Question 1

Which of the following is an element of the sales mix?

Accepted Answer

a) Pricing strategy

Question 2

The process of identifying and evaluating potential customers is called:

Accepted Answer

b) Prospecting

Question 3

Which of the following is a characteristic of a good salesperson?

Accepted Answer

c) High levels of empathy and understanding

Question 4

Which of the following is an example of a sales promotion technique?

Accepted Answer

b) Offering discounts for a limited time

Question 5

In personal selling, the approach stage involves:

Accepted Answer

b) Making the first contact with the customer

Question 6

Which of the following is a sales quota measurement?

Accepted Answer

a) Sales volume

Question 7

What is the primary objective of the closing stage in the personal selling process?

Accepted Answer

c) Securing a commitment or order

Question 8

What is the term for a salesperson who focuses on maintaining and growing relationships with existing customers?

Accepted Answer

b) Account manager

Question 9

In sales, what does the term value proposition refer to?

Accepted Answer

b) The unique benefits and value a product or service offers to the customer

Question 10

What is a sales funnel?

Accepted Answer

b) A visual representation of the sales process and the number of potential customers at each stage

Question 11

What is the primary purpose of a sales plan?

Accepted Answer

c) To guide the sales teams activities and objectives

Question 12

The AIDA model stands for:

Accepted Answer

c) Awareness, Interest, Desire, Action

Question 13

What is the purpose of the follow-up stage in personal selling?

Accepted Answer

c) To ensure customer satisfaction and future business

Question 14

Sales compensation plans typically include a combination of:

Accepted Answer

a) Fixed salary and variable commission

Question 15

Which of the following is a key component of effective sales training?

Accepted Answer

b) Continuous learning and skill development

Question 16

The term CRM in sales management stands for:

Accepted Answer

a) Customer Relationship Management

Question 17

The psychological pricing strategy involves:

Accepted Answer

c) Pricing products to create a specific psychological impact on customers

Question 18

Which of the following is NOT a common type of sales promotion technique?

Accepted Answer

d) Sales territory design

Question 19

What is a sales lead?

Accepted Answer

a) A potential customer who has expressed interest in a product or service

Question 20

What is the purpose of a sales presentation?

Accepted Answer

d) To provide information and persuade the customer

Sales management — Question Paper