D099 Sales Management | QUESTIONS AND ANSWERS |
LATEST UPDATE
The sales team of a reputable appliance retailer reaches They are creating a customer base by building a relationship with their customers.
out to their current customers two weeks after a purchase
3 multiple choice options
to ensure their products have met their customers'
expectations and to determine if they have any other
needs or wants.
How do the actions of the appliance retailer exemplify
the primary role of sales in a business?
,A national restaurant chain is having financial trouble and Business intelligence (BI)
wants to cut costs by eliminating underperforming
3 multiple choice options
restaurants. Store managers were tasked with reviewing
their sales reports from the last quarter to help the
executive team make an informed decision about which
restaurants to close.
What should the executive team use in the decision-
making process?
What is the relationship between sales and marketing? Marketing attracts prospective customers to the business while sales attempt to
convert these prospects into paying customers.
How does personal selling offer an advantage over other Personal selling provides a detailed sales message that is adapted to the
forms of promotion? interests of each customer.
What is the main limitation of the AIDA model? The model assumes consumers are passive and marketers are active during
most of the buying process.
, What is transactional selling? A sales strategy that initially identifies potential customers, offers the product, and
attempts to quickly close the deal
What is adaptive selling? A sales approach that focuses on tailoring the selling style to the customer's
behavior
What is customer lifetime value (CLV)? The present value of all potential business from the same customer throughout
the span of that customer's relationship with the company
What is an intermediary? People or businesses that connect buyers and sellers together as a conduit for
goods or services in the supply chain
A food distributor is analyzing data from their CRM to Active accounts
understand the status of their accounts. They are
specifically looking for those customers who consistently
make purchases with the company so they can offer
promotional items to retain those clients.
Which type of accounts is the food distributor specifically
trying to identify?
What is the purpose of key account management (KAM)? To focus efforts on building and sustaining long-term, jointly beneficial
relationships with major accounts
A sales manager for a major packaging distributor works Business development
with the sales team to generate company growth and
increase revenue by looking for opportunities with current
clients and seeking out potential clients.
Which type of activity is this sales manager performing?
A global cell phone producer sets a target to sell one Sales quota
million new phone models by the end of the second
quarter. They send this figure to regional sales managers
who in turn guide the sales teams in meeting this target.
What is this target set by the company called?
What is the difference between power skills and hard Power skills are personal attributes that help people effectively interact with
skills? others. Hard skills are abilities that are easily measurable.
LATEST UPDATE
The sales team of a reputable appliance retailer reaches They are creating a customer base by building a relationship with their customers.
out to their current customers two weeks after a purchase
3 multiple choice options
to ensure their products have met their customers'
expectations and to determine if they have any other
needs or wants.
How do the actions of the appliance retailer exemplify
the primary role of sales in a business?
,A national restaurant chain is having financial trouble and Business intelligence (BI)
wants to cut costs by eliminating underperforming
3 multiple choice options
restaurants. Store managers were tasked with reviewing
their sales reports from the last quarter to help the
executive team make an informed decision about which
restaurants to close.
What should the executive team use in the decision-
making process?
What is the relationship between sales and marketing? Marketing attracts prospective customers to the business while sales attempt to
convert these prospects into paying customers.
How does personal selling offer an advantage over other Personal selling provides a detailed sales message that is adapted to the
forms of promotion? interests of each customer.
What is the main limitation of the AIDA model? The model assumes consumers are passive and marketers are active during
most of the buying process.
, What is transactional selling? A sales strategy that initially identifies potential customers, offers the product, and
attempts to quickly close the deal
What is adaptive selling? A sales approach that focuses on tailoring the selling style to the customer's
behavior
What is customer lifetime value (CLV)? The present value of all potential business from the same customer throughout
the span of that customer's relationship with the company
What is an intermediary? People or businesses that connect buyers and sellers together as a conduit for
goods or services in the supply chain
A food distributor is analyzing data from their CRM to Active accounts
understand the status of their accounts. They are
specifically looking for those customers who consistently
make purchases with the company so they can offer
promotional items to retain those clients.
Which type of accounts is the food distributor specifically
trying to identify?
What is the purpose of key account management (KAM)? To focus efforts on building and sustaining long-term, jointly beneficial
relationships with major accounts
A sales manager for a major packaging distributor works Business development
with the sales team to generate company growth and
increase revenue by looking for opportunities with current
clients and seeking out potential clients.
Which type of activity is this sales manager performing?
A global cell phone producer sets a target to sell one Sales quota
million new phone models by the end of the second
quarter. They send this figure to regional sales managers
who in turn guide the sales teams in meeting this target.
What is this target set by the company called?
What is the difference between power skills and hard Power skills are personal attributes that help people effectively interact with
skills? others. Hard skills are abilities that are easily measurable.
