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

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

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How does a today's sales manager interact with other internal departments?

Works independently, avoiding collaboration with other departments.

Communicates only when issues arise with the sales process.

Creates positive, cooperative relationships to enhance customer satisfaction and loyalty.

Accepts adversarial relationships as part of company dynamics.

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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 is NOT true about the training policy?

All the answers are true about the training policy

It increases the firm’s competitivity

It is a continuous process

It needs to be constantly adapted to the market

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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

Distributors, Suppliers, Marketing agencies, Investors

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

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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

Personal growth

Working conditions

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

All of them are correct

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

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

Achieving sales volume and quotas, without analysing profitability

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What is the purpose of the "Win-Win" philosophy in personal selling?

To offer concessions that favour the customer at the expense of the seller

To create mutually beneficial outcomes that strengthen long-term relationships

To ensure that the seller maximizes profit regardless of customer satisfaction

To promote short-term sales goals over building customer loyalty

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Which is an advantage of Telemarketing?

Geographical limitations

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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

Prioritizing short-term revenue goals over customer relationship-building

Designing advertisements to attract a large audience

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

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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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