EMARKETING DIGITAL MARKETING
STRATEGY EXAM SCRIPT UPDATED
QUESTIONS AND ACCURATE ANSWERS
FULL SOLUTION
●● What are the six major steps in sales force management?
Answer: 1. Designing the Sales Force Strategy and Structure 2.
Recruiting & Selecting Salespeople 3. Training Salespeople 4.
Compensating Salespeople 5. Supervising Salespeople 6. Motivating
Salespeople
●● What is the role of a salesperson?
Answer: To engage customers, make sales, and build customer
relationships.
●● What are the key activities performed by salespeople?
Answer: Prospecting, communicating, selling, servicing, gathering
information, and building relationships.
●● How does personal selling create value for customers?
Answer: By satisfying customer needs and maintaining long-term
relationships.
,●● What are the types of sales force structures?
Answer: Territorial, Product, and Customer (or market) structures.
●● What is the workload approach in sales force size determination?
Answer: Grouping accounts based on size, status, or effort required, then
calculating the number of salespeople needed.
●● What is the purpose of recruiting and selecting salespeople?
Answer: To find individuals with intrinsic motivation, disciplined work
style, and relationship-building skills.
●● What are common sources for recruiting salespeople?
Answer: Referrals, employment agencies, online social media, job
postings, and college placement services.
●● What are the goals of training salespeople?
Answer: To teach about customer types, effective selling techniques,
company objectives, and competitor strategies.
●● What are the elements of salesperson compensation?
Answer: Fixed amount (salary) and variable amount (commissions or
bonuses).
, ●● What tools are used for supervising salespeople?
Answer: Sales force automation systems, time-and-duty analysis, and
call plans.
●● How can AI support salespeople?
Answer: By handling repetitive tasks like CRM, data entry, email
outreach, and scheduling.
●● What motivates salespeople to achieve sales goals?
Answer: Organizational climate, sales quotas, positive incentives
(financial and non-financial), and career incentives.
●● What is the difference between transaction-oriented marketing and
relationship marketing?
Answer: Transaction-oriented marketing focuses on single sales, while
relationship marketing emphasizes long-term customer relationships.
●● What is the significance of personal presentations in personal
selling?
Answer: They engage customers and facilitate direct communication to
build relationships.
●● What is a boundary-spanner in sales?
STRATEGY EXAM SCRIPT UPDATED
QUESTIONS AND ACCURATE ANSWERS
FULL SOLUTION
●● What are the six major steps in sales force management?
Answer: 1. Designing the Sales Force Strategy and Structure 2.
Recruiting & Selecting Salespeople 3. Training Salespeople 4.
Compensating Salespeople 5. Supervising Salespeople 6. Motivating
Salespeople
●● What is the role of a salesperson?
Answer: To engage customers, make sales, and build customer
relationships.
●● What are the key activities performed by salespeople?
Answer: Prospecting, communicating, selling, servicing, gathering
information, and building relationships.
●● How does personal selling create value for customers?
Answer: By satisfying customer needs and maintaining long-term
relationships.
,●● What are the types of sales force structures?
Answer: Territorial, Product, and Customer (or market) structures.
●● What is the workload approach in sales force size determination?
Answer: Grouping accounts based on size, status, or effort required, then
calculating the number of salespeople needed.
●● What is the purpose of recruiting and selecting salespeople?
Answer: To find individuals with intrinsic motivation, disciplined work
style, and relationship-building skills.
●● What are common sources for recruiting salespeople?
Answer: Referrals, employment agencies, online social media, job
postings, and college placement services.
●● What are the goals of training salespeople?
Answer: To teach about customer types, effective selling techniques,
company objectives, and competitor strategies.
●● What are the elements of salesperson compensation?
Answer: Fixed amount (salary) and variable amount (commissions or
bonuses).
, ●● What tools are used for supervising salespeople?
Answer: Sales force automation systems, time-and-duty analysis, and
call plans.
●● How can AI support salespeople?
Answer: By handling repetitive tasks like CRM, data entry, email
outreach, and scheduling.
●● What motivates salespeople to achieve sales goals?
Answer: Organizational climate, sales quotas, positive incentives
(financial and non-financial), and career incentives.
●● What is the difference between transaction-oriented marketing and
relationship marketing?
Answer: Transaction-oriented marketing focuses on single sales, while
relationship marketing emphasizes long-term customer relationships.
●● What is the significance of personal presentations in personal
selling?
Answer: They engage customers and facilitate direct communication to
build relationships.
●● What is a boundary-spanner in sales?
