A sales manager analyzes past sales of Long Last Christmas lights. Based on past sales, the
sales manager responds to his manager that the company is expected to sell 100,000 units
of Long Last Christmas lights between Nov. 1 and Dec. 31. What is the sales manager doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast - ANSWER - Determining sales forecast
CSS Corp., a heavy machinery manufacturing company, has seen a growth of 35% in sales.
The company executives realized that because of this growth, they would have to re-organ-
ize their company. They decided to re-organize their company into areas based on expertise
such as Sales, Marketing, R&D, Supply chain. The organizational structure used by CSS Corp
is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure - ANSWER - Functional structure
To succeed and achieve its goals, a firm has to outperform its competitors by constantly
striving to improve its offerings to customers and be better than the competitors' alterna-
tives. When customers perceive the distinction as being valuable, they will prefer to pur-
chase the business's product over a competitor's product. This is called:
- Point of Differentiation
1
,- Point of Parity
- Competitive Advantage
- Product perception - ANSWER - Competitive Advantage
__________ provides employees with the knowledge of what the company expects in terms
of employees' responsibilities and behavior toward fellow employees, customers, and sup-
pliers.
- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles - ANSWER - Code of Ethics
A company is in the business of selling a complex computer system to big companies. What
form of promotional strategy is best suited for this company?
- Personal selling
- Sales promotion
- Advertising
- Direct marketing - ANSWER - Personal selling
AIDA describes ______ in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process - ANSWER - Buyers journey from the marketer's perspective
2
,In relationship selling, the customer is seen as:
- A person to be served
- A point in the funnel
- A person to build trust and partnerships with
- A person to sell the product - ANSWER - A person to build trust and partnerships with
Jamie works for a local bank as a personal banker. His role is to meet with his clients and of-
fer them solutions to their needs. During the process, Jamie needs to understand the spe-
cific needs of his clients and therefore has to make sure to ask the right questions. This pro-
cess of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling - ANSWER - Consultative selling
Which is sales technique that focuses on the interaction between the buyer and the sales-
person rather than the price or details of the product?
- Transactional selling
- Relationship selling
- Adaptive selling
- Prospecting - ANSWER - Relationship selling
Brett needs to adapt his selling style based on how customers behave. Brett should use what
model to categorize people according to personality traits and how they interact with oth-
ers?
3
, - Social Style Matrix
- BCG Matrix
- SWOT Analysis
- Porter's Analysis - ANSWER - Social Style Matrix
Janice stops in Bob's Electronics for a new TV. She is very focused on the big picture of buy-
ing a new TV. She wants to discuss every TV in the store and wants the salesperson to ask
her how she feels about each TV after each TV is discussed. Janice's behaviors represent
which quadrant of the Social Style Matrix?
- Amiable
- Driver
- Expressive
- Analytical - ANSWER - Analytical
True or false: Two products have exactly the same ingredients, but a customer selects the
higher-priced product because of the name brand. For the business, this means that the
brand is adding value in the transaction.
- True
- False - ANSWER - True
Lindsay wants to buy a new iPhone. She visits an Apple store and asks a salesperson to help
her understand which model of iPhone is the best option. The salesperson should do what
to help Lindsay?
- Explain the value proposition
- Explain the customer lifetime value (CLV)
- Conduct consultative selling
- Provide account management support - ANSWER - Explain the value proposition
4
sales manager responds to his manager that the company is expected to sell 100,000 units
of Long Last Christmas lights between Nov. 1 and Dec. 31. What is the sales manager doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast - ANSWER - Determining sales forecast
CSS Corp., a heavy machinery manufacturing company, has seen a growth of 35% in sales.
The company executives realized that because of this growth, they would have to re-organ-
ize their company. They decided to re-organize their company into areas based on expertise
such as Sales, Marketing, R&D, Supply chain. The organizational structure used by CSS Corp
is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure - ANSWER - Functional structure
To succeed and achieve its goals, a firm has to outperform its competitors by constantly
striving to improve its offerings to customers and be better than the competitors' alterna-
tives. When customers perceive the distinction as being valuable, they will prefer to pur-
chase the business's product over a competitor's product. This is called:
- Point of Differentiation
1
,- Point of Parity
- Competitive Advantage
- Product perception - ANSWER - Competitive Advantage
__________ provides employees with the knowledge of what the company expects in terms
of employees' responsibilities and behavior toward fellow employees, customers, and sup-
pliers.
- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles - ANSWER - Code of Ethics
A company is in the business of selling a complex computer system to big companies. What
form of promotional strategy is best suited for this company?
- Personal selling
- Sales promotion
- Advertising
- Direct marketing - ANSWER - Personal selling
AIDA describes ______ in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process - ANSWER - Buyers journey from the marketer's perspective
2
,In relationship selling, the customer is seen as:
- A person to be served
- A point in the funnel
- A person to build trust and partnerships with
- A person to sell the product - ANSWER - A person to build trust and partnerships with
Jamie works for a local bank as a personal banker. His role is to meet with his clients and of-
fer them solutions to their needs. During the process, Jamie needs to understand the spe-
cific needs of his clients and therefore has to make sure to ask the right questions. This pro-
cess of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling - ANSWER - Consultative selling
Which is sales technique that focuses on the interaction between the buyer and the sales-
person rather than the price or details of the product?
- Transactional selling
- Relationship selling
- Adaptive selling
- Prospecting - ANSWER - Relationship selling
Brett needs to adapt his selling style based on how customers behave. Brett should use what
model to categorize people according to personality traits and how they interact with oth-
ers?
3
, - Social Style Matrix
- BCG Matrix
- SWOT Analysis
- Porter's Analysis - ANSWER - Social Style Matrix
Janice stops in Bob's Electronics for a new TV. She is very focused on the big picture of buy-
ing a new TV. She wants to discuss every TV in the store and wants the salesperson to ask
her how she feels about each TV after each TV is discussed. Janice's behaviors represent
which quadrant of the Social Style Matrix?
- Amiable
- Driver
- Expressive
- Analytical - ANSWER - Analytical
True or false: Two products have exactly the same ingredients, but a customer selects the
higher-priced product because of the name brand. For the business, this means that the
brand is adding value in the transaction.
- True
- False - ANSWER - True
Lindsay wants to buy a new iPhone. She visits an Apple store and asks a salesperson to help
her understand which model of iPhone is the best option. The salesperson should do what
to help Lindsay?
- Explain the value proposition
- Explain the customer lifetime value (CLV)
- Conduct consultative selling
- Provide account management support - ANSWER - Explain the value proposition
4
