vital to effectively leading and coordinating a companys sales efforts. The course examines the strategic role of sales within an organization, covering topics such as sales force recruitment and training, territory design, sales forecasting, goal setting, motivation, compensation, and performance evaluation. Students will analyze case studies and apply managerial decision-making skills to real-world sales challenges, learning how to develop and implement sales plans that align with organizational objectives. The course also addresses the impact of technological advancements, ethical considerations, and contemporary trends shaping the modern sales environment.
Recommended Textbook
SELL 2 2nd Edition by Thomas N. Ingram
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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) The primary focus of transaction-focused selling is the ________________________.
A) Salesperson and the selling organization
B) Customer
C) Product
D) Communication process
E) All of the above.
Answer: A
Q2) In stimulus-response selling, the salesperson listens for "cues" from the buyer and adjusts his presentation to match those "cues."
A)True
B)False
Answer: False
Q3) The sales process begins with:
A) The training of the sales force.
B) Locating qualified prospective customers.
C) Planning the sales presentation.
D) The completion of the sale.
E) Making an appointment to see the customer.
Answer: B
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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) _________ refers to the right and wrong conduct of individuals and institutions of which there are a part.
Answer: Ethics
Q2) Anything that is unethical is also illegal.
A)True
B)False
Answer: False
Q3) Consistency of a salesperson over time to do what is right is referred to as ___________________.
Answer: Reliability (Predictability)
Q4) 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
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Chapter 3: Understanding Buyers
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129 Verified Questions
129 Flashcards
Source URL: https://quizplus.com/quiz/18614
Sample Questions
Q1) Individuals within an organization who actually use the product being purchased are called _________.
Answer: Users
Q2) The multi-attribute model for evaluating solution alternatives utilizes weighted averages.
A)True
B)False
Answer: True
Q3) One way to influence a buyer utilizing the multi-attribute model for purchase decision making, is to call attention to __________________ attributes. These are attributes that may have a greater influence on the overall solution than the buyer previously thought.
Answer: Neglected
Q4) The final stage of the buying decision process is ________________________________.
Answer: Performance Feedback and Evaluation
Q5) A state of being based on what the buyer desires is called the ____________ state.
Answer: Desired
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Chapter 4: Communication Skills
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126 Verified Questions
126 Flashcards
Source URL: https://quizplus.com/quiz/18615
Sample Questions
Q1) "Do you typically purchase or lease?" is an example of which type of SPIN question?
A) Speak
B) Identify
C) Implication
D) Situation
E) Indication
Q2) A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.
A)True
B)False
Q3) ___________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.
Q4) Closed-ended questions encourage the customer to respond freely.
A)True
B)False
Q5) With respect to ADPT, "have you had any problem with your current supplier?" is an example of a/an ___________question.
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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) Bill is a salesperson who spends about half of his time prospecting. Bill is successful at prospecting because he is able to readily identify which prospecting activities are successful and which aren't. Bill's success at prospecting is based on his ability to:
A) stay positive.
B) keep good records.
C) evaluate results.
D) meet people.
E) do both b and c.
Q2) Bill is a salesperson who relies on his current customers to help him identify potential new customers. Bill relies on the __________ method for lead generation.
A) Introduction
B) Referral
C) Company source
D) Customer Source Initiative (CSI)
E) Cold calling
Q3) The first stage of obtaining precall information focuses on the contact.
A)True
B)False
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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) Requesting an appointment (i.e., sales call) with a prospect relative to making a cold call helps accomplish which of the following desirable outcomes?
A) Communicate recognition that the prospect's time is important
B) Improved time and territory management
C) Gaining the prospect's undivided attention
D) Demonstrates a respect for proper business etiquette
E) All of the above
Q2) ________________is a complete self-contained sales presentation on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.
Q3) 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
Q4) The first part of a written sales proposal is a/an _____________________.
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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) The "P" in the SPES Sequence stands for ____.
A) Probe for problems
B) Present the sales aid
C) Probe for confirmed benefits
D) Point out all the features and benefits
E) None of the above
Q2) The benefits the buyer indicates are important and represent value are called __________________.
Q3) The statement "I like the fact that this camera will work in low-light situations," is an expression of a selling point.
A)True
B)False
Q4) ___________________the first two statistics, testimonials, or case histories to support product claims.
Q5) Features represent the value a product produces.
A)True
B)False
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Q6) Creating value and generating confirmed benefits are major objectives of the SPIN and ___________questioning strategies.
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) Sales resistance is not a normal part of the sales process.
A)True
B)False
Q2) Which of the following is not a technique for earning commitment?
A) Direct Commitment
B) Translation
C) Summary commitment
D) Balance sheet commitment
E) Alternative choice
Q3) "Close early and close often" is a good motto for salespeople involved in relational selling.
A)True
B)False
Q4) The _____________ is 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.
Q5) "Your prices are too high" is probably the most common type of objection.
A)True
B)False
Q6) The first step in the LAARC method for handling resistance is to ___________.
Page 10
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Chapter 9: Expanding Customer Relations
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114 Verified Questions
114 Flashcards
Source URL: https://quizplus.com/quiz/18620
Sample Questions
Q1) "Moments of truth" are important, but do not have any long-term impact on the relationship between the buyer and the seller.
A)True B)False
Q2) One of the first things the salesperson should do when dealing with a complaint is let the customer vent.
A)True B)False
Q3) Salespeople should avoid letting their complaining customers vent because it only makes matters worse.
A)True
B)False
Q4) The final step of the complaint handling process is to follow through on _________________.
Q5) By providing useful ____________, the salesperson is demonstrating a commitment to the buyer.
Q6) And one of the customer expectations of salespeople use that they will expeditiously resolve _____________, mistakes, or defects.
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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) Which the following is not one of the sequential stages of self-leadership?
A) Setting goals and objectives
B) Implementation of strategies
C) Taking advantage of technology
D) Assessment and evaluation
E) Each of the above is one of the sequential stages of self-leadership
Q2) The straight-line plan is best used when accounts are concentrated in different parts of the territory.
A)True
B)False
Q3) ______________ relationships are relationships salespeople build with customers outside the organization and working environment.
Q4) _____________ skills are skills salespeople must learn to build internal partnerships that translate into increased sales and organizational performance.
Q5) Goals should be realistic, yet ______________.
Q6) One of the six teamwork skills salespeople must learn to and sincerely apply in their process of building internal partnerships is the ability to "___________ expectations."
Q7) The last stage of Self-Leadership is _____________________.
Page 12
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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) The "consultative" selling strategy is most appropriate when following a ________ relationship strategy.
A) Transaction
B) Collaborative
C) Solutions
D) Partnership
E) B and D
Q2) Successfully executing a specific relationship strategy requires a unique selling strategy.
A)True
B)False
Q3) Sales managers should develop one or more selling strategies before setting the corresponding relationship strategies.
A)True
B)False
Q4) Sales organization _________________ is an overall assessment of how well the sales organization achieved its goals and objectives.
Q5) The first stage of the recruitment and selection process is __________________ for recruitment and selection.
To view all questions and flashcards with answers, click on the resource link above. Page 13