Jan 25_MKT 1202 Strategic Brand Management (C5)

What is the primary function of sales management?

• To manage marketing strategies

• To generate revenue for the company

• To conduct market research

• To oversee customer service

Which of the following is NOT a key role of a modern sales manager?

• Stays updated on market changes

• Conducts financial audits

• Manages multiple sales channels

• Leads and supports sales teams

What is a sales programme?

• A structured set of repeatable activities that drive new business

• A one-time marketing event

• A training session for new employees

• A financial report on sales performance

Which type of sales organization is characterized by all managers having line authority?

• Functional organization

• Line organization

• Horizontal organization

• Line and staff organization

What is the importance of Customer Interaction Management (CIM)?

• It focuses solely on financial reporting

• It eliminates the need for marketing

• It improves brand loyalty and customer experience

• It reduces the number of salespeople needed

Which of the following is a benefit of using customer interaction management software?

• Reduces the need for sales training

• Improves customer experience

• Limits customer communication

• Increases product prices

What is the first step in designing a sales programme?

• Establish company-wide program performance goals

• Identify the Sale Programme Leader

• Generate genuine leads

• Track and govern progress

What is a key emerging trend in sales management?

• Decreased use of technology

• Reduction in customer relationship management

• Global perspective and team selling approach

• Increased focus on individual salespeople

What is the purpose of specialization within a sales organization?

• To limit the types of products sold

• To reduce costs associated with sales

• To enhance the effectiveness of the salesforce

• To increase the number of salespeople

What is the primary benefit of having a well-defined sales strategy?

• Increased employee turnover

• Higher product prices

• Improved alignment of sales efforts with business goals

• Reduced need for customer feedback