BBA SM 2022-23

What is the definition of sales management?

• The process of selling goods and services to customers

• The process of managing a sales team and developing sales strategies to achieve sales targets

• The process of managing the production and distribution of goods and services

• The process of managing the financial aspects of a business

Which of the following is NOT a responsibility of a sales manager?

• Developing sales strategies

• Recruiting and training sales personnel

• Managing the production of goods and services

• Monitoring sales performance and adjusting strategies as necessary

What is the difference between sales and marketing?

• Sales is the process of selling products, while marketing is the process of promoting products

• Sales is the process of promoting products, while marketing is the process of selling products

• Sales and marketing are the same thing

• Sales and marketing are unrelated processes

Which of the following is NOT a step in the sales process?

• Prospecting

• Qualifying

• Closing

• Manufacturing

What is the difference between a sales plan and a sales strategy?

• A sales plan is short-term, while a sales strategy is long-term

• A sales plan is focused on specific goals, while a sales strategy is focused on overall direction

• A sales plan and a sales strategy are the same thing

• A sales plan and a sales strategy are unrelated

What is the purpose of a sales territory in sales management?

• To ensure that each salesperson has a defined area to work in

• To reduce costs by minimizing travel time and expenses

• To increase customer satisfaction and loyalty

• To eliminate competition among salespeople

What is the difference between a sales quota and a sales goal?

• A sales quota is a specific target that must be met, while a sales goal is a general objective

• A sales quota and a sales goal are the same thing

• A sales quota is a general objective, while a sales goal is a specific target that must be met

• A sales quota and a sales goal are unrelated

Which of the following is an example of a sales objective?

• Increasing customer satisfaction

• Reducing product costs

• Enhancing employee morale

• Achieving a sales quota

Which of the following is an example of a sales strategy?

• Offering discounts to new customers

• Focusing on improving product quality

• Providing excellent customer service

• All of the above

Which of the following is a common method for organizing a sales team?

• Functional organization

• Geographic organization

• Product or service organization

• All of these