HTMP Year 1 Chapter 14 Sales

1. What is the overall purpose of any sales department?

• a. Conduct market research

• b. Analyze return on investment

• c. Set price

• d. Make a business profitable

2. All of the following are responsibilities of a sales team, EXCEPT:

• a. Know the products

• b. Connect with guests

• c. Create a marketing plan

• d. Know the competition

3. What is the primary task of sales professionals?

• a. Locate, connect and engage clients

• b. Conduct quality audits

• c. Increase customer loyalty

• d. Increase the business’s bottom line

4. What is the one thing all sales departments need?

• a. A strong budget

• b. Flexible work environment

• c. Sales staff with good people skills

• d. A large staff

5. What sales position is responsible for guiding the day-to-day sales efforts?

• a. Sales Manager

• b. Director of Sales

• c. Director of Meeting, Events, and Convention Sales

• d. Vice President or Director of Sales and Marketing

6. What sales position is responsible for overseeing sales managers and sales staff?

• a. Sales Manager

  
  

• b. Director of Sales

• c. Director of Meeting, Events, and Convention Sales

• d. Vice President or Director of Sales and Marketing

7. ___________ requires the salesperson to continuously be on the lookout for new clients.

• a. Marketing

• b. Sales

• c. Market research

• d. Prospecting

  
  

8. What are the two main Internet prospecting tools?

• a. Online lead generation and CRM database

• b. Cold calls and online lead generation

• c. CRM database and cold calls

• d. Online lead generation and referrals

9. A ___________ is a type of social network whose reason for existing is to generate business activity.

• a. Referral network

• b. Internet social network

• c. Business network

• d. Sales network

10. ___________ is a technique that involves selling additional products to an existing client.

• a. Upselling

• b. Cross-selling

• c. Suggestive selling

• d. Referral sales