SELECT BUSINESS AND TECHNOLOGY COLLEGE

DEPARTMENTS OF MARKETING MANAGEMENT

Sales management individual assignment

TERM 7TH

NAME: WUBALEM TAREKEGN SHEWAREGA

ID NO 6197/12
Part I. True or False

Write “True” if the statement is correct and “False” if it is incorrect on the space provided.

1. Sales presentation is a process in which the salesman tries to attract the attention and
interest of the potential customers towards the product.

Answer: - True

2. The purpose of competitive salesmanship is to overcome the existing competition and

enhance the sales volume of the company.

Answer:- True

3. Job specification focuses on the job, whereas job description focuses on the person.

Answer: - False

4. Evaluation is necessary to determine the value of the training to improve the design of
future programs.

Answer: - True

5. External sources of recruitment promote loyalty among employees.

Answer: - False

6. The most fundamental duty of a sales manager is to promote sales, contribute to the profit
of the company and to provide satisfaction to the consumers.

Answer: - True

7. Knowledge of company’s product can be considered as qualitative factor in sales force

performance measure.

Answer: - True

8. Memorized presentation method is the most challenging and creative form of selling.

Answer:- False

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 9. Sales promotion and advertising activities are of prime importance in assisting the efforts
of the sales force.

Answer:-True

10. Salesperson performance is not controlled by management but ultimately by the

employees themselves.

Answer:- False

Part II. Multiple choices

Choose the correct answer among the given alternatives and write the letter of your choices
on the space provided.

1. Which of the following is the economic importance of salesmanship?

A. Increase employment
B. Increase production
C. Impact on consumers
D. Providing higher standard of living
Answer:-B

2. The mental awareness and presence of mind that is essential for working in different
situations and the ability to avoid disappointment and satisfaction is------------

A. Leadership quality
B. Personal magnetism
C. Ability to inspire
D. Fact
Answer:- A

3. Which of the following is part of external sources of recruitment?

A. Transfer
B. Job posting
C. Job rotation

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 D. Employee’s referrals
Answer: - D

4. The process of acquiring of skills, concepts, roles or attitudes to improve one’s

performance is ------------------
A. Training
B. Selection
C. Specification
D. Staffing
Answer: - A

5. Which type of sales presentation method is more flexible and customized?

A. The memorized sales presentation
B. The formula presentation
C. The problem -solution presentation
D. The need- satisfaction presentation
Answer: - C

6. The objective of a company’s compensation plan is --------------

A. To be economical yet competitive
B. To involve in decision making
C. To control sales people’s activities
D. To ensure proper treatment of customers
Answer: - C

7. The process of determining and communicating to an employee how he/she is performing

the job refers to ------------
A. Performance appraisal
B. Job performance
C. Performance
D. Standard of performance
Answer: - A

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 8. Which sales manager function, is mainly concerned with setting up an administrative
structure through which works or activities are defined, subdivided and coordinated to
accomplish organizational goals?
A. Planning the sales force
B. Organizing the sales force
C. Staffing the sales force
D. Directing the sales force
Answer:- A

9. Which of the following statement is correct regarding sales presentation?

A. It is a persuasive vocal and visual explanation of proposition
B. It asks the prospect to buy directly
C. It is a continuation of the approach steps of selling
D. It involves persuading the customer with good manner
Answer:- A

10. The process of reaching out and attempting to attract potential candidates who are
capable of and interested in filling available positions of an organization refers to -------

A. Training

B. Selection

C. Recruitment

D. Promotion

Answer: - C

11. Training can be given by all of the following parties, except------------

A. Line executive
B. Outside specialists
C. Customers
D. Staff personnel
Answer:- C

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 12. Which of the following is different from the others regarding off- the- job training?
A. Conference method
B. Discussion
C. Audio cassettes
D. Staff personnel
Answer: - D

13. The first step in setting up sales organization is -----------

A. Grouping activities into positions
B. Defining the objectives
C. Provision for coordination and control
D. Declining the necessary activity
Answer: - B

14. Which of the following method may not help the sales person to get the chance to
interview the prospect?
A. Personal call without introduction
B. Sending the business card
C. Appointment over telephone
D. Selecting from competitors
Answer: - B

15. Which kind of salesmanship prepares the prospective buyer to buy a particular product?
A. Creative salesmanship
B. Competitive salesmanship
C. Primary salesmanship
D. Professional salesmanship
Answer:- B

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Part III. Short answer

Give short and precise answer to the following questions given below on the space
provided.

1. What are the three major objective of approach

 to build rapport with the customer

 to Capture the prospect's full attention

 change the customers behavior

2. Explain the difference between transferring and promotion

Promotions

 Promotion means shifting of an employee from a lower post to a higher post.

 It leads to increase in status, responsibility and remuneration.

 It involves a vertical movement of an employee.

 Promotion may be on the basis of merit or seniority of employees to fill a higher post

Transfers

 Transfer means shifting of an employee from one place to another.

 There is no change in rank, responsibility and remuneration.

 It involves the horizontal movement of the employee.

 A transfer may be for shifting surplus staff from one factory, branch or office of the
organization to fill the job vacancies in another factory, branch or office.

3. List the possible causes of closing failures

 Poor cash flow management.

 Losing control of the finances.
 Bad planning and a lack of strategy.
 Weak leadership.
 Overdependence on a few big customers

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4. What are the techniques of motivation

 Goal setting
 Reinforcement
 Reward
 Job rotation
 Financial incentives
 Job Enrichment

5. List down the types of sales job

 Sales development representative (SDR)

 Inside sales representative.

 Outside sales representative.

 Account manager.

 Sales manager.

 Customer success manager (CSM)

6. What ate the common reason for purchasing goods and services for international sources?

 Improvement in Quality:

 Cost and price benefits:

 Government pressures

 Access to product and process technology

 International purchasing allows businesses to buy goods and service at a lower unit price

 Businesses that utilize international purchasing and global sourcing always gain access to
world-class technologies that do not exist in their domestic markets

 Increased revenue and cash flow opportunities, to currency exchange benefits.

7. Write down the essential activities to be carried out in trade transaction

These activities involve:-

 Collecting
 presenting,

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 Communicating, and processing the data required for the movement of goods.
They require cooperation between many actors, including exporters/traders, government
agencies and service providers from different countries.

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