Subject: Sales Management

11. Which of these characteristics are regarded as most important by both the sales managers and the sales team?

Select one:

a. Recognizes and rewards good performance, requires first-hand experience in sales

b. Good listener and talker, work effectively and develop good relationship

c. Have deep knowledge of company product, not strict with rules and regulation

d. Flexible, empowers people to do their jobs to the best of their abilities

12.Stages in the buying process begins from

Select one:

a. Unawareness - awareness - comprehension - conviction - purchase.

b. Attention - interest - desire - action.

c. Needs - wants - desire - action - feedback.

d. Problem recognition - evaluation of alternatives - purchase - post-purchase dissonance.

13. An understanding of consumer and organizational buyer behavior can only be developed by answering these questions:

Select one:

a. Who is important in the buying decision, how do they buy, what are their choice criteria, where and when do they buy.

b. Who is deciding on the need, how can profits be obtained, what are their utility levels, where and when they will derive satisfaction.

c. Who is actually using the product, how do they use it, what are the features most used, where and when will they use it.

d. None of these are the right questions.

14.The selling function can be basically divided into:

Select one:

a. Two: order takers and order getters

b. Four: order takers, order getters, order creators and sales support

c. Three: order takers, order getters and order creators

d. Five: order takers, order getters, order creators, front-line sales and sales support

15. Cultural factors include the following aspects:

Select one:

a. Organisation structure, hierarchy of authority, politics and materialism.

b. Aesthetics, Ethics, regulation and legal requirements.

c. Religion, Norms, education, social organization.

d. Economic activities, monetary exchange, consumption behavior.

16. The effects of culture on sales can be seen in the following situations except:

Select one:

a. Elderly Muslim men preferring Attar(Arabic perfume oil) over Calvin Klein's perfume (alcohol based).

b. Sale and purchase agreement followed by gift exchanges between two Asian business representatives.

c. Warranty for TV does not cover damages caused by improper handling.

d. All of the above are effects of culture.

17. Consumers are increasingly reluctant to enter into buyer-seller negotiations,

Select one:

a. This is because sellers are so skilled in negotiating that consumers tend to feel they are always on the losing side.

b. This caused sellers to use high pressure sales tactics to push or force the consumer purchase decisions.

c. This caused consumers to choose sellers that offer fixed discounted prices all the time.

d. This is because customers always believe that satisfaction will only be achieved if they buy according to what they can afford.

18. Sales strategies are affected by the life cycle of the product in the following terms except:

Select one:

a. The sales force may need to rely on competitive pricing and offers to lessen the effect of decline in PLC.

b. The sales force may need to continuously modify product features throughout the PLC

c. The sales force will have to deal with proper allocation of products in the growth stage of the PLC

d. The sales force may need to emphasize on prospecting during the introductory stage of the PLC.

19. A receipt for goods received on board a ship that is signed by the shipper (or agent) and states the terms on which the goods were delivered to and received by the ship is commonly termed as:

Select one:

a. Generally accepted terms of trade

b. Bills of Lading

c. Trade descriptors

d. Ex Works

20. Brand personality creates appeals to customers who value these traits:

Select one:

a. status, ego, recognition, power, unique

b. value for money, long life-cycle, multiple uses, renewable

c. excitement, ruggedness, sophistication, sincerity

d. sincerity, excitement, competence, sophistication, economy