Sales Management
Pre-Test Questions
Course Introduction
Sales Management is a comprehensive course designed to equip students with the skills and knowledge required to effectively lead and manage a sales force within various business environments. The course covers essential topics such as sales planning and forecasting, recruitment and training of sales personnel, motivation and compensation strategies, territory management, performance evaluation, and the use of technology in sales operations. Students will also explore the impact of ethical issues in sales and develop strategic approaches to building long-term customer relationships. Through case studies, practical exercises, and simulations, the course prepares students to make data-driven decisions and adapt to the challenges of a dynamic selling landscape.
Recommended Textbook
SELL 3rd Edition by Thomas N. Ingram
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11 Chapters
1529 Verified Questions
1529 Flashcards
Source URL: https://quizplus.com/study-set/1199 Page 2
Chapter 1: Overview of Personal Selling
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127 Verified Questions
127 Flashcards
Source URL: https://quizplus.com/quiz/23728
Sample Questions
Q1) Ethan is engage in sales __________ , which refers to a series of conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships
A) Training
B) Dialogue
C) Calling
D) Pitching
E) Both C and D are correct
Answer: B
Q2) 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
Q3) ________________ selling is an extension of needs-satisfaction selling. Answer: Problem-solving
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Page 3
Chapter 2: Building Trust and Sales Ethics
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109 Verified Questions
109 Flashcards
Source URL: https://quizplus.com/quiz/23729
Sample Questions
Q1) _________ refers to the right and wrong conduct of individuals and institutions of which there are a part.
Answer: Ethics
Q2) In order for the buyer to be able to rely on what the salesperson says or promises to do, the buyer must:
A) Trust the salesperson
B) Like the salesperson
C) Know the salesperson
D) Believe the salesperson is customer-oriented
E) Believe the salesperson is honest
Answer: A
Q3) Which of the following is not one of the ways in which a salesperson can create product liabilities for a company?
A) Providing express warranties
B) Over-charging customers
C) Misrepresentation
D) Negligence
E) All of the above can create product liabilities for company
Answer: B
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Page 4
Chapter 3: Understanding Buyers
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144 Verified Questions
144 Flashcards
Source URL: https://quizplus.com/quiz/23730
Sample Questions
Q1) Business markets are subject to the acceleration principle.
A)True
B)False
Answer: True
Q2) One of the current developments in purchasing is a relationship emphasis on cooperation and ________________.
Answer: Collaboration
Q3) An individual buying office supplies for an organization is operating in the consumer market.
A)True
B)False
Answer: False
Q4) The desire to become more intelligent leads to intelligence needs.
A)True
B)False
Answer: False
Q5) Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called
Answer: Gatekeepers
Page 5
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Chapter 4: Communication Skills
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135 Verified Questions
135 Flashcards
Source URL: https://quizplus.com/quiz/23731
Sample Questions
Q1) Trust-based sales communication is a form of communication that enables salespeople to convince buyers to buy just about anything provided the price is reasonable.
A)True
B)False
Q2) Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls. She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up. Kim could probably benefit from ____.
A) Improving her questioning skills
B) Being candid with her customers by telling them they are wasting her time
C) Talking more during the sales call so the customers don't have a chance to go off on tangents
D) Being more formal and less friendly during the sales call
E) All of the above
Q3) An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.
A)True
B)False
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Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
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123 Verified Questions
123 Flashcards
Source URL: https://quizplus.com/quiz/23732
Sample Questions
Q1) Which of the following statements about strategic prospecting is untrue?
A) An objective of strategic prospecting is to improve the salesperson's efficiency.
B) Prospecting can be very discouraging.
C) With respect to business-to-business selling, most salespeople will never have to prospect.
D) Prospecting involves generating and qualifying leads.
E) All of the above statements are accurate.
Q2) Prospects may be reluctant to see a salesperson if they've never heard of the salesperson's firm.
A)True
B)False
Q3) Salespeople from non-competing companies can be a good source for getting leads.
A)True
B)False
Q4) The focal point or objective of an effective strategic prospecting plan should be the ___________ stating the number of qualified prospect to be generated.
Q5) ________________salespeople refers to a salesperson selling noncompeting products.
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Chapter 6: Planning Sales Dialogues and Presentations
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139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23733
Sample Questions
Q1) When attempting to schedule an appointment with a prospect, the salesperson should suggest a date and time.
A)True
B)False
Q2) One of the recommendations for writing an effective value proposition is to promise only what can be _____________________delivered.
Q3) When scheduling an appointment with a prospect, it's best not to specify the amount of time needed for the meeting because it may limit the salesperson's time with that prospect.
A)True
B)False
Q4) With respect to evaluating sales proposals, ________________builds the buyer's trust and confidence in the salesperson's ability to deliver, implement, produce, and/or provide the benefits.
Q5) Features and benefits are synonymous.
A)True
B)False
Q6) A _______is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.
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/23734
Sample Questions
Q1) The SPES Sequence is a powerful tool because it helps the salesperson effectively
A) Uncover needs
B) Confirm benefits
C) Resolve objections
D) Utilize visual aids
E) Gain commitment
Q2) Printed materials, Electronic Materials, and product demonstrations to engage and involve buyers, are known collectively as sales __________.
Q3) The benefits the buyer indicates are important are called ______________.
A) Potential benefits
B) Confirmed benefits
C) Value story
D) Features
E) None of the above
Q4) "How many employees do you have?" is an example of a response-check.
A)True
B)False
Page 9
Q5) An anecdote is a specific type of a/an __________________
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Chapter 8: Addressing Concerns and Earning Commitment
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139 Verified Questions
139 Flashcards
Source URL: https://quizplus.com/quiz/23735
Sample Questions
Q1) If unable to successfully overcome buyer resistance, the salesperson should:
A) Gracefully end the sales call
B) Continue moving forward as if the resistance no longer exists
C) Remind the prospect that nothing is perfect and then ask again for the sale
D) Remind the prospect that nothing is perfect and ask the buyer to disregard the issue causing the resistance
E) Ask to speak to someone else in the organization
Q2) Which of the following is not a technique for earning commitment?
A) Direct commitment
B) Summary commitment
C) Balance sheet commitment
D) Alternative choice
E) All the above are techniques for earning commitment
Q3) _____________objection is resistance to a product in which a buyer puts off the decision to buy until a later date.
Q4) "Always Be Closing" is a good motto for salespeople involved in relational selling.
A)True
B)False
Q5) 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/23736
Sample Questions
Q1) Holding social engagements with customers is an unethical way to expand collaborative involvement.
A)True
B)False
Q2) Which of the following is not one of the recommended partnership enhancement activities?
A) Train customer personnel
B) Resolve complaints
C) Follow-up daily
D) Correct billing errors
E) Expedite orders
Q3) Resilience and shrewdness are important characteristics for salespeople to have when dealing with customer complaints.
A)True
B)False
Q4) The first step in the complaint handling process is to ask the customer what he or she would like you to do.
A)True
B)False
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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/23737
Sample Questions
Q1) When you begin working in a group, one of the first things you should do is to clarify expectations.
A)True
B)False
Q2) Effective goals are those that are easy for salespeople to obtain.
A)True
B)False
Q3) Which common method for classifying accounts is popular because of its simplicity?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis
Q4) High-tech sales support offices are no longer needed because of the technology associate with laptop computers.
A)True
B)False
Q5) CRM stands for _________________________________________.
Q6) Goals should be realistic, yet ______________.
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Chapter 11: Sales Management and Sales
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186 Verified Questions
186 Flashcards
Source URL: https://quizplus.com/quiz/23738
Sample Questions
Q1) ___________ assess is the extent to which a measure is stable over time and exhibits the internal consistency.
Q2) An overall assessment of how well the sales organization achieved its goals and objectives is called?
A) Sales organization effectiveness
B) Salesperson performance
C) Sales goal congruence
D) Holistic goal performance
E) None of the above
Q3) Motivation is a function of persistence, direction, and intensity.
A)True
B)False
Q4) Which of the following best reflects an account targeting strategy?
A) A decision to build transaction-based relationships with customers.
B) The categorization of accounts based on volume and purchase frequency.
C) The elimination of a low-profit product from the product line.
D) A decision to target accounts in a particular geographic region.
E) All of the above are examples of account targeting strategies.
Q5) The second stage of the recruitment and selection process is ___________ prospective candidates.
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