AMBO UNIVERSITY WALISO CAMPUS

SCHOOL OF BUSINESS AND ECONOMICS

DEPARTEMENT OF MARKETING MANAGEMEN
Principles of Sales Management Test ONE Time Allowed: 30’
NAME________________________________________ID.NO._______________
Part I. Choose the appropriate answer for the following questions and write your answers
on the answer sheet
1. __________is persuading and winning the buyer’s confidence.
A. Personal selling
B. Salesmanship
C. Sales man
D. Sellers
2. Which one of the following is False concerning Personal Selling and Salesmanship?
A. Personal selling involves processes like interaction of the seller with the buyer to
understand needs and wants of buyer.
B. Salesmanship is the process of persuading a person to buy goods or services.
C. Personal selling is a seller-initiated effort that provides buyers with information and
other benefits.
D. Salesmanship is the art of selling.
3. Many companies expect their sales managers to have a certain level of education; usually
a bachelor’s degree or more. Which criteria of sales manager the statement indicates?
A. Understand What Makes an Effective Salesperson
B. Update Your Credentials
C. Take on More Responsibility
D. Know How to Be a Team Player
4. On your quest to become a sales manager, you need to learn how to treat every day as a
learning experience. It indicates that sales managers should:
A. Understand What Makes an Effective Salesperson
B. Update Your Credentials
C. Take on More Responsibility
D. Accept Constructive Criticism
5. ____ is activities undertaken to attract, develop, and maintain effective sales personnel
within an organization.
A. Planning
B. Organizing
C. Staffing
D. Controlling
6. The effort put forth by an employer to provide the salesperson job-related culcure, skills,
knowledge, and attitudes is:
A. Sales Training
 B. Organizing
C. Staffing
D. Controlling
7. ____ is the ability to influence other people toward the attainment of objectives.
A. Sales Training
B. Leading
C. Staffing
D. Controlling
8. _____establishes a framework of policy within which the sales objectives of a com-
pany or institution may be achieved.
A. Top Level Policy Planning
B. Administration
C. Line and Staff Operational Planning
D. Organization
9. Which one of the following is False about Sales Management Skills
A. Sales managers need to be able to analyze and review sales data and make
actionable decisions based on them to set sales goals.
B. As a sales manager, it is relevant how good your sales record is if you can’t
positively influence your members’ sales performance.
C. As a sales manager, it is not relevant how good your sales record is if you can’t
positively influence your members’ sales performance.
D. ALL
10. What is our business? Who is our customer? What is our goal? Indicates:
A. Defining Corporate Mission
B. Setting Objectives
C. Selecting Appropriate Strategies
D. Environmental Scanning
11. Under corporate planning steps the question “What do we want to achieve?” indicates:
A. Defining Corporate Mission
B. Setting Objectives
C. Selecting Appropriate Strategies
D. Environmental Scanning
12. In order to identify SBU, a business is defined on the basis of consumer-orientation (not
product-orientation) in terms of:
A. Customer needs to be met
B. Group of customers to be served
C. Product or service to fulfill those needs
D. ALL
13. Air Conditioning Company might be to increase the market share of the company. For
this, it will have to penetrate a new geographic market. Which sales planning process the
company going to implement?
 A. Determine the actions necessary
B. Setting Sales Process objectives
C. Organize your actions
D. Implement the Plan
14. The air conditioning company needs to penetrate a new geographic territory to increase
market share. Thus it needs Sales as well as service operation backup in this territory.
Under which sales planning process this activity should be done?
A. Determine the actions necessary
B. Setting Sales Process objectives
C. Organize your actions
D. Implement the Plan