Republic of the Philippines

POLYTECHNIC UNIVERSITY OF THE PHILIPPINES

COLLEGE OF BUSINESS ADMINISTRATION
DEPARTMENT OF MARKETING MANAGEMENT
Sta. Mesa, Manila

Sales Management

1. It is quantitative goal assigned to a sales person.

a. Sales volume quota
b. Activity quota
c. Sales quota
d. Combination quota
e. Net profit quota

2. It comprises a group of customers or a geographical area assigned to a sales person.

a. Sales Territory
b. Sales Group
c. Sales Target
d. Sales Demographic
e. Sales Scope

3. It is the various activities assigned to sales force to

be performed regarding sales.
a. Sales volume quota
b. Expense quota
c. Activity quota
d. Combination quota
e. Net profit quota

4. It is determined to control the sales expenses incurred.

a. Sales volume quota
b. Expense quota
c. Activity quota
d. Combination quota
e. Net profit quota

5. It is the number of products to be sold by an individual sales person.

a. Sales volume quota
b. Expense quota
c. Activity quota
d. Combination quota
e. Net profit quota

6. Is a detailed study of sales volume performance to detect strengths and weaknesses.

a. Sales research
b. Sales plan
c. Sales screening
d. Sales audit
e. Sales analysis

7. It is systematic and comprehensive appraisal of the total selling operations.

a. Sales research
b. Sales plan
c. Sales screening
d. Sales audit
e. Sales analysis

8.Common nomenclature for sales personnel, sales executive, salesman etc.

a. Sales group
b. Sales force
c. Sales handler
d. Sales expert
e. Sales performers

9. A special selling campaign offering incentives in the form of prizes or awards beyond the
compensation plan
a. Sales bonus
b. Sales contest
c. Sales motivation
d. Sales relay
e. Sales rewarding

10. This report provides information for analyzing complaints arising from a salesperson’s work,
complaints by class of customer, and cost of complaint adjustment.
a. Expense Report
b. Report of complaint and/or adjustment
c. Progress or call report
d. Sales work plan
e. New Business report

11. Business discipline which is management of a firm's sales operations and focused on
practical applications of techniques used in sales.
a. Sales Planning
b. Sales Management
c. Sales Trend
d. Sales Operation
e. Sales Strategy
12. The process of organizing activities that are mandatory to achieve business goals.
a. Sales Strategy
b. Sales Process
c. Sales Planning
d. Sales Plan
e. Sales Management

13. Contains a strategic document that figures out your business targets and several resources
a. Sales Management
b. Sales Trends
c. Sales Plan
d. Sales Document
e. Sales Quota

14. Focused on influencing sales people through communication process to attain goals and
objectives.
a. Sales Activities
b. Management Activities
c. Supervisory Activities
d. Operational Activities
e. Leadership Activities

15. The department that is responsible for day to day activities and guides their employees.
a. Sales Team
b. Team Manager
c. Human Resource Team
d. Budget Team
e. Production Team

16. It is reward that the employee receives in a form of pay, salary, wages, allowances &
benefits.
a. Compensation
b. Recognition
c. Remuneration
d. Rewards
e. Monthly Bonus

17. A characteristic of an ideal sales manager that is not gender biased?

a. Result-oriented
b. Collaborative
c. Ambitious
d. Empathetic
e. Ethical
18. It allows a company to position itself effectively within its environment to reach its
maximum potential.
a. Strategy
b. Strategic Guide
c. Vision
d. Mission
e. Goal

19. All of these are the characteristics of an effective sales manager except:
a. Gives salespeople continuous feedback in a positive manner.
b. Be a role model.
c. Build enthusiasm throughout the team.
d. Always stay in the office.
e. Accessible to the team.

20. People need training and support throughout their careers, both as individuals and as teams,
to
a. strengthen the team
b. develop their skills and continue to work effectively.
c. gain experience
d. gain knowledge
e. be a role model

21. Company's setting up sales territory for the first time or revising ones that are already in
existence, what is the first general procedure that must apply?
a. Select an account analysis
b. Select a geographical control unit
c. Select a workload analysis
d. Select a workload account
e. Select a territorial account

22. Which of the following is NOT the characteristic of an ideal Sales Manager?
a. Ethical
b. Dedicated
c. Smart
d. Irritable
E. Goal oriented

23. Which of the following is NOT a motivational theory:

a. Maslow's Hierarchy of Needs
b. Vroom's Expectancy Theory
c. Arnold's Inequity Theory
d. Likert's Sales Management Theory
e. Herzber's Dual Factor Theory
24. Established to control gross margin and net profit or expenses for the various marketing
units.
a. Gross Margin
b. Financial Quotas
c. Net-Profit Quotas
d. Combination Quotas
e. Expense Quotas

25. It is the set amount of money paid to salesperson based upon hours or days worked.
a. Straight Commission
b. Straight Salary
c. Direct Salary
d. Combination Plan
e. Indirect Commission
26. Well known theory contends that people are motivated by a 'hierarchy' of psychological
growth needs.
a. Expectancy theory
b. Equity theory
c. Achievement theory
d. Inequity theory
e. Maslow's need theory

27. The Three Fundamental Ways of Rewarding Sales Performance are the following EXCEPT:
a. Direct Financial Compensation
b. Indirect Financial Compensation
c. Financial Compensation
d. Non-Financial Compensation
e. Incentive Compensation

28. It is used as standards to specify a desired level of performance for a specified marketing
unit.
a. Quotas
b. Commission
c. Sales target
d. Budgeting
e. Salary

29. It is a goal set for a salesperson or sales department measured in revenue or units sold for a
specific time.
a. Sales Quota
b. Sales Goal
c. Sales Target
d. Sales Scope
e. Sales Agenda
30. The starting point for sales and marketing planning, production scheduling, cash flow
projections, financial planning, capital investment, procurement, inventory management, human
resource planning, and budgeting.
a. Sales quota
b. Sales target
c. Sales budget
d. Operational planning
e. Sales forecast

31. This is a money, an object, item of value, desired action or an event that is intended to
employees as motivation or encouragement to perform better and more than is expected from
him.
a. Bonus
b. Incentives
c. Wages
d. Salary
e. Commission

32. It is a quick and inexpensive method of screening out applicants in order to produce a short-
list of candidates.
a. Interview
b. Application Form
c. Psychological Test
d. Role-Playing
e. Physical and Medical Examination

33. This training method is conducted in classrooms, vocational schools or elsewhere. The most
frequently used ones are the conference/discussion, programmed instruction, computer-assisted
and simulation process.
a. Lectures
b. Apprentice Training
c. On-the-job Training
d. Off-the job Training
e. Vestibule Training

34. It is a systematic exploration of the activities within the job. It is a technical procedure used
to define a job’s duties, responsibilities and accountabilities.
a. Recruitment
b. Job Description
c. Job Specification
d. Job Analysis
e. Training

35. It states the minimum acceptable qualifications that the incumbent must possess to perform
the job successfully.
a. Job Description
b. Job Specification
c. Job Analysis
d. Checklist
e. Technical Requirements

36. Method of compensation in which the salespersons receive a straight-forward fixed salary
with no commissions.
a. Straight commission
b. Straight salary
c. Combination Plan
d. Salary + Bonus
e Salary + Commission

37. It refers to all the components of a compensation package and the manner in which it will be
paid.
a. Compensation
b. Compensation plan
c. wages
d. wages plan
e. incentives

38. It is one of the sources of salespeople where you can recruit from other departments, such as
production or engineering, and non-selling section of the sales department.
a. Advertisements
b. Competitors
c. Educational Institutions
d. Noncompeting Companies
e. Company's Own Staff / Persons Within Company

39. A method where a job analyst watches employees directly or reviews films of workers on the
job.
a. Group Interview Method
b. Individual Interview Method
c. Observation Method
d. Diary Method
e. Structured Questionnaire Method

40. Effective sales training can help you develop the qualities that makes you complete tasks
related to managing a business.
a. Motivation
b. Leadership Support
c. Develop Administrative Skills
d. Value
e. Learning Sales Methodology
41. It is a business discipline which is management of a firm’s sales operations and focused on
practical applications of techniques used in sales.
a. Sales Management
b. Professional Salesmanship
c. Marketing Management
d. Marketing Plan
e. Sales Plan

42. An in-depth understanding of the business dynamics and competitive forces that impact the
sales strategy.
a. Business Plan
b. Business Acumen
c. Business Management
d. Business Description
e. Business Methodology

43. All of these are reasons why technological knowledge matters except ONE:
a. Communication with customers
b. Business culture and class relations
c. Security
d. Research Capacity
e. Learning Sales Management

44. These are key elements central to business acumen except ONE:
a. Promotion
b. Planning
c. Operations
d. Finance
e. Strategy

45. These can help improve communication skills except ONE:

a. Knowledge about the subject, skill, and situation more broadly
b. The habit of learning and listening to others
c. Low level of ego
d. Feeling knowledgeable of everything
e. Respect for others

46. These sustain the skills of sales representative except ONE

a. Coaching
b. Seminars
c. Training and development
d. Observing, Guiding and Teaching
e. Watching YouTube

47. Clearly outlining your goal should always be your first step in planning a sales call – or any
other business endeavor.
a. Evaluating the current situation
b. Defining your objective
c. Listing barriers to success
d. Assessing your strengths and assets
e. Identifying your needs

48. Create a detailed account of obstacles to your success. Knowing exactly what you’re up
against can be incredibly inspirational, sparking new ideas about how you can overcome barriers.
a. Evaluating the current situation
b. Defining your objective
c. Listing barriers to success
d. Assessing your strengths and assets
e. Identifying your needs

49. These can include things like personal relationships, sales kits, competitive advantages like
new products and much more.
a. Evaluating the current situation
b. Defining your objective
c. Listing barriers to success
d. Assessing your strengths and assets
e. Identifying your needs

50. Your needs may include items like a sales deck or demo program. The important thing is to
identify needs upfront.
a. Motivation
a. Evaluating the current situation
b. Defining your objective
c. Listing barriers to success
d. Assessing your strengths and assets
e. Identifying your needs