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2024.26007.International Sales Management (Gr. 1,3)

2024.26007.International Sales Management (Gr. 1,3)

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What is the main focus in the sales presentations of a today's salesperson?

Explaining technical features without considering the customer.

%100% Focusing on the benefits the product/service brings to the customer and post-sale service.

Highlighting price as the main sales argument.

Insisting on closing the sale as quickly as possible.

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Which of the following best describes the role of strategic decisions within sales management?

Creating a product catalogue that aligns with market trends

Defining long-term objectives, customer targeting, and channel management

Prioritizing short-term revenue goals over customer relationship-building

Designing advertisements to attract a large audience

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What is the main goal of follow-up after closing a sale?

To prevent the customer from considering other suppliers

To present new product lines as soon as possible

To establish additional upselling opportunities immediately

To ensure the customer has no remaining concerns and feels valued

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What is a disadvantage of Auctions as a sales channel?

High control over sales process

Uncertain final price

Detailed product presentation

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Why is training considered an investment?

It reduces operational redundancies across departments

It enables employees to achieve strategic alignment within their roles

It standardizes technical expertise across teams

It creates immediate returns on increased employee productivity

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What is the main purpose of a CRM system?

To centralize data for improved decision-making across business units

To develop cross-functional reporting tools

To automate supply chain activities and order fulfillment

To ensure customer data security for compliance purposes

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Which of the following is an advantage of Social Media as a sales channel?

High engagement and interactivity

Lack of feedback

Time-consuming logistics

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Regarding planning, what does a today's salesperson do differently from a traditional one?

Calls the customer only when needing to close an urgent sale.

Makes few sales calls and relies on improvisation.

Leaves planning to the marketing department.

Strategically plans each contact to achieve specific objectives.

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How does a today's sales manager handle technology in managing the sales force?

Uses the latest technologies and CRM systems to improve efficiency and customer satisfaction.

Relies on minimal technology and focuses on direct communication.

Delegates all technological tasks to the IT department.

Uses only basic tools provided by senior management.

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According to the Douglas and McGregor Theory X & Y, select the statement that is true:

Managers of employees X should use rewards or punishments to motivate employees

Employees Y dislike their work

Managers of employees X should empower them

All of them are false

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