Sales Management.d — Disynergy

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What is sales management?
Which of the following is a megatrend affecting sales management?
What are information management tools in sales management?
What is business ethics?
What is the importance of business ethics in sales management?
What is the first step in creating an ethical work climate?
Which of the following is not a megatrend affecting sales management?
Which of the following is an example of an ethical concern in selling?
What is the goal of sales management?
Which of the following is a tool for information management in sales management?
What is the role of salespeople?
What is the first stage of the personal selling process?
What is prospecting and qualifying in the personal selling process?
What is the purpose of planning the sales call in the personal selling process?
What is the purpose of approaching the prospect in the personal selling process?
What is the purpose of making the sales presentation and demonstration in the personal selling process?
What is negotiating sales resistance or buyer objections in the personal selling process?
What is the purpose of confirming and closing the sale in the personal selling process?
What is the final stage of the personal selling process?
What is the importance of qualifying prospects in the personal selling process?
What is sales forecasting?
What is S&OP?
What are characteristics of S&OP programs?
What are forecasting approaches and techniques?
What is the purpose of evaluating forecasting approaches?
What is sales budget planning?
What is the purpose of preparing the annual sales budget?
What is the main goal of sales forecasting?
What are some common forecasting techniques?
What is the purpose of sales budget planning?
What is the purpose of organizational planning?
What are the levels of organizational planning?
What is the sales management planning process?
What are causes of unsuccessful planning?
What is organizing the sales force?
What are types of sales department organizations?
What is the purpose of developing sales organizations?
What is the first step in the sales management planning process?
What is a common cause of unsuccessful planning?
What is the purpose of organizing the sales force?
What is the recruitment process?
What are sources of salespeople?
What is the sales force selection process?
What is the purpose of making the selection?
What is sales force socialization?
What are internal sources of salespeople?
What is the purpose of the sales force selection process?
What are some external sources of salespeople?
What is the purpose of the recruitment process?
What is the purpose of sales budget planning?
What are sales force compensation plans?
What are expense accounts and fringe benefits?
What is the first step in developing a compensation plan?
What is the purpose of a sales force compensation plan?
What is the process for developing a compensation plan?
What is profit sharing?
What is a disadvantage of commission-based compensation plans?
What are some factors to consider when developing a compensation plan?
What is the compensation mix?
What is the final step in the compensation plan process?
What is the purpose of rewards and incentive programs in sales management?
What are some motivation theories used in sales management?
What are rewards and incentive programs used for in sales management?
What are some strategies and tools used to motivate salespeople?
What are some additional perspectives on motivation in the twenty-first century?
What is the concept of equity theory in motivation?
What are some potential negative consequences of poorly designed incentive programs?
What is the process of goal-setting in motivation?
How can coaching be used to motivate salespeople?
How has the use of technology affected motivation in sales management?
What is the main purpose of sales volume analysis?
What is the primary goal of the marketing profitability analysis procedure?
What does ROAM stand for in sales management?
What is the purpose of sales force performance appraisal?
What is the main objective of performance evaluation in sales management?
What are the different types of performance appraisal techniques?
Which analysis is used to calculate the net profit earned from each sale?
Which analysis helps to determine the financial efficiency of a company?
What is the purpose of sales volume analysis?
Which performance appraisal technique compares the employee’s performance with predetermined standards?