Marketing management means the planning, direction and control of
personal selling, including recruiting, selecting, equipping, assigning,
routing, supervising, paying and motivating as these tasks apply to
the personal sales force.
Select one:
True
False
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The correct answer is 'False'.
Question 2
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Which of the following is an objective of Sales Management?
Select one:
a. Sales volume/targets
b. Contribution to profit
c.
Continuing growth
d. all of the above
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Your answer is correct.
The correct answer is: all of the above
Question 3
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Where production locations and markets are distanced, physical
distribution becomes all the more crucial.
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True
False
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The correct answer is 'True'.
Question 4
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A company’s marketing team typically consists of two basic groups:
•Field selling (or personal selling) team
•Head quarter marketing plan
Select one:
True
False
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The correct answer is 'True'.
Question 5
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Instead of demanding, controlling, volume-oriented sales manager,
the modern and successful sales manager is a
Answer
rather than a boss to the salespeople.
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The correct answer is: team leader
Question 6
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Which of the following is a sales channel?
Select one:
a. field selling
b. tele marketing
c. inside selling
d. all of the above
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Your answer is correct.
The correct answer is: all of the above
Question 7
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Selling includes a variety of sales jobs, which are different from one
to another.
Select one:
True
False
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The correct answer is 'True'.
Question 8
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Expecting things to improve by themselves is one of the mistakes in
management.
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True
False
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The correct answer is 'False'.
Question 9
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These are skills like planning, organizing, controlling, and decision
making.
Answer:
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The correct answer is: Managerial skills
Question 10
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These are specific task or functions such as training, selling,
negotiating as well as the ability to use computers and problem
solving abilities in the specific industry discipline.
Answer:
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The correct answer is: Technical skills
Question 11
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Buyers and sales people, who do business together, do not have
some type of business (or working) relationships.
Select one:
True
False
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The correct answer is 'False'.
Question 12
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It include the sales manager abilities to motivate, lead, and
communicate and co- ordinate effectively with the people around
him/her.
Answer:
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The correct answer is: People skills
Question 13
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In most medium and large sized organization, there are staff
managerial position, which arranges assistance to help to the line
sales managers and the salespeople.
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True
False
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The correct answer is 'True'.
Question 14
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It is common knowledge that a certain level of storage is in
inescapable in marketing of most products.
Select one:
True
False
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The correct answer is 'True'.
Question 15
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As sales management is a part of marketing management, sales
planning should be integrated with marketing planning.
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True
False
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The correct answer is 'True'.
Question 16
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It is one of the most exciting, financially rewarding and challenging
careers. There is more position available in sales than any other
professional occupations.
Answer:
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The correct answer is: Personal selling
Question 17
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In most companies, the path to a career in sales management starts
from the position of sales manager.
Select one:
True
False
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The correct answer is 'False'.
Question 18
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Transportation helps in balancing demand and supply and in
stabilizing prices.
Select one:
True
False
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The correct answer is 'False'.
Question 19
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Which of the following is not a contribution to personal selling?
Select one:
a. Sales people provide market research and customer feedback
b. Increase in market share
c. Sales generate revenue
d. Sales people provide solutions to problems
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Your answer is correct.
The correct answer is: Increase in market share
Question 20
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Sales staff are guided by the strategic planning at company level and
at the marketing level, when they prepare a sales plan consisting of
sales objectives, sales strategies and tactics.
Select one:
True
False
Feedback
The correct answer is 'False'.
When selling to consumers, there is an emotional component
involved. Individuals are drawn to products because of how they
make them feel.
Select one:
True
False
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The correct answer is 'False'.
Question 2
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I refers to a sales model or a category of selling wherein a business
sells its products or services to another business.
Select one:
a. Personal selling
b. B2B sales
c. B2B marketing
d. Direct selling
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Your answer is correct.
The correct answer is: B2B sales
Question 3
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B2B sales representatives are responsible for the following activities
except for:
Select one:
a. managing sales emails
b. setting meetings
c. making and answering sales calls
d. developing a product or service
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Your answer is correct.
The correct answer is: developing a product or service
Question 4
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B2B marketing success comes from broadcasting a product over
radio or television.
Select one:
True
False
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The correct answer is 'False'.
Question 5
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Many B2B marketers are able to focus on very niche industries which
reflect specialized needs. While this can make marketing a bit more
straightforward, it also requires a high level of knowledge outside of
marketing specialists.
Select one:
True
False
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The correct answer is 'True'.
Question 6
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It is fast becoming the best way to learn more about your prospect or
customer.
Answer:
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The correct answer is: artificial intelligence
Question 7
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While consumers choose products based not only on price but on
popularity, status, and other emotional triggers, B2B buyers make
decisions on profit potential alone.
Select one:
True
False
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The correct answer is 'False'.
Question 8
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These are agreed-upon metrics used in assessing a sales
organization’s performance in different areas such as profitability,
sustainability, efficiency. They are also used to discover trends and to
evaluate the productivity and performance of individual sellers.
Answer:
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The correct answer is: Key Performance Indicators
Question 9
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The B2B sales
Answer
involves several factors, including seller competency, sales process
effectively, product fit, available alternatives, and the buyer’s
purchasing capability and willingness to adopt.
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The correct answer is: approach
Question 10
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The sales funnel often serves as a visualization of a prospect’s
proximity to or likelihood of making a purchase by identifying the
cognitive or emotional phases the prospect undergoes in the buying
process.
Select one:
True
False
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The correct answer is 'True'.
Question 11
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Businesses are usually more concerned with consumers than cost,
value, and revenue potential.
Select one:
True
False
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The correct answer is 'False'.
Question 12
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Common B2B sales KPIs include:
Select one:
a.
Quota attainment rate
b. Average deal size
c. Sales velocity
d. all of the above
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Your answer is correct.
The correct answer is: all of the above
Question 13
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B2B marketing techniques rely on the same basic principles as
consumer marketing, but are executed in a unique way.
Select one:
True
False
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The correct answer is 'True'.
Question 14
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____________________is a complex process that requires a well
designed and executed B2B sales strategy in order to succeed. It
follows a distinct process and uses a wide range of sales techniques
for various buyer personas and selling situations.
Select one:
a. B2B sales
b. B2b marketing
c. none of the above
d. B2B selling
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Your answer is correct.
The correct answer is: B2B selling
Question 15
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B2B marketing involves building valuable relationships to guarantee
lasting customers -- an important goal for any company, whether a
mega retail corporation or a smaller family-owned one.
Select one:
True
False
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The correct answer is 'True'.
Question 16
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____________________is a complex process that requires a well
designed and executed B2B sales strategy in order to succeed. It
follows a distinct process and uses a wide range of sales techniques
for various buyer personas and selling situations.
Select one:
a. B2B selling
b. none of the above
c. B2b marketing
d. B2B sales
Feedback
Your answer is correct.
The correct answer is: B2B selling
Question 17
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B2B marketing is largely employed by companies that make products
that consumers have no practical use for.
Select one:
True
False
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The correct answer is 'True'.
Question 18
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The exact number and names of stages in your sales process will
depend on the following your industry, company, and sales
organization, but the B2B sales process is typically a five- to eight-
stage sales cycle.
Select one:
a. industry
b. company
c. sales organization
d. all of the above
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Your answer is correct.
The correct answer is: all of the above
Question 19
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In contrast to the B2B sales process which focuses on the seller’s
perspective, the B2B sales
Answer
corresponds to the buyer’s journey.
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The correct answer is: funnel
Question 20
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Business-to-business marketing (or B2B marketing, as it is commonly
known) involves the sale of one company’s product or service to
consumer.
Select one:
True
False
Feedback
The correct answer is 'False'.
