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1. Key sales management activities include:

a. Guiding new product testing

b. Reviewing sales performance from a previous period, identifying variances, and taking
action based on variance
c. Preparing marketing budgets and allocating budget to service teams
d. Determining the overall vision for the company
e. Establishing the promotional mix for the organization

2. Which of the following shifts in the customer marketplace has implications

for sales management?

a. Rising customer expectations

b. Increasing supplier bases
c. Decreasing customer power
d. Focus on price
e. Decrease in use of wholesalers

3. A key activity that a Sales Manager might do in a typical month is making

sales calls with a salesperson. The main reason for this is to:

a. Look for a reason to fire the salesperson

b. Establish the sales manager as the account lead
c. Use joint sales calls as a training and coaching tool
d. Observe how the salesperson manages expense account
e. Ensure that the salesperson is dressing appropriately

4. The most important competency a sales manager must possess is

a. Being organized
b. Understanding technology
c. Training salespeople
d. Understanding sales reports
e. Strategic planning and implementation

5. What is the best reason a sales manager is constantly focused on reviewing

and evaluating sales performance?

a. To adjust to changing customer needs and modify strategic sales program

b. To adapt to pricing changes
c. To validate budget expenditures
d. To complete sales performance reviews
e. To determine how many calls a sales person makes

6. Why is the sales manager's role so important to a company's success?

a. Selling costs are very high

b. Salespeople need to be kept in line

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c. Salespeople are usually de-motivated

d. Salespeople have little impact on growing revenue
e. The sales force is the revenue generator for most businesses, and selling drives the
economy

7. A great sales leader will

a. Place themselves above the team

b. Provide constructive feedback and encourage
c. Never mentor for fear of providing bad advice
d. Communicate exclusively by email to ensure message is clear
e. Let salespeople deal with internal organizational issues on their own

8. The sales force can play a central role in achieving a marketing orientation
strategy, by

a. Maintaining infrequent contact with customer

b. Collecting and disseminating market information
c. Following the competition's lead
d. Limiting the amount of communication with internal organization groups so they can focus
on the customer
e. Waiting for change to happen and adapting to it

9. When a "push" distribution strategy is used, the role of the sales force is to

a. Gather market intelligence

b. Answer the calls from company advertisements
c. Sell to a channel intermediary
d. Provide after-sales service support
e. Make sure the channel intermediary promotes the product properly

10. A typical sales force budget will include:

a. Salary and commissions

b. Advertising expenses
c. Executive salaries
d. Cost for customer training manuals
e. Website design and maintenance

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Answers:
1. B. Reviewing sales performance from a previous period, identifying variances,
and taking action based on variance
2. A. Rising customer expectations
3. C. Use joint sales calls as a training and coaching tool
4. E. Strategic planning and implementation
5. A. To adjust to changing customer needs and modify strategic sales program
6. E. The sales force is the revenue generator for most businesses, and selling
drives the economy
7. B. Provide constructive feedback and encourage
8. B. Collecting and disseminating market information
9. C. Sell to a channel intermediary
10. A. Salary and commissions

1. D
2. C
3. D
4. C
5. C
6. D
7. A
8. D
9. D
10. A
11. D
12. B
13. B
14. A
15. A
16. C
17. B
18. D
19. C
20. D

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