D099 Sales Management 2 0 2 7 Study Guide
Contents
Module ,1 ,Sales ,Role ................................................................................................................ 2
Module ,2: ,Sales ,Practice ....................................................................................................... 3
Module ,3 ,Organizational ,Buying ,process ........................................................................ 4
Module ,4 ,Customer ,Relationship ,Management ............................................................ 5
Module ,5 , Sales , Analytics ...................................................................................................... 6
Module ,6 ,Sales ,Roles.............................................................................................................. 7
Module ,7 , Recruitment ,Process ......................................................................................... 8
Module ,8 ,Sales ,Training ..................................................................................................... 10
Module ,9 ,Sales ,Compensation ......................................................................................... 11
Module ,10 ,Salesperson ,Evaluation ................................................................................. 12
Module ,11 ,Budgeting ,& ,Planning ................................................................................... 13
Module , 12 , Forecasting , & , Quota , Development .......................................................... 15
, D099 Sales Management 2 0 2 7 Study 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 2 0 2 7 Study Guide
Q7: ,What ,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.
Q2: ,What ,are ,the ,different ,sales ,channels ,used ,by ,companies ,& ,what ,are ,the
,different ,types ,of ,distribution ,channels?
Q3: ,Who ,are ,intermediaries ,in ,a ,sales ,or ,distribution ,process, ,and ,what ,are
,the ,main ,categories ,into ,which ,they ,are ,typically ,classified?
Contents
Module ,1 ,Sales ,Role ................................................................................................................ 2
Module ,2: ,Sales ,Practice ....................................................................................................... 3
Module ,3 ,Organizational ,Buying ,process ........................................................................ 4
Module ,4 ,Customer ,Relationship ,Management ............................................................ 5
Module ,5 , Sales , Analytics ...................................................................................................... 6
Module ,6 ,Sales ,Roles.............................................................................................................. 7
Module ,7 , Recruitment ,Process ......................................................................................... 8
Module ,8 ,Sales ,Training ..................................................................................................... 10
Module ,9 ,Sales ,Compensation ......................................................................................... 11
Module ,10 ,Salesperson ,Evaluation ................................................................................. 12
Module ,11 ,Budgeting ,& ,Planning ................................................................................... 13
Module , 12 , Forecasting , & , Quota , Development .......................................................... 15
, D099 Sales Management 2 0 2 7 Study 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 2 0 2 7 Study Guide
Q7: ,What ,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.
Q2: ,What ,are ,the ,different ,sales ,channels ,used ,by ,companies ,& ,what ,are ,the
,different ,types ,of ,distribution ,channels?
Q3: ,Who ,are ,intermediaries ,in ,a ,sales ,or ,distribution ,process, ,and ,what ,are
,the ,main ,categories ,into ,which ,they ,are ,typically ,classified?
