Exam 1: Introduction to Selling and Sales Management

Listening skills are one of the top five skills needed to be successful in a solutions selling model according to a recent survey of sales executives.

An advantage of personal selling is not:

Sales management can be defined as the control and implementation of personal contact programs designed to achieve the sales objectives of the firm.

As a result of cutting out the middle man to reduce costs and prices, the number of channels through which consumer products can be sold has decreased in recent years.

In general, the field sales manager's job is limited to sales forecasting and budgeting, training, and motivating sales personnel.

People in the sales department will generally start in the following position:

When recruiting on college campuses, companies are looking to hire good candidates directly into a sales management position.

Which of the following are considered to represent some key customer changes occurring today?

Personal selling has many advantages over the other promotional tools. For instance, personal selling:

The most effective way to close a sale and to get the customer's signature on the order form is generally through:

A typical sales management career path might be hired as a district sales manager, then be promoted to regional sales manager to national sales manager and then to the Vice President of Marketing.

The advantage of advertising and sales promotion over other elements of the promotion mix is that they involve two-way communication.

An important market change affecting manufacturer sales forces is that channel members are becoming more powerful.

Which of the following are likely to be good reasons for wanting to be promoted to sales management?

One change many sales forces are experiencing is that they are spending more time meeting with people inside their own company.

Most sales force automation initiatives have been successful.

The sales force is only responsible for generating revenues.

In general, which is more effective in "closing" the sale?

Soloutions selling means the sales force emphasizes skills such as communicating product benefits, helping customers make purchase decisions, and making the entire process easier and more convenient for the buyer.

Although many sales managers may reach their positions in a firm because of their sales ability, continued success often depends on their administrative talents.