NPTEL Online Certification Courses
Indian Institute of Technology Roorkee
Strategic Sales Management
Week 1 Assignment 1
Number of questions: 10 Total mark: 10 X 1 = 10
QUESTION 1:
Priya and Rahul recently did a one-day refresher program on Strategic Sales Management. At the end of the
day, over a coffee, they were discussing the myths about sales management. Rahul said with a lot of force,
only extroverts make the best salespeople but he also said this is not a myth, but rather truest in all senses.
After a while, Priya mentioned, people usually have a myth that sales and marketing are the same, however,
this is wrong. Who do you think is correct?
a. Yes, Rahul is correct
b. No, Rahul is wrong
c. Only Priya is correct and Rahul is wrong
d. False, the statement given by Roshan is not correct. Both are the same.
Correct Answer: c
Only Priya is correct as certainly sales and marketing are different. However, Rahul is wrong as it is not like
only extroverts make the best salespeople. Please refer to Slide 4 of Module 1.1 of Week 1.
QUESTION 2:
As per the American Marketing Association, ___________________is defined as “the planning, direction,
and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising,
paying, and motivating as these tasks apply to the personal sales force”.
a. Sales management
b. Salesforce planning
c. Sales direction
d. None of the above
Correct Answer: a
The correct answer is sales management. Please refer to the slide 9 of the Module 1.1 of the Week 1.
QUESTION 3:
Who needs to be celebrated for writing the book ‘Managing the Sales Force’ which is also acknowledged as
a milestone in the evolution of sales management mechanics?
a. Mike Wilson
b. Vance Packard
c. Wilson David
d. None of the above
Correct Answer: a
Mike Wilson is the correct answer. The book titled "Managing the Sales Force" was written by Mike Wilson.
This book is a well-regarded resource in the field of sales management, offering insights into various aspects
of managing a sales team effectively. It also shaped the evolution of the field of sales management. Kindly
refer to Slide 4 of Module 1.2 of Week 1.
QUESTION 4:
In which of the organizational orientations the focus is laid on quality and performance, and it is believed
that customers choose products for quality rather than price. The chances of marketing myopia are also
higher in this case.
a. Sales Orientation
b. Product Orientation
c. Production Orientation
d. None of the above
Correct Answer: b
Product orientation is the correct answer. Kindly refer to Slide 6 of the module module 1.2 of Week 1.
QUESTION 5:
State whether the following is True or False.
Social selling is only applicable in the case of business-to-business markets.
a. True
b. False
Correct Answer: b
False. The statement is false as social selling applies to both business and consumer markets. It is
just about reaching out to customers using social media platforms Kindly refer to Slide 8 of Module
1.4 of Week 1.
QUESTION 6:
In the context of sales force management, controlling can encompass _________________
a. Both qualitative and quantitative facets
b. Only qualitative facets
c. Only qualitative facets
d. None of the above
Correct Answer: a
Controlling can encompass both qualitative and quantitative facets. Please refer to the slide 8 of Module 1. 2
of Week 1.
QUESTION 7:
State whether the following is True or False.
Traditional selling orientation revolved completely around the ‘what the customer wants and then will make
it’ philosophy.
a. True
b. False
Correct Answer: b
False. The statement is false as all (sales) as traditional selling primarily focused on forceful selling. What
the customer wants and then will make it is more aligned with modern marketing approach.
QUESTION 8:
Which of these is erroneous/faulty/wrong in terms of the redefined objectives of sales management?
a. Creating a rewarding mix of customers
b. Salespeople acting as consultants
c. Discarding the idea of contributing to a sustainable long-term growth
d. Being a Learning Sales Organization
Correct Answer: c
The correct answer is c, as discarding the idea of contributing to sustainable growth is erroneous. Rather the
focus is on working towards creating long-term sustainable growth.
QUESTION 9:
Who stands credited for selling 13,001 cars over 15 years—not fleet sales but sales to individual car
buyers. He holds the Guinness World Record for being the world’s greatest salesman. In 1973, he sold 1,425
cars, and in one month, he sold 174—a record that still stands today.
a. Joe Girard
b. Brian Tracy
c. Zig Ziglar
d. None of the above
Correct Answer: a
Joe Girard is the correct answer.
QUESTION 10:
Identify the right combination of True (T) and False (F) statements concerning the four statements (S1-S4)
given below.
S1: In modern sales mechanics and a strategic selling approach, there is no point in adding and deleting
customers, irrespective of their profitability.
S2: Selling is a broader function than marketing.
S3: The focus of customer relationship management is on nurturing long-term relationships.
S4: Social selling is a myth, it doesn’t exist for real.
a. S1 (T), S2 (T), S3 (T) and S4 (T)
b. S1 (T), S2 (F), S3 (F) and S4 (T)
c. S1 (F), S2 (F), S3 (T) and S4 (F)
d. S1 (F), S2 (T), S3 (F) and S4 (T)
Correct Answer: a
S1 (F), S2 (F), S3 (T) and S4 (F). All statements given except S3 are false.
______________________________________________________________________________
*********END******
