WorksheetsSales and Distribution Management
Total questions: 20
Worksheet time: 3mins
Which is not a strategic role of sales management ?
Tracking
Reporting
Delivery
Optimizes Distribution
The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as
Selling
Sales policy
Sales programme
Sales planning
The difference between transnational selling and relationship selling is
the transaction, selling buyers must pay cash
In relationship selling, Buyers and sellers must be related
In transaction selling, sellers provide greater service
In relationship selling, sellers work to provide value to their customers
Consultative selling in suitable for?
FMCG
Consumer durable
High-cost technical products
To repeat customer
What type of distribution strategy is used by Nike?
Direct distribution
Indirect distribution
Both
None
Which is NOT the element of personal selling?
Follow-up
Prospecing
Forecasting
Approach
__________________ involves identifying activities management fields the sales people should perform to produce desired results.
SWOT analysis
Environmental audit
Training analysis
Needs assessment
Which step in the sales process involves building a relationship with the customer and ensuring their satisfaction with the product or service?
A) Prospecting
B) Needs Assessment
C) Closing
D) Follow-up
Direct and Indirect Channels are the part of .............. network.
a. Marketing
b. Finance
c. Production
d. Distribution
Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force.
A.Minimizing
B.Maximizing
C.Controlling
D.None of the above
The main objective of sales management are ………………
A.Decrease in profits and continuous growth
B.Increase in profits and stagnant growth
C.Increase in profits and continuous growth
D.Decrease in profits and stagnant growth
State which is not a function of Sales Manager
Forecasting
Deciding Quota
Deciding territory
Deciding the pay roll of sales person
According to American Marketers Association, this is the planning, direction, and control of the personnel, selling activities of a business unit including recruiting, selecting, training, assigning, rating, supervising, paying, motivating, as all these tasks apply to the personnel sales-force.
MARKETING
SALES
BUSINESS DEVELOPMENT
STRATEGIC MANAGEMENT
What is the philosophy that businesses should analyze the NEEDS of their CUSTOMERS and then make DECISIONS to SATISFY those needs, better than the COMPETITION.
The Marketing Concept
Marketing Mix
The Marketing Functions
Marketing Information Management
Sales Management has an important position in the organization, because it is .........................
One of the oldest functions
Closer to Customers
The only income generating function
None of the above
Out of the 3 important skills for the success of a Sales Manager, the two are: Managing and Technical Sales. The 3rd skill is .....................
Communication
Negotiation
Problem-solving
People
The first stage in buying decision process, in both consumer and business markets, is:
Information search
deciding the characteristics and quality of needed product
problem or need recognition
none of above
A Prospect who needs the product and also has an ability to buy, is also referred to as a ...............
Suspect
Sales Lead
Probably Prospect
Potential Customer
The legend for AIDA formula includes:
Attention, Interest, Desire and ............ one of the following
Arrangement
Agreement
Action
Assistance
The legend for FAB approach consists of:-
Features - Advantages - Benefits
Features - Assistance - Beliefs
Funnel - Agreement- Benefits
Funnel - Agreement - Beliefs
