Sales Management MCQs : This section focuses on the "Sales Management". These Multiple Choice Questions (MCQs) should be practiced to improve the Sales Management skills required for various interviews (campus interview, walk-in interview, company interview), placement, entrance exam and other competitive examinations.
Question 1
Sales management is discipline of __________benefits a company and its customers receivefrom the efforts of its sales force.
A. Minimizing
B. Maximizing
C. Controlling
D. None of the above
Question 2
According to ____________sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.
A. Rachman & Romane
B. B.R.Canfield
C. Hampton & Zubin
D. American marketing Association
Question 3
The amin objective of sales management are ____________
A. Decrease in profits and continuous growth
B. Increase in profits and stagnant growth
C. Increase in profits and continuous growth
D. Decrease in profits and stagnant growth
Question 4
Sales management achieves personal selling objectives through __________
A. Personal Selling Strategy
B. Interpersonal selling strategy
C. Selling strategy
D. None of the above
Question 5
Sales management is the __________of a sales staff, and the tracking and reporting of thecompany’s sales.
A. Strategy
B. Training and management
C. Management
D. None of the above
Question 6
Sales management is the ______________of sales staff, and the tracking and reporting of thecompany’s sales.
A. Management
B. Selling strategy
C. Demonstration
D. Development of human resources
Question 7
The scope of sales management is confined not only to self centered corporate goal profitand sales maximization but also to __________
A. Good welfare
B. Consumer welfare
C. Organization welfare
D. Individual welfare
Question 8
________is the fundamental guiding principle of sales management.
A. Customer delight
B. Customer orientation
C. Client satisfacation
D. None of the above
Question 9
In an organization ____________is also very useful when technically complex products are inthe process to sell.
A. Individual selling approach
B. Group selling approach
C. Team based selling approach
D. None of the above
Question 10
One of the element of sales planning is to ______for selling activities.
A. Set objectives
B. Schedule objectives
C. Track Objectives
D. None of the above
Question 11
From the economic system’s point of view, the role of marketing intermediaries is totransform:
A. raw products into finished products.
B. consumer needs into producer needs.
C. consumer needs and wants into product desires.
D. assortments of products made by producers into the assortments wanted by consumers.
Question 12
When the manufacturer establishes two or more channels catering to the same market,then __________ occurs.
A. Vertical channel conflict
B. Horizontal channel conflict
C. Multi channel conflict
D. None of the above
Question 13
A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ________gaps that separate goods and services from those who would use them.
A. possession
B. profit
C. image
D. psychological
Question 14
Through their contacts, experience, specialization, and scale of operation,usually offer thefirm more than it can achieve on its own.
A. manufacturers
B. producers
C. direct marketers
D. intermediaries
Question 15
Makers of televisions, cameras, tires, furniture, and major appliances normally use whichof the following distribution channel forms?
A. direct marketing channel
B. indirect marketing channel
C. horizontal channel
D. synthetic channel
Question 16
Transporting and storing goods is part of which of the following marketing channelfunctions?
A. negotiation
B. physical distribution
C. contact
D. matching
Question 17
__________is a layer of intermediaries that performs some work in bringing the product andits ownership closer to the buyer.
A. A direct marketing channel
B. An indirect marketing channel
C. A channel level
D. A channel switching system
Question 18
Which of the following statements about sales force management is true?
A. The sales force is the firm's most direct link to the customer
B. The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
C. As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
D. Personal selling is usually less expensive than advertising
Question 19
With respect to a channel of distribution, the number of intermediary levels within thechannel indicates the of a channel.
A. width
B. depth
C. length
D. similarity
Question 20
____________Is a marketing channel that has no intermediary levels.
A. direct marketing channel
B. indirect marketing channel
C. forward channel
D. hybrid channel
Question 21
A__________Is a set of interdependent organizations involved in the process of making aproduct or service available for use of consumption by the consumer or business user.
A. retailer
B. wholesaler
C. distribution channel
D. middleman
Question 22
The work of setting up objectives for selling activities, determining and scheduling thesteps necessary to achieve these objectives is known as________
A. Selling
B. Sales policy
C. Sales programme
D. Sales planning
Question 23
Karen is studying the potential for selling her company's products in China. As part of heranalysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's
A. Natural conditions
B. Technological feasibility
C. Social and cultural norms
D. Distribution structure
Question 24
Mr. Narayan, the new national sales manager is learning about the internal organizationalenvironment in her company. She will learn about all of the following EXCEPT
A. Human resources
B. Financial resources
C. Service capabilities
D. Social and cultural environment
Question 25
John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
A. Determining compensation and incentives
B. Equal treatment in hiring and promotion
C. Respect for individuals in supervisory and training programs
D. Fairness in the design of sales territories
Question 26
large marketing intermediary, but not as large as a sole selling agent in terms of size,resources and territory of operation is known as____________
A. Wholesaler
B. Sole selling agent
C. Direct marketing channel
D. Semi-wholesalers
Question 27
Many firms use environmental scanning to assess their external environment.Environmental scanning should be used to
A. Respond to current crises
B. Identify future threats and opportunities
C. Determine personnel performance
D. Allocate financial resources
Question 28
Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:
A. Determining compensation and incentives
B. Equal treatment in hiring and promotion
C. Respect for individuals in supervisory and training programs
D. Fairness in the design of sales territories
Question 29
What is the full form of CIS?
A. Channel information system
B. Channel induced system
C. Channel information system
D. Channel incorporated system
Question 30
Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?
A. A longer than usual distribution channel due to a rail strike
B. Consumer trend toward treating gardens like another room
C. The popularity of metal lawn furniture that looks vintage rather than newly bought
D. A flood at the manufacturer's main warehouse
Question 31
What is the full form of VMS?
A. Velocity moving system
B. Vertical marketing system
C. Vertical moving system
D. Very moveable system
Question 32
One of the objective of sales organization is ________
A. To build team work
B. To maintain co-relation
C. To increase managerial efficiency
D. None of the above
Question 33
Sales organization is needed for ____________
A. Providing insight into avenues or advancement
B. Increasing morale
C. Increasing profitability
D. To build team work
Question 34
Line and staff organization usually result as the size of the operations ____________
A. Slows
B. Grows
C. Diminishing
D. Increasing
Question 35
__________is the most basic forms of sales organization, characterized by a chain of commandrunning from the top sales executive down to the level of salesman.
A. Staff sales orgainisation
B. Functional sales organization
C. Line sales organization
D. None of the above
Question 36
____________method is based on marginal -analysis theory of economics. Its basic conceptIs that net profit will increase in the amount of sales revenue exceed the incremental costs.
A. Breakdown method
B. Incremental method
C. None of the above
D. Potential method
Question 37
____________and ________are thee source of recruitment in the sales organisation.
A. Company Executive and placement agencies
B. Managers and salesmen
C. Trustee and Manager
D. Partners
Question 38
________The interview simulates the applicant would meet in actual selling situated and provides a way to observe the application’s reaction to them.
A. Personal
B. Formal
C. Stress
D. None of the above
Question 39
__________measures how well a person can perform particular tasks with maximummotivation.
A. Projective tests
B. Test of ability
C. Interest test
D. Test of habitual characteristics
Question 40
According to __________Training is the act of increasing the knowledge and skill of an employee for doing a particular job.
A. Edwin. B.Flippo
B. H.R. Tosdal
C. C.L. Bolling
D. Peter Drucker
Question 41
A good sales organization is a ____________for effective sales planning.
A. Planning
B. Organising
C. Decision making
D. Foundation
Question 42
Sales organization is the ________through which a sales manager’s philosophy is translatedinto action
A. Mechanism
B. Tool
C. Technique
D. Strategy
Question 43
__________is the group of individual striving jointly to reach certain goals and bearing formalas well as informal relation to each other.
A. Sales organization
B. Joint venture
C. Sole trader
D. None of the above
Question 44
In sales organization the work of sales department is divided in ________
A. Group
B. Different task
C. Sole trade
D. In two partners
Question 45
A sound sales organization increases __________
A. Managerial efficiency
B. Organizational behavior
C. Customer relationship
D. Decision
Question 46
To handle all the jobs and work of sales department is divided into division and ________
A. Sub division
B. Group
C. Countries
D. Different peoples
Question 47
The principle of ‘Right man on right job’ is followed for assigning these activities todifferent________
A. Persons
B. Cities
C. States
D. Departments
Question 48
Sales organization helps in developing __________
A. Group activity
B. Different task
C. Sales force
D. None of the above
Question 49
If the goods are sold on credit bases,______the amount of ____________is to be collected.
A. Credit sales
B. Credit purchase
C. Cash Sales
D. Bad-debts
Question 50
Effective and courteous correspondence with customers reflects __________of theorganization to the prospective cutomer.
A. Good image
B. Depreciation
C. Sales
D. Net profit
Question 51
Sales department helps the organization in increasing ______________
A. Raw material Purchase
B. Decision making
C. Credit sales
D. Sales Volume
Question 52
________________bridges the gap between the market and the productive capacity of thefirm.
A. Sales Organization
B. Purchase Department
C. General Manager
D. All of the above
Question 53
Sales organization defines the relation ship between people in the organization in term ofauthority, responsibility and __________
A. Accountability
B. Management
C. Controlling the expenses
D. Process
Question 54
No two companies have ____________sales organization structure.
A. Identical
B. Different
C. Very few similar
D. None of the above
Question 55
The flow of information may be both horizontal and ____________
A. Vertical
B. From bottom to top
C. From top to bottom
D. None of the above
Question 56
The ____________organization is the basic form of sales organization.
A. Line sales
B. Credit sales
C. Credit purchase
D. Co-operative societies
Question 57
______________organization is extensively used in similar firms are those dealing in a narrowproduct line, or selling in a limited geographic area.
A. Line organization
B. Sales department
C. Management
D. Joint venture companies
Question 58
__________________organization becomes inappropriate in case of rapidly growingorganization are those with large sales staff, as growing departments necessitate additional layers of executives to be added.
A. Staff organization
B. Line Organization
C. Parallel organization
D. None of the above
Question 59
______ and ________organization sometimes generates problems of interpersonal relation
A. Staff And Line
B. Staff and Square
C. Vertical and horizonal
D. Sales and manufacturing
Question 60
____________specialist do not share direct responsibility for result is also resented by someline executives.
A. Staff
B. Manager
C. Department head
D. None of the above
Question 61
The organization is headed managed by ____________
A. Managing Director
B. Department head
C. Co- Ordinator
D. Employees
Question 62
The organization is headed by the managing director who has reporting to him linemanagers called __________
A. Reginal Manager
B. Deputy Manager
C. Head of the department
D. None of the above
Question 63
Which is not a way that sales forces differs from other employees?
A. Salespeople set their hours of working
B. Salespeople represent their company to customers and to society in general
C. The Sales Force is largely responsible for implementing a firm's marketing strategies in the field
D. Sales people are among the few employees authorized to spend company funds
Question 64
_________ is actually support the sales persons, perform the promotional activities andwork with training and education (may work directly with customer).
A. Sales support
B. Key account seller
C. Delivery seller
D. Missionary seller
Question 65
________ facilitate sales to established accounts, they do not actually sell, per se, butrather leave the selling to the key account personnel or the consultative sales personnel.
A. Sales support
B. Key account seller
C. Delivery seller
D. New business seller
Question 66
Which is the following is the correct sequence for coporate selling.
A. Pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment, and follow up
B. Follow up, prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gain commitment
C. Presentation, prospecting, pre-approach, approach, need assessment, meeting objective, gain commitment and follow up
D. Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up
Question 67
Which one is not a multiple realtionship strategies.
A. Multiple Relationship Strategy
B. All our multiple relationship strategies
C. Consultative Selling
D. Transactional Selling
Question 68
____________involves identifying activities management feels the salespeople should performto produce the desired results.
A. SWOT analysis
B. Environmental audit
C. Training analysis
D. Needs assessment
Question 69
Which of the following is NOT an example of behavioral measures used to evaluatesalespeople?
A. assessment of salesperson's attitude and attention to customers
B. product knowledge and selling and communication skills
C. appearance and professional demeanor
D. accounts generated and profit achieved
Question 70
Which are the most basic forms of the sales organization?
A. Line sales organization
B. Line and staff sales organization
C. Functional sales organization
D. None of the above
Question 71
Companies engage in sales training to:
A. increase absenteeism and turnover
B. increase selling costs
C. decrease sales volume
D. change or reinforce behavior that makes salespeople more efficient
Question 72
The formula N = S/P (1 + T) is for____________
A. Workload
B. Sales potential (or breakdown)
C. Incremental
D. None of the above
Question 73
The sales force can play a central role in achieving a marketing orientation strategy, by
A. Maintaining infrequent contact with customer
B. Collecting and disseminating market information
C. Focusing on cutting costs
D. Following the competition's lead
Question 74
From management's point of view, what is the advantage of a straight salary compensationplan?
A. With a straight salary plan, selling costs are kept in proportion to sales.
B. The straight salary plan is simple and economical to administer.
C. With a straight salary plan, salespeople have the assurance of positive feedback.
D. A straight salary plan links performance to leadership style.
Question 75
The most critical impact to a sales organization affected by down-sizing is that:
A. The sales team is de-motivated
B. The company must recalculate sales budgets
C. The sales workload must be redistributed
D. Customers may change suppliers due to severed relationship with salesperson
Question 76
The three major tasks involved in the implementation stage of the sales management process are:
A. salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation.
B. Developing account management policies, implementing the account management policies, correcting the account management policies.
C. Setting sales objectives, organizing the salesforce, and developing account management policies.
D. Organizing the salesforce, quantitative assessment, and follow-up.
Question 77
In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs?
A. Workload
B. Sales potential (or breakdown)
C. Incremental
D. None of the above
Question 78
An effective sales plan objective should be:
A. Precise, measurable, and time specific.
B. General, measurable, and flexible.
C. Profitable, subjective, and measurable.
D. Precise, profitable, and flexible.
Question 79
If a company chooses to employ its own sales force, the three organizational structures itmay use are:
A. Dollar volume, geography, and customer.
B. Geography, customer, and product.
C. Geography, market size, and product.
D. Market size, product, and customer.
Question 80
____________is teaching how to do the jobs.
A. Sales personnel
B. Sales target
C. Sales force training
D. Induction
Question 81
Which of the following is NOT one of the major factors affecting how compensation isstructured for a sales force?
A. wage level in relation to salespeople in other organizations in the industry
B. salesperson's individual wage
C. wage structure for the sales force
D. number of new customers in each sales territory
Question 82
Which of the following elements is NOT used for determining the size of a sales force inthe workload method?
A. Number of salespeople.
B. Number of customers.
C. Length of an average call.
D. Number of years in sales experience
Question 83
The most frequently used type of compensation plan is a:
A. Straight salary compensation plan.
B. Straight commission compensation plan.
C. Combination compensation plan.
D. Weighted compensation plan.
Question 84
In medium and large firms, one would find the____________types of organization
A. Line sales organization
B. Line and staff sales organization
C. Functional sales organization
D. None of the above
Question 85
The first step in determining how a firm's sales force compensation program will bestructured is to determine the:
A. Wage level relative to salespeople in other organizations in the industry
B. Salesperson's individual wage
C. Wage structure for the sales force
D. Number of new customers in each sales territory
Question 86
When commission is combined with a base salary it is known as____________
A. Commission based compensation plans
B. Straight salary compensation plan
C. Territory volume compensation plans
D. Profit margin/ revenue based sales compensation plans
Question 87
There are three interrelated elements of rewards for salespeople. One of the elements isnonfinancial compensation and includes:
A. Recognition dinners, certificates of achievement, and features in sales newsletters
B. Larger accounts and sales territories
C. Personal development opportunities, merit salary increases, and promotions
D. Promotions, certificates of achievement, and larger sales territories
Question 88
Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as________
A. Job analysis
B. Physical examination
C. Projective tests
D. Training
Question 89
All of the following would be major sales force management decision steps EXCEPT:
A. Designing sales force strategy and structure.
B. Supervising salespeople.
C. Global management and marketing structures.
D. Recruiting and selecting salespeople.
Question 90
In which organizational structure, all sales personnel receive direction from, and areaccountable to different executives, on different aspects of their work?
A. Line sales organization
B. Line and staff sales organization
C. Functional sales organization
D. None of the above
Question 91
Which of the following WOULD NOT be a method of establishing sales force structure?
A. Territorial sales force structure.
B. Lifestyle sales force structure.
C. Product sales force structure.
D. Customer sales force structure.
Question 92
In which type of compensation plan there is no incentives?
A. Commission based compensation plans
B. Straight salary compensation plan
C. Territory volume compensation plans
D. Profit margin/ revenue based sales compensation plans
Question 93
Tests of intelligence tests are known as______________
A. Projective tests
B. Tests of habitual characteristics
C. Tests of ability
D. Achievement tests
Question 94
There are three interrelated elements of rewards for salespeople. One of the elements isdirect financial rewards and includes:
A. Salary, commission, and career advancement
B. Merit salary increases, commission, and better territory
C. Merit salary increases, bonuses, and commissions
D. Larger sales territories, bonuses, insurance, and a certificate of achievement
Question 95
Which is of these is how sales is in the 21st Century?
A. Keep tabs on changing technologies
B. Treat sales personnel as equals
C. Executive selling for high level accounts
D. Work closely with internal departments
Question 96
Which is a way to move toward relationship selling versus transactional selling?
A. All of the above a ways to move toward relationship selling
B. Price for profit
C. Retain Accounts
D. Preferred Suppliers
Question 97
______ is business sell lists of prospects.
A. Cold canvassing
B. Company sources
C. External referral agencies
D. Published directories
Question 98
Earning 20% return on investment is an example of which strategic marketing planning.
A. Objective
B. Tactics
C. Neither
D. Strategy
Question 99
__________ is how the products will benefit the company.
A. New business seller
B. Key account seller
C. Missionary seller
D. Consultative seller
Question 100
In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names.
A. Company source
B. External referral agencies
C. Published directories
D. Customer referrals
Question 101
_________ is work for a manufacturer and call on customers to provide productinformation, may be involved in promotional activities. (Ex: pharmaceutical reps)
A. Sales support
B. New business seller
C. Delivery seller
D. Missionary seller
Question 102
___________ is the planning stage, learning about the customer and learning about whomakes the final decision.
A. Pre-approach
B. Approach
C. The Needs assessment
D. Prospecting
Question 103
Selling has been around for years, according to history, which one is not a form of selling?
A. Canvassers
B. Book Agents
C. Bookies
D. Peddlers
Question 104
Which is a level that is found amongst sales managers?
A. Coordinator
B. CEO
C. District Manager
D. Regional President
Question 105
________ is realizing upon making the call that the information needs to be reassessed.
A. Needs assessment
B. Sales pipeline
C. Adaptive selling
D. Pre-approach
Question 106
_______ is simply a full listing of the names and contact information for all prospects,categorized by how likely they are to purchase the product.
A. Customer research
B. Adaptive selling
C. Sales pipeline
D. Need assessment
Question 107
Prospecting involves two components _____________ and ___________
A. Task finding and task orientation
B. Identifying leads and qualifying leads
C. Task finding and qualifying leads
D. Identifying leads, task finding
Question 108
_________ is the meet the needs of key (usually lare accounts), the goal is to maintainthe account.
A. Key account seller
B. Delivery seller
C. Consultative seller
D. New business seller
Question 109
_________ is when unannounced calls are made
A. Cold canvassing
B. Published directories
C. Company sources
D. Networking
Question 110
________ is knowing what is needed as new products are being developed
A. Significant teamwork
B. Open Communication
C. Customers and the planning process
D. Integration of Marketing
Question 111
A manager are team leaders but can fail if _____________________________
A. Treat sales personnel as equals
B. Exceed customer expectations by bringing additional value
C. Don't have structure and discipline
D. Work closely with internal departments
Question 112
In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________
A. Original questions
B. None of the answers
C. Task oriented questions
D. Confirmatory questions
Question 113
________ is with there is a buying center,team selling and the use of total qualitymanagement.
A. Integration of marketing
B. Integrating of production and sales
C. Significant teamwork
D. Customers and the planning process
Question 114
Which of the following provides the backbone of marketing?
A. Sales forecasting
B. Profit forecasting
C. Market targeting
D. Market segmentation
Question 115
The types of sales forecasting include
A. Micro forecasting
B. Macro forecasting
C. Both (1) and (2)
D. Minor forecasting
Question 116
Macro forecasting is concerned with forecasting markets in
A. Fragmentation
B. Segmentation
C. Totality
D. Partiality
Question 117
Micro forecasting determines
A. Product's market share
B. Price's market share
C. Place's market share
D. Product's price
Question 118
The type of forecasting is selected on the basis of
A. Degree of accuracy
B. Availability of data
C. Time horizon
D. All of the above
Question 119
Which of the following is/are the type of sales forecast on the basis of time frame
A. Short range
B. Long range
C. Perspective planning forecast
D. All of the above
Question 120
Sales forecasting involves study of
A. Sales planning
B. Distribution outlets
C. Consumer needs and demands
D. All of the above
Question 121
Sales forecasting involves
A. Sales Planning
B. Sales Pricing
C. Distribution channels
D. Consumer tastes
Question 122
Benchmark' means
A. Sales performance measurement
B. Marks given to salesperson
C. Appraisal
D. Standard values for comparison
Question 123
The analytics and statistical method of sales forecasting include
A. Extrapolation method
B. Moving average method
C. Time series analysis
D. All of the above
Question 124
The first stage in creating the sales forecasting is to estimate
A. Market demand
B. Profit
C. Wealth
D. Prospect
Question 125
The component of sales forecast is/are
A. Sales target
B. Sales budget
C. Both (1) and (2)
D. Sales volume
Question 126
Sales forecasting can be based on which of the following information?
A. What customers say about the product
B. What customers are actually doing
C. What customers have done in the past
D. All of the above
Question 127
A common method of preparing sales forecast consists of
A. Prepare a macro economic forecast
B. Prepare on industry sales forecast
C. Prepare a company sales forecast
D. All of the above
Question 128
Which of the following are included in sales forecasting?
A. Sales pricing
B. Sales planning
C. Distribution channels
D. All of the above
Question 129
________of the following are the steps of traditional selling strategy?
A. Prospective
B. Qualifying
C. Approach
D. All of the above.
Question 130
Which of the following is not a part of traditional selling strategy?
A. Approach
B. Pre approach
C. Presentation
D. Online sales
Question 131
Which of the following is the foundational step of the sales process?
A. Solve the objections
B. Follow-up
C. Prospecting
D. Presentation
Question 132
Before planning a sale, which or the following activity is conducted by the sales person?
A. Approach
B. Research
C. Follow-up
D. Presentation
Question 133
Which of the following is a part of pre-approach process?
A. Knowing customer’s need
B. Learning relevant background.
C. Researches prospects
D. All of the above.
Question 134
Which of the following is not a part of approach?
A. Introduction
B. Warm up questions
C. Explaining who you are and whom you represent
D. Agreeing on the terms of sales.
Question 135
Which of the following are the way of approach?
A. Phone
B. email
C. In person
D. All of the above
Question 136
Which of the following activity is explaining how the product meets that person orcompany’s need?
A. Presentation
B. Follow-up
C. Qualifying
D. Prospective
Question 137
Which of the following activity should be done after presentation?
A. Handling objection
B. Closing the sale
C. Following-up
D. None of the above
Question 138
What is the final step of traditional selling strategy?
A. Following-up
B. Closing the sales
C. Approach
D. Pre approach.
Question 139
Which of the following activity is offered by online airline services?
A. Booking
B. Seats selection
C. Automated flight status
D. All of the above
Question 140
What is the purpose of alliances created by travel companies?
A. Reduce purchasing cost
B. Increase sales
C. both a and b
D. None of a and b
Question 141
Which of the following is the benefit of online stoke trading?
A. Cost benefit
B. Flexible
C. Full control
D. All of the above
Question 142
Which of the following is not the benefit of online stoke trading?
A. Handy tools
B. Proper information
C. Time consuming
D. Flexibility
Question 143
Handy tools in online stoke trading includes__
A. Interest earned
B. Financial screeners to research stock and bonds
C. Yield returns
D. All of the above
Question 144
Which of the following is the factor contributing the drastic growth of online investing?
A. Easy and ready access to the data
B. Offering transactions at the lower price
C. both a and b
D. None of the above
Question 145
Which type deals with auction ?
A. B2B
B. C2B
C. C2B
D. C2C
Question 146
Which segment is ebay an example?
A. B2B
B. C2C
C. C2B
D. none of the above
Question 147
Which type of e-commerce focuses on consumers dealing with each others? (
A. B2B
B. B2C
C. C2B
D. C2C
Question 148
Mobile Commerce can be defined as –
A. M-Phil
B. M-Business
C. M-Com.
D. M-organization
Question 149
Define forecasting as a systematic attempt to people the future by interference fromknown facts.
A. Allen
B. Henry fayol
C. American Marketing Association
D. None of the above
Question 150
One of the objectives of forecasting is to determine__________
A. Regular supply of raw materials
B. A Suitable production policy
C. Best utilization of machines
D. None of the above
Question 151
One of the long term objectives of forecasting is to provide________
A. Long term production
B. Plant capacity
C. Labour
D. Short term production
Question 152
One of the purpose of sales quota is to evaluate the ____________
A. Performance
B. Goals and incentives
C. Salesperson activities
D. None of the above
Question 153
__________is set for an individual salesperson, geographical areas, product lines ordistributive outlet or for any one or more of these on combination.
A. Past sales
B. Sales volumes quotas
C. None of the above
D. Total market estimates
Question 154
A______is a goal set for a salesperson or sales department measured in revenue or unitssold for a specific time.
A. Sales forecasting
B. Sales quotas
C. Sales Targets
D. None of the above
Question 155
____________is a detailed examination of salts volume by territory.
A. Sales control
B. Sales target
C. Sales attribute
D. Sales analysis
Question 156
____________are maintained by accounting department sales organization. These recordsare made of salesmen’s reports.
A. Sales records
B. Sales reports
C. Sales analysis
D. None of the above
Question 157
A________is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.
A. Organization report
B. Sales Audit
C. Organization forecast
D. Sales report
Question 158
Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________
A. Approach
B. Pre-approach
C. Follow-up
D. Closing
Question 159
What P stands for?
A. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
B. predisposition or the inward response tendency, that is, force of habit
C. present drive level
D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Question 160
A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is
A. Product sales force
B. Customer sales force
C. Complex structure
D. Territorial sales force
Question 161
Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called
A. Approach
B. Follow- up
C. Closing
D. Pre-approach
Question 162
Companies using team of salespeople specialized in sales, marketing, engineering, financeand technical support used for managing complex accounts is known as
A. Outside sales force
B. Inside sales force
C. Telemarketing
D. Team selling
Question 163
The salespeople of sales force sell their product may be relevant to a wide variety ofproducts, types of customers, and broad geographic area.
A. Product sales force
B. Customer sales force
C. Complex structure
D. Territorial sales force
Question 164
The salespeople who travel to call on customers is known as
A. Outside sales force
B. Field sales force
C. Inside sales force
D. Both 1 and 2
Question 165
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*VWhat V stands for?
A. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
B. predisposition or the inward response tendency, that is, force of habit
C. present drive level
D. intensity of all cues: triggering, product, or informational
Question 166
What is the next step after “negotiation” in personal selling process?
A. The opening
B. Need and problem identification
C. Closing the sale
D. Dealing with objectives
Question 167
__________________________ is the most effective promotional tool in making buyerspreferences, convictions and most importantly actions.
A. Personal selling
B. Promotion mix
C. Dealers promotion method
D. Sales promotion
Question 168
Designing sales force strategy and structure, recruit and select, training, compensation,supervise and evaluation are the major steps of
A. Designing sales force
B. Sales force management
C. Sales force strategy
D. Structure of sales force
Question 169
Fringe benefit, variable amount, fixed amount, expenses are the part of___________________ in Salesforce Management.
A. Recruiting
B. Training
C. Supervising
D. Compensating
Question 170
Providing knowledge of product, personality development, communicating the criteria tothe salesperson are _____________________ in sales force management.
A. Formal evaluation
B. Qualitative evaluation
C. Product evaluation
D. Training evaluation
Question 171
Salespeople who sells their product directly to the customers on telephone is called
A. Outside sales force
B. Inside sales force
C. Telemarketing
D. Team selling
Question 172
Contribution to net profit, evaluation of current vs past, ranking, clearing standards andsales vs expenses are ________________________ in sales force management.
A. Training evaluation
B. Qualitative evaluation
C. Formal evaluation
D. Product evaluation
Question 173
________________________ is a specialist form of personal selling.
A. Point of selling
B. Mis-selling
C. Group selling
D. Face to face selling
Question 174
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K stands for?
A. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
B. predisposition or the inward response tendency, that is, force of habit
C. present drive level
D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Question 175
What is the next step after “closing the sale” in personal selling process?
A. The opening
B. Need and problem identification
C. Closing the sale
D. Follow up
Question 176
Asking referrals from the customers, reward proper scouting, identifying good leads frombad ones is _______________ step of personal marketing.
A. Approach
B. Handling objections
C. Pre-approach
D. Prospecting and qualifying
Question 177
What is the next step after “the opening” in personal selling process?
A. negotiation
B. Need and problem identification
C. Closing the sale
D. Dealing with objectives
Question 178
The salesperson meets the prospective to get the relationship off to make a good start,opening lines, follow-up remarks, is __________________________step of personal marketing.
A. Approach
B. Handling objections
C. Pre-approach
D. Prospecting and qualifying
Question 179
Company XYZ is a manufacture of motors and pumps employs regional salesperson to sellits product to wholesaler and cities is an example of
A. Public relation
B. Personal selling
C. Promotion mix
D. Trade promotion
Question 180
The salesperson gives the description of the product, showing how the product will make or save the money for the buyer, need satisfaction approach, concentrate on customer benefits, requirement of good listening and problem solving-skills, demonstration aids is ________________________________step of personal marketing.
A. Approach
B. Presentation and demonstration
C. Pre-approach
D. Prospecting and qualifying
Question 181
Use of positive approach, seek out hidden objections, ask the buyer for clarifications andobjections is ______________
A. Approach
B. Pre-approach
C. Handling objections
D. Prospecting and qualifying
Question 182
Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is
A. Follow-up
B. Approach
C. Relationship marketing
D. Closing
Question 183
Salespeople who conduct business from their offices through telephones and visiting tocustomers site is known as
A. Outside sales force
B. Inside sales force
C. Telemarketing
D. Team selling
Question 184
__________________ involves the use of satisfied customers to convince the buyer of theeffectiveness of the salesperson’s product.
A. Demonstration
B. Guarantees
C. Trail orders
D. Reference selling
Question 185
A sales force organization under which salespeople sells their product only to the certaincustomers or industries is
A. Product sales force
B. Customer sales force
C. Complex structure
D. Territorial sales force
Question 186
A sales force organization under which salespeople sells only a portion or particularproduct of the company's product.
A. Product sales force
B. Customer sales force
C. Complex structure
D. Territorial sales force
Question 187
The salesperson learns as much as possible about the prospective customer before making sales call by consulting standard industries and online sources, set call objectives, selecting best approach and time is ________________ step of personal marketing.
A. Approach
B. Handling objections
C. Pre-approach
D. Prospecting and qualifying
Question 188
The selling concept by which sellers and buyers come in direct contact is
A. Sales promotion
B. Personal selling
C. Public relation
D. Promotion mix
Question 189
Which of the following not comes under Pre Demonstration in Personal Selling?
A. Make the process as brief as possible
B. Make the process as complex as possible
C. Rehearse the approach to likely objection with colleague
D. Know the product’s selling point
Question 190
What are the objectives of personal selling?
A. Distinguish the various phase of selling process.
B. Close a sale
C. Know how to deal with buyer
D. All of these
Question 191
While developing ________________________ salesperson must know about thecharacteristics desired of the salespeople by buyers.
A. Presentation skills
B. Selling skills
C. Personal selling skills
D. Marketing skills
Question 192
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for?
A. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
B. predisposition or the inward response tendency, that is, force of habit
C. present drive level
D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Question 193
Which theory is summarized as “Everything was Right” theory?
A. Situation Response Theory
B. Right set of circumstances theory
C. Buying formula theory of selling
D. Both 1 and 2
Question 194
What is the next step after “Need and Problem identification” in personal selling process?
A. The opening
B. Presentation and demonstration
C. Dealing with objectives
D. Negotiation
Question 195
Which among the following is not any stage of personal selling process?
A. The opening
B. Need and problem identification
C. Selling the product
D. Negotiation
Question 196
What is AIDA?
A. Attention Interest Desire Action
B. Attract Interest Desire Action
C. Attention Interest Design Action
D. Attract Interest Design Action
Question 197
_________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson.
A. Demonstration
B. Guarantees
C. Trail orders
D. Reference selling
Question 198
Purchase process if differentiated by a mental sequence of events that goes on inprospects mind is
A. AIDA
B. Buying formula theory
C. Selling theory
D. Marketing theory
Question 199
Which among the following are the methods for handling and overcoming objections inpersonal selling?
A. Third party compensation
B. Turn an objective into benefit
C. Deny objections tactfully
D. All of these
Question 200
Which among the following explains “Behavioral Theory Equation”?
A. Drives
B. Cues
C. Response
D. All of these
Question 201
Which among the following is a type of cue in “Behavioral Theory Equation” in personalselling?
A. No triggering cues
B. Triggering cues
C. Information cues
D. All of these
Question 202
J.A Howard gave a formula for ‘’Behavioral Equation”B=P*D*K*V What D stands for?
A. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
B. predisposition or the inward response tendency, that is, force of habit
C. present drive level
D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Question 203
Which theory is also known as “Situation Response Theory”?
A. AIDAS theory
B. Buying formula theory of selling
C. Behavioral equation theory
D. Right set of circumstances theory
Question 204
___________________ reduces risk because they prove the benefits of the product.
A. Demonstration
B. Guarantees
C. Trail orders
D. Reference selling
Question 205
For making advertisement s more effective, the manufacturers improve ____________and launch new products.
A. Existing products
B. Advertisement style
C. Marketing channel
D. Sponsors
Question 206
It is advisable to use ____________________ as a source of advertising.
A. Social media
B. Email
C. Radio
D. Television
Question 207
Selecting time, choosing media types, deciding on reach of frequency and media vehiclefor advertisements are part of
A. Media strategy
B. Media execution
C. Selecting media
D. Measuring communication
Question 208
To introduce the new products to world of consumers is the main goal of
A. Entertainment
B. Advertising
C. Boost the sales
D. Online marketing
Question 209
Advertisement through radio was very popular till the middle of last century because of _______________
A. Its effectiveness
B. More popular than newspaper
C. Mass reach
D. Cost of advertisement
Question 210
Advertising creates employment as it increases the volume of sales and___________
A. Production
B. Marketing
C. Promotion
D. Personal selling
Question 211
Lower costs, greater global advertising coordination consistent worldwide image are the ______________________ of international marketing decision.
A. Standardization drawbacks
B. Advertisement regulations
C. Standardization benefits
D. Typical responses