,1. Multiple Choice: What is the primary goal of strategic sales
management?
a) To increase product awareness
b) To maximize short-term sales volume
c) To build long-term customer relationships
d) To reduce operational costs
Correct Answer: c) To build long-term customer relationships
Rationale: Strategic sales management focuses on creating and
maintaining enduring customer relationships, which leads to
sustained revenue over time.
2. Fill-in-the-Blank: The ________ is a sales forecasting method
that involves estimating future sales through statistical analysis of
historical data.
Correct Answer: time series analysis
Rationale: Time series analysis is a common statistical method
used to forecast future sales based on past trends and patterns.
3. True/False: Cross-selling is less profitable than up-selling.
Correct Answer: False
, Rationale: Cross-selling can be equally or more profitable than
up-selling because it introduces customers to additional products,
potentially increasing overall sales volume.
4. Multiple Response: Which of the following are key components
of a sales strategy? (Select all that apply)
a) Target market identification
b) Pricing strategy
c) Distribution channels
d) Product design
Correct Answers: a) Target market identification, b) Pricing
strategy, c) Distribution channels
Rationale: A comprehensive sales strategy must include target
market identification, pricing strategy, and distribution channels to
effectively reach and serve customers.
5. Multiple Choice: In the context of sales, CRM stands for:
a) Customer Retention Management
b) Customer Relationship Management
c) Customer Revenue Management
d) Customer Resource Management
Correct Answer: b) Customer Relationship Management
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