Sales Management Exam 3 (Part 2) Study Guide PDF 2026 – Questions, Answers & Detailed Exam Preparation

Sales Management Exam 3 (Part 2)
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Sales Management Exam 3
(Part 2) CM Study Guide
PDF – Questions, Answers,
and Detailed Explanations
for Business and Marketing
Students


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Sales Management Exam 3 (Part 2) CM
Study online at https://quizlet.com/_4ruro6

1. Salesforce Audit -A primarily qualitative assessment of your salesforce and processes.
-It helps you determine if you have gaps and if you're operating in support of your
strategy.
-It also helps you identify opportunities for improvement. (Increased productivity
which leads to sales and profits)
-Typically conducted annually
-Should be conducted by someone outside the salesforce
-Addresses 4 primary areas:
• Sales Organization Environment
• Sales Organization Planning
• Sales Management Evaluation
• Sales Management Functions

2. Components of a Sales Organization Environment
typical salesforce External factors (markets, competition, technology, political, etc.)
audit Internal factors (org structure, sales/mktg linkages, other links)

Sales Organization Planning
Strategic plan, objectives, implementation

Sales Management Evaluation
Capability of sales managers
Ensure appropriate training and processes in place

Sales Management Functions
Evaluate all activities performed by management
Ex. Recruiting, training, supervision, forecasting, quota establishment, etc.

3. How to conduct a -Review documented procedures
salesforce audit -Interview staff at all levels within the sales department
-Benchmark industry best practices

4.

Sales Management Exam 3 (Part 2) CM Sales Management Exam 3 (Part 2) CM Sales Management Exam 3 (Part 2) CM.pdf