SMUNITII

What is a key component of the selling process?

• Ignoring competitor strategies.
• Understanding customer preferences.
• Avoiding follow-up communications.
• Focusing only on product features.

Which of the following is NOT considered a selling skill?

• Active listening
• Persuasion
• Time management
• Ignoring customer feedback

Why is recruitment and selection critical in sales management?

• It helps in identifying the right candidates who fit the sales culture.
• It is the least important aspect of sales management.
• It focuses only on the educational background of candidates.
• It ensures that only experienced salespeople are hired.

Which of the following components is essential for motivating sales personnel?

• High-pressure tactics
• Limited communication
• Training, motivation, and compensation
• Strict supervision

What role does performance appraisal play in sales management?

• It focuses only on sales numbers.
• It is irrelevant to sales success.
• It helps in assessing employee performance and identifying areas for promotion.
• It is used to punish underperforming sales staff.

Which of the following best describes the importance of salesmanship?

• It focuses solely on closing deals.
• It is primarily about advertising products.
• It is only relevant to retail sales.
• It encompasses meaning, importance, types of salesman, and theories of personal selling.

Which of the following best describes the responsibilities of sales managers?

• They only handle customer complaints.
• They oversee the entire sales process, including strategy and team management.
• They focus solely on product development.
• They do not interact with sales staff.

How does sales forecasting contribute to sales management?

• It eliminates the need for sales strategies.
• It involves setting objectives and using methods and procedures to predict future sales.
• It is only about analyzing past sales data.
• It focuses on personal opinions rather than data.

What is a primary purpose of field sales planning?

• To avoid customer interactions.
• To focus solely on online sales.
• To ensure effective management of sales territories and resources.
• To minimize the number of sales calls.

What is one characteristic of different types of sales organizations?

• They focus only on online sales.
• They do not require any management.
• They vary in structure and approach to sales.
• They all have the same sales strategy.