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

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

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Which of the following best describes the role of prospecting in personal selling?

Building relationships with existing customers to increase loyalty

Identifying and qualifying new potential customers for future sales

Conducting negotiations and closing deals with qualified buyers

Selecting high-potential clients from a list of existing buyers

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What is a disadvantage of Strategic Partnering in sales?

Dependence on partner's performance

Low customer reach

Lack of specialization

High impulse buying rates

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The business model of Uber, make it uses the ______ sales channel.

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Why is handling objections critical in the sales process?

It serves as a primary tactic to divert customers from considering competitors

Objections allow salespeople to fully understand the buyer's priorities

Objections prevent the customer from making unnecessary purchases

It primarily helps reduce the need for follow-up in long sales cycles

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In the remuneration policy, the salary can have different structures: fixed, variable or mixed. The advantages of the variable salary are:

All of them are advantages of the variable salary

It offers stability

It is convenient when the company wants to obtain long term deals

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

Increasing sales volume without considering profitability.

Focusing only on achieving short-term sales quotas.

Leaving profitability analysis to the finance department.

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

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What is NOT true about the recruitment process?

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

Can be done internally and externally

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Is the recruitment and selection of salespersons an important process in the company?

None of them are correct

No, it is not very important since it is not difficult to find a good candidate, due to the current high unemployment rates

It is an important process as the new salesperson will represent the firm in the market

No, it is not since the process is done by HR department

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What attitude best represents a today's salesperson after closing a sale?

Disappears until the customer needs something again.

Follows up to ensure satisfaction and foster customer loyalty.

Only contacts the customer if there is a new product to offer.

Passes the case to customer service without further contact.

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