1. Sales management is discipline of …………….benefits a company and its customers receive
from the efforts of its sales force.
Correct : B. Maximizing
2. According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.
Correct : A. Rachman & Romane
3. The amin objective of sales management are ………………
Correct : C. Increase in profits and continuous growth
4. Sales management achieves personal selling objectives through ……………
Correct : A. Personal Selling Strategy
5. Sales management is the …………….of a sales staff, and the tracking and reporting of the
company’s sales.
Correct : B. Training and management
6. Sales management is the ………………….of sales staff, and the tracking and reporting of the
company’s sales.
Correct : D. Development of human resources
7. The scope of sales management is confined not only to self centered corporate goal profit
and sales maximization but also to ……………..
Correct : B. Consumer welfare
8. ………….is the fundamental guiding principle of sales management.
Correct : A. Customer delight
9. In an organization ………………..is also very useful when technically complex products are in
the process to sell.
Correct : C. Team based selling approach
10. One of the element of sales planning is to ………for selling activities.
Correct : A. Set objectives
11. Avon, Amway, and Tupperware use which of the following forms of channel distribution?
Correct : A. direct marketing channel
12. From the economic system’s point of view, the role of marketing intermediaries is to
transform:
Correct : D. assortments of products made by producers into the assortments wanted by consumers.
13. When the manufacturer establishes two or more channels catering to the same market,
then …………… occurs.
Correct : C. Multi channel conflict
14. 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.
Correct : A. possession
15. Through their contacts, experience, specialization, and scale of operation,usually offer the
firm more than it can achieve on its own.
Correct : D. intermediaries
16. Makers of televisions, cameras, tires, furniture, and major appliances normally use which
of the following distribution channel forms?
Correct : B. indirect marketing channel
17. Using manufacturer’s representatives or sales branches is usually a characteristic of which
of the following channel forms?
Correct : D. direct marketing channels
18. Transporting and storing goods is part of which of the following marketing channel
functions?
Correct : B. physical distribution
19. Who sells to the customers?
Correct : C. Retailer
20. The benefits of marketing channels are………..
Correct : D. All of above
21. ……………..is a layer of intermediaries that performs some work in bringing the product and
its ownership closer to the buyer.
Correct : C. A channel level
22. Which of the following statements about sales force management is true?
Correct : C. As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
23. With respect to a channel of distribution, the number of intermediary levels within the
channel indicates the of a channel.
Correct : C. length
24. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
Correct : B. Contractual vertical marketing systems
25. Which of the following statements about the sales force in the 21st century is true?
Correct : A. Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
26. ……………….Is a marketing channel that has no intermediary levels.
Correct : A. direct marketing channel
27. The difference between transactional selling and relationship selling is
Correct : D. In relationship selling, sellers work to provide value to their customers
28. A…………….Is a set of interdependent organizations involved in the process of making a
product or service available for use of consumption by the consumer or business user.
Correct : C. distribution channel
29. The work of setting up objectives for selling activities, determining and scheduling the
steps necessary to achieve these objectives is known as………….
Correct : D. Sales planning
30. .Karen is studying the potential for selling her company's products in China. As part of her
analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's
Correct : D. Distribution structure
31. Mr. Narayan, the new national sales manager is learning about the internal organizational
environment in her company. She will learn about all of the following EXCEPT
Correct : D. Social and cultural environment
32. Which is not a strategic role of sales management?
Correct : C. Delivery
33. 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:
Correct : C. Respect for individuals in supervisory and training programs
34. large marketing intermediary, but not as large as a sole selling agent in terms of size,
resources and territory of operation is known as………………..
Correct : A. Wholesaler
35. Many firms use environmental scanning to assess their external environment.
Environmental scanning should be used to
Correct : B. Identify future threats and opportunities
36. 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:
Correct : A. Determining compensation and incentives
37. What is the full form of CIS?
Correct : C. Channel information system
38. Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?
Correct : D. A flood at the manufacturer's main warehouse
39. What is the full form of VMS?
Correct : B. Vertical marketing system
40. One of the objective of sales organization is ………….
Correct : C. To increase managerial efficiency
41. Sales organization is needed for ……………….
Correct : A. Providing insight into avenues or advancement
42. Line and staff organization usually result as the size of the operations ……………….
Correct : B. Grows
43. ……………is the most basic forms of sales organization, characterized by a chain of command
running from the top sales executive down to the level of salesman.
Correct : C. Line sales organization
44. ………………method is based on marginal -analysis theory of economics. Its basic concept
Is that net profit will increase in the amount of sales revenue exceed the incremental costs.
Correct : B. Incremental method
45. ……………….and ………….are thee source of recruitment in the sales organisation.
Correct : A. Company Executive and placement agencies
46. ………….The interview simulates the applicant would meet in actual selling situated and provides a way to observe the application’s reaction to them.
Correct : C. Stress
47. ……………measures how well a person can perform particular tasks with maximum
motivation.
Correct : B. Test of ability
48. According to ……………..Training is the act of increasing the knowledge and skill of an employee for doing a particular job.
Correct : A. Edwin. B.Flippo
49. A good sales organization is a ……………….for effective sales planning.
Correct : D. Foundation
50. Sales organization is the ………….through which a sales manager’s philosophy is translated
into action
Correct : A. Mechanism
51. ……………is the group of individual striving jointly to reach certain goals and bearing formal
as well as informal relation to each other.
Correct : A. Sales organization
52. In sales organization the work of sales department is divided in …………
Correct : B. Different task
53. A sound sales organization increases …………….
Correct : A. Managerial efficiency
54. To handle all the jobs and work of sales department is divided into division and …………..
Correct : A. Sub division
55. The principle of ‘Right man on right job’ is followed for assigning these activities to
different…………
Correct : A. Persons
56. Sales organization helps in developing …………….
Correct : C. Sales force
57. If the goods are sold on credit bases,………..the amount of ………………is to be collected.
Correct : A. Credit sales
58. Effective and courteous correspondence with customers reflects ……………of the
organization to the prospective cutomer.
Correct : A. Good image
59. Sales department helps the organization in increasing …………………
Correct : D. Sales Volume
60. ……………………..bridges the gap between the market and the productive capacity of the
firm.
Correct : A. Sales Organization
61. Sales organization defines the relation ship between people in the organization in term of
authority, responsibility and ……………
Correct : A. Accountability
62. No two companies have ………………..sales organization structure.
Correct : A. Identical
63. The flow of information may be both horizontal and ………………
Correct : A. Vertical
64. The … …………….organization is the basic form of sales organization.
Correct : A. Line sales
65. ………………….organization is extensively used in similar firms are those dealing in a narrow
product line, or selling in a limited geographic area.
Correct : A. Line organization
66. ………………………..organization becomes inappropriate in case of rapidly growing
organization are those with large sales staff, as growing departments necessitate additional layers of executives to be added.
Correct : B. Line Organization
67. ……… and ………….organization sometimes generates problems of interpersonal relation
Correct : A. Staff And Line
68. ……………….specialist do not share direct responsibility for result is also resented by some
line executives.
Correct : A. Staff
69. The organization is headed managed by ……………….
Correct : A. Managing Director
70. The organization is headed by the managing director who has reporting to him line
managers called …………….
Correct : A. Reginal Manager
71. Which is not a way that sales forces differs from other employees?
Correct : A. Salespeople set their hours of working
72. _________ is actually support the sales persons, perform the promotional activities and
work with training and education (may work directly with customer).
Correct : A. Sales support
73. ________ facilitate sales to established accounts, they do not actually sell, per se, but
rather leave the selling to the key account personnel or the consultative sales personnel.
Correct : C. Delivery seller
74. Which is the following is the correct sequence for coporate selling.
Correct : D. Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up
75. Which one is not a multiple realtionship strategies.
Correct : B. All our multiple relationship strategies
76. ………………involves identifying activities management feels the salespeople should perform
to produce the desired results.
Correct : D. Needs assessment
77. Which of the following is NOT an example of behavioral measures used to evaluate
salespeople?
Correct : D. accounts generated and profit achieved
78. Which are the most basic forms of the sales organization?
Correct : A. Line sales organization
79. Companies engage in sales training to:
Correct : D. change or reinforce behavior that makes salespeople more efficient
80. The formula N = S/P (1 + T) is for………………
Correct : B. Sales potential (or breakdown)
81. The sales force can play a central role in achieving a marketing orientation strategy, by
Correct : B. Collecting and disseminating market information
82. From management's point of view, what is the advantage of a straight salary compensation
plan?
Correct : B. The straight salary plan is simple and economical to administer.
83. The most critical impact to a sales organization affected by down-sizing is that:
Correct : D. Customers may change suppliers due to severed relationship with salesperson
84. The three major tasks involved in the implementation stage of the sales management process are:
Correct : A. salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation.
85. 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?
Correct : C. Incremental
86. An effective sales plan objective should be:
Correct : A. Precise, measurable, and time specific.
87. If a company chooses to employ its own sales force, the three organizational structures it
may use are:
Correct : B. Geography, customer, and product.
88. ………………is teaching how to do the jobs.
Correct : C. Sales force training
89. Which of the following is NOT one of the major factors affecting how compensation is
structured for a sales force?
Correct : D. number of new customers in each sales territory
90. Which of the following elements is NOT used for determining the size of a sales force in
the workload method?
Correct : D. Number of years in sales experience
91. The most frequently used type of compensation plan is a:
Correct : C. Combination compensation plan.
92. In medium and large firms, one would find the………………types of organization
Correct : B. Line and staff sales organization
93. The first step in determining how a firm's sales force compensation program will be
structured is to determine the:
Correct : A. Wage level relative to salespeople in other organizations in the industry
94. When commission is combined with a base salary it is known as………………
Correct : A. Commission based compensation plans
95. There are three interrelated elements of rewards for salespeople. One of the elements is
nonfinancial compensation and includes:
Correct : A. Recognition dinners, certificates of achievement, and features in sales newsletters
96. 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…………..
Correct : A. Job analysis
97. All of the following would be major sales force management decision steps EXCEPT:
Correct : C. Global management and marketing structures.
98. In which organizational structure, all sales personnel receive direction from, and are
accountable to different executives, on different aspects of their work?
Correct : C. Functional sales organization
99. Which of the following WOULD NOT be a method of establishing sales force structure?
Correct : B. Lifestyle sales force structure.
100. In which type of compensation plan there is no incentives?