St. Camillus College of Manaoag, Inc.

Sales Management
Midterm Quiz
Name:
Date:

I. Identification
1. Occurs when there are few brand differences and the product is of low importance, such as sugar
in the supermarket. HABITUAL BUYING
2. Occurs when a product is purchased rarely, a mistake can be costly, product knowledge is low and
there are significant differences between brands, for example, a car. COMPLEX BUYING
3. It is a series of active and episodic exchanges between the participants. INTERACTION PROCESS
4. It involves the supplying of goods and services to businesses, intermediaries, government and
public bodies for consumption, use or resale. BUSINESS TO BUSINESS MARKETING
5. It occurs when customers tend to indulge in brand switching. VARIETY SEEKING
6. Occurs because some purchase decisions trigger feelings of dissatisfaction or dissonance
afterwards. DISSONANCE REDUCING BEHAVIOR
7. It is the cultural/political/socio-economic conditions surrounding a trading relationship.
ENVIRONMENT
8. It is formed from the expectations, balance of power, collaboration and cooperation in the
relationship, a product of the exchanges between the actors. ATMOSPHERE
9. A method in which a composite figure made up from the total work time available, the allocation
of this time to sales tasks and time spent with each customer or prospect. WORKLOAD METHOD
10. In this method, an estimate is made of sales potential for the company’s products based on
management objectives and a desirable market share. SALES POTENTIAL METHOD

II. Enumeration
Six concepts which are desirable in any organization
1. ORGANIZATIONAL STRUCTURE SHOULD BE MARKETING ORIENTED
2. ORGANIZATIONS MUST BE DESIGNED FOR ACTIVITIES RATHER THAN PEOPLE
3. DELEGATION OF AUTHORITY AND DEFINED RESPONSIBILITY
4. REASONABLE SPAN OF CONTROL
5. ORGANIZATIONS SHOULD BE STABLE AND FLEXIBLE
6.ORGANIZATIONS SHOULD BE BALANCED AND COORDINATED IN THE ACTIVITIES TO BE
PERFORMED

AIDAS
7. A – ATTENTIONS
8. I – INTEREST
9. D –DESIRE
10. A – ACTION
11. S – SATISFACTION

Participants in a DMU
12. USERS
13. INFLUENCERS
14. DECIDERS
15. GATEKEEPERS

III. Provide what is being required for each of the following item.
Define the three separate tasks or buyclasses in a buying situation
1. NEW TASK
2. MODIFIED REBUY
3. STRAIGHT REBUY

Draw at least one organization structure by choosing from New business, New business growth
phase, or Business maturity. You may use the space provided below.

No. of accounts/Sales Volume Length of call and call frequency

Work time Work time
No. of
available per allocated to Large Medium Small
weeks Large accounts Medium accounts Small accounts
week selling activities accounts accounts accounts
60mins per call 30mins per call 10mins per call
1. 40 42 35% 600 6000 6500
every 3 weeks every 3 weeks every 3 weeks
50mins per call 20mins per call 20mins per call
2. 42 46 48% 300 3000 4000
every 3 weeks every 3 weeks every 3 weeks
45mins per call 10mins per call 5mins per call
3. 33 51 25% 1000 500 5000
every 3 weeks every 3 weeks every 3 weeks
55mins per call 25mins per call 15mins per call
4. 38 45 40% 570 2500 3500
every 3 weeks every 3 weeks every 3 weeks
40mins per call 20mins per call 10mins per call
5. 45 52 32% 480 1600 2700
every 3 weeks every 3 weeks every 3 weeks

Given the table above, compute for the number of salespeople required for each item.
1.

2.

3.

4.
5.