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Strategic Sales Management Week 2 NPTEL Assignment Answers 2025

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NPTEL Strategic Sales Management Week 2 Assignment Answers 2025

1. The marketing function is generally focused on _________ the market and setting and achieving long-term objectives.

  • Interacting
  • Informing
  • Persuading
  • Negotiating
Answer : See Answers

2. Which of the following statements accurately describes the cultural differences between marketers and salespeople?

  • Marketers are skilled relationship builders, while salespeople focus on data and analysis.
  • Marketers only focus on immediate sales, while salespeople focus on longer-term objectives.
  • Marketers are highly analytical, data oriented, and project focused, while salespeople build relationships and live for closing the sale.
  • Marketers and salespeople share the same skillset and approach.
Answer :

3. The traditional 4Ps of marketing are: Product, Price, Place, and Promotion. Which of the following three elements complete the 7Ps of marketing?

  • People, Process, and Physical evidence
  • Positioning, People, and Purpose
  • Planning, Process, and Prioritization
  • Personalization, People, and Pricing
Answer :

4. 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

  • 1 → 3 → 6 → 7 → 5 → 2 → 4
  • 1 → 2 → 3 → 5 → 6 → 7 → 4
  • 1 → 3 → 6 → 5 → 7 → 2 → 4
  • 1 → 3 → 5 → 6 → 7 → 2 → 4
Answer :

5. The decomposition method in sales forecasting refers to:

  • Asking individual accounts about their future purchasing plans and translating them into forecasts.
  • Breaking down previous company sales data into trend, cycle, seasonal, and erratic events.
  • Using a panel of managers to anonymously provide and revise forecasts until a consensus is reached.
  • Averaging actual company sales from past years to generate a future forecast.
Answer :

6. _____________ refers to the practice of predicting what will happen in the future by considering events in the past and present.

  • Market mapping
  • Product positioning
  • Sales analysis
  • Forecasting
Answer : See Answers

7. SWOT analysis helps identify internal ______________and____________ , and external opportunities and threats.

  • Structure; Workforce
  • Skills; Workethic
  • Strengths; Weaknesses
  • Strategy; Weaknesses
Answer :

8. Which of the following best describes what a catchment area is?

  • A detailed overview of product pricing strategies.
  • A geographic area that a business, service, or organization attracts its customers from.
  • A type of competitor analysis for new market entries.
  • A set of product features that will be promoted in a campaign.
Answer :

9. Which of the following best describes the Miller Heiman Sales Model?

  • It emphasizes asking Situation, Problem, Implication, and Need-payoff questions to uncover buyer needs.
  • It is a qualification framework that focuses on Budget, Authority, Need, and Timeline.
  • It involves managing stakeholders and relationships in large and complex B2B transactions.
  • It focuses on teaching, tailoring, and taking control of the sales conversation.
Answer :

10. The correct sequence of the consultative sales process is:

  • Research → Ask → Listen → Teach → Qualify → Close
  • Ask → Research → Listen → Teach → Qualify → Close
  • Research → Listen → Ask → Teach → Close → Qualify
  • Qualify → Teach → Ask → Listen → Research → Close
Answer : See Answers

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