SALES MANAGEMENT EXAMINATION QUESTIONS AND CORRECT ANSWER WITH EXPLANATION GRADED A+ STUDY GUIDE

SALES MANAGEMENT EXAMINATION QUESTIONS AND
CORRECT ANSWER WITH EXPLANATION GRADED A+
STUDY GUIDE SOUTHERN NEW HAMPSHIRE UNIVERSITY
1. Sales management is:
A. Legal enforcement system
B. Planning, directing, and controlling sales activities
C. Court procedure
D. Accounting audit
Answer: B
Rationale: It involves managing the sales function in an organization.

2. The main goal of sales management is to:
A. Reduce sales
B. Achieve organizational sales targets
C. Eliminate customers
D. Increase costs
Answer: B
Rationale: Sales management focuses on revenue generation.

3. A salesperson is responsible for:
A. Only accounting
B. Selling products/services to customers
C. Court reporting
D. Police work
Answer: B
Rationale: Core role is selling.

4. Sales planning involves:
A. Guessing sales
B. Setting sales objectives and strategies
C. Ignoring targets
D. Court planning
Answer: B
Rationale: Structured sales goals.

5. Sales forecasting is:
A. Random guessing

, B. Estimating future sales
C. Court forecasting
D. Crime prediction
Answer: B
Rationale: Predicting future demand.

6. Sales quota refers to:
A. Customer list
B. Sales target assigned to salesperson
C. Court order
D. Crime report
Answer: B
Rationale: Performance target.

7. A sales territory is:
A. Court area
B. Geographic area assigned to salesperson
C. Crime zone
D. HR department
Answer: B
Rationale: Defined selling region.

8. Prospecting means:
A. Ignoring customers
B. Identifying potential customers
C. Closing sales only
D. Court prospecting
Answer: B
Rationale: Finding new customers.

9. Lead generation is:
A. Losing customers
B. Attracting potential buyers
C. Court generation
D. Crime generation
Answer: B
Rationale: Creating sales opportunities.

10. Sales funnel represents:
A. Legal process

, B. Customer journey from awareness to purchase
C. Court process
D. Crime process
Answer: B
Rationale: Sales conversion stages.

11. Closing the sale means:
A. Ending communication
B. Finalizing the purchase
C. Ignoring customer
D. Court closing
Answer: B
Rationale: Completing transaction.

12. Sales promotion includes:
A. Court actions
B. Discounts and offers
C. Crime tools
D. Legal actions
Answer: B
Rationale: Marketing incentives.

13. Personal selling is:
A. Mass advertising only
B. Direct interaction with customers
C. Court selling
D. Crime selling
Answer: B
Rationale: One-on-one selling.

14. Sales management focuses on:
A. Only production
B. Customer satisfaction and revenue
C. Court cases
D. Crime control
Answer: B
Rationale: Revenue + customers.

15. A sales manager is responsible for:
A. Ignoring team