Exam (elaborations)
Sales Force Management 1-6 Questions and Answers 100% Correct
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Sales Force Management 1-6
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Sales Force Management 1-6When your objective is to become a preferred seller, is this transactional or relationship
selling? - answer Transactional
Junior level sales employees, lowest prices, many customers with low profit potential -
is this transactional or relationship selling? - answer transactional
Buying toothpaste is transactional selling - answer True
Buying a car can be considered transactional or relationships selling - answer True
Servant Leadership consists of:
1. take your subordinates work seriously
2. trust
3. allocation of rewards and recognition
4. Focus on others
5. 1 and 4
6. All of the above - answer6. All of the above
What are some global workforce challenges? - answer1. Culture
2. Laws
3. Motivators
4. Understanding your markets
What are the three main parts of the Sales Management Process? - answer1.
Formulation/Development
2. Implementation
3. Evaluation and Control
Name 5 external environmental factors affecting sales - answer1. Economic
2. Legal (laws) and political
3. Natural resources (weather, natural disasters, energy, social concerns)
4. Technology (lead sourcing algorithms) - phone, email , social media and changes in
how work is done (performance evaluations)
5. Social and cultural issues
Supply chain issues is an example of Internal Environment. True or False - answerTrue
A company's goals, mission affect the internal environment for sales reps. True of False
- answerTrue
,Service after the sale of a product or service is an example of an external environment.
- answerFalse
A lack of financial resources is an example of internal environment - answerTrue
Give examples of internal environment factors affecting sales - answer1. Company's
goals and mission
2. Company's financial resources -budget, lack of money to grow a sales force
3. Production capacity
4. Supply chain issues
5. Transportation costs
6. Service after the sale
7. Research and development capabilities
8. Sophistication of your technology
Why is a career in sales rewarding? - answerAdvancement opportunities, challenge
(very goal oriented), more freedom to work hours and locations change, potential for
more financial gain, impact your customers, critical to your company success
To be successful in sales, people have to be good at time management. True or false -
answerTrue
Which of the following are characteristics of successful salesperson?
A. Effective communicator with a variety of people
B. Good at following up
C. Determined to overcome rejection
D. Likes to work alone
E. None of the above
F. All of the above
G. A, B, D
H. A, B, C - answerH
B2B Sales is driven more by price than brand. True or False - answerFalse
B2C Sales is driven more by brand than price. True or False - answerFalse
B2B sales is more personal than B2C sales. True or False - answerTrue
B2B sales require shorter-term decisions than B2C. True or False - answerFalse
B2C sales involves a higher dollar sale. True or False - answerFalse
Which of the following are B2B Sales Jobs?
A. Trade Servicer
B. Customer Sevice reps
C. Missionary Seller
, D. None of the Above
E. All of the Above
F. A and C - answerF - Trade servicer provides merchandise and promotional
assistance.
Missionary Seller - persuades customers to buy products from distributors.
Prospecting is the first stage of the selling process. True or False - answerTrue
The average number of cold calls it takes to reach a customer is 15. True or False -
answerFalse (8)
What is the biggest challenge in prospecting new clients? - answerReaching the correct
person in the organization.
What is a technical seller? - answerType of B2B sales job. Offers current customers
technology or engineering assistance.
The Robinson-Patman Act deals with:
a. Tying contracts
b. Discriminatory prices or services
c. Reciprocal dealing arrangements
D. Unfair or deceptive packaging
E. Price-fixing among competing firms - answerB. Discriminatory prices or services
After purchasing a car from a dealership, Martin is told by the dealership that the
interest rate will be higher than what he has agreed to when he bought the car. Which
law has the dealership violated?
A. Packaging and labeling
B. Cooling off
C. Tying agreement
D. Reciprocal Dealing
E. Truth-in-lending - answerE Truth in Lending
A few years ago, when internet sales took off, car makers had to decide whether they
would sell directly or through dealership network. A change in the industry's
____________ environment created a potential change in sales strategy.
A. Technological
B. Social and cultural
C. Political and legal
D. Ethical
E. Natural - answerA Technological
IF one of your customers suggestes "I'll buy from you if you buy from me" This could be
a violation of the _______ laws.
A. Packaging and labeling
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