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Sales and Marketing Fundamentals

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Questions and Answers

What is Salesforce well known for?

A world leader CRM solution (correct)

Consulting services for salespeople recruiting

The best web-based sales training program

Salesforce outsourcing services

Who said, “It is not the most intellectual or the strongest that survives, but the one that is able best to adapt”?

None of them

Charles Darwin (correct)

Warren Buffet

Phillip Kotler

What should be measured, in addition to results, when evaluating people?

Behavior

All of them (correct)

Professional development

Job satisfaction

Why is personal selling especially important in B2B?

Because it develops customer relationships Signup and view all the answers

Which is a trait of the best sales organizations?

Customer-driven culture Signup and view all the answers

Which selling approach focuses more on the buyer’s needs?

Consultative selling Signup and view all the answers

What is an important sales leadership function?

All of them Signup and view all the answers

Why is sales training a key investment in a company?

Improve performance, increase engagement and reduce turnover Signup and view all the answers

What trait is not important for an optimal reward system?

Complex and time consuming to calculate performance Signup and view all the answers

What is the allocation of selling effort?

The amount of time and resources within the sales opportunities Signup and view all the answers

Job promotion, personal growth, recognition… are examples of:

Non-financial compensations Signup and view all the answers

What happens when a channel strategy is not well designed?

A problem in prices or between customers Signup and view all the answers

Who is the best choice to conduct a sales organization audit?

An external company Signup and view all the answers

What are classroom, on-the-job learning, and behavioral simulations?

Different sales training methods Signup and view all the answers

What is the basis of legitimate power in the leadership role?

The result of a designated organizational role Signup and view all the answers

What is an important skill for a sales manager?

Communication and listening Signup and view all the answers

What is an SBU (Strategic Business Unit)?

A part of the corporation operating as an independent business with its own sales organization Signup and view all the answers

What is CRM?

Customer Relationship Management Signup and view all the answers