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Sales Management & Practices




Sales Management & Practices;1. Sales managers need the assistance of an in-house marketing support group, which generally provides which of the services below?;a. Serving as information conduit between management and sales force;b. Providing sales promotion brochures, catalogs, direct mail pieces, etc.;c. Managing field sales activities;d. Achieving sales volume and quotas;2. Drawing conclusions based on the path a customer takes while navigating information on the company website is called;a. click-stream analysis.;b. data mining.;c. database marketing.;d. CRM intelligence;3. A __________ is a ?financial sales plan outlining how to allocate resources and selling efforts to achieve the sales forecast.?;a. sales potential;b. sales quota;c. sales budget;d. sales audit;4. The fourth step in the procedure for developing sales territories is;a. conduct an account analysis.;b. develop a salesperson workload analysis.;c. combine geographical control units into territories.;d. assign salespeople to territories.;5. Most firms turn to __________ as their first source of new sales recruits.;a. competitors;b. universities;c. non-sales personnel within the company;d. non-competing companies;6. The key to achieving successful results from training is to focus on;a. productivity.;b. initial sales training.;c. learning objectives.;d. performance objectives.;7. __________ of motivation provide insights into employees? needs for rewards and recognition.;a. Reinforcement theories;b. Content theories;c. Process theories;d. Expectancy theories;8. An audit of sales management functions includes which of the following areas?;a. Sales managers education level;b. Sales force goals and objectives;c. Sales management program deployment;d. Selling costs;9. Which of the following performance factors are considered within the control of the salesperson?;a. Competitive intensity;b. Variations in company support;c. Generating sales revenues;d. Time allocation between account development and account maintenance;10. Lucius Cogburn is a consumer products sales manager for a large east coast manufacturer. He is developing a sales plan for the coming year and is presently involved in making various planning assumptions about the internal company environment and external marketing environment prior to preparing a sales forecast. He is also developing some contingency plans based on different sets of assumptions. What stage of sales planning is Mr. Cogburn in?;a. Situation analysis;b. Opportunities and problems;c. Action programs;d. Performance evaluation systems


Paper#19179 | Written in 18-Jul-2015

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