Sales Management

1. ________refers to the administration of the personal selling a company's product line(s). It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force.

2. three “umbrellas” to manage within the sales process

3. 6000 BC

4. When it started the Product selling ?

5. 1850

6. When it started the seven steps of selling ?

7. 1913

8. When it started the sales methodologies "How to win friends and influence people"

9. 1960 in what sales methodologies

10. When it started the sales methodologies FAB (FUNCTIONS, ADVANTAGES AND BENEFITS) AND USP (UNIQUE SELLING PROPOSITION)

11. 1983

12. When it started strategic selling

13. SPIN SELLING (assumes that buyer understand the products)

14. 2003

15. When it started "Challenger sales" ?

16. 2000 onwards what sales methodologies ?

17. What kind of authority that carries the power to require execution of orders by those lower in the organizational.

18. Is the power to suggest to those holding line authority the method for implementation of an order.

19. ______ enables specialists in particular areas such as technical product service, to enforce their directives within a specific and limited field

20. Importance of Sales Management

21. Motivate, lead, communicate and coordinate. What skills Manager is this ?

22. Training, selling, negotiating, problem solving, and CRM skills. What manager skills is this ?

23. Planning, controlling, organizing and decision making. What Manager skills ?

24. This position is for president or VP operations National sales head. They are assigned in long scales term planning, environment scanning, strategy formulation, control performance.

25. This position is for regional sales head, managed regions and implement strategies.

26. This position is for Branch/area sales manager. Assigned to achieve sales goal, supervising sales force and implement rules.

27. Ways of achieving objectives action plans or activities to be

28. Carried out to implement strategies

29. Statement of intent, quantified to measurable target with right time periods.

30. Objective of sales management

31. Common mistakes in sales

32. Reporting sales management

33. Building the team

34. Defining the sales process

35. _______ is a visual sequence of activities to achieve with each prospect, from the initial lead to the closing of the deal.

36. The basic goal s of national development include growth and maximum employment. When they would mean jobs and revenues for a nations’ workforce.

37. _________salespeople provide very useful contributions through helping in recovery cycles and by assisting to uphold periods of relative prosperity.

38. Salespersons are employees of their respective companies, while customers are at the end users of the company’s products and services.

39. Concerned with sales revenue and with the overall profitability.

40. salespersons are important in ______ providing ________to the company because of their constant and direct contact with their customers. Company finds it difficult to operate without the presence of salesperson’s _________.

41. Many company find it hard proper to promote employees from marketing and sales for upper level managerial positions. The continues emphasis on customer orientation as a basic marketing concept makes it natural for salespeople who have the skill to meet customer’s needs for managerial candidacy.

42. Professional salespeople must know the major issues, limitations and benefits of the product they sell as they compare it to competitors. This serves their customer quiet satisfactory, they can offer helpful advices and right recommendation to save both the clients effort and money.

43. Business should be planned and not be dependable on chance.

44. Encompasses every part of every function of the management process.

45. All sales activities should be regularly checked by the sales managers if they are moving in the right direction or not.

46. Is human resource concept. It aims to connect together people with unique personalities into a resourceful team. In this case, knowledge of human psychology is considered necessary, as a way of understanding behavior patterns.

47. Salesperson conducts research to identify people or company who might be interested in the product before panning a sale.

48. Is preparing for the first contact with a possible customer. Sales person will need to collect and study relevant information such as product descriptions, prices and competitor information

49. The initial face to face interaction of the salesman with his prospective customer.

50. By listening to the needs and wants of the potential customer and demonstrating how the company product can meet those needs and wants.

51. These are hesitations or concerns natural for a customer. Objections can be helpful because it enlightens the salesperson what to focus about in dealing with the prospects objection.

52. If a customer is convinced the product will satisfy his needs, he close by agreeing to terms of the sale finishing up the transaction there are different approaches to closing

53. Is building a long term relationship with the customer for the purpose of repeat sales, retaining customer, and prospecting for new customer.

54. The law that protects the interest of the consumer in the Philippines, promote their general welfare, and establish standards of conduct for business and industry.

55. Food law that aims for a high level of food safety, protection of human life and health in the production and consumption of food. It also aims for the protection of consumer interests through fair practices in the food trade.

56.anticompetitive behavior that is criminal in nature.

57. Known as the _________ which allows the collection of damages arising from unfair competition in agricultural, commercial, or industrial enterprises or in labor. It also allows the collection of damages arising from abuse in the exercise of rights and in the performance of duties.

58. Identifies illegal acts of price manipulation such as hoarding, profiteering, and cartels.

59. Designates the DOJ as the competition Authority. This EO has completely given the DOJ full jurisdiction over matters referring to competition and fair trade practices among corporations operating in the country.

60. It never goes without saying that character is the combination of beliefs, tendencies and actions that one takes in define trait of a salesperson or business person, for that matter.

61. The most successful salespeople know how to engage their customers in a way that helps the customers identify for themselves the way the product or service offered can deliver value.

62. Contrary to the belief, speaking is not the most important aspect of selling, _________is, because salespeople are communicators, not manipulators.

63.__________ are the fundamental basis forming a connection. _______ builds relationship

64. To solve a problem, Salesperson should take time and formulate the right question as soon as he had identified the right question.

65. Salesperson must not only have the product knowledge and understand the buying process. They must also learn new skills that will make them more effective and efficient as salespeople.

66. A person cannot be successful if he does not set goals.

67. It is important to remember that a salesperson will the word no more frequently than yes.

68. No one would know until one tries, this statement is true in sales.

69. Successful salespeople must not be afraid to ask for a customer’s order, he will be surprise at how often it happens.

70. Most sales positions require independence, self – motivation and discipline. Although these traits may seem contradictory, Actually these are complementary.

71. Along with independence come along with flexibility, just as a salesperson is able to set his own schedule, he has to be flexible to his customers needs. Most salesperson are not eight to five jobs.

72. __________ is the element that sets him apart from other salespeople and makes his prospects and customers believes in him and his product or service.

73.__________ is the overall direction of the company, defined by senior management that takes into consideration an assessment of the existing capabilities the company and external opportunities and threats. It matches with the immediate future fiscal period or it could be developed with longer term view, such a three year plan.

74. Provided by senior management based on their experience and insights related to the business.

75. Describes the product or services the company offers and the research and development efforts required to create them.

76. How the company will target, position, and sell planned products and defines metrics, targets and budgets for all marketing activities.

77. Identify how company will manage operational activities, manufacture its products and provide customer support and warranty.

78. How will the company manage the finances, attain funding and financially sustain its operations. _______ includes forecasts and projections and summarize costs, income and investment.

79. maps human resources capabilities within the company and considers talent management and acquisition needs to sustain growth.

80. ________ gives the company the direction towards strategy development and execution, managers and people in sales must execute their job using this mission as guide.

81. This _________could be a basis for setting up detailed policies for the organization.

82._______is an independent managed division of a large company, It has its own vision, mission and objectives.

83. Must prove that their product is better than competitor. Has a competitor advantage in terms of quality or service.

84. Strategy where a company prices it's products at the lowest possible cost in order to penetrate and/or sustain its leadership status, the appeal of the product is for cost conscious people.

85. As name suggests strategy is applied only for a related segment with specialized needs.

86. is the management of an organization’s resources to achieve its goals and objectives. __________ involves setting objectives, analyzing the competitive environment, analyzing the internal organization, evaluating strategies, and ensuring that management rolls out the strategies across the organization

87. was known as Lean circles. Also called as Hoshin Kanri or Policy Deployment, It is a technique for ensuring that the strategic goals and objectives of an organization drive activities at every level.

88. The Strategy Deployment -was known as _______

89. The Strategy Deployment -was known as Lean circles. Also called as _____

90. The words “hoshin” and “kanri” mean

91. __________convince customers to purchase a product. The ________ uses a personalized approach, to meet the individual needs of the customer, to demonstrate the ways that the product will benefit him

92. . The _________ is given the opportunity to ask questions, and the salesperson addresses any concerns about the product.

93.________ refers to the organization’s fundamental purpose of existing, defining who the organization is, its values, and the customer it wishes to serve.

94. __________ are established to set the tone for the organization and provide the management with a purposely broad set of directions for how it should be develop further business strategy.

95. _________ the code of behavior that guides the organizations operation.

96. ________ self evaluation based on realistic determination of strength and weaknesses.

97. how those outside organization view the particular entity.

98. is an analysis of the organization’s environment and of the organization itself.

99. the firm that has the largest market share and dominates competitor

100. the firm that attempts to confront the market leader

101. _________ is a business that competes in the marketplace by following the market leader rather than attacking it directly.

102. _________ It achieves by following strategy of targeting a narrow segment or segment in a a large market with specialized products and services.

103. Is a marketing strategy which involves dividing an extensive target market into subsets of consumers who have the same common needs and priorities, and then applying strategies to target the consumers.