NPTEL Online Certification Courses

Indian Institute of Technology Roorkee

Strategic Sales Management

Number of questions: 10 Total mark: 10 X 1 = 10

QUESTION 1:

Chandan who had recently completed a certification in Sales Management from Indian Institute of
Sales, Raipur was telling his friends about the primary and secondary functions of sales
management. He mentioned to his friend Rohan that sales as a function also takes care of
relationship management, profit success, handling complaints and self-management. He
specifically also stated that sales and salespersons have nothing to do with database and
knowledge management. Do you think Chandan is right?

a. Yes, Chandan is right

Correct answer: b

Chandan is wrong because sales and salespersons also play a role in database and knowledge
management. This is because the data base maintained about customers and prospects plays a key
role in strategizing towards capturing markets and achieving both qualitative and quantitative
objectives of sales management. Please refer to slide 5 of the module 5.1 of week 5.
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QUESTION 2:
____________ is defined as “the willingness of one party to depend or rely on the actions of
another party”.
a. Belief
b. Faith
c. Trust
d. None of the above
Correct answer: c

The correct answer is c, Trust. Please refer to the slide 10 of the module 5.2 of week 5.
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QUESTION 3:

State whether the following is True or False:

Naina Pathak had an ardent interest in learning about sales. She went and asked a sales expert that if there
is a connection in psychology and sales. Out of the options given below what do you think would be the
most appropriate and correct answer by expert?

a. The interplay between sales and psychology only happens after the sale has been made.
b. Psychological tricks can be utilized across various stages of the sales process to increase
the chances of success.
c. Psychology is only applied in sales at times of cognitive dissonance
d. None of the above

Correct Answer: b
The correct answer is b. Please refer to slide 7 & 8 of the module 5.2 of week 5.
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QUESTION 4:

Considering the three statements given below, identify the correct one.
S1: Sales persons in todays time must have situational conversations with prospects and existing
customers to understand their needs better and then sell offerings to them.
S2: Story telling approaches is only meant for print media not for sales persons.
S3: Motivating sales team is not the job of sales manager but of human resource department only.

a. Only S3 is True
b. Only S2 is True
c. Only S1 is True
d. All are correct

Correct answer: c
Only S1 is true as the key today lies in having situational conversations with customers and
prospects to better understand their needs and appropriately sell to them. This is also an important
facet of customer centricity and sense making approach which have proved very fruitful in selling
world. Both S2 and S3 are wrong as story telling approach can be used in both sales’ presentation
and sale pitches as well. And also, it is also the job of a sales manager to motivate his or her team.
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QUESTION 5:
Identify the context from the words or phrases given below:

‘A zeal that drives people to act’ ‘process of stimulating people to actions’ ‘to accomplish the goals’

a. Training
b. Motivation
c. Secondary Cues
d. None of the above

Correct Answer: b
Motivation is the correct answer. It is certainly the zeal that drives people to act. Please refer to the slide 12
of the module 5.5 of Week 5.

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QUESTION 6:

Sehaj Arora while taking a session on sales managers mentioned J. Stacy Adams a couple of times and also
mentioned him being a proponent of the theory which she discussed with sales managers and also its
implications while they deal with their teams. Can you identify which theory she must have discussed with
sales managers?

a. ERG Theory
b. Expectancy Value Theoy
c. Equity Theory of Motivation
d. None of the above

Correct Answer: c
Equity theory of motivation is the correct answer. Please refer to the slide 14 and 18 of the module 5.5 of
week 5. The theory states that rewards should be fair for efforts, and at par with what is received by peers
or other employees at same level, else it impacts motivation.
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QUESTION 7:

As per David McClelland’s Achievement Motivation Theory, nAff stands for ___________.

a. Need for after-effects

Correct Answer: b
The correct answer is need for affiliation. Please refer to slide 18 of the module 5.5 of week 5.
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QUESTION 8:

State whether the following is True or False:

Today’s salespeople are expected to market their organizations. It is high time that they acquire skills that
go beyond simply selling. For example, acting as marketing intelligence agents stands critical today.
However, this is only applicable for key accounts other things being constant.

a. True
b. False

Correct Answer: b
False. The statement is false as this is not just applicable on key accounts but others as well.
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QUESTION 9:

Identify the context from the words or phrases given below:

‘managing channel partners’ ‘that are used to promote and distribute products and services to customers’

a. Tertiary Sales management

Correct Answer: c
The correct answer is c channel management. Channel management involves overseeing and optimizing
the various channels through which a company's products or services are distributed and sold to customers.
Please refer to slide 23 of the module 5.5 of week 5.
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QUESTION 10:

In today's digital scenario, the role of _______________cannot be undermined. Many companies are now
using social media platforms to reach out to their prospects. It is of crucial importance you stay active with
target buyers and interact with them on social media platforms. Share information that will help them do
better in their roles and organizations broadly.
a. Crowd sourcing
b. Social selling
c. E-mapping
d. None of the above

Correct Answer: b
Social selling is the correct answer. Please refer to slide 4 of the module 5.3 of Week 5.
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