Strategic Sales Management Nptel Week 2 Answers
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Strategic Sales Management Nptel Week 2 Answers (July-Dec 2025)
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Q1. The marketing function is generally focused on ________ the market and setting and achieving long-term objectives.
a) Interacting
b) Informing
c) Persuading
d) Negotiating
Q2. Which of the following statements accurately describes the cultural differences between marketers and salespeople?
a) Marketers are skilled relationship builders, while salespeople focus on data and analysis.
b) Marketers only focus on immediate sales, while salespeople focus on longer-term objectives.
c) Marketers are highly analytical, data oriented, and project focused, while salespeople build relationships and live for closing the sale.
d) Marketers and salespeople share the same skillset and approach.
Q3. The traditional 4Ps of marketing are: Product, Price, Place, and Promotion. Which of the following three elements complete the 7Ps of marketing?
a) People, Process, and Physical evidence
b) Positioning, People, and Purpose
c) Planning, Process, and Prioritization
d) Personalization, People, and Pricing
Q4. Mark the correct sequence of the steps to create a strategic sales plan:
1-Define objectives
2-Provide tools to sales team
3-Assess market
4-Track the progress
5-Collaborate with other departments
6-Outline sales strategy
7-Define role of sales team
a) 1 → 3 → 6 → 7 → 5 → 2 → 4
b) 1 → 2 → 3 → 5 → 6 → 7 → 4
c) 1 → 3 → 6 → 5 → 7 → 2 → 4
d) 1 → 3 → 5 → 6 → 7 → 2 → 4
Q5. The decomposition method in sales forecasting refers to:
a) Asking individual accounts about their future purchasing plans and translating them into forecasts.
b) Breaking down previous company sales data into trend, cycle, seasonal, and erratic events.
c) Using a panel of managers to anonymously provide and revise forecasts until a consensus is reached.
d) Averaging actual company sales from past years to generate a future forecast.
Q6. ________ refers to the practice of predicting what will happen in the future by considering events in the past and present.
a) Market mapping
b) Product positioning
c) Sales analysis
d) Forecasting
Q7. SWOT analysis helps identify internal ________ and ________, and external opportunities and threats.
a) Structure; Workforce
b) Skills; Workethic
c) Strengths; Weaknesses
d) Strategy; Weaknesses
Q8. Which of the following best describes what a catchment area is?
a) A detailed overview of product pricing strategies.
b) A geographic area that a business, service, or organization attracts its customers from.
c) A type of competitor analysis for new market entries.
d) A set of product features that will be promoted in a campaign.
Q9. Which of the following best describes the Miller Heiman Sales Model?
a) It emphasizes asking Situation, Problem, Implication, and Need-payoff questions to uncover buyer needs.
b) It is a qualification framework that focuses on Budget, Authority, Need, and Timeline.
c) It involves managing stakeholders and relationships in large and complex B2B transactions.
d) It focuses on teaching, tailoring, and taking control of the sales conversation.
Q10. The correct sequence of the consultative sales process is:
a) Research → Ask → Listen → Teach → Qualify → Close
b) Ask → Research → Listen → Teach → Qualify → Close
c) Research → Listen → Ask → Teach → Close → Qualify
d) Qualify → Teach → Ask → Listen → Research → Close
These are Strategic Sales Management Nptel Week 1 Answers