D099 - SALES MANAGEMENT QUIZZES WITH FULL PACK
SOLUTIONS
1. A usales umanager uanalyzes upast usales uof uLong uLast uChristmas
ulights. uBased uon upast usales, uthe usales umanager uresponds uto uhis
umanager uthat uthe ucompany uis uexpected uto usell u100,000 uunits uof
uLong uLast uChristmas ulights ubetween uNov. u1 uand uDec. u31. uWhat uis
uthe usales umanager udoing?: u- uDetermining usales uforecast
2. CSS uCorp., ua uheavy umachinery umanufacturing ucompany, uhas
useen ua ugrowth uof u35% uin usales. uThe ucompany uexecutives urealized
1 u/
u51
,uthat ubecause uof uthis ugrowth, uthey uwould uhave uto ure-organize
utheir ucompany. uThey udecided uto ure-organize utheir ucompany uinto
uareas ubased uon uexpertise usuch uas uSales, uMarketing, uR&D, uSupply
uchain. uThe uorganizational ustructure uused uby uCSS uCorp uis:: u- uFunctional
ustructure
3. To usucceed uand uachieve uits ugoals, ua ufirm uhas uto uoutperform
uits ucompetitors uby uconstantly ustriving uto uimprove uits uofferings
uto ucustomers uand ube ubetter u than uthe ucompetitors' ualternatives.
uWhen ucustomers uperceive uthe udistinction uas ubeing uvaluable,
uthey uwill uprefer uto upurchase uthe ubusiness's uproduct uover ua
ucompetitor's uproduct. uThis uis ucalled:: u- uCompetitive uAdvantage
4. provides uemployees uwith uthe uknowledge uof uwhat
uthe ucompany uexpects uin uterms uof uemployees' uresponsibilities
uand ubehavior utoward ufellow uemployees, ucustomers, uand
usuppliers.: u- uCode uof uEthics
5. A ucompany uis uin uthe ubusiness uof uselling ua ucomplex ucomputer
usystem uto ubig ucompanies. uWhat uform uof upromotional ustrategy uis
ubest usuited ufor uthis ucompa- uny?: u- uPersonal uselling
6. AIDA udescribes u in usales umanagement?: u - uBuyers ujourne
ufrom uthe umarketer's uperspective
7. In urelationship uselling, uthe ucustomer uis useen uas:: u- uA uperson uto ubuild utrust
uand upartnerships uwith
8. Jamie uworks ufor ua ulocal ubank uas ua upersonal ubanker. uHis urole uis
uto umeet uwith uhis uclients uand uoffer uthem usolutions uto utheir uneeds.
uDuring uthe uprocess, uJamie uneeds uto uunderstand uthe uspecific
uneeds uof uhis uclients uand utherefore uhas uto umake usure uto uask uthe
uright uquestions. uThis uprocterm-6ess uof usales uis ucalled:: u- uConsultative
uselling
9. Which uis usales utechnique uthat ufocuses uon uthe uinteraction
ubetween uthe ubuyer uand uthe usalesperson urather uthan uthe uprice uor
udetails uof uthe uproduct?: u- uRelationship uselling
2 u/
u51
,10. Brett uneeds uto uadapt uhis uselling ustyle ubased uon uhow
ucustomers ubehave. uBrett ushould uuse uwhat umodel uto ucategorize
upeople uaccording uto upersonality utraits uand uhow uthey uinteract uwith
uothers?: u- uSocial uStyle uMatrix
11. Janice ustops uin uBob's uElectronics ufor ua unew uTV. uShe uis uvery
ufocused uon uthe ubig upicture uof ubuying ua unew uTV. uShe uwants uto
udiscuss uevery uTV uin uthe ustore uand uwants uthe usalesperson uto uask
uher uhow ushe ufeels uabout ueach uTV uafter ueach uTV uis udiscussed.
uJanice's ubehaviors urepresent uwhich uquadrant uof uthe uSocial uStyle
uMatrix?: u- uAnalytical
12. True uor ufalse: uTwo uproducts uhave uexactly uthe usame
uingredients, ubut ua ucus- utomer uselects uthe uhigher-priced uproduct
ubecause uof uthe uname ubrand. uFor uthe ubusiness, uthis umeans uthat
uthe ubrand uis uadding uvalue uin uthe utransaction.: u- uTrue
13. Lindsay uwants uto ubuy ua unew uiPhone. uShe uvisits uan uApple
ustore uand uasks ua usalesperson uto uhelp uher uunderstand uwhich
umodel uof uiPhone uis uthe ubest uoption. uThe usalesperson ushould udo uwhat
uto uhelp uLindsay?: u- uExplain uthe uvalue uproposition
14. Griffin usees uan uad uon uTV ufor uNext uGen uAds uand udecides uto
udo usome uresearch uto ulearn umore uabout uthe uproduct. uWhich ustage
uof uthe ubuyer's ujourney uis uillustrated uby uthis uaction?: u- uInterest
15. The u difference u between u the u price u the u customer u pays
u for u a u new u tablet u and uthe uincrease uin uefficiency uthe ucustomer
uexperiences uwhen ucompleting utasks urepresents?: u- uReturn uon
uinvestment
16. Cole, uthe uchief ufinancial uofficer u(CFO) ufor ua uradio ustation,
urequests ucompany udata ufor uthe upast ufive uyears. uHe uuses
ubusiness uintelligence uto udevelop ua unumber uof ureports uto
udetermine uareas uwhere uthe uradio ustation ucan ucut ucosts uand uto
udetermine udepartmental ubudget uallocations ufor uthe ucoming uyear.
uWhich uaspect uof ubusiness uintelligence uis ubeing uused uduring uthis
uprocess?: u- uDecision-making
3 u/
u51
, 17. True uor ufalse: uSales uattracts uprospective ucustomers uto
uthe ubusiness uwhile umarketing u attempt u to u convert u these
u prospects u into u paying u customers.: u - uFalse
18. A ucompany uuses uwholesalers uand uretailers uin utheir
udistribution uchannel. uWhat utype uof usales uchannel uis uthe ucompany
uusing:: u- uIndirect
19. A usalesperson uworking ufor uSGI uCorp. uidentifies upotential
ucustomers uin uNashville uto usell ua ugraphic uprinter. uThis
usalesperson's urole uis uidentified uas ua:: u- uProspector
4 u/
u51
SOLUTIONS
1. A usales umanager uanalyzes upast usales uof uLong uLast uChristmas
ulights. uBased uon upast usales, uthe usales umanager uresponds uto uhis
umanager uthat uthe ucompany uis uexpected uto usell u100,000 uunits uof
uLong uLast uChristmas ulights ubetween uNov. u1 uand uDec. u31. uWhat uis
uthe usales umanager udoing?: u- uDetermining usales uforecast
2. CSS uCorp., ua uheavy umachinery umanufacturing ucompany, uhas
useen ua ugrowth uof u35% uin usales. uThe ucompany uexecutives urealized
1 u/
u51
,uthat ubecause uof uthis ugrowth, uthey uwould uhave uto ure-organize
utheir ucompany. uThey udecided uto ure-organize utheir ucompany uinto
uareas ubased uon uexpertise usuch uas uSales, uMarketing, uR&D, uSupply
uchain. uThe uorganizational ustructure uused uby uCSS uCorp uis:: u- uFunctional
ustructure
3. To usucceed uand uachieve uits ugoals, ua ufirm uhas uto uoutperform
uits ucompetitors uby uconstantly ustriving uto uimprove uits uofferings
uto ucustomers uand ube ubetter u than uthe ucompetitors' ualternatives.
uWhen ucustomers uperceive uthe udistinction uas ubeing uvaluable,
uthey uwill uprefer uto upurchase uthe ubusiness's uproduct uover ua
ucompetitor's uproduct. uThis uis ucalled:: u- uCompetitive uAdvantage
4. provides uemployees uwith uthe uknowledge uof uwhat
uthe ucompany uexpects uin uterms uof uemployees' uresponsibilities
uand ubehavior utoward ufellow uemployees, ucustomers, uand
usuppliers.: u- uCode uof uEthics
5. A ucompany uis uin uthe ubusiness uof uselling ua ucomplex ucomputer
usystem uto ubig ucompanies. uWhat uform uof upromotional ustrategy uis
ubest usuited ufor uthis ucompa- uny?: u- uPersonal uselling
6. AIDA udescribes u in usales umanagement?: u - uBuyers ujourne
ufrom uthe umarketer's uperspective
7. In urelationship uselling, uthe ucustomer uis useen uas:: u- uA uperson uto ubuild utrust
uand upartnerships uwith
8. Jamie uworks ufor ua ulocal ubank uas ua upersonal ubanker. uHis urole uis
uto umeet uwith uhis uclients uand uoffer uthem usolutions uto utheir uneeds.
uDuring uthe uprocess, uJamie uneeds uto uunderstand uthe uspecific
uneeds uof uhis uclients uand utherefore uhas uto umake usure uto uask uthe
uright uquestions. uThis uprocterm-6ess uof usales uis ucalled:: u- uConsultative
uselling
9. Which uis usales utechnique uthat ufocuses uon uthe uinteraction
ubetween uthe ubuyer uand uthe usalesperson urather uthan uthe uprice uor
udetails uof uthe uproduct?: u- uRelationship uselling
2 u/
u51
,10. Brett uneeds uto uadapt uhis uselling ustyle ubased uon uhow
ucustomers ubehave. uBrett ushould uuse uwhat umodel uto ucategorize
upeople uaccording uto upersonality utraits uand uhow uthey uinteract uwith
uothers?: u- uSocial uStyle uMatrix
11. Janice ustops uin uBob's uElectronics ufor ua unew uTV. uShe uis uvery
ufocused uon uthe ubig upicture uof ubuying ua unew uTV. uShe uwants uto
udiscuss uevery uTV uin uthe ustore uand uwants uthe usalesperson uto uask
uher uhow ushe ufeels uabout ueach uTV uafter ueach uTV uis udiscussed.
uJanice's ubehaviors urepresent uwhich uquadrant uof uthe uSocial uStyle
uMatrix?: u- uAnalytical
12. True uor ufalse: uTwo uproducts uhave uexactly uthe usame
uingredients, ubut ua ucus- utomer uselects uthe uhigher-priced uproduct
ubecause uof uthe uname ubrand. uFor uthe ubusiness, uthis umeans uthat
uthe ubrand uis uadding uvalue uin uthe utransaction.: u- uTrue
13. Lindsay uwants uto ubuy ua unew uiPhone. uShe uvisits uan uApple
ustore uand uasks ua usalesperson uto uhelp uher uunderstand uwhich
umodel uof uiPhone uis uthe ubest uoption. uThe usalesperson ushould udo uwhat
uto uhelp uLindsay?: u- uExplain uthe uvalue uproposition
14. Griffin usees uan uad uon uTV ufor uNext uGen uAds uand udecides uto
udo usome uresearch uto ulearn umore uabout uthe uproduct. uWhich ustage
uof uthe ubuyer's ujourney uis uillustrated uby uthis uaction?: u- uInterest
15. The u difference u between u the u price u the u customer u pays
u for u a u new u tablet u and uthe uincrease uin uefficiency uthe ucustomer
uexperiences uwhen ucompleting utasks urepresents?: u- uReturn uon
uinvestment
16. Cole, uthe uchief ufinancial uofficer u(CFO) ufor ua uradio ustation,
urequests ucompany udata ufor uthe upast ufive uyears. uHe uuses
ubusiness uintelligence uto udevelop ua unumber uof ureports uto
udetermine uareas uwhere uthe uradio ustation ucan ucut ucosts uand uto
udetermine udepartmental ubudget uallocations ufor uthe ucoming uyear.
uWhich uaspect uof ubusiness uintelligence uis ubeing uused uduring uthis
uprocess?: u- uDecision-making
3 u/
u51
, 17. True uor ufalse: uSales uattracts uprospective ucustomers uto
uthe ubusiness uwhile umarketing u attempt u to u convert u these
u prospects u into u paying u customers.: u - uFalse
18. A ucompany uuses uwholesalers uand uretailers uin utheir
udistribution uchannel. uWhat utype uof usales uchannel uis uthe ucompany
uusing:: u- uIndirect
19. A usalesperson uworking ufor uSGI uCorp. uidentifies upotential
ucustomers uin uNashville uto usell ua ugraphic uprinter. uThis
usalesperson's urole uis uidentified uas ua:: u- uProspector
4 u/
u51
