SALES MANAGEMENT

E4-E5 Management
SALES MANAGEMENT
Q. 1 , What is sales management?

A) The management process of establishing, directing, and coordinating the sales development activities for the company products.

B) The process of selling goods or services for an amount of money.

C) The art of negotiating with customers.

D) The process of training sales personnel.

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Q. 2 , What is included in the scope of sales management?

A) Training Sales Personnel

B) Motivating Sales People

C) Accounting and Finance

D) Market Research

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Q. 3 , What is the sales cycle?

A) The process of selling goods or services for an amount of money.

B) The time and/or process between first contacts with the customer to when the sale is made.

C) The pattern, plan or actual achievement of conversion of prospects into sales.

D) The prediction of future business levels.

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Q. 4 , What is the purpose of sales forecasts?

A) To plan and budget everything from stock levels, production, staffing levels, to advertising and promotion, financial performance and market strategies.

B) To track all contact made with a customer.

C) To list potential customers through paid phone.

D) To handle the concerns of customers.

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Q. 5 , What does the sales funnel describe?

A) The prediction of future business levels.

B) The pattern, plan or actual achievement of conversion of prospects into sales.

C) The management process of establishing, directing, and coordinating the sales development activities for the company products.

D) The process of selling goods or services for an amount of money.

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Q. 6 , What is the purpose of sales force automation system (SFA)?

A) To reduce the risk of irritating customers.

B) To motivate sales people.

C) To train sales personnel.

D) To plan and budget everything from stock levels, production, staffing levels, to advertising and promotion, financial performance and market strategies.

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Q. 7 , What is the first step in the sales process?

A) Closing and order.

B) Prospecting.

C) Overcoming objections (negotiation).

D) Follow up and maintenance.

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Q. 8 , What is the difference between marketing funnel and sales funnel?

A) Marketing funnel has target market as its input and output as sales, while sales funnel has sales as inputs and customers as the output.

B) Marketing funnel has leads as inputs and customers as the output, while sales funnel has target market as its input and output as leads.

C) There is no difference between marketing funnel and sales funnel.

D) Marketing funnel has customers as inputs and sales as the output, while sales funnel has leads as inputs and target market as the output.

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Q. 9 , What is the purpose of sales process?

A) To handle the concerns of customers.

B) To arrange appointments with customers.

C) To gain agreement of the customer to sign the order form.

D) To ensure customer satisfaction and repeat business.

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Q. 10 , What is the purpose of pre-approach and approach in the sales process?

A) To present and propose the product.

B) To handle the concerns of customers.

C) To gather information about the prospect and his organization.

D) To gain agreement of the customer to sign the order form.

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Q. 11 , What is a sales report?

A. A report of sales results, activities, and trends completed by a sales manager and sales executives

B. A report of financial results of a company

C. A report of employee performance

D. A report of customer satisfaction

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Q. 12 , What is the sales pipeline?

A. A linear representation of the sales process

B. A report of sales activities

C. A list of products sold

D. A report of customer satisfaction

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Q. 13 , What is a territory in sales?

A. A geographical area of responsibility for a sales person or team

B. A list of customers

C. A report of sales activities

D. A report of financial results

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Q. 14 , What is territory planning in sales?

A. The process of planning the coverage of a sales territory by sales resources

B. The process of allocating sales targets

C. The process of training sales personnel

D. The process of managing customer relations

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Q. 15 , What are the fundamentals of sales success?

A. Serve with fairness and integrity, gain trust and respect, and pursue excellence

B. Be knowledgeable, communicate effectively, and manage time and territory

C. Sell as many products as possible, target high-value customers, and increase sales revenue

D. Increase market share, improve product quality, and reduce costs

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Q. 16 , What is self-knowledge in terms of sales success?

A. Awareness of one's vision, values, presence, and communication skills

B. Awareness of market trends

C. Awareness of industry competitors

D. Awareness of product features

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Q. 17 , What is product knowledge in sales?

A. Knowledge of a product's features, function, and value

B. Knowledge of a product's target market

C. Knowledge of a product's production process

D. Knowledge of a product's distribution channels

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Q. 18 , What is market knowledge in sales?

A. Knowledge of the customer and their buying habits

B. Knowledge of product features

C. Knowledge of industry trends

D. Knowledge of sales activities

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Q. 19 , What is industry knowledge in sales?

A. Knowledge of an industry's history, future trends, competitors, and strengths and weaknesses

B. Knowledge of customer buying habits

C. Knowledge of product features

D. Knowledge of sales activities

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Q. 20 , What is professional selling knowledge in sales?

A. Understanding the hallmarks of professionalism, time and territory management, sales process, and interpersonal communication skills

B. Understanding marketing strategies

C. Understanding financial management

D. Understanding supply chain management

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Q. 21 , What is the first principle of ethical conduct in sales success?

A. Serve with fairness and integrity

B. Gain trust and respect

C. Pursue excellence

D. Increase sales revenue

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Q. 22 , What is the second principle of ethical conduct in sales success?

A. Serve with fairness and integrity

B. Gain trust and respect

C. Pursue excellence

D. Increase sales revenue

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Q. 23 , What is the Contact Ratio in Sales Performance?

A) Number of sales leads divided by the number of sale contacts

B) Number of contacts actually made divided by the total number of call attempts

C) Number of new leads converted into sales opportunities

D) Number of fully qualified and viable prospects from the qualification stage

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Q. 24 , What is the Lead Generation Ratio in Sales Performance?

A) Number of fully qualified and viable prospects from the qualification stage

B) Number of closed sales made against the outstanding proposals

C) Number of sales leads divided by the number of sale contacts

D) Number of proposals presented against the number of viable prospects

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Q. 25 , What is the Lead Conversion Ratio in Sales Performance?

A) Number of closed sales made against the outstanding proposals

B) Number of contacts actually made divided by the total number of call attempts

C) New leads that are converted into sales opportunities

D) Number of fully qualified and viable prospects from the qualification stage

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Q. 26 , What is the Qualification Ratio in Sales Performance?

A) Number of proposals presented against the number of viable prospects

B) Number of closed sales made against the outstanding proposals

C) Success at bringing new sales opportunities through the initial relationship-building and qualification process

D) Number of sales leads divided by the number of sale contacts

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Q. 27 , What is the Proposal Ratio in Sales Performance?

A) Number of proposals presented against the number of viable prospects

B) Number of closed sales made against the outstanding proposals

C) Success at bringing new sales opportunities through the initial relationship-building and qualification process

D) New leads that are converted into sales opportunities

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Q. 28 , What is the Closing Ratio in Sales Performance?

A) Number of closed sales made against the outstanding proposals

B) Number of proposals presented against the number of viable prospects

C) Success at bringing new sales opportunities through the initial relationship-building and qualification process

D) Number of sales leads divided by the number of sale contacts

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Q. 29 , What are the two types of sales?

A) Retail Sales and Industrial Sales

B) Wholesale Sales and Direct Sales

C) Retail Sales and Enterprise Sales

D) Online Sales and Offline Sales

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Q. 30 , What is the difference between Retail and Enterprise Sales in terms of Buyer & Seller Interaction?

A) Buyer goes to seller in Enterprise Sales, whereas in Retail Sales seller goes to Buyer

B) Both Buyer and Seller go to each other in both Retail and Enterprise Sales

C) Buyer goes to seller in Retail Sales, whereas in Enterprise Sales seller goes to Buyer

D) Both Retail and Enterprise Sales have the same interaction between Buyer and Seller

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Q. 31 , What is the purpose of the Sales & Distribution Policy in BSNL?

A) To manage and effect retail sales

B) To define products for channel partners

C) To appoint franchisees and e-Distributors

D) All of the above

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Q. 32 , Who is responsible for selling BSNL products to subscribers?

A) Commercial officer

B) Franchisee

C) Marketing agents

D) None of the above

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Q. 33 , How is the franchisee appointed in BSNL?

A) By SSAs through EoI route

B) By the corporate office

C) By the zone

D) By the customer

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Q. 34 , What is the minimum number of retailers required in urban BTS areas?

A) 4

B) 8

C) 10

D) 12

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Q. 35 , Who is responsible for appointing retailers in rural areas?

A) Franchisee

B) Rural Distributor

C) e-Distributor

D) Customer

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Q. 36 , What are the three types of e-Distributors in BSNL?

A) Single zone, two zones, and all four zones

B) Urban, rural, and commercial

C) Web portal, Kiosk, and ATMs

D) None of the above

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Q. 37 , What are the primary products for channel partners in BSNL?

A) Landline and broadband

B) GSM 3G/2G and Data Cards

C) ITC and EVDO

D) Blackberry and WLL

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Q. 38 , Who is responsible for selling BSNL products through web-portal/Kiosk/ATMs/POS and other electronic mode?

A) Franchisee

B) Rural Distributor

C) e-Distributor

D) Customer

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Q. 39 , How are e-Distributors selected in BSNL?

A) On exclusive basis

B) On non-exclusive basis

C) By the customer

D) By the franchisee

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Q. 40 , What is the minimum number of retailers required in rural BTS areas?

A) 4

B) 6

C) 8

D) 10

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Q. 41 , What is the financial penalty for not meeting the cut off performance score for a franchisee?

A) Increased margins

B) Decreased incentives

C) Reduced stock availability

D) No penalty specified

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Q. 42 , What are the secondary products for channel partners in BSNL?

A) GSM 3G/2G and Data Cards

B) Landline and broadband

C) ITC and EVDO

D) Blackberry and WLL

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Q. 43 , What is the timing of franchisee shops in BSNL?

A) 0800h to 1400h

B) 1400h to 2200h

C) 0800h to 2200h

D) None of the above

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Q. 44 , What is the role of Direct Selling Agents (DSAs) in BSNL?

A) Selling BSNL products to customers through retail outlets

B) Providing support to Rural Distributors

C) Selling BSNL products directly to customers at their doorsteps

D) Managing BSNL's Customer Service Centres

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Q. 45 , Who is responsible for selecting DSAs in BSNL?

A) Retailer Managers

B) SSA Head

C) Franchisee Managers

D) Nodal officer

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Q. 46 , How many Customer Service Centres (CSCs) does BSNL have?

A) 1500

B) 1800

C) 3000

D) 1503

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Q. 47 , What is the purpose of the dial-up service provided by BSNL?

A) To handle customer queries related to BSNL's various services

B) To provide sales support to rural distributors

C) To manage inventory and stock register

D) To provide training to sales personnel

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Q. 48 , Who is appointed by the Heads of SSA to act as a single window interface for franchisees in BSNL?

A) Retailer Managers

B) Nodal officer

C) Retailer Manager Coordinator (RMC)

D) Franchisee Managers

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Q. 49 , Who is responsible for providing time-to-time guidance and addressing issues raised by franchisees in BSNL?

A) Retailer Managers

B) Nodal officer

C) Retailer Manager Coordinator (RMC)

D) Franchisee Managers

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Q. 50 , What type of training is provided to sales personnel in BSNL?

A) Technical training

B) Customer service training

C) Sales and marketing training

D) All of the above

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Q. 51 , What is the goal of Enterprise Sales in BSNL?

A) To provide value to the client on a long-term basis

B) To sell BSNL's products to a mass market

C) To provide training to sales personnel

D) To offer volume discounts to the purchaser

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Q. 52 , What is the purpose of enterprise customer segmentation in BSNL?

A) To provide dedicated national teams for different customer segments

B) To provide different discounts to different customers

C) To provide different levels of service to different customers

D) To provide different types of solutions to different customers

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Q. 53 , Who are Platinum customers in BSNL's enterprise customer segmentation?

A) Large corporate entities with a turnover greater than Rs. 500 cr p.a.

B) Medium-sized corporate entities with a turnover of Rs. 50-500 cr p.a.

C) Small-sized corporate entities with a turnover of less than Rs. 50 cr p.a.

D) Individual customers

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Q. 54 , What is the primary responsibility of Career Wholesale unit at BSNL?

a) To generate Carrier Wholesale revenues for NLD and ILD network

b) To provide services to Platinum, Gold and Silver enterprise customers

c) To appoint system integrators for telecom projects

d) To appoint Channel Partners for Silver customers

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Q. 55 , What is the role of Enterprise Business wing at BSNL?

a) To generate Carrier Wholesale revenues for NLD and ILD network

b) To identify the specific needs of enterprise customers and achieve profitable growth

c) To appoint system integrators for telecom projects

d) To appoint Channel Partners for Silver customers

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Q. 56 , Who is responsible for the execution of enterprise projects at BSNL?

a) GM (Business Planning) at BSNL HQ

b) DGM (Service Delivery/Service Assurance) at Circle level

c) National Account Manager (NAM) and Key Account Manager (KAM)

d) All of the above

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Q. 57 , What are the responsibilities of System Integrators (SI) at BSNL?

a) To provide hardware, software and integration for telecom projects

b) To acquire business for BSNL

c) To manage the procurement of equipment for customers

d) To market and promote BSNL’s services to Silver customers

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Q. 58 , Who does BSNL deal with directly for Platinum & Gold customers?

a) System Integrators (SI)

b) Channel Partners

c) BSNL executives

d) DGM (Service Delivery/Service Assurance) at Circle level

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Q. 59 , What is the role of Tier 1 Channel Partners (Tier 1 CPs’) at BSNL?

a) To provide hardware and telecom products to Platinum customers

b) To market and promote BSNL Voice and Data services to Silver customers

c) To provide integration for telecom projects

d) To manage the procurement of equipment for customers

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Q. 60 , What is the minimum requirement for a prospective Tier 1 Channel Partner (Tier 1 CP) at BSNL?

a) 5 number of sales personnel

b) 10 number of field engineers

c) Direct agreement with technology companies

d) All of the above

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Q. 61 , What is the role of Tier 2 Channel Partners (Tier 2 CPs’) at BSNL?

a) To provide hardware and telecom products to Platinum customers

b) To market and promote BSNL Voice services to Silver customers

c) To provide integration for telecom projects

d) To manage the procurement of equipment for customers

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Q. 62 , What is the minimum requirement for a prospective Tier 2 Channel Partner (Tier 2 CP) at BSNL?

a) 5 number of sales personnel

b) 10 number of field engineers

c) Direct agreement with hardware and telecom product suppliers

d) All of the above

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Q. 63 , What is the responsibility of Channel Partner in terms of sales and marketing at BSNL?

a) To acquire business from Platinum customers

b) To acquire business from Silver customers within the entire telecom Circle

c) To provide hardware and telecom products to customers

d) To provide integration for telecom projects

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Q. 64 , What is the purpose of providing regular updates on new leads to the BSNL Channel Manager?

A) To increase the competition among CPs

B) To track the performance of CPs

C) To allocate the leads among CPs

D) To provide technical training to CPs

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Q. 65 , What is the provisional lock-in code for a customer used for?

A) To allocate the leads among CPs

B) To track the performance of CPs

C) To identify all the CPs targeting a customer

D) To provide technical training to CPs

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Q. 66 , Who becomes eligible for payment of incentive after receiving an order and collecting payment against the order?

A) BSNL Channel Manager

B) CP with complete lock-in for the customer

C) CP with provisional lock-in for the customer

D) CP who refuses the allocated lead

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Q. 67 , How are points allocated for business generated from each CP?

A) Based on the number of leads generated

B) Based on the number of CPs

C) Based on the target set for each CP

D) Based on the resources deployed

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Q. 68 , What happens if a CP refuses the allocated lead?

A) The lead will be allocated to the next CP

B) The CP will be disqualified

C) The CP will receive complete lock-in for the customer

D) The CP will receive the payment of the incentive

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Q. 69 , Who is responsible for fixing the annual targets for each CP?

A) CPs

B) BSNL Channel Manager

C) BSNL

D) Customer

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Q. 70 , What type of training does BSNL provide to empanelled CPs?

A) Financial training

B) Technical and service training

C) Management training

D) Sales training

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Q. 71 , What is the Sales Management Software in BSNL used for?

A) Lead generation

B) Lead qualification

C) Selling to a retail new/existing Customer

D) All of the above

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Q. 72 , What is the purpose of the Sancharsoft software?

A) Inventory Management

B) Lead generation

C) Lead qualification

D) Selling to a retail new/existing Customer

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Q. 73 , What is the Sales & Distribution Module in ERP used for?

A) Lead generation

B) Lead qualification

C) Integrated handling of PBG, order management, and stock issue

D) Selling to a retail new/existing Customer

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Q. 74 , What is the Enterprise Business Portal used for?

A) Inventory Management

B) Lead generation

C) Lead qualification

D) Entering the lead, Opportunity Data, generating Quotation, Service Orders and also keep track of the stages an opportunities are

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