sales review_MA

What is NOT part of sales strategy?

• Sales Channel Strategy

• Target Market Selection

• Account Targeting Strategy

• Selling Strategy

What is a TRUE statement to transaction relationship?

• short time-frame

• tailor-made offers

• few customers

• aim is to add value

Choose the sales FUNNEL stage.

• prospecting

• close deal

• negotiation

• intent

The objective for salespeople to become experts in the assigned product categories. It is true to

• market based sales organization

• product based sales organization

• geographical sales organization

• functional sales organization

Qualifying a lead is a stage in sales ....

Which statement is TRUE to indirect sales channels?

• highest margin

• greatest reach

• high customer visibility

• high control over sales

What is NOT part of corporate strategy?

• mission statement

• strategic business unit definition

• strategy execution

• strategic business unit objectives

What is NOT a salesperson's role?

• financial planner

• customer value agent

• change agent

• financial contributor

Why is sales forecasting important for sales managers?

• It helps in understanding competitors' strategies

• It reduces the need for market research

• It increases the number of sales leads

• It determines the optimal size of the sales force

What is NOT true if we collect the requirements of a salesperson from customer point of view?

• understand our business

• be on our side

• recruit the right salesperson

• be personally accountable