Unit 6: Sales and Sales Management Study Guide

Front

What is the sales process?

Back

Systematic approach to convert potential customers.

Front

Which of the following is NOT a stage in the sales process? Prospecting, Presenting, Listening, Closing

Back

Listening

Front

Which of the following is NOT an effective sales technique? Active listening, Relationship building, Aggressive selling, Persuasive techniques

Back

Aggressive selling

Front

What does the "AIDA" model stand for?

Back

Attention, Interest, Desire, Action

Front

Sales force management involves: Managing customer relationships, Supervising sales team, Action, Analyzing market trends

Back

Supervising sales team

Front

According to research, companies with effective sales force management outperform their competitors by:

Back

20% to 50% in revenue growth

Front

What does CRM stand for?

Back

Customer Relationship Management

Front

CRM aims to improve: Employee satisfaction, Customer loyalty, Product quality, Market share

Back

Customer loyalty

Front

Sales forecasting helps businesses in: Allocating resources efficiently, Setting marketing objectives, Reducing customer retention rates, Managing inventory turnover

Back

Managing inventory turnover

Front

Overestimating sales forecasts can result in: Increased customer satisfaction, Excess inventory and storage costs, Improved financial performance, Enhanced market share

Back

Excess inventory and storage costs