Area 51

INSTITUTO CULINARIO DE MÉXICO
FALL 2012
FIRST PARTIAL EXAM
MANAGEMENT OF SALES ( TUTORIAL )



|CONCEPT |% |GRADE. |TOTAL |
|Exam |40| | |
|Cases | 30 | | |
|Project |30 | | |
| || | |
| | | | |
|TOTAL |100 | | |
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Period: _____
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1.- Sales management is managing of the personal-selling of an organization based on TEAMSELLING (T) (F)

2.- Product, price, distribution/place and promotion are elements of the Marketing mix (T) (F)

3.- What is personal selling?


4.- VALUE ADDEDCOMPONENTS are those which augment the product itself (T) (F)

5.- What is Relationship Selling ?

6.- Field sales manager, regional manager, outside order taker, client teamleader and missionaries are some examples different types of sales job (T) (F)

7.- Staff the organization with the right people and the development of them is the mainresponsibility of the sales manager (T) (F)

8.- Sales supervisor and district sales manager are considered to be lower-level sales executives
(T) (F)

9 &10) Pleasedraw the executive ladder in team selling and write down the names of the positions










11.- What are some of the characteristics that sales executives of the 21st century must have:...