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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 NOT true about the recruitment process?

Can be done internally and externally

It requires to the company to invest time and/or money

Should value candidate that fulfil the required characteristics

Internal candidates are better that external ones

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Which of the following best describes the financial focus of today’s sales manager?

Focusing only on achieving short-term sales quotas.

Leaving profitability analysis to the finance department.

Increasing sales volume without considering profitability.

Analyzing profitability by customer type, products, territories, and salespeople.

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What is a benefit of a motivated sales team?

Simplified management due to reduced communication needs

Increased focus on task execution without team collaboration

Greater alignment between individual performance and organizational innovation

Improved short-term results at the expense of long-term loyalty

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Today, a good sales manager has to be focused on:

All of them are correct

Short term objectives; current products and markets, but not long term

Achieving sales volume and quotas, without analysing profitability

Looking for ways to add value to the buyer-seller relationship

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According to the Herzberg theory, which of the following factors is NOT a hygiene factor:

All of them are hygiene factors

Working conditions

Personal growth

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A salesperson needs to interact with which of the following groups?

Retailers, Competitors, Legal advisors, Technicians

HR department, Product designers, End-users, Logistics providers

Customers, Secondary decision makers, Company support staff, Management personnel

Distributors, Suppliers, Marketing agencies, Investors

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What is NOT true about the training policy?

It needs to be constantly adapted to the market

All the answers are true about the training policy

It is a continuous process

It increases the firm’s competitivity

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What characteristic best defines today's salespeople?

Develops long-term relationships seeking mutual benefits with the customer.

Focuses on highlighting the technical features of the product.

Focuses solely on meeting monthly sales quotas.

Uses persuasive and manipulative techniques to close the sale.

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What does Herzberg's theory identify as a motivation factor?

Regular appraisal cycles with fixed rewards

Adherence to strict company policies and regulations

Opportunities for professional growth and intrinsic job satisfaction

High levels of compensation regardless of job content

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What is a key objective of a Welcome Plan?

To establish benchmarks for departmental contributions

To provide detailed feedback on the recruit's training progress

To ensure the recruit's seamless integration into company culture

To assess the recruit's future potential for promotions

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