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WorksheetsMRBST 2019
Total questions: 25
Worksheet time: 13mins
The purpose of the Sales Management process is to (tujuan dari proses manajemen penjualan adalah) :
ensure that sales
representatives work harder at
selling (meyakinkan agar para
SR bekerja lebih keras)
provide a common framework
for sales management
(membuat kerangka umum
manajemen penjualan)
increase overall retail bank
revenues (meningkatkan
pendapatan bank secara
keseluruhan)
develop a way to launch new
products (menciptakan &
meluncurkan produk baru)
Selling is (menjual adalah):
critical for a financial services
company to succeed (faktor
paling penting untuk agar
bank sukses)
a process (suatu proses)
a highly acclaimed skill
(ketrampilan yang dihargai
tinggi)
a stepping stone to career
advancement (batu loncatan
karir)
Sales activity standards should include (aktivitas penjualan yang standard harus mencakup):
deadlines, measurement, and
revenue targets
(deadline, pengukuran &
target pendapatan)
quality, quantity, and
timeliness of
performance (kualitas,
kuantitas & ketepatan waktu)
a weighting or balancing
between customers
and prospects (keseimbangan
antara nasabah & prospek)
individual as well as team
components
(komponen individu &
komponen tim)
In sales management, which of the following is most important: (dalam manajemen penjualan, mana yang
paling penting?)
managing sales activities
(mengelola
aktivitas penjualan)
tracking results (melacak
hasil)
developing sales strategies
(menyusun
strategi penjualan)
making joint sales calls with
sales staff
(membuat kunjungan
penjualan bersama staf)
When the Sales Manager meets with the Sales Representative to review a sales plan, who should present first?
Ketika manajer penjualan bertemu dengan SR untuk tinjauan rencana penjualan siapa yang harus presentasi
dulu?)
Sales Manager
Sales Representative
Sales Team Leader
it doesn’t matter (gak penting
siapa duluan)
In developing sales goals for your staff, it is best to: (ketika menyusun sasaran penjaualan untuk staf anda,
sebaiknya:
assign specific goals that are
easy to achieve to each sales
representative (beri sasaran
spesifik yang mudah dicapai
ke setiap SR)
meet with your sales
representatives and ask them
to develop their own goals
(jumpa SR & suruh merek
bikin sasaran sendiri)
set team goals, rather than
individual goals
(bikin sasaran tim saja)
set stretch goals so that your
sales people
are motivated to work harder
(bikin sasaran yang
menantang supaya para SR
termotivasi)
Which of the following is not one of the key purposes of sales meetings? (mana dari yang berikut buikan tujuan
utama sales meeting)
presenting sales plans
(menyajikan rencana
penjualan)
reinforce sales training
(memperkuat
training penjualan)
recognize sales achievements
(menghargai
pencapaian penjualan)
update the sales manager on
the most recent
sales numbers (memberi
informasi terkini tentang hasil
penjualan kepada
manajer penjualan)
How many times (minimum) should a Sales Manager meet with a Sales Representative during the goal setting
process? (berapa kali minimum seorang sales manager bertemu dengan SR dalam proses penetapan sasaran
penjualan?)
at least once (minimal 1 kali)
at least twice (minimal 2 kali)
at least three times (minimal 3
kali)
at least four times (minimal 4
kali)
Which of the following is not considered an active listening skill? (mana yang berikut bukan ketrampilan
mendengar aktif?)
eye contact (kontak mata)
paraphrasing and
summarizing (mengulang
& meringkas)
listening to delivery, not
content
(mendengar penyampaian,
bukan isi)
demonstrating positive
nonverbal
communication
(memperlihatkan bahasa
tubuh yang positif)
When should High Potential Account Reviews be conducted with customers? (kapan tinjauan akun berpotensi
tinggi dilakukan dengan nasabah?)
in the middle of the customer’s
fiscal year
(di pertengahan tahun kerja
nasabah)
whenever the bank has a new
sales promotion
or campaign (saat bank punya
promosi penjualan baru)
on a quarterly or half yearly
basis
(triwulanan atau setengah
tahunan)
when the customer invites the
bank to do so
(ketika diminta oleh nasabah)
How often should Regular Sales Performance Reviews be conducted with sales representatives? (seberapa
sering tinjauan kinerja penjualan reguler dilakukan dengan SR?)
every once in a while (kapan
saja)
at least every quarter (setiap
triwulan)
every six months (setiap 6
bulan)
annually (setiap tahun)
What are the 3 Cs of Selling? (apa 3C dalam penjualan?)
Candor, Competence,
Concern
Communicating, Clarifying,
Closing
Commitment, Capability,
Competence
Customers, Concerns, Closing
Obtaining commitment (in a sales discussion with a customer) means (mendapatkan komitmen ketika diskusi penjualan dengan nasabah artinya):
opening the account (membuka akun)
closing the sale (menutup penjualan)
setting an agreement to meet again (membuat persetujuan untuk ketemu lagi
setting an agreement to move the sales
process forward (membuat persetujuan untuk melangkah ke proses
selanjutnya)
Which of the following is not one of the items in the 3-step Gaining Commitment Model? (mana yang berikut bukan salah satu langkah mendapatkan komitmen?
ask the sales representative to present
plan, discuss and clarify (minta SR menyajikan rencana)
confirm areas of agreement and discuss discrepancies
(konfirmasi hal yang disetujui dan yang belum)
identify high potential accounts that will
help achieve sales targets (identifikasi akun berpotensi tinggi yang bisa
membantu tercapainya sasaran penjualan)
agree on final plan and establish follow-up
(setuju rencana akhir & siapkan follow up)
Which of the following is one of the key reasons for conducting High Potential Account Reviews with customers? (mana yang berikut alasan utama melakukan tinjauan akun berpotensi tinggi dengan nasabah?)
ability to uncover additional needs and
opportunities of existing customers (kemampuan menggali tambahan kebutuhan
apologizing to customers for previous errors
made by bank staff (minta maaf kepada nasabah atas kesalahan petugas bank)
reconfirm that the customer knows who
his/her key contact is at the bank (konfirmasi kembali siapa orang bank
yang harus dihubungi nasabah)
introduce the latest product promotion to
the customer (memperkenalkan promosi produk terbaru kepada nasabah)
Changes in market conditions and increased competition means that (perubahan kondisi pasar dan meningkatnya persaingan berarti):
selling is more important than ever before
(menjual menjadi lebih penting dari sebelumnya)
the Branch Manager must take responsibility
for the sales performance of the branch (pimpinan cabang harus bertanggung
jawab terhadap kinerja penjualan cabangnya)
sales managers need to manage differently
today than they currently are (manajer penjualan harus mengelola dengan
cara berbeda dibanding sebelumnya)
more emphasis needs to be placed on customer
service than on sales (penekanan kepada service harus diutamakan daripada
penjualan)
What is the relationship between sales and service? [select all that apply] (apa hubungan antara penjualan & pelayanan? Pilih mana saja yang cocok)
there is no relationship between the sales and
service processes (tidak ada hubungan antara proses sales & service)
sales + service = success (sales + service=
sukses)
sales = service = sales
effective sales and effective service are
both demonstrated personally (efektifitas penjualan & pelayanan,
keduanya ditunjukkan secara personal
Which of the following meets the SMART sales goal criteria? [select all that apply] (mana berikut yang memenuhi kriteria sasaran SMART? Pilih mana saja yang cocok)
open 10 new savings accounts before the end
of the month (membuka 10 akaun tabungan sebelum akhir bulan)
develop a new sales training program for all
new sales representatives (membuat program training penjualan kepada semua
SR baru)
launch a new debit card (meluncurkan kartu
debit baru)
add sales training sessions to our branch
sales meetings (manambahkan sesi training di rapat penjualan cabang)
How should you handle a sales representative who is angry about his/her sales performance review? [select all that apply] (bagaimana anda menangani SR yang marah karena tinjauan kinerjanya?
encourage the expression of feelings (dorong
adanya curhat)
warn the sales representative that this
emotional outburst is unprofessional and will be recorded (beri peringatan
kepada SR bahwa luapan emosinya tidak profesional dan akan dicatat)
tell the sales representative to focus on
facts, not emotions (beritahu SR untuk fokus pada fakta bukan emosi)
end the review session immediately and
reschedule it for another day/time (hentikan sesi tinjauan segera dan
dijadwalkan ke hari yang lain)
Which of the following statements is not true? (mana yang berikut tidak benar?)
an effective sales managers view sales meetings as an important part of their strategy for attaining sales objectives. (manajer penjualan yang efektif memandang rapat penjualan sebagai bagian penting dalam rangka mencapai sasaran)
sales-oriented managers place a high value
on regular sales meetings. (manajer yang berorientasi penjualan memandang
nilai yang tinggi terhadap rapat penjualan)
sales meetings can help to create a positive
sales environment (rapat penjualan bisa mambangun suasana penjualan yang
positif)
sales meetings must beheld at least twice a
month to be effective (rapat penjaulan minimal 2 kali sebulan agar
efektif)
As a sales manager, your responsibility is to: [select all that apply] (sebagai manajer penjualan, tanggung jawab anda adalah: ; jawaban bisa lebih dari satu)
Take full efforts so that your sales targets are achieved
(Berusaha semaksimal mungkin agar tercapai target penjualan)
increase quantitatively and qualitatively
those aspects of the sales process & activities that produce positive sales results (meningkatkan
secara kuantitas dan kualitas aktivitas & aspek-aspek dalam proses penjualan yang akan
menghasilkan penjualan yang positif)
decrease those activities that hinder
positive sales results (kurangi aktivitas yang menghalangi tercapainya target penjualan)
all answers are correct (semua jawaban benar)
During the first meeting with your sales representative during the goal setting process, you (as a Sales Manager) should: (saat rapat pertama penentuan sasaran dengan SR, sebagai sales manager harus:)
emphasize your commitment to the sales
planning process and your own sales goals/objectives (menekankan komitmen
terhadap proses perencanaan penjualan dan sasaran penjualan pribadi)
keep your own sales goals/objectives to
yourself as this is confidential (rahasiakan sasaran penjualan sendiri)
review the sales plan developed by the sales
representative (review rencana penjaualan yang dibuat SR)
discuss the sales representative’s training
needs (diskusikan kebutuhan training SR)
In order to prepare for a Sales Performance Review session with a sales representative, you should: [check all (ketika menyiapkan sesi tinjauan kinerja penjualan dengan SR, anda harus: jawaban bisa lebih darithat apply]
satu)
Set up performance observation record (Siapkan catatan observasi kinerja )
Arrange convenient time and place ( Cari waktu & tempat yang nyaman
All answers are correct
(Semua jawaban benar )
Sales representative prepares self-assessment (SR
menyiapkan self assesment )
During the Sales Performance Review session, you should: (saat sesi tinjauan kinerja penjualan, anda harus)
present your assessment and ask the sales
person to respond (menyampaikan hasil penilaian anda dan minta SR
menanggapi)
ask the sales person to present his/her own
self-assessment first (minta dulu SR menyampaikan penilaiannya sendiri)
exchange written reviews and perspectives
with each other (bertukar penilaian tertulis satu sama lain)
focus only on the sales results achieved
(hanya fokus pada pencapaian penjualan)
When is the best time to start the sales process for the next sale? (kapan waktu yang tepat memulai prosespenjualan berikutnya?)
any time you meet a customer (setiap saat
ketemu nasabah)
whenever the bank launches a new product
(saat bank meluncurkan produk baru)
when the customer is completely satisfied
with you (ketika nasabah puas terhadap anda)
at the end of a High Potential Account Review session
with a customer (saat Sesi tinjauan akun berpotensi tinggi dengan nasabah
selesai)
