D099 - Sales Management Latest
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Essays and Research Papers
Discussion Posts and Replies
,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 - correct ans:- 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-organize 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 - correct ans:- 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' alternatives. When customers
perceive the distinction as being valuable, they will prefer to purchase the business's product over a
competitor's product. This is called:
- Point of Differentiation
- Point of Parity
- Competitive Advantage
- Product perception - correct ans:- Competitive Advantage
__________ provides employees with the knowledge of what the company expects in terms of
employees' responsibilities and behavior toward fellow employees, customers, and suppliers.
,- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles - correct ans:- 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 - correct ans:- Personal selling
AIDA describes ______ in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process - correct ans:- Buyers journey from the marketer's perspective
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 - correct ans:- 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 offer them
solutions to their needs. During the process, Jamie needs to understand the specific needs of his clients
and therefore has to make sure to ask the right questions. This process of sales is called:
, - Consultative selling
- Team selling
- Network marketing
- Missionary selling - correct ans:- Consultative selling
Which is sales technique that focuses on the interaction between the buyer and the salesperson rather
than the price or details of the product?
- Transactional selling
- Relationship selling
- Adaptive selling
- Prospecting - correct ans:- 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 others?
- Social Style Matrix
- BCG Matrix
- SWOT Analysis
- Porter's Analysis - correct ans:- Social Style Matrix
Janice stops in Bob's Electronics for a new TV. She is very focused on the big picture of buying 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 - correct ans:- Analytical
Verified Version And Frequently tested
Exam With Expected real Questions
With Well Elaborated Correct Answers
GRADED A+
Professional Academic Assistance Services
Services Offered
Proctored Exam Assistance
Online Class Management (Full Course Support)
Exam Preparation & Study Materials
Assignments and Coursework Support
Essays and Research Papers
Discussion Posts and Replies
,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 - correct ans:- 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-organize 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 - correct ans:- 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' alternatives. When customers
perceive the distinction as being valuable, they will prefer to purchase the business's product over a
competitor's product. This is called:
- Point of Differentiation
- Point of Parity
- Competitive Advantage
- Product perception - correct ans:- Competitive Advantage
__________ provides employees with the knowledge of what the company expects in terms of
employees' responsibilities and behavior toward fellow employees, customers, and suppliers.
,- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles - correct ans:- 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 - correct ans:- Personal selling
AIDA describes ______ in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process - correct ans:- Buyers journey from the marketer's perspective
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 - correct ans:- 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 offer them
solutions to their needs. During the process, Jamie needs to understand the specific needs of his clients
and therefore has to make sure to ask the right questions. This process of sales is called:
, - Consultative selling
- Team selling
- Network marketing
- Missionary selling - correct ans:- Consultative selling
Which is sales technique that focuses on the interaction between the buyer and the salesperson rather
than the price or details of the product?
- Transactional selling
- Relationship selling
- Adaptive selling
- Prospecting - correct ans:- 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 others?
- Social Style Matrix
- BCG Matrix
- SWOT Analysis
- Porter's Analysis - correct ans:- Social Style Matrix
Janice stops in Bob's Electronics for a new TV. She is very focused on the big picture of buying 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 - correct ans:- Analytical
