Chapter-1 Sales Management

A professional setting showcasing a diverse sales team in a dynamic discussion about strategies with charts and sales reports in the background.

Mastering Sales Management Quiz

Test your knowledge of sales management concepts and practices with our engaging quiz. This quiz is designed to challenge your understanding of key sales strategies, customer relationship management, and effective sales leadership.

Assess your skills in sales performance evaluation.
Learn about shifts in the customer marketplace.
Explore relationship selling approaches and their impact on revenue.

11 Questions3 MinutesCreated by LeadingSales42

Key sales management activities include:

Guiding new product testing

Reviewing sales performance from a previous period, identifying variances, and taking action based on variances

Preparing marketing budgets and allocating budget to service teams

Determining the overall vision for the company

Establishing the promotional mix for the organization

Establishing the company channel affiliate relationships

Which of the following shifts in the customer marketplace has implications for sales management?

This element is part of the model for Sales Force Management

Developing a channel management program

Reviewing and evaluating sales performance

Conducting product P&L analysis

Media buying

Conducting inventory audits

Establishing competitive positioning for sales

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:

Look for a reason to fire the salesperson

Establish the sales manager as the account lead

Use joint sales calls as a training and coaching tool

Observe how the salesperson manages expense account

Ensure that the salesperson is dressing appropriately

Use as a role play opportunity

The major shifts in the customer marketplace that have implications for sales management include:

Longer product and service cycles

Decrease in competitor alliances

Reduction in co-branding between companies

Less focus on automating supply chain

Lack of integration of marketing communication programs

Shorter product and service cycles

Relationship selling approaches include:

Creating a win/lose situation with customer

A focus on consultative selling

A focus on product selling

Reducing price of product to build relationship

Taking the customer to dinner often and giving them gifts

Bringing in external consultants to build customer relationships

A great sales leader will

Place themselves above the team

Provide constructive feedback and encourage

Never mentor for fear of providing bad advice

Communicate exclusively by email to ensure message is clear

Refrain from celebrating with the team

Let salespeople deal with internal organizational issues on their own

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

Selling costs are very high

Salespeople need to be kept in line

Salespeople are usually de-motivated

Salespeople have little impact on growing revenue

Salespeople often are unethical

The sales force is the revenue generator for most businesses, and selling drives the Canadian economy

Which approach will help develop a strong trust between a sales manager and sales team?

Watch everything your sales people do

Remain in the background; don't be visible to your team

Motivate your salespeople by telling them about the key company policies

Constantly recognize salespeople's accomplishments and motivate them with rewards

Don't treat salespeople as individuals

Give salespeople the latitude to teach themselves and learn from their mistakes

What is the best reason a sales manager is constantly focused on reviewing and evaluating sales performance?

To adjust to changing customer needs and modify strategic sales program

To adapt to pricing changes

To validate budget expenditures

To complete sales performance reviews

To determine how many calls a sales person makes

To change the placement of company advertising

The most important competency a sales manager must possess is

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Chapter-1 Sales Management

Mastering Sales Management Quiz

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