St. Camillus College of Manaoag, Inc.

Sales Management
Midterm Exam
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.
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.
3. It is a series of active and episodic exchanges between the participants.
4. It involves the supplying of goods and services to businesses, intermediaries, government and public
bodies for consumption, use or resale.
5. It occurs when customers tend to indulge in brand switching.
6. Occurs because some purchase decisions trigger feelings of dissatisfaction or dissonance afterwards.
7. It is the cultural/political/socio-economic conditions surrounding a trading relationship.
8. It is formed from the expectations, balance of power, collaboration and cooperation in the relationship, a
product of the exchanges between the actors.
9. This type of forecast may cover one year to five years, depending on the nature of the firm.
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.
11. One aspect of sales management and a key determinant of organization, performance and control.
12. It is the process of estimating future sales.
13. This type of forecast is important to understand the general economic trend through a careful study of
five years plans, Gross National Product, Government expenditures, unemployment, customer spending
habits and etc.
14. It is also known as operating forecast, covering a maximum of one year or it may be half-yearly,
quarterly, monthly or even weekly.
15. 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.

II. Enumeration
Six concepts which are desirable in any organization
1.
2.
3.
4.
5.
6.
Participants in a DMU
7
8.
9.
10.
 III. Provide what is being required for each of the following item.
Define the three separate tasks or buyclasses in a buying situation
1.
2.
3.
Discuss the common factors impacting your sales
Internal factors
4.
5.
6.
External factors
7.
8.
9.
10.
11.
12.
13.

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.