1. The process of planning, analysing, controlling and implementing the activities of sales force is classified as
Correct : C. sales force management
2. The field sales force is also called as
Correct : B. outside sales force
3. The tools of sales promotion that are used to trigger short term customer involvement or to build customer relationships are classified as
Correct : D. consumer promotions
4. The step of personal selling process in which the sales person learns about potential buyer
before making a call for sale is classified as
Correct : A. pre-approach
5. The sales promotion tool through which resellers are persuaded to carry brand, provide shelf space, promote advertising and push to final buyers is classified as
Correct : B. trade promotion
6. The last step in personal selling process is
Correct : B. follow up
7. Qualifying a prospect is
Correct : D. determining if a prospect is interested in a product
8. Which of the following statements about sales force management is true?
Correct : A. The sales force is the firm's most direct link to the customer
9. Which of the following statements about the sales force in the 21st century is true?
Correct : C. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
10. __________refers to the administration of the personal selling component of a company’s marketing program.
Correct : A. Sales management
11. Choose the correct statement.
Correct : A. Marketing management is a broader concept and sales management is a part of marketing management.
12. Sales and Distribution Management majorly focuses on the___________ aspect of an organization.
Correct : B. Selling
13. The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale is known as ______.
Correct : B. Personal Selling
14. Personal selling is used extensively in ___________ products.
Correct : C. Complex and highly technical
15. Personal selling has ________ communication.
Correct : B. Two Way
16. Companies engage in sales training to:
Correct : D. change or reinforce behavior that makes salespeople more efficient
17. The formula N = S/P (1 + T) is for………………
Correct : B. Sales potential (or breakdown)
18. The sales force can play a central role in achieving a marketing orientation strategy, by
Correct : B. Collecting and disseminating market information
19. 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.
20. 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
21. 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.
22. 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
23. An effective sales plan objective should be:
Correct : A. Precise, measurable, and time specific.
24. If a company chooses to employ its own sales force, the three organizational structures it may use are:
Correct : B. Geography, customer, and product.
25. Long-term compensation plans:
Correct : C. Should be well thought out, so that few changes will be needed from year to year
26. …………… is teaching how to do the jobs.
Correct : C. Sales force training
27. 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
28. 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
29. The most frequently used type of compensation plan is a:
Correct : C. Combination compensation plan.
30. In medium and large firms, one would find the…………….types of organization
Correct : B. Line and staff sales organization
31. ______________ is a broad range of activities concerned with efficient movement of finished goods from the end of the production line to the consumer.
Correct : A. Physical distribution.
32. Which of the following is not a non-store retailing?
Correct : D. Retail chains.
33. In ______________ , manufacturers supply products to a limited number of outlets in the target market.
Correct : A. Selective distribution
34. Which company is the pioneer in direct marketing?
Correct : B. Eureka Forbes.
35. Ensuring the availability of the products and services as and when required by the
customers is ______________ utility.
Correct : A. Time.
36. The process of moving the raw materials from the place of the suppliers to the place of the producers is known as ______________.
Correct : A. Inbound logistics.
37. The flow of goods from production to consumption is known as ______________.
Correct : B. Outbound logistics.
38. Marketing is a ______________ function of transferring goods from producers to
consumers.
Correct : B. Commercial.
39. The strategy of using as many outlets as possible is called ______________.
Correct : C. Intensive distribution.
40. Which of the following is the largest retail enterprise in the world?
Correct : B. Wal-Mart.
41. A ______________ operates multiple retail outlets under common ownership in different cities and towns.
Correct : D. Retail chain.
42. Tele- marketing is a part of ______________.
Correct : A. Direct marketing.
43. Direct marketing refers to a communication between the ______________ and
______________ directly.
Correct : A. Seller and the buyer.
44. Direct marketing is sometimes called ______________.
Correct : C. Armchair shopping.
45. The four elements; channels of distribution, transportation, warehousing and inventory constitute ______________.
Correct : C. Distribution mix.
46. The major disadvantage of a multichannel system is that it is harder to control and it can generate ________.
Correct : C. greater conflict
47. To reduce inventory management costs, many companies use a system called ________, which involves carrying only small inventories of parts or merchandise, often only enough for
a few days of operation.
Correct : D. just-in-time logistics
48. Today, a growing number of firms now outsource some or all of their logistics to ________.
Correct : B. third-party logistics providers
49. When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________.
Correct : A. value delivery network
50. Which of the following is not a key function that intermediaries play in completing
transactions?
Correct : A. financing
51. Which of the following is not a typical supply chain member?
Correct : D. producer
52. Which of the following is not an area of responsibility for a logistics manager?
Correct : B. marketing
53. Which of the following should be the first step in designing a marketing channel?
Correct : D. identifying what consumers want from the channel
54. Which of the following transportation modes is used for digital products?
Correct : D. the Internet
55. Which type of product might require a more direct marketing channel to avoid delays and too much handling?
Correct : B. perishable products
56. A channel alternative is described by
Correct : D. All of the above
57. _________ suits best when the producer intends to maintain control on the service level
offered by the resellers.
Correct : A. Exclusive distribution
58. The best strategy used for snack foods, soft drinks, candies and gum is
Correct : C. Intensive distribution
59. When a manufacturer threatens to terminate a relationship or withdraw a resource if intermediaries fail to cooperate it is
Correct : B. Coercive power
60. A conventional marketing channel is formed of
Correct : C. Independent producer, wholesaler and retailer