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Sales Management Multiple Choice Questions and Answers PDF
Sales Management Multiple Choice Questions and Answers PDF
Online Courses
Sales Management Multiple Choice Questions and Answers pdf for MBA BBA Students who are preparing for regular & distance
mode courses.
1. In — selling salespeople will have areas or specific geographical locations assigned for them and specific accounts will also be
designated.
a. Business selling
b. technical selling
c. trade sales
d Missionary sales
d. Missionary sales
2. ____ the sales representative are responsible for selling the manufactured goods to the wholesale dealers as well as retail traders.
a. Business selling
b. technical selling
c. trade sales
d. Missionary sales
a. Communication
c. Negotiation
a. Communication
c. Negotiation
5. A key factor in the retail purchase of jewellery is the customer‟s confidence in the____
a. store
b. durability
c. Availability
d. sales associate.
6. All store employees are set ____ performance standards and commit to goals
a. Daily
b. Weekly
c Monthly
c. Monthly
d. Yearly
7. ____are directed towards proposed expenditures for new projects and often require special financing
a. capital budget
b. Marketing budget
c. Finance budget
d. HR budget
a. Planning
b. Implementation
c. control
d. Directing
9. Inbound logistics is
a. Production
b. product development
c. logistics
d. competitors
11. ____ marketing is responsible for ensuring that product in distributor and reseller locations gets sold out.
a channel
a. channel
b. Tele
c. online
d. POS
12. A channel marketing manager is typically responsible for the ____ function.
a. sell in
b. Sell-through
c. sales budgeting
d. sales control
a. wholesaling
b. retailing
c. franchising
d. Buying organizations
a. wholesaling
b. retailing
c. franchising
d. Buying organizations
15. ____ supply chains have an agenda to produce to optimize capacity and labour.
17. The ____ perspective involves identifying the necessary resources with which the balance may be achieved
a. human resource
b. financial
c. tactical
d. system
18. The ____ is supply chain development in which the supply chain strategy and plans for implementation are evolved.
a. first phase
b. second phase
c. third phase
d. fourth phase
19. Supply chains can be tremendous assets to companies and their vendors but often they come with a _____.
a. Place
b. Price
c. Product
d. Promotion
a. Demand
b. Supply
c. Promotions
d. competition
21. ____ is recognized as a low cost and effective method for communicating with corporate customers due to increasing cost.
a personal selling
a. personal selling
b. Sale promotion
c. Public relations
d. direct marketing
22. ____ in which poor performers must make a decision themselves to either recommit themselves to perform the necessary
behaviours and activities leave the company immediately
c. stepping up
d. Desk jockey
23. Number of FTE terminations divided by the total number of FTE at the beginning of the performance period is
c. Turnover percentage
24. No system of planning can be successful without having an ____ and ____ system of control
a. product
b. price
c. place
d. promotion
26. Any party which exerts significant influence over the purchase decision is known as
a. End customers
b. Key influencers
c. Suppliers
d. Marketing channels
a. wholesalers
b. retailers
c. organization buyers
d. manufacturers
28. ____ management directs and transforms a firm‟s resources in order to design, purchase, produce and deliver high-quality goods
a. production
b. financial
c. supply chain
d. operational
29. The ____ management approach enables a company to respond to market changes
a. Financial
b. production
c. value chain
a. Pre transaction
b. Transaction
c. Post-transaction
31. _____ contains division-wide information and cheaper than a data warehouse.
a. Data mining
b. Data collection
c. Data synthesis
d. Datamart
Sales Management
32. By maintaining contact after the sale the seller is in a position to become more accepted by the customer, which invariably leads
to the ____
33. Consumer sales promotions encompass a variety of ____ designed to induce customers to respond in some way.
d) Customized Performance
34. What is the role of the sales manager is an effective pathway to generate sales.
a. Manage sales
b) manage employees
c) manage resources
d) Manage Records
35. Many products benefit from customers being shown how products are used through a ____.
a) Exhibition
b) Shows
c) demonstration
d) Display
a) 11
d) 12
b) 13
c) 15
c) 15
a) Point of Production
b) Competitive Gaps
c) Point of Purchase
d) Implementation Gaps
38. Commitment and consistency were activated in ____ of the persuasion strategies.
a). 15.0%
b) 14.5%
c) 9.1%
d) 14%
39. The government has blown ____ billion hiring management consultants to do the work of ministers and civil servants badly.
a). 70pds.
b) 80pds.
c) 90pds.
d) 100pds
40. Consumers have a variety of ways to acquire products while in their home, including using the internet, catalogs, and ____
c) Pamphlets
d) TV
41. Over the past two decades, engaging, and ____ has become a bit of an expensive lottery.
a) Management Consultant
b) Manager
c) Monitor
d) Leader
42. a prominent social psychologist, Robert Cialdini, has spent a significant amount of his professional career studying persuasion
strategies used by compliance professional such as ____
c) Salespeople, fundraisers
Sales Organization and Sales Force Management and Sales Budgets, Price Fixation and Quota Allotments
44. The Last Step in designing the plan is deciding on the method of payment for the ____.
a) Customers
b) SalesForce
c) Employees
d) Employers
d) Salesforce Management
46. Budget quotas make personnel more conscious that the company is in ____
b) calculative indexes
c) qualitative indexes
d) major indexes