Aurora Pioneers Memorial College

Aurora, Zamboanga del Sur

Prelim Exam
Sales Management

Name: _________________________________________ Yr. & Course: ________________ Date: _________

I. Simple Recall: Choose the correct answer at the box and write it on the space before the number. (2 pts each
number) No Erasure is Allowed. NEA
Personal selling industrial marketing B2B marketing
Sales management direct selling complex buying
Salesmanship habitual buying variety-seeking
Sales planning dissonance-reducing key account management
Selling relationship marketing conditioned response
____________________ 1. It is where salespeople have been trained in advance to deal with problems and
objections preventing a successful close.
____________________ 2. It is the personal contact with one or more buyers for the purpose of making a sale.
____________________ 3. It is a ‘seller-initiated effort that provides prospective buyers with information and
other benefits, motivating or persuading them to make buying decisions in favor
of the seller’s product or services’.
____________________ 4. It involves a similar strategic approach at the individual customer level.
____________________ 5. It is an element of the marketing mix.
____________________ 6. It is the process of planning, organizing, directing, staffing and controlling the sales
operations to achieve the firm’s objectives through subordinates.
____________________ 7. Consumers is still an important route to market.
____________________ 8. It is the traditional term now superseded by business-to-business (B2B) marketing.
____________________ 9. It involves the supplying of goods and services to businesses, intermediaries,
government and public bodies for consumption, use or resale.
____________________ 10. It occurs when a product is purchased rarely, a mistake can be costly, product
knowledge is low and there are significant differences between brands, for
example a car.
____________________ 11. It occurs when there are few brand differences and the product is of low
importance, such as sugar at the supermarket.
____________________ 12. Customers tend to indulge in brand switching.
____________________ 13. Behavior occurs because some purchase decision trigger feelings of dissatisfaction
or dissonance afterwards.
____________________ 14. Refers to all marketing activities directed toward establishing, developing and
maintaining successful relational exchanges.
____________________ 15. It refers to the process of managing customers of strategic importance in a
coherent and integrated way for the mutual advantage of both parties.

II. Acronyms: 3 pts each number.

1. AIDA –
2. AIDAS –
3. B2B –
4. OBB –
5. DMP –

III. Enumeration: 2 pts each number.

A. the marketing mix (the 4Ps)
1.
2.
3.
4.
B. modern sales environment that poses complex challenges for salespeople
1.
2.
3.
4.
C. types of marketing activity
1.
2.
3.
4.
D. characteristics and importance of the product to the buyer
1.
2.
3.
4.
5.
6.
7.
IV. Essay: Explain briefly. 10 pts each number.
1. Explain how the role of sales manager may differ between an organisation which is product-oriented and one
which is marketing and customer-oriented.

2. Why is it important to B2B salespeople to understand the concepts of organisational buying behaviour?

3. What are the similarities and differences between selling cars to business users and selling cars to private
consumers?

GOOD LUCK AND GOD BLESS US ALL...

MA’AM SAYSIP