CERTIFIED SALES MANAGER (CSM)
QUESTION AND CORRECT ANSWERS
(VERIFIED ANSWERS) PLUS RATIONALES
2026 Q&A INSTANT DOWNLOAD PDF
1. The primary role of a sales manager is to:
A. Close the most deals personally
B. Develop products
C. Lead, coach, and manage the sales team to achieve targets
D. Handle all customer complaints
Rationale: A sales manager’s core responsibility is leading and developing
the team to meet organizational sales objectives.
2. Which leadership style focuses on motivating salespeople through
inspiration and vision?
A. Autocratic
B. Transactional
C. Transformational
D. Laissez-faire
Rationale: Transformational leadership emphasizes inspiration, vision,
and motivation.
3. A sales forecast is primarily used to:
A. Motivate sales staff
B. Set product prices
C. Plan resources and set performance targets
D. Evaluate customer satisfaction
Rationale: Forecasts guide planning, budgeting, and goal setting.
,4. Which KPI best measures sales efficiency?
A. Total revenue
B. Market share
C. Sales conversion rate
D. Brand awareness
Rationale: Conversion rate shows how effectively leads are turned into
sales.
5. Pipeline management helps sales managers to:
A. Eliminate weak salespeople
B. Track opportunities and predict future sales
C. Reduce prices
D. Improve advertising
Rationale: Managing the pipeline ensures visibility and accurate
forecasting.
6. The SMART framework for goal setting stands for:
A. Simple, Measurable, Accurate, Relevant, Timed
B. Specific, Measurable, Achievable, Relevant, Time-bound
C. Strategic, Managed, Accountable, Realistic, Timely
D. Sales, Marketing, Analysis, Revenue, Target
Rationale: SMART goals ensure clarity and accountability.
7. Which compensation plan strongly motivates short-term sales
performance?
A. Fixed salary
B. Profit sharing
C. Commission-based pay
D. Stock options
Rationale: Commissions directly reward immediate sales results.
8. Coaching differs from training because coaching is:
A. Group-based
B. One-time
C. Ongoing and performance-focused
, D. Theory-oriented
Rationale: Coaching is continuous and tailored to individual performance.
9. A territory management plan aims to:
A. Reduce competition
B. Maximize coverage and sales potential
C. Eliminate travel
D. Increase pricing power
Rationale: Proper territory design improves efficiency and opportunity
coverage.
10.The main purpose of a CRM system is to:
A. Replace salespeople
B. Control pricing
C. Manage customer relationships and sales data
D. Automate accounting
Rationale: CRM systems centralize customer and sales information.
11.Which metric indicates customer loyalty?
A. Lead response time
B. Customer retention rate
C. Sales cycle length
D. Cost of acquisition
Rationale: Retention reflects long-term customer loyalty.
12.Sales ethics primarily focus on:
A. Maximizing profit
B. Beating competitors
C. Honest and fair customer interactions
D. Reducing sales cycles
Rationale: Ethical sales build trust and long-term relationships.
13.Market segmentation helps sales managers to:
A. Lower costs
QUESTION AND CORRECT ANSWERS
(VERIFIED ANSWERS) PLUS RATIONALES
2026 Q&A INSTANT DOWNLOAD PDF
1. The primary role of a sales manager is to:
A. Close the most deals personally
B. Develop products
C. Lead, coach, and manage the sales team to achieve targets
D. Handle all customer complaints
Rationale: A sales manager’s core responsibility is leading and developing
the team to meet organizational sales objectives.
2. Which leadership style focuses on motivating salespeople through
inspiration and vision?
A. Autocratic
B. Transactional
C. Transformational
D. Laissez-faire
Rationale: Transformational leadership emphasizes inspiration, vision,
and motivation.
3. A sales forecast is primarily used to:
A. Motivate sales staff
B. Set product prices
C. Plan resources and set performance targets
D. Evaluate customer satisfaction
Rationale: Forecasts guide planning, budgeting, and goal setting.
,4. Which KPI best measures sales efficiency?
A. Total revenue
B. Market share
C. Sales conversion rate
D. Brand awareness
Rationale: Conversion rate shows how effectively leads are turned into
sales.
5. Pipeline management helps sales managers to:
A. Eliminate weak salespeople
B. Track opportunities and predict future sales
C. Reduce prices
D. Improve advertising
Rationale: Managing the pipeline ensures visibility and accurate
forecasting.
6. The SMART framework for goal setting stands for:
A. Simple, Measurable, Accurate, Relevant, Timed
B. Specific, Measurable, Achievable, Relevant, Time-bound
C. Strategic, Managed, Accountable, Realistic, Timely
D. Sales, Marketing, Analysis, Revenue, Target
Rationale: SMART goals ensure clarity and accountability.
7. Which compensation plan strongly motivates short-term sales
performance?
A. Fixed salary
B. Profit sharing
C. Commission-based pay
D. Stock options
Rationale: Commissions directly reward immediate sales results.
8. Coaching differs from training because coaching is:
A. Group-based
B. One-time
C. Ongoing and performance-focused
, D. Theory-oriented
Rationale: Coaching is continuous and tailored to individual performance.
9. A territory management plan aims to:
A. Reduce competition
B. Maximize coverage and sales potential
C. Eliminate travel
D. Increase pricing power
Rationale: Proper territory design improves efficiency and opportunity
coverage.
10.The main purpose of a CRM system is to:
A. Replace salespeople
B. Control pricing
C. Manage customer relationships and sales data
D. Automate accounting
Rationale: CRM systems centralize customer and sales information.
11.Which metric indicates customer loyalty?
A. Lead response time
B. Customer retention rate
C. Sales cycle length
D. Cost of acquisition
Rationale: Retention reflects long-term customer loyalty.
12.Sales ethics primarily focus on:
A. Maximizing profit
B. Beating competitors
C. Honest and fair customer interactions
D. Reducing sales cycles
Rationale: Ethical sales build trust and long-term relationships.
13.Market segmentation helps sales managers to:
A. Lower costs
