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
Rubrics
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 Very Good
be well-informed Good understand customer
in business decisions, Fairneeds and behavior, createPoor
Used own
efficient words,recognize
budgeting, Used own opportunities
potential words, andGather
threats,words from an effective
and develop Gather words from
marketing
composed
strategy. a minimum
8, By focusing yourcomposed
marketingaefforts
minimum the lecture
on a smaller, or other
easier-to-interact-withtheaudience,
lecture or
youother
may
of 300 words and a
improve the quality of your of 300 words and a
interactions. Your ads will resources, composed resources, composed
be more effective if you use targeted marketing
because
maximum you'llofbe500
talking to the correct individuals
maximum of 500 aboutof the300-500
right good or service. of
words 9, more
Quotas motivate
than 500
the sales (inside
words reps to develop
the strategies
wordsthat enable
(inside thethem
box),to perform
(insideatthethebox),
required goalwords
level. and
Uponless than
completion
box), and of these quotas, itand
mentioned canmentioned
lead to satisfaction andmentioning
further motivation, or frustration
300 words and(inside
lower the
motivation,
significant if the goal is not accomplished.
significant 10, Sales budgets are
significant important tools to help businesses
box) that mentioned
estimate the overall performance and how much revenue it may make from a certain product. It helps
contribution or contribution or contributions or the significant
companies forecast sales and maximize the utilization of their resources.11, By teaching employees
usefulness of all usefulness of a chosen usefulness of
how to interact with customers and address their needs, they can provide an exceptional each contribution
customer or
lesson forItthe
experience. lesson customer
can lead to increased for the loyalty andlesson for the
more sales. usefulness
12, Sales Territories aids of
in athe
preparation of the preparation of the sales preparation of the
organization and management of sales operations. A well-planned sales region aids in boosting sales chosen lesson for the
sales management
volume, expanding market reach, management activities.
and improving customer sales management
service. The salesman ispreparation
in charge ofof the
activities.
initiating Submitted
events once the sales Submitted on the
territory has been assigned activities.
to him. 13,Submitted
It gives yousales
a clearmanagement
picture of
ahead
your of scheduled
company's scheduled
position at every time.
stage of on the
the sales process, and scheduled
allows you to make activities.
business Submitted
decisions
more
time.easily from a data-driven perspective. 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