D099 Sales Management - Set 3 - Part 1

Test your knowledge of technical writing concepts with these practice questions. Each question includes detailed explanations to help you understand the correct answers.

Question 1: What is “Value Proposition” in sales?

A statement that highlights the cost of a product

An innovation, service, or feature intended to make a company or product attractive to customers

A forecast of future customer behavior

A metric used to measure the effectiveness of sales techniques

Question 2: Which type of analytics involves the analysis of past data to predict future outcomes?

Descriptive analytics

Diagnostic analytics

Predictive analytics

Prescriptive analytics

Question 3: What does “Return on Customer Investment” (ROCI) measure?

The total sales generated by each customer

The value a business creates per customer

The lifetime value of a customer

The profit generated by customer referrals

Question 4: In sales, what is the purpose of a “Customer Relationship Management” (CRM) system?

To monitor sales quotas and targets

To track customer interactions and manage relationships

To forecast future sales based on historical data

To automate marketing campaigns

Question 5: What is the main focus of “Consultative Selling”?

Building a long-term customer relationship based on understanding customer needs

Offering a discount to close a sale quickly

Focusing on short-term sales goals

Using the lowest price as the key selling point

Question 6: What type of sales technique focuses on social styles to customize an approach?

Transactional selling

Consultative selling

Adaptive selling

Relationship selling

Question 7: What does the acronym AIDA stand for in marketing and sales?

Attention, Interest, Desire, Action

Awareness, Information, Decision, Approval

Advertising, Involvement, Decision, Acceptance

Activity, Interaction, Determination, Achievement

Question 8: Which type of customer is focused on the “why” in social styles?

Drivers

Expressives

Amiables

Analyticals

Question 9: Which of the following best describes “Transactional Selling”?

A focus on building long-term customer relationships

Achieving short-term sales without a long-term commitment

Developing tailored solutions based on customer needs

Focusing on the lifetime value of the customer

Question 10: What does the “Six-Step Buying Process” highlight?

The end of the relationship between buyer and seller after the sale

The potential for repeat purchases and extended relationships between buyer and seller

The finality of a single transaction

The role of price in closing a sale

Question 11: What is the primary purpose of “Prospecting” in sales?

To build long-term customer loyalty

To identify potential customers

To close deals quickly

To negotiate better pricing with suppliers

Question 12: What does the “Law of Psychological Reciprocity” suggest in sales?

Customers are more likely to return a favor if a salesperson does something nice for them

Salespeople should always match the price of competitors

Building trust is unnecessary when closing quick sales

Customers will always respond positively to promotional offers

Question 13: In a social style matrix, which type of customer prefers to know “how”?

Amiables

Expressives

Analyticals

Drivers

Question 14: What is the primary focus of “Relationship Selling”?

Achieving short-term sales goals

Focusing on the price and product details

Building long-term relationships through trust and interaction

Closing sales quickly with minimal customer interaction

Question 15: What type of selling involves a salesperson acting as a trusted advisor?

Transactional selling

Consultative selling

Relationship selling

Adaptive selling

Question 16: What is a “Strategic Business Unit” (SBU)?

A profit center focused on product offerings and market segments

A department that handles all company finances

A unit that provides technical support for all product lines

A small, temporary project team within a larger company

Question 17: Which of the following is the main limitation of the AIDA model?

It assumes customers are passive, and marketers are active

It ignores customer needs and focuses only on sales

It emphasizes product details over customer satisfaction

It overlooks the importance of promotional techniques

Question 18: Which of the following is an example of “Adaptive Selling”?

Sticking to the same sales script for every customer

Customizing a sales approach based on the customer’s personality and behavior

Offering a discount to every potential buyer

Focusing on closing deals quickly regardless of customer interaction

Question 19: What type of social style is characterized by high responsiveness and high assertiveness?

Drivers

Amiables

Expressives

Analyticals

Question 20: What is the primary goal of a “Sales Quota”?

To set arbitrary sales goals for a sales team

To provide benchmarks for sales performance and targets

To limit the number of products a salesperson can sell

To establish minimum revenue requirements for customers

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