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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 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 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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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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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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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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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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