Midterm Examination- Sales Management

Name_________________________________________________
Directions: (Essay) Using your own words, synthesize lesson 1-13, indicating their usefulness in
preparing the sales management activities. Encode your answer inside the box below.
The 1st lesson simply introduced what is sales management and its vital parts it defined what is
a sales process and who benefits from a good sales management. Lesson 2 was a rather enjoyable
lesson throughout, It is simple, and direct to the point, this lesson tackled what qualities good
sales manager must possess and what does a good sales manager does, overall the 2nd lesson was
a good outline or guideline for a sales manager for the reason being that it divided vital parts of
what a sales manager’s job all of the aspects was important and all of it was discussed clearly in
the 2nd lesson. The third lesson basically pictures on what qualities you must have to become
the ideal sales manager, just like the second lesson it is precise and direct to the point, this lesson
was useful because for you to become a ideal sales manager you must know yourself what it is
needed to become one, the lesson was brief and direct to the point. The 4th lesson tackled what
is the connection of incentive and commission plan, in this lesson discussed the pros and cons
of both of this plan. The 5th lesson introduce what is a sales personnel planning and what is the
importance of planning for the sales personnel of a company, the 6th lesson discussed the proper
training of employees and key factors to remember on training, and also the importance of
product knowledge to become a effective salesperson. The 7th lesson tackled the understanding
of market environment, it enlisted some of key factors on how to understand this by defining
what is market environment, its components, and its different kinds. Next lesson discussed the
target market, its definition, different segments and importance the 9th lesson is about quotas,
what its purpose, importance, its different kinds, how to properly determine the right quota and
what is the difference between sales quota and goals. 10th lesson s about sales budget, this lesson
briefly discussed on how to set a budget, the sales budget process and what are the different
factors on influencing sales budget. Lesson 11 is about dealership program, this lesson’s main
subject was the benefits of expanding territories through dealership and how to achieve this. The
next lesson was understanding the process of sales territories, the different stages on how to
establish sales territories and guidelines on how to devise a sales territory plan in this lesson also
enlisted the planning and management of sales territory also the different factors of determining
the size of a sales territory, overall, this lesson was very detailed on guiding what is the definition
and how to devise a good sales territory plan. The last lesson was about sales report, this is the
last part of sales management plan, in this part you can reflect, or you can have a overview on
the result of the sales management plan of a company whether it is effective or what branches
need some changes or improvements.
Rubrics
Very Good Good Fair Poor
Used own words, Used own words, Gather words from Gather words from
composed a minimum composed a minimum the lecture or other the lecture or other
of 300 words and a of 300 words and a resources, composed resources, composed
maximum of 500 maximum of 500 of 300-500 words of more than 500
words (inside the words (inside the box), (inside the box), words and less than
box), and mentioned and mentioned mentioning 300 words (inside the
significant significant significant box) that mentioned
contribution or contribution or contributions or the significant
usefulness of all usefulness of a chosen usefulness of each contribution or
lesson for the lesson for the lesson for the usefulness of a
preparation of the preparation of the sales preparation of the chosen lesson for the
sales management management activities. sales management preparation of the
activities. Submitted Submitted on the activities. Submitted sales management
ahead of scheduled scheduled time. on the scheduled activities. Submitted
time. time. beyond the scheduled
time.

Rating Scales: Very Good= 91-100%, Good= 82-90%, Fair= 75-81%, Poor= 74% below

2. Watch the movie via YouTube entitled: Pursuit of Happiness by Will Smith and answer
the following questions:
2.1 What did you learn from the movie?
Resiliency, if you have a dream, don’t rely on superficial this like luck and destiny, you have to
work harder than anyone around especially if your dream is to be on the top 1% of the
population.

2.2 What are the advantages and disadvantages in engaging in sales management
activities based on the movie?
There are ups and downs in sales management, you are bound to fail to succeed, you have to pick
up on things that you made mistake from, and learn from it, nothing goes as planned and you
have to be prepare to fail and try again.