Siblin Training College

Commercial Section Sales management Periodic Test Business Administration BA I

March 27 2012

Question 1

Multiple choice Choose the correct answer ( 10pts)

1. The five functions of sales management are: A. scheduling, organizing, selling, closing, and appraising B. planning, training, selling, closing, and appraising C. forecasting, motivating, selling, evaluating, and appraising D. planning, staffing, training, leading, and controlling E. planning, motivating, selling, evaluating, and revising Answer : D

2.

To sales managers, ___________is the effort put forth by an employer to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. A. staffing B. leading C. training D. organizing E. evaluating Answer : C

3.

4.

5.

When a salesperson becomes a new manager, what kind of changes occur? A. changes in relationships B. changes in goals C. changes in responsibilities D. changes in satisfaction E. all of the above are typical changes The company's mission, visions, values, objectives, strategies, and tactics are often referred to as a/an: A. corporate culture B. tactical statement C. organizational culture D. Gannt chart E. strategic plan Answer : E Which of the following is characteristic of personal selling in contrast to advertising? A. personal selling cannot arouse buying action or complete a sale B. personal selling is a lower cost method of promotion C. personal selling cannot deliver profitable sales D. personal selling can be adjusted on the spot E. personal selling reaches mass audiences very effectively Answer : D

Question 2 1.

True or False Choose the True and Correct the False (10 pts) Sales management is the process of planning, leading, controlling and organizing all activities intended to bring together buyers and sellers for mutually transfer of the benefits of the products.

2. 3. 4. 5. Question 3 1. 2. 3.

Personal selling is a vital part of Product distribution in the marketing mix Productivity focus is related to evaluating the sales volume over a certain period of time and increase in revenue with considering variables like time and price discount. Ethics is a major perquisite for the sales manager in order to have team building skill Sales administration includes preparing budget, salespeople training and customer accounts development. Direct Questions Answer the following question (15pts) Describe the sales management process briefly? Define the Relationship selling and highlight its benefits? Discuss the Global awareness competency?

Question 4

Case Study Analyze and solve the following case study? (35pt) Jackson Hills is a newly hired sales person at Star production company which is specialized in providing cosmetics in UAE. During his first meeting with his sales manager Marc Dan which is 2 years experience in Sales in Star and over 12 years experience in past company Paris Gallery which is specialized in the same industry , Hills was introduced to all the company departments' and he received his job description and training. Hills proved over 4 months he is good at closing the deal