Sales Management - Unitest Instruments

Welcome to your Sales Management

Name :

Email :

Phone :

Why is sales management important?

Increase knowledge

Increase profitability

Increase productivity

All of the above

What is the function(s) of a sales professional?

Pervasive Function

Continuous Function

Not any

All of the above

Why is good sales management important?

Better Standard of living

Employment Generation

Rewarding and Challenging career

Managing of Data

Motivated of the sales force

All of the above

Which of the following is NOT a benefit of implementing a sales management cycle?

predict sales better based on previous data

set long term goals based on the sales plan

clear view of company's performance

ensure team's cohesiveness

set clear goals

Which of the following is a basic trait of a Sales Person?

Hardworking and good business logic

Trustworthy with high integrity

Good stamina and extremely responsive

Takes high ownership of the company

Great leadership quality

All of the above

Which of the following is the MOST important and effective factor to build a strong sales team?

key performance indicator

very specific end goals

passionate sales people

all of the above

"The most talented salespeople are driven by money". Is this statement true?

Yes

How do you pay your sales team?

(Commission) Pay Per Profit + Base Salary

(Commission) Pay Per Sale (One-Off) + Base Salary

(Commission) Pay Per Sale (Recurring) + Base Salary

All are applicable

Which of the following is/are sales building objectives?

Building up a sales team for them to stay with you

Building up a sales team for them to leave you

Both

10.

Why should I let my sales generals move on and grow?

It is a win-win situation

The longer the sales generals stay with company, overall margin will decrease due to increase in cost of sales

Be realistic - the stronger the sales generals, the more ambitious they become

All of the above

11.

Which of the following is/are benefits of Sales Structuring System?

creates healthy competitive environment

easier to determine which team is performing better

easier to determine which lead generation method works better

easier to determine which closing strategies are working better

managers have higher control of ownership and authority

all of the above

12.

Which of the following is/are a disadvantage of (commission) pay per profit + base salary

tough for service-based companies

almost impossible to calculate down the cost of sale to the sales individuals

when cost of sale is high, distrust can take place

all of the above

13.

Which of the following ways of payout schemes?

Base Payout

Team Overwriting

Team Payout

All of the above

14.

Which of the following is NOT a component of a sales funnel?

Awareness

Interest

Decision

Action

Knowledge

15.

Which of the following is NOT part of the 5 steps of the Sales Funnel?

Initial Content

Qualification

Presentation

Evaluation

Closing

Marketing

16.

Which of the following stage in the Sales Funnel determines when a lead is serious and capable of making a purchase?

Initial Contact

Qualification

Presentation

Evaluation

Closing

17.

Which of the following stage in the Sales Funnel address customers' concerns?

Initial Contact

Qualification

Presentation

Evaluation

Closing

18.

Which of the following stage in the Sales Funnel determines a purchase and signed contract?

Initial Contact

Qualification

Presentation

Evaluation

Closing

19.

Which of the following stage in the Sales Funnel makes the first email, call, meeting or other form of contact with the lead?

Initial Contact

Qualification

Presentation

Evaluation

Closing

20.

Which of the following stage in the Sales Funnel is when you have scheduled a full sales presentation, be it a demo or a written proposal?

Initial Contact

Qualification

Presentation

Evaluation

Closing

21.

How to identify talents?

Leadership Qualities

Commitment

Flexibility and Agility

All of the above

22.

What does the trait 'Flexibility' mean when identifying sales talent?

flexibility in application of business logic

ability to identify constant changes

solve real-time business problems for clients

all of the above

23.

In the method '1-3-6' to cut loss, what does the 1 stand for?

Familiarisation Stage

Pre-Judgement Stage

Judgement Stage

24.

In the method '1-3-6' to cut loss, what does the 3 stand for?

Familiarisation Stage

Pre-Judgement Stage

Judgement Stage

25.

In the method '1-3-6' to cut loss, what does the 6 stand for?

Familiarisation Stage

Pre-Judgement Stage

Judgement Stage

26.

Which of the following are the right channels to communicate your customers to visit your website?

Messaging

Blogging

Social Media

Text

Promoted posts

Paid ads

All of the above

27.

Which of the following is/are components of a successful sales funnel?

establishing niche target audience

setting goals

identifying right channels

applying the right channels

content creation

all of the above

28.

To create content that will fuel your sales funnel will be dependent on 3 dependents which are:

creating the right content

targeted for the right customers

at the right time and stage of the funnel

all of the above

29.

Why is mapping important?

It explains how the customers actually buy and their purchasing history

It shows what type of research you should conduct in every stage of the buying journey

Provides an understanding of the type of content that the audience would like to receive

Gives insight on what content is needed in the stages of every stage of the buying journey

All of the above

30.

What do you want to avoid in Sales Funnelling?

Spamming by inserting links

Losing sight

All of the above

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