SALES MANAGEMENT, D099, (RETAKE STUDYGUIDE) EXAM
WITH VERIFIED SOLUTIONS
1. What eis ethe erole eof emarketing?: eTo eidentify, esatisfy, eand eretain ecustomers ethrough
ea eset eof eactivities erelated eto ecreating, ecommunicating, edelivering, eand echanging eotterings ethat
ehave evalue efor ethe ecustomer.
2. What ehelps ea ecompany edefine ewhich estrategies eare eneeded eto
eimprove esales eperformance eand eprovide ethe ehighest eROI?: eStudying
esales eanalytics
3. What ecan ethe esales eteam euse eto efind ethe emost esuitable enew
ecustomers eand esave ethe eexpense eof efollowing eunprofitable
ecustomers?: elead escoring
4. It ecan ebe ea egreat eway efor eemployees eto eunderstand ewhat eit
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,etakes eto edevelop etheir ecareers eto ethe enext elevel. eIt ecan eadd
evalue eto eyour ecareer edevelopment eprogram.: ementorship eprogram
5. This e type e of e training e may e include e learning e how e to e answer e the
e phone e or e how e to ebe efriendly eand ewelcoming eto ecustomers. eIn
esome esales eroles, eit ecan einclude ehow e to e influence e others,
e maintain e small e talk, e and e establish e rapport. e For e instance, e in e a
eretail eenvironment, ethis eskills eare eused ein eevery einteraction
ewith ecustomers eand e are e a e key e component e of e the e customer
e experience. e What e type e of e training e is ethis?: ePower/soft eskills
6. Common e are ehotel estays, efree erefreshments,
eleisure eactivities eon ework e time, estationery, eallowances efor elunch,
eand etake-home evehicles: eperks ecovered eunder efringe ebenefits
7. This eis egiven ein-house eand ecan einclude ea ementor e(sales
emanager eor eseasoned esalesperson) eFor eexample, ea esalesperson
eat eBest eBuy emight ebe etrained ein ecom- emunicating ewith ecustomers
eface-to-face, eassessing etheir eimmediate eneeds, eand ehelping e them
e choose e from e the e available e products. e What e type e of e training e is
ethis?: eselling eskills
8. is ea emethod eby ewhich eemployees ecan egain emanagement
eexperience, eeven eif efor eshort eperiods eof etime. eFor eexample, ewhen
ea emanager eis eout eof ethe eoffice, eputting ean eemployee e"in echarge"
ecan ehelp ethe eemployee elearn eskills eand eabilities eneeded eto
eperform ethat efunction eappropriately.: ecross-training
9. Which e involves e a e systematic e movement e of e employees e from
e job e to e job e within e an e organization, e employees e can e gain e a
e variety e of e experiences e to e prepare e them efor eupward emovement ein
ethe eorganization.: eThrough ethe euse eof ejob erotation
10. It ehas eproven eto ebe every eeffective, eas eit eallows
esalespeople eto eaddress ereal-world echallenges ein ea esafe
elearning eenvironment.: eSimulation etraining
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e91
,11. is e the e process e by e which e an e employee e acquires e the
e necessary e skills, e knowl- eedge, e behaviors, e and e contacts e to
e effectively e transition e into e a e new e organization e or erole ewithin ethe
eorganization.: eemployee eorientation, ealso eknown eas eonboarding eor eorganizational
esocialization
12. The e goal e for e the e employee e is e to e acquire e knowledge e and
e build e relationships. eRelationships eare ecentral eto eunderstanding
ecompany eculture.: enew eemployee etactics
13. The egoal eof eeffectively eorienting ethe eemployee efor esuccess
eis etwofold: emini- emize eturnover ewhile emaximizing esatisfaction.
eThe ecost eof ebringing enew eemploy- eees einto ethe emix eis
esubstantial. eAs ea eresult, ehigh eturnover erates eare ea esignificant
eexpense eto emost ecompanies. eEnsuring ethat ethe eonboarding
eprocess eis eeffective esignificantly ereduces ethis erisk. eAdditionally,
eachieving ehigh elevels eof eemployee esatisfaction eis ea esubstantial
ecompetitive eadvantage, eas esatisfied eemployees eare emotivated eand
eefficient.: eoutcomes
14. Training eand
edevelopment eare enow ekey efactors eused eto emeasure epersonal
eselling. eSuperior esales emanagers elearn ethat eeffective e and
e help etheir ecompanies eoutperform etheir ecompetitors.:
etraining/coaching
15. Employees e should e move e through e the e adjustment e phase e as
e they e acclimate e to ethe enew eprofessional eenvironment. eThis
eshould efocus eprimarily eon eknowledge eof ethe ecompany eculture
eand ecoworkers, ealong ewith eincreased eclarity eas eto ehow ethe e new
e employee e fits e within e the e organizational e framework e (i.e., e the
e employee's erole).: eadjustment
16. The eorganization eshould esimilarly eseek eto eemphasize
erelationship ebuilding eand ethe ecommunication eof eknowledge,
eparticularly eorganizational eknowledge e that ewill ebe euseful efor ethe
eemployee ewhen enavigating ethe ecompany. eThe ecompa- eny eshould
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, e also euse emany eof ethe eresources ementioned eearlier e(videos,
electures, eteam-building eexercises) eto ecomplement ethe eprocess.:
eorganizational eettorts
17. provides e information e about e the e company e history, e company
e values e and e ex- e pectations, epolicies, eand ecustomers ethe ecompany
eserves, eas ewell eas ean eoverview e of eproducts eand eservices.: eFormal
eorientation e(often ea ehalf-day eclassroom eprogram)
18. The e underlying e goal e of e incorporating e these e varying
e onboarding e tactics e is e to: e provide ethe eemployee eenough einformation eto eadjust,
eultimately eresulting ein esatisfaction eand eettectiveness eas ea enew eemployee e(or ean eexisting eemployee
ein ea enew erole)
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WITH VERIFIED SOLUTIONS
1. What eis ethe erole eof emarketing?: eTo eidentify, esatisfy, eand eretain ecustomers ethrough
ea eset eof eactivities erelated eto ecreating, ecommunicating, edelivering, eand echanging eotterings ethat
ehave evalue efor ethe ecustomer.
2. What ehelps ea ecompany edefine ewhich estrategies eare eneeded eto
eimprove esales eperformance eand eprovide ethe ehighest eROI?: eStudying
esales eanalytics
3. What ecan ethe esales eteam euse eto efind ethe emost esuitable enew
ecustomers eand esave ethe eexpense eof efollowing eunprofitable
ecustomers?: elead escoring
4. It ecan ebe ea egreat eway efor eemployees eto eunderstand ewhat eit
1 e/
e91
,etakes eto edevelop etheir ecareers eto ethe enext elevel. eIt ecan eadd
evalue eto eyour ecareer edevelopment eprogram.: ementorship eprogram
5. This e type e of e training e may e include e learning e how e to e answer e the
e phone e or e how e to ebe efriendly eand ewelcoming eto ecustomers. eIn
esome esales eroles, eit ecan einclude ehow e to e influence e others,
e maintain e small e talk, e and e establish e rapport. e For e instance, e in e a
eretail eenvironment, ethis eskills eare eused ein eevery einteraction
ewith ecustomers eand e are e a e key e component e of e the e customer
e experience. e What e type e of e training e is ethis?: ePower/soft eskills
6. Common e are ehotel estays, efree erefreshments,
eleisure eactivities eon ework e time, estationery, eallowances efor elunch,
eand etake-home evehicles: eperks ecovered eunder efringe ebenefits
7. This eis egiven ein-house eand ecan einclude ea ementor e(sales
emanager eor eseasoned esalesperson) eFor eexample, ea esalesperson
eat eBest eBuy emight ebe etrained ein ecom- emunicating ewith ecustomers
eface-to-face, eassessing etheir eimmediate eneeds, eand ehelping e them
e choose e from e the e available e products. e What e type e of e training e is
ethis?: eselling eskills
8. is ea emethod eby ewhich eemployees ecan egain emanagement
eexperience, eeven eif efor eshort eperiods eof etime. eFor eexample, ewhen
ea emanager eis eout eof ethe eoffice, eputting ean eemployee e"in echarge"
ecan ehelp ethe eemployee elearn eskills eand eabilities eneeded eto
eperform ethat efunction eappropriately.: ecross-training
9. Which e involves e a e systematic e movement e of e employees e from
e job e to e job e within e an e organization, e employees e can e gain e a
e variety e of e experiences e to e prepare e them efor eupward emovement ein
ethe eorganization.: eThrough ethe euse eof ejob erotation
10. It ehas eproven eto ebe every eeffective, eas eit eallows
esalespeople eto eaddress ereal-world echallenges ein ea esafe
elearning eenvironment.: eSimulation etraining
2 e/
e91
,11. is e the e process e by e which e an e employee e acquires e the
e necessary e skills, e knowl- eedge, e behaviors, e and e contacts e to
e effectively e transition e into e a e new e organization e or erole ewithin ethe
eorganization.: eemployee eorientation, ealso eknown eas eonboarding eor eorganizational
esocialization
12. The e goal e for e the e employee e is e to e acquire e knowledge e and
e build e relationships. eRelationships eare ecentral eto eunderstanding
ecompany eculture.: enew eemployee etactics
13. The egoal eof eeffectively eorienting ethe eemployee efor esuccess
eis etwofold: emini- emize eturnover ewhile emaximizing esatisfaction.
eThe ecost eof ebringing enew eemploy- eees einto ethe emix eis
esubstantial. eAs ea eresult, ehigh eturnover erates eare ea esignificant
eexpense eto emost ecompanies. eEnsuring ethat ethe eonboarding
eprocess eis eeffective esignificantly ereduces ethis erisk. eAdditionally,
eachieving ehigh elevels eof eemployee esatisfaction eis ea esubstantial
ecompetitive eadvantage, eas esatisfied eemployees eare emotivated eand
eefficient.: eoutcomes
14. Training eand
edevelopment eare enow ekey efactors eused eto emeasure epersonal
eselling. eSuperior esales emanagers elearn ethat eeffective e and
e help etheir ecompanies eoutperform etheir ecompetitors.:
etraining/coaching
15. Employees e should e move e through e the e adjustment e phase e as
e they e acclimate e to ethe enew eprofessional eenvironment. eThis
eshould efocus eprimarily eon eknowledge eof ethe ecompany eculture
eand ecoworkers, ealong ewith eincreased eclarity eas eto ehow ethe e new
e employee e fits e within e the e organizational e framework e (i.e., e the
e employee's erole).: eadjustment
16. The eorganization eshould esimilarly eseek eto eemphasize
erelationship ebuilding eand ethe ecommunication eof eknowledge,
eparticularly eorganizational eknowledge e that ewill ebe euseful efor ethe
eemployee ewhen enavigating ethe ecompany. eThe ecompa- eny eshould
3 e/
e91
, e also euse emany eof ethe eresources ementioned eearlier e(videos,
electures, eteam-building eexercises) eto ecomplement ethe eprocess.:
eorganizational eettorts
17. provides e information e about e the e company e history, e company
e values e and e ex- e pectations, epolicies, eand ecustomers ethe ecompany
eserves, eas ewell eas ean eoverview e of eproducts eand eservices.: eFormal
eorientation e(often ea ehalf-day eclassroom eprogram)
18. The e underlying e goal e of e incorporating e these e varying
e onboarding e tactics e is e to: e provide ethe eemployee eenough einformation eto eadjust,
eultimately eresulting ein esatisfaction eand eettectiveness eas ea enew eemployee e(or ean eexisting eemployee
ein ea enew erole)
4 e/
e91
