E4 Sales Managmnt 1

Sales is basically a

• a. Problem
• b. Need satisfying process
• c. Problem solving activity
• d. b&c

The length of the sales pipeline is the……….

• a. Sales cycle time
• b. Sales report
• c. Sales funnel cycle time
• d. None

……term generally describes the time and or process between the first contact with the customer to when the sale is made.

• a. Life cycle
• b. Product cycle
• c. Sales cycle
• d. a&b

_____ is the process of establishing, directing, and coordinating the sales development activities for the company products.

• a. Sales Cycle
• b. Sales Funnel
• c. Sales Forecast
• d. Sales management

_____ is also called sales projections

• a. Sales future prospects
• b. Sales Funnel
• c. Sales Forecasts
• d. Both A and C

Marketing funnel has______ as its input and output as _____.

• a. Target market, leads
• b. Leads, target market
• c. Leads, customer
• d. Customer, leads

In retail sales,________ and in enterprise sales ______________

• a. Small Volume & Big margin, Small Volume & Big margin
• b. Small Volume & Small margin, Big Volume & Big margin
• c. Big Volume & Small margin, Small Volume & Big margin
• All of the above

OEM stands for

• a. Original Equipment Manufacturer
• b. Ordinary Equipment Maintenance
• c. Original Equipment Maintenance
• d. Ordinary Equipment Manufacturer

If one has generated 10 new sales opportunities & 4 become fully qualified and viable prospects, the qualification ratio is

• a. 4:10
• b. 40%
• c. a&b
• d. None

SFA stands for

• a. Sales Forthcoming Automation Systems
• b. Sales Force Automation systems
• c. Sales Force Arithmetic system
• d. None