Question

1) The continuous process of checking external environment to identify customer’s needs, competitive actions and technological changes is ___________________________

a) Assessing salespeople b) Segmenting customers c) Scanning the territory d) Developing key account strategy

2) The encouragement, power, direction and determination towards selling tasks is known as ____________________

a) Sales motivation b) Sales leadership c) Sales training d) Sales compensation

3) From the following _______ is not the function of a sales person.

a. Advertising, b. order taker, c. Sales Support, d. deliverer

4) A ______ is the daily & plan of visiting the existing and prospective customers as per a time

a. Beta or Call plan, b. personal plan, c. Famil& plan, d. group plan

5) ___________ is the ratio of number of Sales orders made to the number of outlets visited.

a. Call productivity, b, objectivity, c. Strategy, d.visibility

6) Sales Management is the most important functions because_____

a. one of the oldest functions, b. only  income-generating function,c. salespersons are highly qualified, d. none of the above

7) A ______ made by sales managers is a part of the demand management process.

a. promise, b. estimate, c. guess, d. negotiation.

8) ensuring that all the requirements of customers are met in full and on time is called Suppl & Management.

a. False, b. true

9) the first Stage of buying decision *process is _______.

a. information search, b. problem or need recognition,c. deciding to purchase d. none of the above

10) A *prospect who needs the product and has an ability to buy can be called __

a. suspect, b. *potential Customer, c. probable prospect, d. none of the above

11) ________ is stage of selling process in which sales person helps the buyer to make the purchase decision.

a. Closing, b. Selection, c. problem identification, d. demonstration

12) ________ decision Making is generall& done on regular basis without much thought for repeated purchases life milk, newspaper etc.

a. routine, b. New, c. Change, d. Communicative

13) when a sales lead becomes a potential customer it is called _______.

a. Qualif&ing, b. relationship, c. Selection, d. purchase.

Answer 1

1) The continuous process of checking external environment to identify customer’s needs, competitive actions and technological changes is ___________________________

c) Scanning the territory

Scanning the territory is identifying the external factors that can affect the business to face them and grow business effectively. Assessing salespeople is evaluating the salespeople for their efficiency in selling products effectively. Segmenting customers is identifying the customers with the need for a particular product and promoting the product in that group of people only. Developing key account strategy is identifying the key accounts of the business and forming a strategy to manage them efficiently.

2) The encouragement, power, direction and determination towards selling tasks is known as ____________________

b) Sales leadership

Sales leader takes steps like encouraging the sales team, giving them direction and keeping them determined to achieve sales target and increase sales. Sales motivation, Sales training, Sales compensation are elements of a good sales leadership.