Câu 1: What is an essential skill for a salesperson according to the sales process?

• A) Financial analysis
• B) Product design
• C) Customer relationship management
• D) Operational management

Câu 2: What is the first step in effective sales training programs?

• A) Evaluating previous sales data
• B) Setting clear objectives
• C) Selecting training materials
• D) Assessing the competition

Câu 3: What is the first step in the AIDAS theory of selling?

• A) Closing the sale
• B) Identifying potential customers
• C) Building a relationship
• D) Presenting the product

Câu 4: What is the main focus of personal selling strategies?

• A) Product development
• B) Customer relationships
• C) Advertising campaigns
• D) Cost reduction

Câu 5: What is the primary benefit of implementing ongoing sales training programs?

• A) It allows for less frequent hiring
• B) It supports consistent sales performance improvement
• C) It reduces the need for sales management
• D) It simplifies product development

Câu 6: What is the primary focus of compensating sales personnel?

• A) Minimizing salaries to reduce costs
• B) Aligning compensation with market standards
• C) Ensuring fair payment based on performance
• D) Providing the highest bonuses in the industry

Câu 7: What is the primary goal of sales personnel management?

• A) Increase product inventory
• B) Enhance customer service skills
• C) Maximize sales team performance
• D) Reduce marketing costs

Câu 8: What is the primary goal of sales personnel management?

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

Câu 9: What is the program designed to teach both new and experienced salespeople called?

• A) Sales personnel
• B) Sales training
• C) Sales turnover
• D) Job description

Câu 10: What is the ratio of customers to total prospects in a territory known as?

• A) Sales coverage effectiveness index
• B) Call-frequency ratio
• C) Territorial market share
• D) Selling expense ratio

Câu 11: What is the significance of diversity in recruitment for sales positions?

• A) It is less important than in other fields
• B) It enhances team creativity and customer relations
• C) It complicates team dynamics
• D) It is mainly for fulfilling legal requirements

Câu 12: What is the term for assessing how sales personnel perform their jobs based on results?

• A) Sales analysis
• B) Sales description
• C) Sales job specification
• D) Performance evaluation

Câu 13: What is the training for new employees referred to as?

• A) Initial sales training programs
• B) Continuing sales training programs
• C) Training needs
• D) Training aims

Câu 14: What part of the training content includes all information about the company?

• A) Selling skills
• B) Market
• C) Company information
• D) Product knowledge

Câu 15: What report details prospects that may become new business sources for sales personnel?

• A) Expense report
• B) Progress report
• C) New-business report
• D) Sales work plan

Câu 16: What report details the expenses incurred by salespersons in relation to their sales activities?

• A) Expense report
• B) Progress report
• C) New-business report
• D) Sales work plan

Câu 17: What report summarizes the complaints of customers arising from a salesperson's work?

• A) Expense report
• B) Lost-sales report
• C) New-business report
• D) Complaint report

Câu 18: What role does a sales executive typically play?

• A) Financial planning
• B) Human resources
• C) Leadership in sales strategies
• D) Technical support

Câu 19: What role does emotional intelligence play in sales?

• A) It helps predict economic trends.
• B) It aids in understanding and responding to customer emotions.
• C) It increases the speed of transaction.
• D) It decreases dependency on technology.

Câu 20: What role does feedback play in sales training?

• A) It is rarely used
• B) It helps adjust training approaches
• C) It is used to penalize underperformers
• D) It decreases morale

Câu 21: What role does technology play in modern sales training programs?

• A) It is largely irrelevant
• B) It provides platforms for interactive learning
• C) It decreases the efficiency of training
• D) It is used only for administrative tasks

Câu 22: What term describes experts in specific business areas who assist line executives?

• A) Functional authority
• B) Staff executives
• C) Line executives
• D) Functional executives

Câu 23: What term describes the profit contribution by each sales territory?

• A) Sales coverage effectiveness index
• B) Territorial net profit
• C) Territorial market share
• D) Selling expense ratio

Câu 24: What term is used for the group of employees who engage in personal selling to sell products or services?

• A) Sales force
• B) Sales force management
• C) Sales executives
• D) Selling department

Câu 25: What type of authority provides executives the power to advise but not enforce their recommendations?

• A) Functional authority
• B) Staff authority
• C) Line authority
• D) Functional executives

Câu 26: What type of power allows the execution of direct orders within the hierarchy?

• A) Functional authority
• B) Staff authority
• C) Line authority
• D) Functional executives

Câu 27: Which advanced technique is emphasized in modern sales training for handling objections?

• A) Psychological manipulation
• B) Assertive persistence
• C) Empathetic listening
• D) Product feature bombardment

Câu 28: Which is a common challenge in sales personnel management?

• A) Overstocking products
• B) Balancing team and individual goals
• C) Managing supply chain disruptions
• D) Designing marketing materials

Câu 29: Which is NOT a step in the sales process as described in the materials?

• A) Identifying potential customers
• B) Closing the sale
• C) Conducting market research
• D) Building a relationship

Câu 30: Which method is commonly used in sales training to improve selling skills?

• A) Product demonstrations
• B) Competitive analysis
• C) Role-playing
• D) Financial planning

Câu 31: Which method is commonly used to measure the effectiveness of a sales campaign?

• A) Employee satisfaction surveys
• B) Customer retention rates
• C) Cost-benefit analysis
• D) Market share growth

Câu 32: Which method is often used to measure the effectiveness of a sales strategy in capturing market share?

• A) Employee turnover rates
• B) Customer loyalty programs
• C) Market penetration analysis
• D) Cost per lead

Câu 33: Which objective is often a focus in personal selling?

• A) Increasing product visibility
• B) Maximizing customer interactions
• C) Enhancing product distribution
• D) Achieving sales volume targets

Câu 34: 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 35: Which of the following is a key component of the sales process?

• A) Market research
• B) Customer service
• C) Closing the sale
• D) Product design

Câu 36: Which sales strategy is directly linked to long-term customer loyalty?

• A) Aggressive pricing
• B) Limited-time offers
• C) Relationship marketing
• D) High-frequency advertising

Câu 37: Which strategy is most effective for a sales executive aiming to enhance team performance?

• A) Implementing strict oversight
• B) Focusing on individual coaching
• C) Encouraging competitive sales quotas
• D) Centralizing decision-making processes

Câu 38: 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 39: Which training involves a coach who tells, shows, practices, and evaluates the trainee?

• A) On-the-job training
• B) Online courses
• C) Lecture
• D) Case discussion

Câu 40: Why is continuous training important for sales personnel?

• A) To ensure compliance with regulations
• B) To maintain competitive edge
• C) To reduce employee turnover
• D) To increase inventory turnover