Sales management examenvragen

What are the main behaviours of ethical selling

Describe key roles a sales manager needs

Give examples of skill sets needed by a good salesperson

Describe how the use of adaptive selling techniques improves customer understanding.

What are the main types of sales structures?

Describe the important factors for choosing an appropriate sales structure

Which measures should be included in recruitment and training

Which different criteria are used in foal, performance and reward setting

Give your opinion on the advantages of a direct sales force compared to indirect selling

Outline the tools and considerations and for managing a

What are the benefits of using data to improve customer relationships?

How do a marketing-qualified lead and a sales-qualified lead differ?

Give an example of how to approach a warm lead

Give the steps of the 4 pillars in the WTB framework

List the 4 main elements of a successful pitch

When does a salesperson have to say no

Describe the value of using LinkedIn for approaching sales leads and

Give your opinion on the differences between a distributive or integrative approach to negotiations

List the types of digital intelligence…

4C’s of objections

Give a definition of portfolio management

How does creating a portfolio benefit an organisation

Explain how an organisation can forecast future revenue from a NPV (net present value)

Maximising revenue in portfolio management

Describe the difference between gross profit margin and net profit margin

Outline the stages of the b2b sales cycle?

What are the key components of performance management

Give your opinion on the benefits of performance management

Identifying must-wins and prioritising opportunities

Which customer development strategies can be used to maximise sales growth?