Câu 1: Effective sales executives are expected to excel in which area?

• A) Product innovation
• B) Customer satisfaction
• C) Employee training
• D) Operational efficiency

Câu 2: What advanced method is used in sales training to simulate real-life selling situations?

• A) Textbook reading
• B) Online quizzes
• C) Virtual reality simulations
• D) Standardized tests

Câu 3: How does sales forecasting impact business planning?

• A) It dictates marketing budgets.
• B) It influences inventory levels.
• C) It sets customer service standards.
• D) It adjusts employee benefits.

Câu 4: A sales organization subdivided by marketing channel is focused on?

• A) Product features
• B) Customer demographics
• C) Distribution methods
• D) Pricing strategies

Câu 5: What innovative approach is gaining popularity in sales training for complex products?

• A) Memorization of product specifications
• B) Use of augmented reality tools
• C) Relying solely on printed manuals
• D) Frequent product updates without training

Câu 6: What factor is crucial for the success of team-based selling?

• A) Individual sales targets
• B) Collaborative skills among team members
• C) Competitive incentives
• D) Autonomous decision-making

Câu 7: What is a primary advantage of having a line and staff sales department organization?

• A) It simplifies decision-making
• B) It offers specialized support alongside primary sales functions
• C) It reduces operational costs
• D) It centralizes the sales function

Câu 8: Which of the following best describes the concept of 'sales force automation'?

• A) Enhancing interpersonal skills of sales personnel
• B) Utilizing software to streamline sales tasks
• C) Increasing the number of sales staff
• D) Automating customer feedback collection

Câu 9: What is a key outcome of effective sales leadership?

• A) Increased product quality
• B) Higher customer service ratings
• C) Enhanced team cohesion
• D) Reduced marketing expenses

Câu 10: What is a critical factor for success in team-based selling?

• A) Individual competitiveness
• B) Technological superiority
• C) Collaborative skills
• D) Geographic diversity

Câu 11: In sales personnel management, what is a key indicator of a well-managed team?

• A) High sales volume per employee
• B) Low operational costs
• C) Minimal use of CRM systems
• D) Frequent team meetings

Câu 12: What factor is crucial for the success of team-based selling?

• A) Individual sales targets
• B) Collaborative skills among team members
• C) Competitive incentives
• D) Autonomous decision-making

Câu 13: Which strategy is vital for developing long-term customer relationships?

• A) Aggressive pricing
• B) Frequent product changes
• C) Consistent customer service
• D) Limited-time offers

Câu 14: What is a common indicator of customer satisfaction in sales?

• A) Number of returned products
• B) Speed of delivery
• C) Customer feedback scores
• D) Frequency of product updates

Câu 15: How does CRM software affect customer retention?

• A) By simplifying product returns
• B) By personalizing customer interactions
• C) By decreasing customer service response times
• D) By reducing the cost of services

Câu 16: In sales, the acronym AIDAS stands for what sequence of customer engagement?

• A) Awareness, Interest, Decision, Action, Satisfaction
• B) Attention, Interest, Desire, Action, Satisfaction
• C) Assessment, Interest, Decision, Action, Satisfaction
• D) Awareness, Intuition, Decision, Action, Satisfaction

Câu 17: What does effective sales personnel management aim to improve?

• A) Inventory systems
• B) Employee satisfaction
• C) Customer loyalty
• D) Sales performance

Câu 18: The correlation between sales efforts and sales outcomes can be visualized using what?

• A) Pie chart
• B) Line graph
• C) Bar chart
• D) Line of best fit

Câu 19: What is a key focus of recruitment in sales?

• A) Finding the most experienced candidates
• B) Identifying candidates with specific educational backgrounds
• C) Selecting candidates who fit the company culture
• D) Hiring the cheapest candidates

Câu 20: During sales training, what is emphasized as crucial for closing deals?

• A) Product knowledge
• B) Aggressive negotiation
• C) Inventory management
• D) Technical skills

Câu 21: What does 'line authority' in a sales organization context imply?

• A) Responsibility for cost control
• B) Authority to make sales-related decisions
• C) Duty to report to the corporate headquarters
• D) Obligation to follow strict sales protocols

Câu 22: Personal selling objectives are directly tied to what?

• A) Employee satisfaction
• B) Sales volume objectives
• C) Product development cycles
• D) Advertising strategies

Câu 23: What advanced sales technique involves understanding customer's hidden needs?

• A) Transactional selling
• B) Consultative selling
• C) Pressure selling
• D) Scripted selling

Câu 24: In the recruitment process, what aspect is crucial for selecting sales personnel?

• A) Candidates' preference for teamwork
• B) Candidates' past job duration
• C) Candidates' alignment with sales goals
• D) Candidates' geographical location

Câu 25: How does CRM software primarily help sales management?

• A) By reducing product prices
• B) By managing customer relationships
• C) By increasing advertisement reach
• D) By automating production processes

Câu 26: What does AIDAS stand for in sales management?

• A) Attention, Interest, Desire, Action, Satisfaction
• B) Attention, Intelligence, Desire, Action, Support
• C) Assessment, Interest, Determination, Action, Satisfaction
• D) Awareness, Interest, Decision, Action, Satisfaction

Câu 27: What does CRM stand for?

• A) Customer Retention Metrics
• B) Customer Relationship Management
• C) Corporate Resource Management
• D) Creative Resource Methods

Câu 28: A sales organization subdivided by marketing channel is focused on?

• A) Product features
• B) Customer demographics
• C) Distribution methods
• D) Pricing strategies

Câu 29: How is 'cultural fit' assessed during the recruitment of sales personnel?

• A) Through technical skill tests
• B) Via personality assessments
• C) Based on previous sales records
• D) Through peer-reviewed publications

Câu 30: What does the 'S' in AIDAS stand for?

• A) Support
• B) Satisfaction
• C) Service
• D) Solution

Câu 31: In the context of sales management, what does the term 'sales force automation' primarily refer to?

• A) Automatic data processing
• B) Use of AI to manage teams
• C) Automation of sales tasks through software
• D) Automated feedback systems

Câu 32: The sales department with line authority subdivided geographically is designed to?

• A) Manage costs more effectively
• B) Address regional market needs
• C) Simplify product distribution
• D) Enhance corporate governance

Câu 33: How does strategic sales training impact long-term business growth?

• A) It has no significant impact
• B) It reduces the need for marketing
• C) It equips sales teams with skills to drive sustainable growth
• D) It focuses only on short-term gains

Câu 34: The primary goal of formulating personal-selling strategies is to?

• A) Reduce costs
• B) Enhance public relations
• C) Increase sales effectiveness
• D) Expand product lines

Câu 35: What is a key benefit of building relationships in sales?

• A) Reducing production costs
• B) Increasing sales volume
• C) Decreasing marketing needs
• D) Shortening the product lifecycle

Câu 36: Trainings that are conducted in home offices are referred to as?

• A) Short programs
• B) Centralized programs
• C) Decentralized programs
• D) Advance assignments

Câu 37: In which scenario is upselling most effective?

• A) When a customer is dissatisfied
• B) During the initial contact
• C) After establishing customer trust
• D) When launching a new product

Câu 38: The process of addressing customer concerns occurs at which stage of the sales process?

• A) After closing the sale
• B) Before identifying potential customers
• C) During the presentation
• D) While building the relationship

Câu 39: In the context of sales personnel management, what does 'performance coaching' entail?

• A) Providing minimal guidance
• B) Focusing on punitive measures for mistakes
• C) Offering tailored advice and support for skill enhancement
• D) Ignoring individual performance issues

Câu 40: In the context of advanced sales techniques, what is 'consultative selling' primarily focused on?

• A) Closing sales quickly
• B) Understanding and meeting customer needs
• C) Offering discounts and promotions
• D) Demonstrating product features