D099 Sales Management 2027Study Guide
Contents
, D099 Sales Management 2027Study Guide
Module 1 Sales Role
, , ,
Q1: ,Discuss ,the ,4 ,key ,objectives ,of ,a ,sales ,department, ,giving ,an ,example ,for ,each.
1. Generating ,Customers ,and ,Converting ,Sales- ,sales ,departments
should ,always ,be ,thinking ,of ,conversion ,rates. ,If ,a ,sale ,rep ,talks ,to ,10
,
potential ,customers ,and ,2 ,of ,them ,buy ,a ,product, ,they ,have ,a
,
conversion ,rate ,of ,20%
,
2. Retaining ,current ,customer-building ,relationships ,with ,customers
involves ,making ,a ,connection ,by ,listening ,to ,and ,trying ,to ,provide
,
,honest ,answers ,and ,viable ,solutions ,for ,customers’ ,needs ,and ,wants. ,To ,do ,this
,the ,salesperson ,needs ,to ,adapt ,the ,sales ,process ,to ,each ,customer.
3. Developing ,a ,sales ,forecast- ,(the ,process ,of ,estimating ,future ,sales) ,Businesses
,use ,forecasts ,to ,develop ,operational ,budget ,and ,to
,determine ,potential ,profitability. ,Sales ,furcating ,helps ,companies ,determine
,how ,to ,manage ,their ,workforce, ,production, ,and ,financial ,resources ,to ,operate
,efficiently.
4. Ensuring ,product-market ,fit- ,(The ,degree ,to ,which ,a ,product ,satisfies
,a ,strong ,market ,demand)
Q2: ,What ,are ,the ,two ,common ,corporate ,structures? ,Explain ,with ,an ,example
Functional ,structure- ,(An ,organization ,structure ,that ,groups ,employees
according ,to ,a ,specialized ,or ,similar ,set ,of ,roles ,or ,tasks)
,
Modular ,Structure- ,(the ,business ,into ,small, ,tightly ,knit ,strategic ,business
unitsa ,(SBUs), ,which ,focus ,on ,specific ,elements ,of ,the ,organizational ,process)
,
Q3: ,What ,are ,Strategic ,Business ,Units. ,Explain ,with ,an ,example.
Q4: ,What ,is ,Competitive ,advantage ,and ,Sustainable ,Competitive ,advantage?
Q5: ,Identify ,the ,factors ,that ,can ,help ,companies ,develop ,a ,sustainable ,competitive
,advantage?
Q6: ,Define ,Customer ,Relationship ,Management ,(CRM)? , Identify ,and
describe ,a ,few ,goals ,of ,CRM.
,
, D099 Sales Management 2027Study Guide
What
,
Q7: ,is ,Business ,intelligence? ,What ,are ,some ,ways ,a ,business ,can ,use ,BI ,to ,improve
,performance?
Q8: ,Briefly ,outline ,the ,major ,timelines ,or ,key ,phases ,in ,the ,evolution ,of ,sales ,practices
,and ,strategies.
Q9: ,What ,is ,the ,Code ,of ,Ethics?
Q10: ,What ,are ,the ,four ,elements ,that ,make ,up ,ethical ,behavior ,within ,an ,organization?
,Provide ,5 ,examples ,of ,ethical ,concerns ,related ,to ,sales.
Q11: ,What ,is ,the ,relationship ,between ,sales ,and ,marketing?
Q12: ,What ,are ,Exchanges ,in ,Marketing?
,
Q13: ,What ,are ,different ,forms ,of ,Promotional ,mix?
Q14: ,What ,is ,Integrated ,Marketing ,Communication?
,
Q15: ,Identify ,all ,advantages ,of ,Personal ,selling.
,
Q16: ,Describe ,the ,buyer’s ,journey?
Q17: ,Identify ,differences ,between ,Transactional, ,and ,Relationship ,selling?
Q18: ,How ,does ,the ,Social ,Style ,Matrix ,help ,with ,Adaptive ,selling? ,What ,are
,the ,four ,social ,styles ,identified ,in ,the ,Social ,Style ,Matrix. ,Identify ,key ,characteristics ,of
,each ,style.
Q19: ,What ,is ,the ,Law ,of ,Psychological ,Reciprocity?
Q20: ,What ,is ,Consultative ,selling?
,
Q21: ,Define ,Customer ,lifetime ,value ,(CLV)? ,How ,is ,CLV ,calculated?
Q ,22: , When ,a ,Business ,sells ,at ,a ,no ,loss ,no ,profit, ,for ,e.g. ,a ,company ,invests ,$20/-
,in ,making ,a ,product ,and ,then ,sells ,it ,to ,customers ,at ,$20/-, ,what ,is ,the ,Return ,on
,investment?
Module 2: Sales Practice
, , ,
Q1: ,Identify ,5 ,points ,of ,differences ,between ,B2B ,and ,B2C ,markets.
Contents
, D099 Sales Management 2027Study Guide
Module 1 Sales Role
, , ,
Q1: ,Discuss ,the ,4 ,key ,objectives ,of ,a ,sales ,department, ,giving ,an ,example ,for ,each.
1. Generating ,Customers ,and ,Converting ,Sales- ,sales ,departments
should ,always ,be ,thinking ,of ,conversion ,rates. ,If ,a ,sale ,rep ,talks ,to ,10
,
potential ,customers ,and ,2 ,of ,them ,buy ,a ,product, ,they ,have ,a
,
conversion ,rate ,of ,20%
,
2. Retaining ,current ,customer-building ,relationships ,with ,customers
involves ,making ,a ,connection ,by ,listening ,to ,and ,trying ,to ,provide
,
,honest ,answers ,and ,viable ,solutions ,for ,customers’ ,needs ,and ,wants. ,To ,do ,this
,the ,salesperson ,needs ,to ,adapt ,the ,sales ,process ,to ,each ,customer.
3. Developing ,a ,sales ,forecast- ,(the ,process ,of ,estimating ,future ,sales) ,Businesses
,use ,forecasts ,to ,develop ,operational ,budget ,and ,to
,determine ,potential ,profitability. ,Sales ,furcating ,helps ,companies ,determine
,how ,to ,manage ,their ,workforce, ,production, ,and ,financial ,resources ,to ,operate
,efficiently.
4. Ensuring ,product-market ,fit- ,(The ,degree ,to ,which ,a ,product ,satisfies
,a ,strong ,market ,demand)
Q2: ,What ,are ,the ,two ,common ,corporate ,structures? ,Explain ,with ,an ,example
Functional ,structure- ,(An ,organization ,structure ,that ,groups ,employees
according ,to ,a ,specialized ,or ,similar ,set ,of ,roles ,or ,tasks)
,
Modular ,Structure- ,(the ,business ,into ,small, ,tightly ,knit ,strategic ,business
unitsa ,(SBUs), ,which ,focus ,on ,specific ,elements ,of ,the ,organizational ,process)
,
Q3: ,What ,are ,Strategic ,Business ,Units. ,Explain ,with ,an ,example.
Q4: ,What ,is ,Competitive ,advantage ,and ,Sustainable ,Competitive ,advantage?
Q5: ,Identify ,the ,factors ,that ,can ,help ,companies ,develop ,a ,sustainable ,competitive
,advantage?
Q6: ,Define ,Customer ,Relationship ,Management ,(CRM)? , Identify ,and
describe ,a ,few ,goals ,of ,CRM.
,
, D099 Sales Management 2027Study Guide
What
,
Q7: ,is ,Business ,intelligence? ,What ,are ,some ,ways ,a ,business ,can ,use ,BI ,to ,improve
,performance?
Q8: ,Briefly ,outline ,the ,major ,timelines ,or ,key ,phases ,in ,the ,evolution ,of ,sales ,practices
,and ,strategies.
Q9: ,What ,is ,the ,Code ,of ,Ethics?
Q10: ,What ,are ,the ,four ,elements ,that ,make ,up ,ethical ,behavior ,within ,an ,organization?
,Provide ,5 ,examples ,of ,ethical ,concerns ,related ,to ,sales.
Q11: ,What ,is ,the ,relationship ,between ,sales ,and ,marketing?
Q12: ,What ,are ,Exchanges ,in ,Marketing?
,
Q13: ,What ,are ,different ,forms ,of ,Promotional ,mix?
Q14: ,What ,is ,Integrated ,Marketing ,Communication?
,
Q15: ,Identify ,all ,advantages ,of ,Personal ,selling.
,
Q16: ,Describe ,the ,buyer’s ,journey?
Q17: ,Identify ,differences ,between ,Transactional, ,and ,Relationship ,selling?
Q18: ,How ,does ,the ,Social ,Style ,Matrix ,help ,with ,Adaptive ,selling? ,What ,are
,the ,four ,social ,styles ,identified ,in ,the ,Social ,Style ,Matrix. ,Identify ,key ,characteristics ,of
,each ,style.
Q19: ,What ,is ,the ,Law ,of ,Psychological ,Reciprocity?
Q20: ,What ,is ,Consultative ,selling?
,
Q21: ,Define ,Customer ,lifetime ,value ,(CLV)? ,How ,is ,CLV ,calculated?
Q ,22: , When ,a ,Business ,sells ,at ,a ,no ,loss ,no ,profit, ,for ,e.g. ,a ,company ,invests ,$20/-
,in ,making ,a ,product ,and ,then ,sells ,it ,to ,customers ,at ,$20/-, ,what ,is ,the ,Return ,on
,investment?
Module 2: Sales Practice
, , ,
Q1: ,Identify ,5 ,points ,of ,differences ,between ,B2B ,and ,B2C ,markets.
