Midterm Examination- Sales Management

Name Joe Bryan E. Bellen

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.

1, Planning, organizing, staffing, and controlling the operation are all important to a successful sales
operation. You can also see how your present efforts effect the performance of your business through
sales analysis and reporting. 2, Sales managers' primary responsibilities include planning, budgeting,
and organizing a program to attain goals. The deployment, organization, and motivation of the sales
force are all based on a variety of "how to" ideas. 3, An ideal manager is a manager that is worthy,
hardworking, multitasking, easy to adapt and good about decision making. There are many attributes
of being an ideal manager like having a passion, integrity, positive Attitude, coaching, Leadership,
availability, motivation, continuous to learn and Listening and communication. 4, Compensation and
Incentive plans are Important because it allow companies to improve productivity, reduce employee
retention, and lower production costs. It builds engagement among employees to encourage
teamwork, boost morale and motivation. Both the employees and employers benefited from the
incentive programs. 5, is about the set of strategy intended to aid sales teams in meeting their
intended quotas and aiding the business in achieving its overall sales targets. Sales planning lays out a
strategy to assist you in achieving your objectives while forecasting the level of sales you wish to
attain. 6, It can produce strong salespeople that will continue to deliver ongoing value for your
business. Training empowers your team, provides better support customers, and wins them new
clients. 7, after this lesson we can be well-informed in business decisions, understand customer needs
and behavior, create efficient budgeting, recognize potential opportunities and threats, and develop an
effective marketing strategy. 8, By focusing your marketing efforts on a smaller, easier-to-interact-
with audience, you may improve the quality of your interactions. Your ads will be more effective if
you use targeted marketing because you'll be talking to the correct individuals about the right good or
service. 9, Quotas motivate the sales reps to develop strategies that enable them to perform at the
required goal level. Upon completion of these quotas, it can lead to satisfaction and further
motivation, or frustration and lower motivation, if the goal is not accomplished. 10, Sales budgets are
important tools to help businesses estimate the overall performance and how much revenue it may
make from a certain product. It helps companies forecast sales and maximize the utilization of their
resources.11, By teaching employees how to interact with customers and address their needs, they can
provide an exceptional customer experience. It can lead to increased customer loyalty and more sales.
12, Sales Territories aids in the organization and management of sales operations. A well-planned
sales region aids in boosting sales volume, expanding market reach, and improving customer service.
The salesman is in charge of initiating events once the sales territory has been assigned to him. 13, It
gives you a clear picture of your company's position at every stage of the sales process, and allows
you to make business decisions more easily from a data-driven perspective.
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 Happyness by Will Smith and answer the
following questions:
2.1 What did you learned from the movie?

If you have a goal in life, work harder than anyone else to make it a reality and achieve the
dream you want. This is true if your goal is to be in the top 1% of the population.

2.2 What are the advantages and disadvantages in engaging in sales management activities based
on the movie?
In order to succeed, you must choose between failure and success in sales management.
when things don't go as planned, you can catch yourself making mistakes and learn from
them. It's necessary to be willing to try again if you fail.

Note: Upon submission, use the same file with edited filename, follow the format given:
Surname_Firstname_MidtermExam_Date of Submission