Sales Exam Questions 55–68

55. A sales manager is conducting a performance appraisal meeting with a salesperson and shows the salesperson the list of evaluative statements on the appraisal. Each statement identifies scales that will be used to evaluate the way a salesperson has responded in a situation.
Which approach is the sales manager using for this performance appraisal?

• Self-evaluation method
• Critical incident technique
• Behaviorally anchored rating scales
• Management by objectives

56. A sales manager is evaluating the team’s performance by identifying which salesperson was the top performer and considering all other members of the sales team based on that salesperson’s performance.
Which approach is the sales manager using to evaluate performance?

• Employee comparison method
• Peer assessment
• Graphic rating scale
• Behavioral checklist

57. An analysis of an organization’s internal and external environments gives managers a clear picture of what needs to be addressed when developing a plan for success.
Which type of analysis is being used by this organization?

• Strategic
• Functional
• Operational
• Tactical

58. A sales manager is developing a forecast by considering consumer demographics and incomes, technology trends, and market growth.
Which action is this manager taking?

• Evaluating performance of sales force
• Identifying the breakeven point for each product
• Updating quotas based on past performance
• Assessing the business conditions

59. A sales manager is reviewing historical data to predict changes in the industry and identify how these changes may result in increases or decreases in sales for the upcoming year.
Which action is the sales manager performing?

• Forecasting expected revenues
• Identifying capital budgets
• Allocating sales budgets
• Monitoring performance quotas

60. Which category of the four-box matrix corresponds to unprofitable customers who align with the company strategy?

• Monitor
• Retain
• Transform
• Replace

61. Who is part of the responsible category of the RACI matrix?

• Those who are made aware of progress
• Those whose input is needed for the work
• Those who do the work
• The person who approves the work

62. What is one of the two essential components of a sales budget?

• Potential return on investment
• Discretionary spending
• Forecasted sales
• Employee incentive amounts

63. What is a disadvantage of the Delphi technique?

• It depends on customer memory.
• It can take many rounds.
• It tends to be overly optimistic.
• It does not work well with consumer goods.

64. What is an external force that makes it difficult to develop an accurate sales forecast?

• Human resources
• Goal changes
• Legal changes
• Financial resource availability

65. Which two forecasting methods are subjective? Choose 2 answers.

• Market testing
• Executive opinion
• Moving averages
• Exponential smoothing
• Customer opinions
• Decomposition

66. A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a company that manufactures various household goods. The director of sales wants to analyze data by using qualitative analysis.
Which method should be used to meet this goal?

• Objective review
• Expert opinion
• Historical data
• Statistical comparison

67. Which type of forecasting method uses personal perspectives and opinions?

• Objective
• Direct
• Indirect
• Subjective

68. A company is using a quota that motivates salespeople through incentives to sell the products that will produce a higher return on investment.
Which type of quota is being used by this company?

• Volume
• Combination
• Revenue
• Activity

Students place their trust in exam experts who prioritize reliability, integrity, and measurable results. Through continuous support, transparent processes, and a strong success record, ProctoredExamsExperts.com empowers learners to perform at their best while enjoying complete peace of mind.Get this Exam Questions from us.