Sales & Distribution Management

sales dist mgt True/False Question The key to successful leaders is their non-commitment. Correct Answer False Your Answer False Multiple Choice Single Answer Question Management should view the recruitment and selection process as a sub-system of :Correct Answer Sales force management. Your Answer Sales force management. Multiple Choice Single Answer Question This view's slogan is " enjoy the wealth by renouncing it" :Correct Answer Trusteeship view Your Answer Capitalist view True/False Question Merchandising policies for key accounts at the retail outlets display layout and point of sale material. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Specific objectives of distribution logistics are :Correct Answer Order - delivery cycle time , Consistency & reliability of delivery , Inventory availability Your Answer Order - delivery cycle time , Consistency & reliability of delivery Multiple Choice Single Answer Question The 'Sales call plan' is used to measure :Correct Answer Efficiency in selling activities Your Answer Efficiency in selling activities Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Multiple Choice Single Answer Question Attracting recruits is usually an ongoing task of the :Correct Answer Sales manager. Your Answer Sales manager. True/False Question Accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Manufacturer's representative. Manufacturer's agents, who are paid commission on Sales they generate. Manufacturer's agents, who are paid commission on Sales they generate. Technical specialists after the purchase. after the purchase.

Work with Sales Representative to provide Technical advice & information before, during & Work with Sales Representative to provide Technical advice & information before, during &

Customer service representative. Assist in installation, maintenance & regular servicing of products. installation, maintenance & regular servicing of products. Inside Sales person.

Sell from office via telephone.

Sell from office via telephone.

Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Salary and share in the profits.

Assist in

Multiple Choice Multiple Answer Question A leader must fulfill the following functions :Correct Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. Your Answer

Provide a social organization in which people feel secure. , Provide independence.

Multiple Choice Multiple Answer Question Steps in selection techniques of intermediaries are :Correct Answer Collecting relevant information , Analyzing the information , Negotiating the agreement Your Answer Credibility in the society , Collecting relevant information , Analyzing the information Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Independent. True/False Question been assigned to Correct Answer Your Answer

A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has a particular sales representative. True True

Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Delegate Multiple Choice Single Answer Question It is essential to understand the dimensions of both verbal and non-verbal expression, to overcome barriers of :Correct Answer Communication. Your Answer Communication. Select The Blank Question Selection of ________ is an important activity of sales management because it decides the type of volume of business, one will have on the future. Correct Answer Intermediaries Your Answer Intermediaries Select The Blank Question The commissions, are paid on ________ achievements. Correct Answer Measurable Your Answer Measurable Multiple Choice Single Answer Question Management process is described as a :Correct Answer Learned process. Your Answer Learned process. Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities True/False Question There has to be a reciprocal relationship between the leader and his followers. Correct Answer True Your Answer True True/False Question

Compensation levels for sales personnel are related to external supply and demand factors.

Correct Answer True Your Answer False Select The Blank Question The retail outlets have location advantage in that they save the consumer's ________. Correct Answer Travelling time Your Answer Travelling time

Multiple Choice Multiple Answer Question Trends in organizing distribution network :Correct Answer Globalization or one market , Territories , Minimum number of warehouses Your Answer Territories , Minimum number of warehouses , Warehousing capacity Multiple Choice Single Answer Question In the absence of training, job performance improves with :Correct Answer Experience. Your Answer Experience. True/False Question Quality of display influences consumer purchasing decisions. Correct Answer True Your Answer True Select The Blank Question Organizational ________ includes the shared beliefs, values and attitudes towards ethics and social responsibility. Correct Answer Culture Your Answer Culture Multiple Choice Single Answer Question The most important function in any organisation is :Correct Answer Recruitment. Your Answer Marketing. Select The Blank Question Social responsibility towards ________ is by providing direction to the economic and business life. Correct Answer State Your Answer State Multiple Choice Multiple Answer Question Various market representation options can be :Correct Answer Foreign market subsidiary , Independent export company , Foreign branch office network Your Answer Foreign market subsidiary , Independent export company , Foreign branch office network Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Multiple Choice Multiple Answer Question For effective code of ethics across the company, it should :Correct Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Your Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Price Match The Following QuestionCorrect Answer

Your Answer

To facilitate performance evaluation.

Set daily / weekly / monthly goals. Set daily / weekly / monthly goals.

Sales territories. Provide intensive market coverage. Provide intensive market coverage. Inadequate sales territories. Selling cost variations.

Split territories.

Review cost figures.

Multiple Choice Multiple Answer

Split territories. Review cost figures.

Question Partnership marketing means :Correct Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Your Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Multiple Choice Multiple Answer Question The primary role of a Sales manager is :Correct Answer To monitor the sales force. , To ensure that profits meet projected goals. Your Answer To motivate the sales people. , To monitor the sales force. , To ensure that profits meet projected goals. Select The Blank Question The service motive is ________ oriented. Correct Answer Customer Your Answer Customer Multiple Choice Multiple Answer Question Tangible benefits of merchandising to distributor are :Correct Answer Balance stock holding , Influence on retail buying Your Answer Balance stock holding , Influence on retail buying True/False Question

Extended socialization involves long term training, job rotation and corporate social activities.

Correct Answer True Your Answer True Multiple Choice Single Answer Question The interest rate for the credit period is expressed in terms of :Correct Answer LIBOR Your Answer LIBOR Select The Blank Question Corporate dirty tricks takes sometimes the form of ________ that can damage products. Correct Answer Rumour Your Answer Rumour True/False Question Direct costs allocation to various product groups should be done in a logical fashion. Correct Answer False Your Answer False True/False Question In semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The factors to be considered by management while recruiting are :Correct Answer Nature of the product. , Recruiting budgets. Your Answer Nature of the product. , Recruiting budgets. True/False Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False Select The Blank Question Through ________, the sales of individual items can be tracked & appropriate action taken based on the sales trends, fast or slow movement. Correct Answer Bar-coding Your Answer Product coding True/False Question

The Sales potential is the minimum Sales that can be attained with perfect selling conditions.

Correct Answer False Your Answer True

True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Manufacturing cycle is made up of :Correct Answer Production ordering , Production scheduling , Material requirement, requisitioning Your Answer Production ordering , Production scheduling , Material requirement, requisitioning , Inventory management Match The Following QuestionCorrect Answer

Your Answer

Labour relations

Option of flexible working hours

Public seats on Board of Directors

Consumerism

Product warranty and service

Product warranty and service

Community needs Service in voluntary groups Government relations

Pollution cleanup and prevention

Business control through political action

Business control through political action

True/False Question Distribution points are independent vending centers rather than buying centers. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Multiple Choice Multiple Answer Question Arguments against corporate social responsibility are :Correct Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Your Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Select The Blank Question Box-Jenkins' is a ________ technique. Correct Answer Mathematical. Your Answer Mathematical. Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Select The Blank Question ________ agent files bill of entry in the customs. Correct Answer Stevedoring Your Answer Stevedoring Multiple Choice Multiple Answer Question Major responsibilities of sales are :Correct Answer Planning & control , Budgeting & control of costs , Planning & control of activities Your Answer Planning & control , Planning & control of activities , Credit control

LIST OF ATTEMPTED QUESTIONS AND ANSWERS True/False

Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False Select The Blank Question Through ________, the sales of individual items can be tracked & appropriate action taken based on the sales trends, fast or slow movement. Correct Answer Bar-coding Your Answer Product coding Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Creativity. Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. True/False Question Major accounts are called 'lock accounts'. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Action desired by the supplier from the trade can be achieved through following :Correct Answer Image creation , Product leadership , Advertising and sales promotion Your Answer Image creation , Product leadership , Advertising and sales promotion Multiple Choice Multiple Answer Question New sales personnel must be able to recognize :Correct Answer "Who" buys the product. , "How" then by it. Your Answer What they buy. , "Who" buys the product. , When they buy it. True/False Question

In centralized training programs, the trainees do not quickly get acquainted with each other.

Correct Answer False Your Answer True Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Interdependent. Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Balance of responsibility and power , Long run viability , Better environment Your Answer Long run viability , Better environment , Balance of responsibility and power True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Multiple Choice Single Answer Question Heavy expenditure on selling & travel to collect the orders, lead-time between receiving orders, manufacturing & supply, orders do not come in time, non accuracy of forecasts are the drawbacks of :Correct Answer Supplier inventory management system Your Answer Supplier processing management system Select The Blank Question Most Sales Managers appreciate the importance of ________ the Sales force planning efforts over all Marketing strategies. Correct Answer Integrating Your Answer Integrating

Match The Following QuestionCorrect Answer Organizing people

Your Answer

Creating Job description & recruiting Sales people

Creating Job description & recruiting Sales

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance

Involves

Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies

Establishing & transmitting to the

Evaluating Creating performance standards & take remedial actions take remedial actions

Creating performance standards &

Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers True/False Question In 'Salary plus Incentive' compensation plan, income includes expense allowance also. Correct Answer False Your Answer True Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Select The Blank Question Other departments in the organization should operate as, Check and ________ to market influence. Correct Answer Balance Your Answer Balance Multiple Choice Single Answer Question In case of companies selling industrial goods, customers :Correct Answer Mostly follow their past buying patterns. Your Answer Mostly follow their past buying patterns. Multiple Choice Single Answer Question An economic unit which undertakes production/exchange of goods/services to earn a profit by satisfaction of human wants is :Correct Answer Business Your Answer Company Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers Multiple Choice Multiple Answer Question The Sales quota system can be successful, if :Correct Answer The quota is realistically attainable. , The Sales quota must be fairly & objectively determined. Your Answer The quota is realistically attainable. , The Sales quota must be fairly & objectively determined. , It must not be easily administered. Select The Blank Question The term 'AIDA' refers to ________, Interest, Desire and Action. Correct Answer Attention Your Answer Attention True/False Question Prospecting is providing products to customers. Correct Answer False Your Answer False

True/False Question

The Sales potential is the minimum Sales that can be attained with perfect selling conditions.

Correct Answer False Your Answer True True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Manufacturing cycle is made up of :Correct Answer Production ordering , Production scheduling , Material requirement, requisitioning Your Answer Production ordering , Production scheduling , Material requirement, requisitioning , Inventory management Match The Following QuestionCorrect Answer

Your Answer

Labour relations

Option of flexible working hours

Public seats on Board of Directors

Consumerism

Product warranty and service

Product warranty and service

Community needs Service in voluntary groups Government relations

Pollution cleanup and prevention

Business control through political action

Business control through political action

True/False Question Distribution points are independent vending centers rather than buying centers. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Multiple Choice Multiple Answer Question Arguments against corporate social responsibility are :Correct Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Your Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Select The Blank Question Box-Jenkins' is a ________ technique. Correct Answer Mathematical. Your Answer Mathematical. Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Select The Blank Question ________ agent files bill of entry in the customs. Correct Answer Stevedoring Your Answer Stevedoring Multiple Choice Multiple Answer Question Major responsibilities of sales are :Correct Answer Planning & control , Budgeting & control of costs , Planning & control of activities Your Answer Planning & control , Planning & control of activities , Credit control Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in

cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Select The Blank Question The disadvantage of 'Box-Jenkins method' is that it requires a ________ degree of expertise. Correct Answer High. Your Answer High. Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units Multiple Choice Single Answer Question Which is a critical success criteria? Correct Answer Productivity Your Answer Price True/False Question New recruits need not be taught company's policies. Correct Answer False Your Answer False Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management. Your Answer Sales activities. , Territory management. Multiple Choice Single Answer Question Which is an essential part of the total program for motivating sales personnel? Correct Answer Sales compensation plan Your Answer Sales compensation plan Multiple Choice Single Answer Question Sales quota is :Correct Answer Quantitative goal assigned to a unit of Sales organization. Your Answer Quantitative goal assigned to a unit of Sales organization. Multiple Choice Single Answer Question This view's slogan is " enjoy the wealth by renouncing it" :Correct Answer Trusteeship view Your Answer Trusteeship view Multiple Choice Single Answer Question After deciding the needed traits, the management must :Correct Answer Recruit. Your Answer Recruit.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question After deciding the needed traits, the management must :Correct Answer Recruit. Your Answer Recruit. True/False Question In a relationship of equality, either of the party projects a dominant or submissive role or attitude towards the other. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The leads obtained by the Sales person must be qualified in terms of :Correct Answer Needs , Ability to buy Your Answer Needs , Ability to buy

Multiple Choice Multiple Answer Question The variable components of a sales compensation plan are :Correct Answer Profit sharing , Commission Your Answer Profit sharing , Commission , Paid vacations Multiple Choice Multiple Answer Question Key accounts manager collects information about the buying organisation on subjects like :Correct Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives Your Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives Select The Blank Question ________ helps to prevent job dissatisfaction but do not add to job satisfaction. Correct Answer Fringe benefits Your Answer Fringe benefits Select The Blank Question Product promotion policies of key accounts are ________. Correct Answer Centralised Your Answer Centralised Multiple Choice Multiple Answer Question For industrial and commercial products, relationship should be built and cultivated with managers involved in :Correct Answer Buying , Product specification , Product use Your Answer Buying , Product specification , Product range distribution policies True/False Question ECR is emergency control report. Correct Answer False Your Answer False Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers True/False Question An organisation's socially responsible actions will depend on the moral and ethical value systems upon which executive decisions are based. Correct Answer True Your Answer True Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question Informal leadership is the :Correct Answer Unofficial exercise of influence through competence. Your Answer Unofficial exercise of influence through competence. Multiple Choice Single Answer Question In 'standing-room -close' technique :Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on. Your Answer

A psychological pressure is applied to the customer, that the product may not be available later on.

True/False Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase. Correct Answer False Your Answer True Select The Blank Question The Sales person should frequently contact the customers to spot ________ & solve them. Correct Answer Problems Your Answer Problems Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations

Your Answer

Selling services that exceed customer expectations

Select The Blank Question ________ is a major source of customer complaints. Correct Answer Advertising Your Answer Personal selling Multiple Choice Single Answer Question This type of sales promotion activity is used where specialist services are being marketed :Correct Answer Introduction incentives Your Answer Performance allowances Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Sales Multiple Choice Multiple Answer Question Ways to manage company's ethical standards are :Correct Answer Legislation , Managerial feedback , Adoption of business code of ethics Your Answer Legislation , Managerial feedback , Adoption of business code of ethics Select The Blank Question A lead can be declared as ________ when it qualifies on all the criterias. Correct Answer Prospect Your Answer Prospect Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Select The Blank Question The organizations are trying to reduce raising costs by ________ the Sales Management Information systems. (SMIS). Correct Answer Improving Your Answer Increasing Multiple Choice Single Answer Question Many of the responsibilities listed in job description, must be stated in :Correct Answer Quantitative terms. Your Answer Quantitative terms. True/False Question

Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.

Correct Answer True Your Answer False True/False Question There should be no focus on product innovations by the organization. Correct Answer False Your Answer False True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Single Answer Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :Correct Answer Social audits Your Answer Social audits Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Multiple Choice Single Answer Question The word 'scheduling' refers to :Correct Answer Good time management.

Your Answer

Production.

Select The Blank Question Unitization, palletisation & containerization are concepts which have revolutionized ________. Correct Answer Distribution & logistics Your Answer Distribution & logistics Match The Following QuestionCorrect Answer Utilizing loads

Reduces material handling & transport time

Improvement in weight

Larger the load

Your Answer

Bulk ratio reduces transportation costs

Less the cost of transportation

For effective logistics

Reduces material handling & transport time Bulk ratio reduces transportation costs

Less the cost of transportation

Total cost to be considered Total cost to be considered

Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological True/False Question Integrated logistics management includes transaction systems, short term scheduling systems, flow planning, network design optimisation. Correct Answer True Your Answer True True/False Question Training programs & seminars don't help in effective performance by Sales person. Correct Answer False Your Answer False Match The Following QuestionCorrect Answer

Your Answer

Playing favorites Deceptive morality Managing ethical standards

By bribing

Legislation

Legislation

Short weight of products

Unethical pricing Deceptive morality

Dewey's framework

Reflective morality

Reflective morality

Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Goal Multiple Choice Multiple Answer Question "Counting methods" include :Correct Answer Test marketing. , surveys of customer's buying intentions and. Your Answer Test marketing. , Moving averages. , surveys of customer's buying intentions and. Multiple Choice Multiple Answer Question Functions performed in logistics are :Correct Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material Your Answer Breaking bulk , Handling and collection / delivery of material Multiple Choice Single Answer Question It is designed to measure result and effectiveness :-

Correct Answer Control Your Answer Pyramid Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities Multiple Choice Single Answer Question Globalization, territories, warehousing & transshipment points, greater centralization in planning & control, the levels in the distribution chain are the parameters of organizing :Correct Answer Distribution Your Answer Distribution Multiple Choice Single Answer Question The frequency of purchasing & the source of purchases are the measures to analyse :Correct Answer Buying habits of consumers Your Answer Buying habits of consumers True/False Question Posters, stickers, leaflets etc are all merchandising tools. Correct Answer True Your Answer False

LIST OF ATTEMPTED QUESTIONS AND ANSWERS True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Multiple Choice Single Answer Question Short run sales forecast cover :Correct Answer One year or less. Your Answer One year or less. Select The Blank Question ________ is the process of reaching the products / services to the ultimate consumers at the right time in the cheapest possible manner. Correct Answer Distribution Your Answer Distribution Multiple Choice Single Answer Question Which motive includes the satisfaction of customer wants through customer satisfaction? Correct Answer Service motive Your Answer Service motive Select The Blank Question The Marketing costs includes direct, indirect, ________ , and variable amounts. Correct Answer Fixed Your Answer Fixed Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Select The Blank Question At the strategic control level, it is extremely necessary to identify areas of ________. Correct Answer Threats Your Answer Threats

Select The Blank Question The term 'AIDA' refers to ________, Interest, Desire and Action. Correct Answer Attention Your Answer Attention Select The Blank Question Obtaining ________ from key players helps promoting sales and other prospects. Correct Answer Endorsements Your Answer Endorsements True/False Question No analyzing of situation is required by field Sales Managers. Correct Answer False Your Answer False True/False Question The 'forecasting method' must provide results that are not accurate. Correct Answer False Your Answer False True/False Question to make sure the Correct Answer Your Answer

As distribution & logistics cost forms a substantial % of the sales volume, credit control is essential organization is getting value for the money paid. False True

True/False Question Colour blocking' is a tool used by retailers. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Econometric models

Series of regression equations.

Box-Jenkins method computer analysis.

Mathematical technique that uses computer analysis. Mathematical technique that uses

Co-relation analysis

Variables are studied simultaneously.

Variables are studied simultaneously.

Regression analysis

Study of how one variable affects another.

Study of how one variable affects another.

Series of regression equations.

True/False Question A sales job is different from other jobs. Correct Answer True Your Answer True Multiple Choice Single Answer Question Which is an essential part of the total program for motivating sales personnel? Correct Answer Sales compensation plan Your Answer Sales compensation plan Select The Blank Question For each transaction, the bank imposes ________. Correct Answer Charge Your Answer Charge Multiple Choice Single Answer Question Power, power to decide & control the decision values of other members is implied by :Correct Answer Leadership Your Answer Leadership Multiple Choice Single Answer Question The only activity in any organization that directly generates income is :Correct Answer Sales. Your Answer Sales.

Multiple Choice Multiple Answer Question The advantages of 'Jury of executive opinion' are :Correct Answer Forecast can be developed easily and quickly. , Information can be gathered with less expense. Your Answer

Forecast can be developed easily and quickly. , Information can be gathered with less expense.

Select The Blank Question Many companies run ________ on applicants for sales positions. Correct Answer Credit checks Your Answer Credit checks Multiple Choice Multiple Answer Question Informal approaches towards social responsibility are :Correct Answer Organisational culture , Whistle blowing Your Answer Organisational culture , Whistle blowing True/False Question The modern Marketing concept is based on Profit consideration. Correct Answer True Your Answer False Match The Following QuestionCorrect Answer

Your Answer

Materials & physical distribution Physical distribution

logistics management

logistics management

Physical network Physical network

Management of flow of goods & services

Network of suppliers & customers

Logistics chain management

Suppliers chain management

Logistics chain management

Suppliers chain management

True/False Question To sell products that do not earn reasonable profit is acceptable. Correct Answer True Your Answer True Multiple Choice Single Answer Question Account goals, organisation structure, procedures etc are which motives? Correct Answer Business Your Answer Business Select The Blank Question Designing sales training program involves identifying ________ between sales forces skills and firms objectives. Correct Answer Gaps Your Answer Gaps Multiple Choice Single Answer Question What is WFM? Correct Answer Work Force Management Your Answer Work Force Management True/False Question Companies usually turn to external expert' help, because of difficulty in constructing large input output models. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The categories of sales forecasting approaches, are :Correct Answer Judgement methods. , Counting method. Your Answer Judgement methods. , Casual method. , Counting method. Multiple Choice Multiple Answer Question The Sales person must learn about certain things, which can be strategically used. These are :Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect

Your Answer

Buyers educational background & Technical knowledge , Life style of the prospect

True/False Question Selection of subsidiaries has become an important activity of sales management because it decides the type of volume of business, one will have on the future. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The performance of the sales force tends to be better, when the sales manager relies on :Correct Answer Expert power. , Referent power. Your Answer Expert power. , Referent power. Select The Blank Question In reference approach, names of ________customers are referred to the prospect. Correct Answer Satisfied Your Answer Satisfied Multiple Choice Single Answer Question Formal order is forwarded to the :Correct Answer Buyer Your Answer Shipper Multiple Choice Multiple Answer Question Partnership marketing means :Correct Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Your Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Multiple Choice Single Answer Question The theory which holds that decision makers should believe in fairness, equality and impartiality, is :Correct Answer Theory of Justice Your Answer Theory of Justice Multiple Choice Single Answer Question A 'line - and - staff' structure :Correct Answer Adds staff assistants to accomplish many specialized support activities. Your Answer Adds staff assistants to accomplish many specialized support activities. Multiple Choice Multiple Answer Question Various aspects of business ethics are :Correct Answer Fair competition , Corporate behavior Your Answer Fair competition , Corporate behavior , Social responsibility Multiple Choice Multiple Answer Question Basic patterns of sales compensation plan are :Correct Answer Straight salary , Salary plus incentive , Straight commission Your Answer Straight salary , Salary plus incentive , Straight commission Select The Blank Question In 'co-relation analysis', ________ are studied simultaneously. Correct Answer Variables Your Answer Variables Multiple Choice Multiple Answer Question The principle of time management, applicable to various organizations includes :Correct Answer Principle of delegation. , Principle of control of interruptions. Your Answer Principle of delegation. , Principle of control of interruptions. Multiple Choice Single Answer Question The result of formal job analysis is :Correct Answer Job description. Your Answer Job description. Multiple Choice Multiple Answer Question The 'Casual methods' include :Correct Answer Correlation-regressional analysis. , Econometric models. Your Answer Correlation-regressional analysis. , Econometric models. Select The Blank Question The commissions, are paid on ________ achievements. Correct Answer Measurable Your Answer Measurable

Multiple Choice Multiple Answer Question Leadership requirement need following points :Correct Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively Your Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively Select The Blank Question ________ is an additional financial reward to the sales person for achieving results beyond a predetermined premium. Correct Answer Bonus Your Answer Incentive

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Multiple Answer Question For effective code of ethics across the company, it should :Correct Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Your Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Multiple Choice Multiple Answer Question The 'time-series techniques' include :Correct Answer Exponential smoothing. , Decomposition. Your Answer Exponential smoothing. , Decomposition. Select The Blank Question To design an effective sales training program, one should know what is to be ________ with the program. Correct Answer Accomplished Your Answer Accomplished Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Multiple Choice Single Answer Question Management process is described as a :Correct Answer Learned process. Your Answer Learned process. True/False Question Export manager needs to have linguistic skills in addition to other personal skills for better business performance. Correct Answer True Your Answer True True/False Question The key accounts manager must work overtime to build business and personal rapport in terms of respect and equality with his account. Correct Answer True Your Answer True Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Career Multiple Choice Single Answer Question For firms that experience a high rate of turnover, the recruiting program should be :Correct Answer Continuous. Your Answer Continuous. Match The Following QuestionCorrect Answer

Your Answer

AWB

Aeroplane

Aeroplane

BL

Bill of Lading (ship cargo) Bill of Lading (ship cargo)

RR

Railway receipt

Railway receipt

LR

Lorry receipt

Lorry receipt

Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations True/False Question Socio human obligation should see that economic consequences of its actions should not adversely effect public welfare. Correct Answer False Your Answer True Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Multiple Choice Single Answer Question It is the development of overall market for a group of products which can be grouped in one category :Correct Answer Category management Your Answer Category management Select The Blank Question Box-Jenkins' can provide an ________ forecast over a short run period. Correct Answer Excellent. Your Answer Excellent. Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question The sales forecast will be realistic if weightage is given to the company's :Correct Answer Proposed marketing plan. Your Answer Proposed marketing plan. Multiple Choice Multiple Answer Question Action desired by the supplier from the trade can be achieved through following :Correct Answer Image creation , Product leadership , Advertising and sales promotion Your Answer Image creation , Advertising and sales promotion , Generating more invoices Multiple Choice Multiple Answer Question Intangible benefits of merchandising to consumers are :Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout Your Answer Increased satisfaction , Easier to shop from a logical layout Multiple Choice Multiple Answer Question The criteria used for evaluating the forecasting techniques, are :Correct Answer Comprehensibility. , Accuracy. Your Answer Comprehensibility. , Accuracy. Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Multiple Answer Question The 'Casual methods' include :Correct Answer Correlation-regressional analysis. , Econometric models. Your Answer Correlation-regressional analysis. , Econometric models. Select The Blank Question ________ is a major source of customer complaints. Correct Answer Advertising

Your Answer

Advertising

Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Securing appointments & then calling the prospects Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Pragmatic view True/False Question Accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Today Sales people & Sales Manager are involved in :Correct Answer Total Marketing process , Also handling the customer complaints Your Answer Total Marketing process , Also handling the customer complaints Multiple Choice Multiple Answer Question Planning the use of one's time involves :Correct Answer Principle of time analysis. , Principle of flexibility. Your Answer Principle of time analysis. , Principle of flexibility. Select The Blank Question The 'Sales Vice-president' ________ sales volume through selling tactics. Correct Answer Improves Your Answer Improves Select The Blank Question ________ products particularly benefit from advertising and promotional support. Correct Answer Consumer Your Answer Consumer True/False Question "ROAM" denotes Return on analysis management. Correct Answer False Your Answer False Select The Blank Question Psychological tests are one of the last steps in selection system because of ________ costs. Correct Answer High Your Answer High Multiple Choice Multiple Answer Question For industrial and commercial products, relationship should be built and cultivated with managers involved in :Correct Answer Buying , Product specification , Product use Your Answer Buying , Product specification , Product use True/False Question The fringe benefits do not improve performance of the sales people. Correct Answer False Your Answer False Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer False Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product

Your Answer

Materials

Select The Blank Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the customer. Correct Answer Apologize. Your Answer Apologize. Match The Following QuestionCorrect Answer Organizing people

Your Answer

Creating Job description & recruiting Sales people

Creating Job description & recruiting Sales

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance

Involves

Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies

Establishing & transmitting to the

Evaluating Creating performance standards & take remedial actions take remedial actions

Creating performance standards &

Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Salary and share in the profits. Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Select The Blank Question The Sales person should frequently contact the customers to spot ________ & solve them. Correct Answer Problems Your Answer Problems Multiple Choice Single Answer Question The word 'scheduling' refers to :Correct Answer Good time management. Your Answer Good time management. True/False Question Sales persons must be thoroughly familiar with the client's decision making process. Correct Answer True Your Answer True True/False Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase. Correct Answer False Your Answer False Multiple Choice Single Answer Question Bureaucracy theorists are interested in developing theory based on :Correct Answer Set of logical principles. Your Answer Set of logical principles. Multiple Choice Single Answer Question Which motive includes the satisfaction of customer wants through customer satisfaction? Correct Answer Service motive Your Answer Service motive

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

True/False Question been assigned to Correct Answer Your Answer

A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has a particular sales representative. True False

Select The Blank Question Many companies run ________ on applicants for sales positions. Correct Answer Credit checks Your Answer Credit checks Match The Following QuestionCorrect Answer Delphi method approach.

Your Answer

Modified version of executive opinion approach.

Modified version of executive opinion

Moving average technique Projects the average of the sales over the previous time periods. average of the sales over the previous time periods.

Projects the

Exponential smoothing in time series.

Weighted sum of all past numbers in time series.

Weighted sum of all past numbers

Decomposition method data are isolated.

Four components of time series data are isolated.

Four components of time series

Select The Blank Question The goods from the producer first go to ________, who in turn sells the products to retail outlets. Correct Answer Distributor Your Answer Distributor Multiple Choice Multiple Answer Question In overcoming objection from the customer/prospect a Sales person :Correct Answer Should not immediately argue. , Should make true promises. Your Answer Should not immediately argue. , Should make true promises. Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units Multiple Choice Single Answer Question The frequency of purchasing & the source of purchases are the measures to analyse :Correct Answer Buying habits of consumers Your Answer Buying habits of consumers Multiple Choice Multiple Answer Question Positions available for P.O.S.and displays are :Correct Answer Roofs and canopies , Windows , Door Your Answer Roofs and canopies , Windows , Door True/False Question An organization supplying products on the strength of its performance, quality & demand is called product leadership. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising Multiple Choice Multiple Answer Question Identifying potential of an outlet consists :Correct Answer How much of the competing product sold thought outlet? , What is the sale to similar shops in the area? , What is the sale of endues equipment? Your Answer What is the sale to similar shops in the area? , What is the sale of endues equipment? , How much of the competing product sold thought outlet?

Select The Blank Question Improved stock management reduces ________. Correct Answer Outstock situation Your Answer Outstock situation True/False Question 'Too big' shelf display encourages customer approach and thereby purchasing. Correct Answer False Your Answer False True/False Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False True/False Question Leaders realize that nothing in the world is permanent but change. Correct Answer True Your Answer True Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. Select The Blank Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance. Correct Answer Production. Your Answer Production. Multiple Choice Single Answer Question Sales forecasting in simple terms is :Correct Answer The estimate, how much the company is expected to sell in the coming period. Your Answer The estimate, how much the company is expected to sell in the coming period. Multiple Choice Single Answer Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :Correct Answer Social audits Your Answer Social audits Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Brand Multiple Choice Multiple Answer Question Offer letter contains the following information :Correct Answer Country of origin , Shipping details , Product specification Your Answer Country of origin , Shipping details , Product specification Multiple Choice Multiple Answer Question A leader must fulfill the following functions :Correct Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. Your Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. , Provide independence. True/False Question The lecture sessions should be short and interspersed with other activities to avoid lack of enthusiasm. Correct Answer True Your Answer True Select The Blank Question The formulation of ________ begins when the individual is a small child. Correct Answer Ethics Your Answer Ethics Multiple Choice Single Answer Question The contents of sales training programmer, derived from specific :Correct Answer Aims. Your Answer Aims.

Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Price Match The Following QuestionCorrect Answer

Your Answer

Playing favorites Deceptive morality Managing ethical standards

Deceptive morality

Legislation

Legislation

Short weight of products

Unethical pricing Unethical pricing

Dewey's framework

Reflective morality

Reflective morality

Multiple Choice Single Answer Question Which is an essential part of the total program for motivating sales personnel? Correct Answer Sales compensation plan Your Answer Sales incentive plan Select The Blank Question A lead can be declared as ________ when it qualifies on all the criterias. Correct Answer Prospect Your Answer Prospect Multiple Choice Single Answer Question The result of formal job analysis is :Correct Answer Job description. Your Answer Job description. Multiple Choice Multiple Answer Question What are the supplier's focus of objectives? Correct Answer Value , Profit , Distribution Your Answer Profit , Distribution , Cost-control Select The Blank Question Managing key accounts is a ________ function. Correct Answer Specialist Your Answer Specialist Multiple Choice Multiple Answer Question Measures to be adopted in cost control in distribution & logistics costs :Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Multiple Choice Single Answer Question In case of companies selling industrial goods, customers :Correct Answer Mostly follow their past buying patterns. Your Answer Mostly follow their past buying patterns. Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities Multiple Choice Single Answer Question It's main task is to measure profitability and returns in relation to various operational tasks undertaken :Correct Answer Operational control Your Answer Strategic control Multiple Choice Single Answer

Question In a functional organization :Correct Answer Each manager is a highly qualified specialist. Your Answer Each manager is a highly qualified specialist. True/False Question There should be no focus on product innovations by the organization. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The leads obtained by the Sales person must be qualified in terms of :Correct Answer Needs , Ability to buy Your Answer Needs , Ability to buy True/False Question Brand management is a system of promoting the sales of a product. Correct Answer True Your Answer True Select The Blank Question Multiple ________ is a tool, that can be employed to forecast the effect of sales on several independent variables. Correct Answer Regression. Your Answer Regression. Multiple Choice Multiple Answer Question "Directive leadership" means :Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. , The participation of subordinates is nil. Multiple Choice Multiple Answer Question The Sales person must learn about certain things, which can be strategically used. These are :Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect Your Answer Buyers educational background & Technical knowledge , Life style of the prospect Select The Blank Question In reference approach, names of ________customers are referred to the prospect. Correct Answer Satisfied Your Answer Satisfied Multiple Choice Single Answer Question This view's slogan is " enjoy the wealth by renouncing it" :Correct Answer Trusteeship view Your Answer Trusteeship view Multiple Choice Multiple Answer Question Check list for analyzing warehousing are :Correct Answer Conditions , Safety & security , Communications Your Answer Safety & security , Communications , Location

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Save True/False Question Colour blocking' is a tool used by retailers. Correct Answer True Your Answer True Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations

True/False Question Sales people must not identify key members of the client's buying centre. Correct Answer False Your Answer False Select The Blank Question A marketing company is called ________ marketing company, when marketing function is treated as crucial. Correct Answer Progressive Your Answer Progressive Multiple Choice Single Answer Question Direct supplies, from manufacturer to supermarkets is beneficial to :Correct Answer Both Your Answer Both Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Multiple Choice Single Answer Question In the absence of training, job performance improves with :Correct Answer Experience. Your Answer Experience. Multiple Choice Multiple Answer Question Merchandising aids sales because :Correct Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the consumer and increases his pleasure in shopping Your Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the consumer and increases his pleasure in shopping Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement Match The Following QuestionCorrect Answer Organizing people

Your Answer

Creating Job description & recruiting Sales people

Creating Job description & recruiting Sales

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance

Involves

Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies

Establishing & transmitting to the

Evaluating Creating performance standards & take remedial actions take remedial actions

Creating performance standards &

Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers Multiple Choice Single Answer Question The contents of training programmers will depend on :Correct Answer Type of sales force. Your Answer Type of objectives. Multiple Choice Single Answer

Question It is a collection of principles and rules of conduct based on beliefs about what is right and wrong business behavior :Correct Answer Business ethics Your Answer Business ethics Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Career Match The Following QuestionCorrect Answer Fixed assets Sales

Your Answer

Plant, land

Plant, land

Total number of units sold * price

Total number of units sold * price

Capital employed Working capital + fixed assets Costs of goods sold + Marketing cost

Working capital + fixed assets

Administrative costs + Product cost + Marketing cost Administrative costs + Product cost

Multiple Choice Single Answer Question It is designed to measure result and effectiveness :Correct Answer Control Your Answer Control Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Securing appointments & then calling the prospects Multiple Choice Single Answer Question The frequency of purchasing & the source of purchases are the measures to analyse :Correct Answer Buying habits of consumers Your Answer Buying habits of consumers Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question We say organizational structure is successful in bringing about efficient marketing or products when :Correct Answer The organizational structure is flexible and adaptable to the changing environment in the market. Your Answer

The organizational structure is flexible and adaptable to the changing environment in the market.

Select The Blank Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the customer. Correct Answer Apologize. Your Answer Apologize. Select The Blank Question An organization supplying products on the strength of its performance, quality & demand is called ________. Correct Answer Product leadership Your Answer Product leadership Multiple Choice Multiple Answer Question The primary role of a Sales manager is :Correct Answer To monitor the sales force. , To ensure that profits meet projected goals. Your Answer To monitor the sales force. , To ensure that profits meet projected goals. Multiple Choice Multiple Answer Question Some of the tools used for selection process, are :Correct Answer In depth interviews. , Physical examination.

Your Answer

In depth interviews. , Physical examination.

Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Multiple Choice Multiple Answer Question Informal approaches towards social responsibility are :Correct Answer Organisational culture , Whistle blowing Your Answer Organisational culture , Whistle blowing Multiple Choice Multiple Answer Question When a number of outlets already exists, the factors to be analysed for distribution are :Correct Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Your Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Multiple Choice Single Answer Question In any organization the Marketing team consists of :Correct Answer Two basic groups,' the field Sales force' & the 'Head quarters Marketing team'. Your Answer All the people from the organization. Multiple Choice Multiple Answer Question The 'Judgement methods' include :Correct Answer Jury of executive opinion. , Delphi method. Your Answer Jury of executive opinion. , Delphi method. Multiple Choice Multiple Answer Question Features of product promotion policies for the key account at the retail outlet are :Correct Answer Centralised , Branch promotions Your Answer Centralised , Branch promotions Multiple Choice Single Answer Question Market potential is the :Correct Answer Highest possible industry wide sales of product. Your Answer Highest possible industry wide sales of product. True/False Question The modern Marketing concept is based on Profit consideration. Correct Answer True Your Answer True True/False Question The efficiency in selling activities is measured from the sales call plan. Correct Answer True Your Answer False Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. True/False Question Favoritism is an unethical issue in business dealings. Correct Answer True Your Answer True Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Salary and share in the profits.

True/False Question

Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question In overcoming objection from the customer/prospect a Sales person :Correct Answer Should not immediately argue. , Should make true promises. Your Answer Should not immediately argue. , Should make true promises. True/False Question The 'top-down approach' is also called the 'breaking down' approach. Correct Answer True Your Answer True True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Work of sales personnel. Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. Select The Blank Question Star performance can also give an organization a unique ________ in the market. Correct Answer Niche Your Answer Niche

LIST OF ATTEMPTED QUESTIONS AND ANSWERS True/False Question Favoritism is an unethical issue in business dealings. Correct Answer True Your Answer True Multiple Choice Single Answer Question Buying habits of customers are analysed by studying :Correct Answer The frequency of purchasing & the source of purchases Your Answer The frequency of purchasing & the source of purchases Multiple Choice Single Answer Question In the 'success story close' technique,Correct Answer The Sales person cites examples where other prospects have benefited using that particular product & has succeeded. Your Answer The Sales person cites examples where other prospects have benefited using that particular product & has succeeded. Multiple Choice Single Answer Question Company information, is knowledge in relation to :Correct Answer Image of company. Your Answer Image of company. Multiple Choice Single Answer Question When approaching a prospect, sales person needs to understand :Correct Answer Total buying situation Your Answer Total buying situation True/False Question

The total time consumed from order preparation till delivery is indicated by Cost of carriage.

Correct Answer False Your Answer False

Multiple Choice Multiple Answer Question Offer letter contains the following information :Correct Answer Country of origin , Shipping details , Product specification Your Answer Country of origin , Certificate of quality , Product specification Match The Following QuestionCorrect Answer

Your Answer

C

Cycle i.e. due to variations in business cycle. Cycle i.e. due to variations in business cycle.

BPI

Buying Power Index

SIC

Standard industrial classification system

T

Trend i.e. long term changes.

Buying Power Index Standard industrial classification system

Trend i.e. long term changes.

Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Multiple Choice Single Answer Question Size, profit, technological, leadership etc are which types of motives? Correct Answer Operational Your Answer Business Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Securing appointments & then calling the prospects Multiple Choice Single Answer Question The term 'BPI' stands for :Correct Answer Buying power index. Your Answer Buying power index. Multiple Choice Single Answer Question When the formal order and offer letter conditions match, the next letter that follows is :Correct Answer Order confirmation letter Your Answer Order confirmation letter Select The Blank Question The goods from the producer first go to ________, who in turn sells the products to retail outlets. Correct Answer Distributor Your Answer Distributor Multiple Choice Single Answer Question One definition of 'leadership' is to establish :Correct Answer A dependent relationship on the leader. Your Answer A confident relationship among people. True/False Question All functional areas in organization, should not be involved in forecasting and planning. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question Measures to be adopted in cost control in distribution & logistics costs :Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Multiple Choice Multiple Answer Question In the 'Jury of executive opinion', the jury may consist of :Correct Answer Company president. , Several of different functional areas. Your Answer Company president. , Several of different functional areas. Multiple Choice Single Answer

Question

Computer based production & inventory control system that attempts to minimize inventory is :-

Correct Answer MRP Your Answer MRP Multiple Choice Multiple Answer Question Tangible benefits of merchandising to consumers are :Correct Answer Time saving , Better quality of choice , Improve loyalty Your Answer Time saving , Better quality of choice , Improve loyalty True/False Question Routing is establishing the sequence of locations sales person will visit. Correct Answer True Your Answer True Select The Blank Question The retail outlets have location advantage in that they save the consumer's ________. Correct Answer Travelling time Your Answer Travelling time Match The Following QuestionCorrect Answer Organizing people

Your Answer

Creating Job description & recruiting Sales people

Creating Job description & recruiting Sales

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance

Involves

Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies

Establishing & transmitting to the

Evaluating Creating performance standards & take remedial actions take remedial actions

Creating performance standards &

Multiple Choice Multiple Answer Question Deliverables of strategic category assessment are :Correct Answer Research gaps , Strategic assessment document Your Answer Research gaps , Strategic assessment document , Category management document Select The Blank Question Information passes rapidly through ________ without going through formal channals & helps in getting feedback. Correct Answer Grapevine Your Answer Grapevine Multiple Choice Multiple Answer Question A sales training is usually built on the basis of :Correct Answer Execution. , Evaluation. Your Answer Execution. , Evaluation. Multiple Choice Multiple Answer Question Closing inventory must take into account :Correct Answer Plan changed in the product, packaging & price , Shelf life & expiry date Your Answer Quality of packaging , Plan changed in the product, packaging & price , Shelf life & expiry date Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Work of sales personnel. , Policies of Government. Select The Blank Question Good leaders are ________ communicators. Correct Answer Effective Your Answer Effective Multiple Choice Multiple Answer Question Approaches to collect and report social audits are :Correct Answer Inventory , Cost , Program management

Your Answer

Inventory , Cost , Program management

True/False Question An organization supplying products on the strength of its performance, quality & demand is called product leadership. Correct Answer True Your Answer True Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers True/False Question

Extended socialization involves long term training, job rotation and corporate social activities.

Correct Answer True Your Answer False True/False Question Ordering, invoicing & payments are controlled on a month-to-month basis rather than on an orderto-order basis. Correct Answer True Your Answer False Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Select The Blank Question ________ generates increased revenue and profits for no additional investment in stock. Correct Answer Space management Your Answer Space management Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Creativity. , Complexity.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Psychological tests are one of the last steps in selection system because of ________ costs. Correct Answer High Your Answer High Select The Blank Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance. Correct Answer Production. Your Answer Production. Match The Following QuestionCorrect Answer

Your Answer

AWB

Aeroplane

Aeroplane

BL

Bill of Lading (ship cargo) Bill of Lading (ship cargo)

RR

Railway receipt

Road receipt

LR

Lorry receipt

Legal report

Multiple Choice Single Answer Question Buying habits of customers are analysed by studying :Correct Answer The frequency of purchasing & the source of purchases Your Answer The frequency of purchasing & the source of purchases True/False Question Training programs & seminars don't help in effective performance by Sales person. Correct Answer False Your Answer False Multiple Choice Single Answer Question The act of an employee when he discloses all illegal or unethical activities within the organization, is called as :Correct Answer Whistle blowing Your Answer Whistle blowing Multiple Choice Single Answer Question The contemporary sales representatives, are required to do :Correct Answer Several 'non selling' jobs, apart from servicing customer accounts. Your Answer Several 'non selling' jobs, apart from servicing customer accounts. True/False Question Logistics system is formed by the integration adaptation, the principles of physical movement of goods & people. Correct Answer True Your Answer True Multiple Choice Single Answer Question Which method develops a strategy which helps to separate the company from its rivals, for a short term? Correct Answer Benchmarking Your Answer Control process Multiple Choice Single Answer Question If a customer objects about some product or goods :Correct Answer He is asking for information about that product in indirect way. Your Answer He is asking for information about that product in indirect way. Multiple Choice Single Answer Question Sales forecasting in simple terms is :Correct Answer The estimate, how much the company is expected to sell in the coming period. Your Answer The estimate, how much the company is expected to sell in the coming period. Multiple Choice Single Answer Question Successful sales people are goal directed and identify :Correct Answer Strongly with their customers. Your Answer Strongly with their customers. True/False Question To adopt successfully to the changing Marketing scenario, Sales & Marketing functions should be integrated on a large scale. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Today Sales people & Sales Manager are involved in :Correct Answer Total Marketing process , Also handling the customer complaints Your Answer Total Marketing process , Only delivering goods to the customer , Also handling the customer complaints Multiple Choice Multiple Answer Question To make a audit of distribution & logistics, following things are considered :Correct Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? Your Answer Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? , Check the people's capability to manage the details Select The Blank Question Sales development is concerned with ________ of new customers, and not just additional sales. Correct Answer Creation Your Answer Creation

True/False Question A sales job is different from other jobs. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Techniques for ensuring capacity loading are :Correct Answer Consolidation of orders , Combining the shipments , Careful packaging Your Answer Consolidation of orders , Combining the shipments , Careful packaging Multiple Choice Multiple Answer Question The performance of the sales force tends to be better, when the sales manager relies on :Correct Answer Expert power. , Referent power. Your Answer Coercive power. , Reward power. , Referent power. Multiple Choice Single Answer Question One definition of 'leadership' is to establish :Correct Answer A dependent relationship on the leader. Your Answer A confident relationship among people. Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Pragmatic view True/False Question Sales persons must be thoroughly familiar with the client's decision making process. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. , Does not provide with customer reorientation. Multiple Choice Multiple Answer Question For successful selling in today's changing environment :Correct Answer The sales people should use the consultative sales approach. , Sales people must identify key members of the clients buying centre. Your Answer The sales people should use the consultative sales approach. , Sales people must identify key members of the clients buying centre. Select The Blank Question ________ limit sales opportunities open to competitors. Correct Answer Block competitor Your Answer Block competitor Multiple Choice Multiple Answer Question To overcome barriers in communication :Correct Answer Information overload to be avoided. , Messages should be short. Your Answer Information overload to be avoided. , Messages should be short. True/False Question

Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer False Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products? Correct Answer Consumables Your Answer Consumables Multiple Choice Multiple Answer Question Poor, Sales territory design, results in :Correct Answer Inadequate market coverage. , Lack of control over sales force. Your Answer Inadequate market coverage. , Lack of control over sales force. Multiple Choice Multiple Answer Question Measures to be adopted in cost control in distribution & logistics costs :Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials

handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Procedures of competing organization. , Policies of Government. Select The Blank Question The results of 'Box-Jenkins method' are fair in identifying ________ turning points. Correct Answer Significant. Your Answer Significant. True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer False True/False Question Reciprocal trading opportunities can be undermined by encouraging value analysis. Correct Answer True Your Answer False Select The Blank Question Good leaders are ________ communicators. Correct Answer Effective Your Answer Effective True/False Question Sales people can enhance or detract from the seller's image in the market for they are the critical contact with the customers. Correct Answer True Your Answer True Multiple Choice Single Answer Question In demand analysis, the first question is :Correct Answer Who will use the product. Your Answer Who will use the product. Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Select The Blank Question Information passes rapidly through ________ without going through formal channals & helps in getting feedback. Correct Answer Grapevine Your Answer Grapevine True/False Question Socio human obligation should see that economic consequences of its actions should not adversely effect public welfare. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Managing key accounts needs special skills like :Correct Answer Planning and selling , Negotiating , Interpersonal skills Your Answer Planning and selling , Negotiating , Interpersonal skills Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Delegate Select The Blank Question The information on the applicant is also provided through ________, if other sources are not available. Correct Answer References Your Answer References Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management.

Your Answer

Sales activities. , Territory management. , Total management.

Select The Blank Question ________ for social decision making avoids poorly executed social action. Correct Answer Flowchart Your Answer Bar diagram Match The Following QuestionCorrect Answer

Your Answer

In distribution & logistics - overall performance

Sales per sq.mtr. EmployedPaper work activities

In distribution & logistics - overheads

Fixed costs as % of total costs

In distribution & logistics - productivity hour employed

10 kms per direct man hour employed

In distribution & logistics - useful

Maximum load carried as % gross weight

Fixed costs as % of total costs

10 kms per direct man

Sales per sq.mtr. Employed

Multiple Choice Single Answer Question This sales promotion activity is used to promote consumer products where the free item is related to the main product :Correct Answer On pack-give always Your Answer On pack-give always

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question The term widely used for the management of the flow of goods & services is :Correct Answer Purchase chain management Your Answer Distribution chain management Multiple Choice Single Answer Question The only activity in any organization that directly generates income is :Correct Answer Sales. Your Answer Sales. Multiple Choice Multiple Answer Question In overcoming objection from the customer/prospect a Sales person :Correct Answer Should not immediately argue. , Should make true promises. Your Answer Should not immediately argue. , Should make true promises. True/False Question Many firms do not deploy informal ways of socialization. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The criteria used for evaluating the forecasting techniques, are :Correct Answer Comprehensibility. , Accuracy. Your Answer Comprehensibility. , Accuracy. True/False Question

Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.

Correct Answer True Your Answer True Select The Blank Question Leadership is ________ and continuous process. Correct Answer Dynamic Your Answer Dynamic Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :-

Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Multiple Choice Multiple Answer Question Intangible benefits of merchandising to consumers are :Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout Your Answer Increased satisfaction , Easier to shop from a logical layout Select The Blank Question Through ________, the sales of individual items can be tracked & appropriate action taken based on the sales trends, fast or slow movement. Correct Answer Bar-coding Your Answer Bar-coding Multiple Choice Multiple Answer Question Leadership is of two types :Correct Answer Informal. , Formal. Your Answer Formal. , Informal. True/False Question

The Sales potential is the minimum Sales that can be attained with perfect selling conditions.

Correct Answer False Your Answer True True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question For retail products, relationship should be built and cultivated with managers involved in :Correct Answer Buying , Product range distribution policies , Marketing Your Answer Buying , Product range distribution policies , Product trial and testing Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Select The Blank Question Star performance can also give an organization a unique ________ in the market. Correct Answer Niche Your Answer Niche Multiple Choice Single Answer Question The obligation of an organization to protect and enhance the welfare of society within which the organization operates is :Correct Answer Social responsibility Your Answer Social responsibility Multiple Choice Single Answer Question Buying intentions for industrial goods, are subject to multiple factors, because :Correct Answer Demand for industrial goods is derived from the demand for consumer goods. Your Answer Demand for industrial goods is derived from the demand for consumer goods. Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers True/False Question been assigned to Correct Answer Your Answer

A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has a particular sales representative. True False

Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance True/False

Question 'Too big' shelf display encourages customer approach and thereby purchasing. Correct Answer False Your Answer False True/False Question Distribution is the process by which the product is made available at the retail outlet for easy identification & pickup by the customer. Correct Answer False Your Answer True Multiple Choice Single Answer Question Sales managers are paid to plan, lead and control :Correct Answer Personal selling activities. Your Answer Personal selling activities. True/False Question Brand management is a system of promoting the sales of a product. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management. Your Answer Sales activities. , Territory management. Select The Blank Question The term 'AIDA' refers to ________, Interest, Desire and Action. Correct Answer Attention Your Answer Attention Multiple Choice Multiple Answer Question Leadership requirement need following points :Correct Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively Your Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Goal Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. Multiple Choice Single Answer Question It is a collection of principles and rules of conduct based on beliefs about what is right and wrong business behavior :Correct Answer Business ethics Your Answer Business ethics Multiple Choice Single Answer Question This is normally used to increase product trial and entice consumers away from competitive products :Correct Answer Product sampling programmes Your Answer Product sampling programmes Select The Blank Question A good leader must be ________ and adaptable to a given situation. Correct Answer Flexible Your Answer Flexible Select The Blank Question Good follow up promotes customer's ________, and builds a good image of the organization. Correct Answer Satisfaction Your Answer Satisfaction Multiple Choice Multiple Answer

Question In the 'hop-scotch' pattern of routing, following points should be considered :Correct Answer Size of the area to be covered. , Priority of calls to be made. Your Answer Size of the area to be covered. , Priority of calls to be made. True/False Question Size & demand given are a leadership position. Correct Answer True Your Answer False Match The Following QuestionCorrect Answer

Your Answer

Expense allowance

Hotel bills reimbursement Life insurance

Fixed component Salary

Salary

Variable component

Commission

Fringe benefits

Life insurance

Commission

Hotel bills reimbursement

Multiple Choice Single Answer Question It is a cost effective means of communicating product information, benefits and other marketing messages to users and consumers :Correct Answer Sales promotion Your Answer Sales promotion Match The Following QuestionCorrect Answer

Your Answer

Labour relations

Option of flexible working hours

Public seats on Board of Directors

Consumerism

Product warranty and service

Product warranty and service

Community needs Service in voluntary groups Government relations

Pollution cleanup and prevention

Business control through political action

Business control through political action

Multiple Choice Multiple Answer Question To establish a relationship with the outlet Correct Answer Who are the decision makers? , What would be the most appropriate time to call? , What would be the call frequency? Your Answer How big the outlet is? , Who are the decision makers? Select The Blank Question ________ generates increased revenue and profits for no additional investment in stock. Correct Answer Space management Your Answer Space management Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product trial Multiple Choice Multiple Answer Question Sales people are said to be committed, when :Correct Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum effort. Your Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum effort. Multiple Choice Single Answer Question Focus on the important work to be done, organising network to bring the product within the reach of the potential customer, unified approach, clear understanding of who will do what, are the characteristics of :-

Correct Answer Successful distribution Your Answer Successful distribution Multiple Choice Single Answer Question Learning implies a conscious attempt towards imbibing :Correct Answer Knowledge. Your Answer Information. Select The Blank Question ________ is computer based production & inventory control system that attempts to minimise inventory. Correct Answer MRP Your Answer MRP Select The Blank Question ________ is an additional financial reward to the sales person for achieving results beyond a predetermined premium. Correct Answer Bonus Your Answer Bonus Select The Blank Question Other departments in the organization should operate as, Check and ________ to market influence. Correct Answer Balance Your Answer Subjective Multiple Choice Single Answer Question The way of transferring ideas, thoughts and values from one person to another is :Correct Answer Communication. Your Answer Communication. Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Select The Blank Question Improved stock management reduces ________. Correct Answer Outstock situation Your Answer Outstock situation Multiple Choice Single Answer Question The term 'BPI' stands for :Correct Answer Buying power index. Your Answer Buying power index. Multiple Choice Multiple Answer Question "Directive leadership" means :Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. Your Answer

The subordinates know exactly what is excepted of them. , The leader gives specific directions.

Multiple Choice Multiple Answer Question New sales personnel must be able to recognize :Correct Answer "Who" buys the product. , "How" then by it. Your Answer What they buy. , "Who" buys the product. , When they buy it. Select The Blank Question A lead can be declared as ________ when it qualifies on all the criterias. Correct Answer Prospect Your Answer Prospect True/False Question Leadership process is a function of the leader, the follower and other situational variables. Correct Answer True Your Answer True True/False Question The modern Marketing concept is based on Profit consideration. Correct Answer True Your Answer False Multiple Choice Multiple Answer Question The initial training needs, are based on :-

Correct Answer Job specification. , Background and experience of trainees. Your Answer Background and experience of trainees. , Job description. Multiple Choice Single Answer Question It's main task is to measure profitability and returns in relation to various operational tasks undertaken :Correct Answer Operational control Your Answer Operational control Match The Following QuestionCorrect Answer

Your Answer

Inflate price first and then give discounts Over promising

Ethical violation

Deceptive sales promotion

Corporate spying High tech industries Stereotyped portrayal of women

Unethical pricing Unethical pricing

Ethical violation

Deceptive advertising

Deceptive advertising

Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Sales Multiple Choice Multiple Answer Question Public relations is an important activity because of the following reasons :Correct Answer Awareness & desire about product is created. , It helps to build brand image. Your Answer Awareness & desire about product is created. , It deals with involving many people & public. , It helps to build brand image. Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers Multiple Choice Multiple Answer Question The essential traits of a successful sales person needs is :Correct Answer Empathy. , Ego drive. Your Answer Entertainment. , Empathy. , Endurance. True/False Question If there is a higher margin on one product category, the buyer should allocate more space to that product category. Correct Answer False Your Answer True Match The Following QuestionCorrect Answer Delphi method approach.

Your Answer

Modified version of executive opinion approach.

Modified version of executive opinion

Moving average technique Projects the average of the sales over the previous time periods. average of the sales over the previous time periods.

Projects the

Exponential smoothing data are isolated.

Weighted sum of all past numbers in time series.

Four components of time series

Decomposition method

Four components of time series data are isolated.

Weighted sum of all past numbers

in time series. Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Select The Blank Question The goods from the producer first go to ________, who in turn sells the products to retail outlets. Correct Answer Distributor Your Answer Distributor Multiple Choice Single Answer Question A Sales unit may be :Correct Answer Sales person's territory, branch office, regional distribution center. Your Answer Sales person's territory, branch office, regional distribution center. Multiple Choice Single Answer Question In informal organization structure :Correct Answer Efficient methods are developed to accomplish jobs. Your Answer Efficient methods are developed to accomplish jobs. Multiple Choice Multiple Answer Question Sales people are said to be committed, when :Correct Answer They take maximum effort. , Sales persons are enthusiastic about carrying out sales manager's request. Your Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum effort. Select The Blank Question ________ is the process of reaching the products / services to the ultimate consumers at the right time in the cheapest possible manner. Correct Answer Distribution Your Answer Distribution True/False Question Input - Output models, are less tedious and less expensive. Correct Answer False Your Answer True True/False Question Letter of indemnity is given by buyer if he does not have original bill of lading. Correct Answer False Your Answer True Multiple Choice Single Answer Question The survey of buying intentions is analyzed with :Correct Answer Multivariate statistical tools. Your Answer Multivariate statistical tools. True/False Question

Both large and small firms use job specification to expose sales persons to corporate culture.

Correct Answer False Your Answer False Multiple Choice Multiple Answer Question What are the industrial buyer's focus of objectives? Correct Answer Spacing , Input reliability and availability , Input cost control Your Answer Input reliability and availability , After sales service Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units True/False Question The word 'TIGER' is topologically inverted, geographically encoded records. Correct Answer False Your Answer False Multiple Choice Single Answer Question A supply chain is the network of :Correct Answer Suppliers customers

Your Answer

Suppliers customers

Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer They do not want to waste time on recruitment. , The people are already familiar with the company policies. True/False Question Merchandising policies for key accounts at the retail outlets display layout and point of sale material. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The common sales forecasting techniques, can be classified as :Correct Answer Quantitative. , Non-quantitative. Your Answer Quantitative. , Qualitative. Multiple Choice Single Answer Question Firms which are ineffective in recruitment and selection ultimately suffer a :Correct Answer Turn over problem. Your Answer Turn over problem. Multiple Choice Multiple Answer Question Partnership marketing means :Correct Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Your Answer Reducing conflicts, common strategies & objectives Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological Select The Blank Question An organization supplying products on the strength of its performance, quality & demand is called ________. Correct Answer Product leadership Your Answer Product leadership Multiple Choice Single Answer Question The sales persons, as intelligence gatherers :Correct Answer Are conscious about providing feedback from the field, to plan different strategies. Your Answer Are conscious about providing feedback from the field, to plan different strategies. Multiple Choice Single Answer Question It is a partnership between vendors and retailers :Correct Answer Category management Your Answer Product management Multiple Choice Single Answer Question The standard framework of systems and procedures while managing a key account is called :Correct Answer Modus operandi Your Answer Rules Multiple Choice Single Answer Question The integration, adaptation, the principles of physical movement of goods & people collectively form the :Correct Answer Logistics system Your Answer Purchase system Multiple Choice Single Answer Question The term 'SIC' stands for :Correct Answer Standard industrial classification. Your Answer Standard industrial classification. True/False Question All functional areas in organization, should not be involved in forecasting and planning. Correct Answer False Your Answer False True/False Question

The widening of product life cycle will demand greater flexibility & adaptability.

Correct Answer False Your Answer True Multiple Choice Multiple Answer Question What are the supplier's focus of objectives? Correct Answer Value , Profit , Distribution Your Answer Profit , Distribution , Cost-control Multiple Choice Multiple Answer Question Formal organisational approaches towards social responsibility are :Correct Answer Legal compliance , Ethical compliance , Philanthropic giving Your Answer Morality seeking , Legal compliance , Ethical compliance Multiple Choice Multiple Answer Question The 'Judgement methods' include :Correct Answer Jury of executive opinion. , Delphi method. Your Answer Jury of executive opinion. , Test marketing. Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Only calling the prospects Multiple Choice Multiple Answer Question A sales training is usually built on the basis of :Correct Answer Execution. , Evaluation. Your Answer Examination. , Evaluation. True/False Question The 'sales forecasting methods' should be flexible to adopt changing conditions. Correct Answer True Your Answer True Select The Blank Question ________ varies in amount with sales volume or other commission base. Correct Answer Commission Your Answer Profits Multiple Choice Single Answer Question When approaching a prospect, sales person needs to understand :Correct Answer Total buying situation Your Answer Total buying situation Select The Blank Question As distribution & logistics cost forms a substantial % of the sales volume, ________ is essential to make sure the organization is getting value for the money paid. Correct Answer Cost control Your Answer Cost control Multiple Choice Single Answer Question Sales manager can influence sales people by using :Correct Answer Various sources of power. Your Answer Various communication techniques. True/False Question Rural telephony has gone much ahead as compared to urban telephony. Correct Answer False Your Answer False Select The Blank Question Refresher training program is more ________ in its coverage of specialized topics. Correct Answer Intensive Your Answer Intensive Select The Blank Question In 'co-relation analysis', ________ are studied simultaneously. Correct Answer Variables Your Answer Variables Multiple Choice Single Answer Question What lets continuous changes in consumers, because of changes of residence, working hours, employment, income & because of evolution of the nuclear family from the joint family ? Correct Answer Buying habits Your Answer Buying habits Multiple Choice Multiple Answer

Question The categories of sales forecasting approaches, are :Correct Answer Judgement methods. , Counting method. Your Answer Judgement methods. , Counting method. Multiple Choice Multiple Answer Question The leads obtained by the Sales person must be qualified in terms of :Correct Answer Needs , Ability to buy Your Answer Needs , Ability to buy Select The Blank Question Separate ________ tests should be reformed for different ethnic groups. Correct Answer Validity Your Answer Validity Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Product Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Better environment , Balance of responsibility and power Multiple Choice Multiple Answer Question A sales person is not just required to sell, because :Correct Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is now required to manage a segment four business. Your Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is now required to manage a segment four business. , He is required to help in logistics. Multiple Choice Multiple Answer Question The 'time-series techniques' include :Correct Answer Exponential smoothing. , Decomposition. Your Answer The Delphi method. , Exponential smoothing. , Decomposition. Multiple Choice Single Answer Question Direct supplies, from manufacturer to supermarkets is beneficial to :Correct Answer Both Your Answer Wholesalers Multiple Choice Multiple Answer Question The Sales person must learn about certain things, which can be strategically used. These are :Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect Your Answer Buyers educational background & Technical knowledge , Competitor's product , Competitor's promotional activities Multiple Choice Single Answer Question The most important tool used in managing the sales force is :Correct Answer Job description. Your Answer Job description. Multiple Choice Single Answer Question In case of companies selling industrial goods, customers :Correct Answer Mostly follow their past buying patterns. Your Answer Take decisions very quickly. True/False Question Leaders realize that nothing in the world is permanent but change. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Polygraph test

Lie detector test

Lie detector test

Intelligence test

Measure of raw intelligence and trainability. Measure of raw intelligence and trainability.

Knowledge test Measure of what applicant knows about product or service. acquired social skills.

Measure of person's innate or

Sales aptitude test Measure of person's innate or acquired social skills. about product or service. Multiple Choice Single Answer Question The 'Breakdown approach' is generally valid for a period of :Correct Answer 6 months or more. Your Answer Less than 6 months.

Measure of what applicant knows

Multiple Choice Multiple Answer Question The 'contingency theory' of leadership is based on :Correct Answer The leader - member relationship. , The degree of task structure. Your Answer The leader controlling a situation. , The leader compromising a situation. , The degree of task structure. Multiple Choice Single Answer Question We say organizational structure is successful in bringing about efficient marketing or products when :Correct Answer The organizational structure is flexible and adaptable to the changing environment in the market. Your Answer

The organizational structure is flexible and adaptable to the changing environment in the market.

Multiple Choice Multiple Answer Question Planning the use of one's time involves :Correct Answer Principle of time analysis. , Principle of flexibility. Your Answer Principle of time analysis. Multiple Choice Multiple Answer Question For effective code of ethics across the company, it should :Correct Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Your Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture True/False Question

Compensation levels for sales personnel are related to external supply and demand factors.

Correct Answer True Your Answer False Select The Blank Question Some tests measure special abilities, like ________ ability. Correct Answer Perceptual Your Answer Perceptual Multiple Choice Single Answer Question Globalization, territories, warehousing & transshipment points, greater centralization in planning & control, the levels in the distribution chain are the parameters of organizing :Correct Answer Distribution Your Answer Distribution Multiple Choice Single Answer Question The level of inventory intended to satisfy effective demand between reorders is :Correct Answer Order level Your Answer Order level True/False Question Judgement in time is called JIT. Correct Answer False Your Answer False True/False Question Time devoted to non selling activities should not be evaluated. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question Manufacturing cycle is made up of :Correct Answer Production ordering , Production scheduling , Material requirement, requisitioning Your Answer Production ordering , Production scheduling , Material requirement, requisitioning Select The Blank Question Apart from validity and consistency, test ________ is also important. Correct Answer Objectivity Your Answer Credibility

True/False Question There has to be a reciprocal relationship between the leader and his followers. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question What information related to key accounts market is required by the manager? Correct Answer Marketing policies , Customer service needs Your Answer Marketing policies , Customer service needs , Products used Select The Blank Question More effective use of Advertising and Promotion funds is a tangible benefit to the ________. Correct Answer Manufacturer Your Answer Distributor Match The Following QuestionCorrect Answer

Your Answer

Distribution objective for retail buyer Input reliability and availability

Cost control growth without direct investment in brand development

Product maintenance and servicing Industrial and commercial products Industrial and commercial products Store-operations Retail products

Retail products

Distribution objective for industrial buyer investment in brand development

Input reliability and availability

Cost control growth without direct

Multiple Choice Multiple Answer Question The buyer's bank gives L/C to the buyer on the basis of :Correct Answer Assets valuation of the buyer , Future prospects of the buyer Your Answer Integrity of the buyer , Assets valuation of the buyer , Present buyer's status

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Chronological Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Multiple Choice Single Answer Question The heart of category planning document is the description of :Correct Answer Consumer behaviour Your Answer Consumer behaviour Multiple Choice Multiple Answer Question Common tools used for effective retail strategies are :Correct Answer Store image , Store layout , Point of sale display Your Answer Store image , Store layout , Point of sale display True/False Question Companies usually turn to external expert' help, because of difficulty in constructing large input output models. Correct Answer True

Your Answer

True

Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations Select The Blank Question ________ is essential for the growth and survival of a business. Correct Answer Profits Your Answer Profits True/False Question Direct costs allocation to various product groups should be done in a logical fashion. Correct Answer False Your Answer False Multiple Choice Single Answer Question The 'Sales call plan' is used to set the course of action for :Correct Answer A week as well as day Your Answer A week as well as day Multiple Choice Multiple Answer Question What are the industrial buyer's focus of objectives? Correct Answer Spacing , Input reliability and availability , Input cost control Your Answer Input reliability and availability , Input cost control , After sales service Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Brand Multiple Choice Single Answer Question Following is one of the main activity to be taken care by - Delivery, adding value, saving time, contact with customers, showing the product & sensory stimulation. Correct Answer Retail outlets Your Answer Jobbers True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Trusteeship view Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. , Does not reassure customer satisfaction. Multiple Choice Single Answer Question Markets, competitors, legal and social environment are called which motives? Correct Answer Environmental Your Answer Business Multiple Choice Multiple Answer Question To make a audit of distribution & logistics, following things are considered :Correct Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? Your Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? Select The Blank Question Most firms require many ________ types of sales people to perform different selling tasks. Correct Answer Different Your Answer Different Multiple Choice Multiple Answer Question Informal approaches towards social responsibility are :-

Correct Answer Organisational culture , Whistle blowing Your Answer Organisational culture , Whistle blowing , SWOT analysis Multiple Choice Multiple Answer Question How can intermediary add value by providing information to the supplier on :Correct Answer Competitors activities , Development in the area , Customers reaction to products Your Answer Competitors activities , Products drawbacks , Customers reaction to products Multiple Choice Single Answer Question The network of suppliers & customers in which any business operates is :Correct Answer Supply chain Your Answer Supply chain Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement Multiple Choice Multiple Answer Question Tangible benefits of merchandising to consumers are :Correct Answer Time saving , Better quality of choice , Improve loyalty Your Answer Time saving , Better quality of choice , Improved turnover True/False Question Non-Quantitative techniques' are consistent. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising , Increasing the Sales force Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Long run viability , Better environment , Balance of responsibility and power Match The Following QuestionCorrect Answer Knowledge

Your Answer

Building blocks

Supplier's objective

Brands, market share of product category

Industrial buyer's objective Retail buyer's objective True/False Question

Building blocks Brands, market share of product category

Spacing Growth without direct investment

Growth without direct investment

Multiple sourcing policies

In deciding the placement, the physical activities associated with the product must be kept in mind.

Correct Answer True Your Answer True Select The Blank Question Obtaining ________ from key players helps promoting sales and other prospects. Correct Answer Endorsements Your Answer Appreciation Multiple Choice Single Answer Question The sales persons' team, as co-ordinators :Correct Answer Use the specialists in different fields, to co-ordinate services to customers and solve their problems. Your Answer Select The Blank

Use the specialists in different fields, to co-ordinate services to customers and solve their problems.

Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Goal Multiple Choice Single Answer Question The rating and scheduling plans are developed primarily by :Correct Answer Field sales managers/ people Your Answer Field sales managers/ people True/False Question Quality of display influences consumer purchasing decisions. Correct Answer True Your Answer True Multiple Choice Single Answer Question It is the development of overall market for a group of products which can be grouped in one category :Correct Answer Category management Your Answer Brand management Select The Blank Question Selection of ________ is an important activity of sales management because it decides the type of volume of business, one will have on the future. Correct Answer Intermediaries Your Answer Intermediaries Multiple Choice Multiple Answer Question Basic patterns of sales compensation plan are :Correct Answer Straight salary , Salary plus incentive , Straight commission Your Answer Straight salary , Salary plus incentive , Straight commission Multiple Choice Multiple Answer Question Public relations is an important activity because of the following reasons :Correct Answer Awareness & desire about product is created. , It helps to build brand image. Your Answer Awareness & desire about product is created. , It deals with involving many people & public. , It helps to build brand image. True/False Question Leaders realize that nothing in the world is permanent but change. Correct Answer True Your Answer True True/False Question In communication process, effective listening is very important. Correct Answer True Your Answer True Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Multiple Answer Question Management actions consists of :Correct Answer Planning , Implementation , Control Your Answer Planning , Implementation , Control True/False Question 'Too big' shelf display encourages customer approach and thereby purchasing. Correct Answer False Your Answer True Select The Blank Question The 'Sales Vice-president' ________ sales volume through selling tactics. Correct Answer Improves Your Answer Improves Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. Multiple Choice Single Answer Question The result of formal job analysis is :Correct Answer Job description. Your Answer Job requirement.

Match The Following QuestionCorrect Answer

Your Answer

Polygraph test

Lie detector test

Measure of vocational interests.

Intelligence test

Measure of raw intelligence and trainability. Measure of raw intelligence and trainability.

Knowledge test Measure of what applicant knows about product or service. acquired social skills.

Measure of person's innate or

Sales aptitude test about product or service.

Measure of what applicant knows

Measure of person's innate or acquired social skills.

Sales & Distribution Management assgn :01: Saikat Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer After sales service and support Multiple Choice Multiple Answer Question Checklist to select an intermediary are :Correct Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing , Reputation & credibility of the intermediary in the market Your Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing , Reputation & credibility of the intermediary in the market Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Multiple Choice Single Answer Question The payment in overseas sales is done through the financial instrument called :Correct Answer Letter of credit Your Answer Letter of credit True/False Question Space management planning is a merchandising support. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Manufacturing cycle is made up of :Correct Answer Production ordering , Production scheduling , Material requirement, requisitioning Your Answer Production ordering , Production scheduling , Material requirement, requisitioning True/False Question To sell products that do not earn reasonable profit is acceptable. Correct Answer True Your Answer False True/False Question Accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months. Correct Answer True Your Answer False Multiple Choice Multiple Answer Question Various aspects of business ethics are :Correct Answer Fair competition , Corporate behavior Your Answer Fair competition , Corporate behavior , Social responsibility

Select The Blank Question In reference approach, names of ________customers are referred to the prospect. Correct Answer Satisfied Your Answer Satisfied True/False Question All functional areas in organization, should not be involved in forecasting and planning. Correct Answer False Your Answer False Multiple Choice Single Answer Question The benefit of training program is that, it increases :Correct Answer Overall effectiveness. Your Answer Overall effectiveness. Select The Blank Question Unitization, palletisation & containerization are concepts which have revolutionized ________. Correct Answer Distribution & logistics Your Answer Distribution & logistics Multiple Choice Multiple Answer Question Arguments against corporate social responsibility are :Correct Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Your Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Multiple Choice Single Answer Question After deciding the needed traits, the management must :Correct Answer Recruit. Your Answer Review. Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management. Your Answer Sales activities. , Territory management. Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Pragmatic view Match The Following QuestionCorrect Answer

Your Answer

Account potential.Share of an accounts business that the firm can expect to get. the firm can expect to get.

Share of an accounts business that

Routing. Establishing the sequence of locations a sales person will visit. Establishing the sequence of locations a sales person will visit. Scheduling. Sequencing of appointments for maximum territory management cycle. Sequencing of appointments for maximum territory management cycle. Account load. Number of actual and potential customers assigned to a given sales person. and potential customers assigned to a given sales person.

Number of actual

Match The Following QuestionCorrect Answer Delphi method approach.

Your Answer

Modified version of executive opinion approach.

Modified version of executive opinion

Moving average technique Projects the average of the sales over the previous time periods. average of the sales over the previous time periods.

Projects the

Exponential smoothing in time series.

Weighted sum of all past numbers in time series.

Weighted sum of all past numbers

Decomposition method data are isolated.

Four components of time series data are isolated.

Four components of time series

Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Select The Blank Question The disadvantage of hiring staff trainers includes ________ cost of maintaining the staff. Correct Answer Total Your Answer High Multiple Choice Multiple Answer Question "Exchange theories" assume that group members :Correct Answer Make contribution at a cost to themselves. , Receive benefits at a cost to group. Your Answer Make contribution at a cost to themselves. , Receive benefits at a cost to group. Select The Blank Question Box-Jenkins' can provide an ________ forecast over a short run period. Correct Answer Excellent. Your Answer Excellent. Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers Multiple Choice Single Answer Question Firms which are ineffective in recruitment and selection ultimately suffer a :Correct Answer Turn over problem. Your Answer Turn over problem. Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Multiple Choice Multiple Answer Question A sales training is usually built on the basis of :Correct Answer Execution. , Evaluation. Your Answer Execution. , Examination. , Evaluation. True/False Question

A level of mutual trust needs to be maintained between the key account and the Account manager.

Correct Answer True Your Answer True Select The Blank Question Some tests measure special abilities, like ________ ability. Correct Answer Perceptual Your Answer Perceptual Multiple Choice Single Answer Question 20% of top accounts generate what percentage of company's profit? Correct Answer 80 Your Answer 80 Select The Blank Question Improved stock management reduces ________. Correct Answer Outstock situation Your Answer Outstock situation

Multiple Choice Multiple Answer Question Specific objectives of distribution logistics are :Correct Answer Order - delivery cycle time , Consistency & reliability of delivery , Inventory availability Your Answer Order - delivery cycle time , Consistency & reliability of delivery , Inventory availability True/False Question Non-Quantitative techniques' are consistent. Correct Answer False Your Answer False Multiple Choice Single Answer Question In a simple sales department, in a small company :Correct Answer The sales manager normally has charge of all the marketing activities. Your Answer The sales manager normally has charge of all the marketing activities. Select The Blank Question The Sales person should frequently contact the customers to spot ________ & solve them. Correct Answer Problems Your Answer Problems Multiple Choice Single Answer Question Successful sales people are goal directed and identify :Correct Answer Strongly with their customers. Your Answer Strongly with their customers. True/False Question Negotiations will be successful if based on reasonable expectations. Correct Answer True Your Answer True Select The Blank Question The disadvantage of 'Box-Jenkins method' is that it requires a ________ degree of expertise. Correct Answer High. Your Answer High. Multiple Choice Multiple Answer Question Today Sales people & Sales Manager are involved in :Correct Answer Total Marketing process , Also handling the customer complaints Your Answer Total Marketing process , Also handling the customer complaints , Promotion of the product Multiple Choice Multiple Answer Question Tangible benefits of merchandising to retailer are :Correct Answer Reduce out of stocks , Improve Return on Investment , Balance stock holdings Your Answer Improve Return on Investment , Pull product through improved forecasting , Balance stock holdings Select The Blank Question At the strategic control level, it is extremely necessary to identify areas of ________. Correct Answer Threats Your Answer Threats True/False Question

In centralized training programs, the trainees do not quickly get acquainted with each other.

Correct Answer False Your Answer False Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations Multiple Choice Multiple Answer Question The performance of the sales force tends to be better, when the sales manager relies on :Correct Answer Expert power. , Referent power. Your Answer Expert power. , Referent power. Multiple Choice Single Answer Question The view which holds that social responsibility is not the major responsibility of business but to only make money is :Correct Answer Capitalist view Your Answer Capitalist view

Bottom of Form Sales & Distribution Management assgn :02: Shagun True/False Question Colour blocking' is a tool used by retailers. Correct Answer True Your Answer False True/False Question Export manager needs to have linguistic skills in addition to other personal skills for better business performance. Correct Answer True Your Answer True Multiple Choice Single Answer Question This type of promotional activity is useful when an element of training or education is needed in promoting the product :Correct Answer Lectures, film shows Your Answer Lectures, film shows Multiple Choice Multiple Answer Question From the stand point of sales representatives, the compensation plan should offer :Correct Answer Regular income. , Reward for superior performance. Your Answer Regular income. , Reward for superior performance. Multiple Choice Multiple Answer Question Merchandising aids sales because :Correct Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the consumer and increases his pleasure in shopping Your Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the consumer and increases his pleasure in shopping True/False Question There has to be a reciprocal relationship between the leader and his followers. Correct Answer True Your Answer True Select The Blank Question The central feature of ________ system is their ability to reforecast inventory requirements as the inventory position of low level of inventories in the distribution channel changes. Correct Answer DRP Your Answer MRP Multiple Choice Multiple Answer Question Advantages of ' Straight Commission ' plan are :Correct Answer Powerful incentive , Freedom of operation , Flexible plan Your Answer Powerful incentive , Freedom of operation , Flexible plan Multiple Choice Single Answer Question Markets, competitors, legal and social environment are called which motives? Correct Answer Environmental Your Answer Environmental Multiple Choice Multiple Answer Question Tangible benefits of merchandising to consumers are :Correct Answer Time saving , Better quality of choice , Improve loyalty Your Answer Time saving , Improved turnover Multiple Choice Single Answer Question The benefit of training program is that, it increases :Correct Answer Overall effectiveness. Your Answer Overall effectiveness. True/False Question The lecture sessions should be short and interspersed with other activities to avoid lack of enthusiasm. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Sales aids. material.

Preparing of audiovisuals, flip charts & other material. Preparing of audiovisuals, flip charts & other

Product publicity Preparing & distributing news releases to various media about products & services. for entering new Markets. Market Development

Support for entering new Markets.

Support

Developing new products.

Marketing research. Collecting & interpreting data related to products & services. data related to products & services.

Collecting & interpreting

Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Focusing on current customers only , Increasing the Sales force Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling products at extra value Multiple Choice Multiple Answer Question The Sales person must learn about certain things, which can be strategically used. These are :Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect Your Answer Life style of the prospect , Competitor's product , Competitor's promotional activities Multiple Choice Multiple Answer Question The 'Casual methods' include :Correct Answer Correlation-regressional analysis. , Econometric models. Your Answer Correlation-regressional analysis. , Econometric models. , Box-Jenkins method. Multiple Choice Multiple Answer Question The leads obtained by the Sales person must be qualified in terms of :Correct Answer Needs , Ability to buy Your Answer Needs , Ability to buy Multiple Choice Single Answer Question One of the principles of 'learning' is :Correct Answer Reinforcement. Your Answer Reinforcement. Select The Blank Question Apart from validity and consistency, test ________ is also important. Correct Answer Objectivity Your Answer Objectivity Select The Blank Question ________ is computer based production & inventory control system that attempts to minimise inventory. Correct Answer MRP Your Answer DRP Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers True/False Question Corporate social activity aimed at socialization need not be elaborate or expensive. Correct Answer True Your Answer False Multiple Choice Single Answer Question In CIF payment terms, I stands for :Correct Answer Insurance Your Answer Insurance True/False Question The widening of product life cycle will demand greater flexibility & adaptability. Correct Answer False Your Answer True

Multiple Choice Multiple Answer Question The principle of time management, applicable to various organizations includes :Correct Answer Principle of delegation. , Principle of control of interruptions. Your Answer Principle of participation. , Principle of control of interruptions. , Principle of demonstration. True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer True Select The Blank Question ________ is essential for the growth and survival of a business. Correct Answer Profits Your Answer Employees True/False Question An organization supplying products on the strength of its performance, quality & demand is called product leadership. Correct Answer True Your Answer True Multiple Choice Single Answer Question It is an organizational activity that effects the general welfare of society :Correct Answer Social performance Your Answer Social performance Select The Blank Question ________ is the continuous replenishment of inventories throughout the channel in response to end customer demand. Correct Answer ECR Your Answer ECR Select The Blank Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the customer. Correct Answer Apologize. Your Answer Apologize. Match The Following QuestionCorrect Answer

Your Answer

Materials & physical distribution Physical distribution

logistics management

Physical network

Physical network logistics management

Management of flow of goods & services Network of suppliers & customers

Logistics chain management

Suppliers chain management

demand schedule

Suppliers chain management

Select The Blank Question Many companies run ________ on applicants for sales positions. Correct Answer Credit checks Your Answer Counter checks Select The Blank Question The goods from the producer first go to ________, who in turn sells the products to retail outlets. Correct Answer Distributor Your Answer Distributor Select The Blank Question Casual methods' attempt to find the factors that affect ________ and to determine inter-relation. Correct Answer Sales. Your Answer Sales. Multiple Choice Single Answer

Question If a customer objects about some product or goods :Correct Answer He is asking for information about that product in indirect way. Your Answer He is asking for information about that product in indirect way. Multiple Choice Multiple Answer Question Some of the tools used for selection process, are :Correct Answer In depth interviews. , Physical examination. Your Answer In depth interviews. , Physical examination. True/False Question Many large companies use long term training programs to educate sales people about the firm's products, customers, competitors etc. Correct Answer True Your Answer True Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Delivery of goods through proper channel Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between sales Manager & Sales staff Select The Blank Question The information on the applicant is also provided through ________, if other sources are not available. Correct Answer References Your Answer References Multiple Choice Single Answer Question The greatest source of recruits is :Correct Answer Referrals from sales associates and clients. Your Answer Referrals from sales associates and clients. Multiple Choice Multiple Answer Question Approaches to collect and report social audits are :Correct Answer Inventory , Cost , Program management Your Answer Inventory , Cost , SWOT analysis Multiple Choice Single Answer Question Status, recognition, achievement etc are which types of motives? Correct Answer Personal Your Answer Personal Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Multiple Choice Single Answer Question Job analysis must be conducted to :Correct Answer Identify duties, requirements and responsibilities. Your Answer Identify duties, requirements and responsibilities.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question It refers to the practice of right conduct :Correct Answer Morals Your Answer Ethics True/False Question Direct costs allocation to various product groups should be done in a logical fashion. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question In the 'Jury of executive opinion', the jury may consist of :Correct Answer Company president. , Several of different functional areas.

Your Answer

Company president. , Several of different functional areas.

Multiple Choice Multiple Answer Question It is important to asses the candidate's :Correct Answer Selling skills. , Technical background. Your Answer Negotiating skills. , Selling skills. , Technical background. Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations True/False Question A leader must not be accepted by his followers. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question After making any Sale, the sales person :Correct Answer Should make special efforts to follow up with the customer. , Should ensure that the customers are satisfied. Your Answer Should make special efforts to follow up with the customer. , Should ensure that the customers are satisfied. Select The Blank Question As distribution & logistics cost forms a substantial % of the sales volume, ________ is essential to make sure the organization is getting value for the money paid. Correct Answer Cost control Your Answer Cost control Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Multiple Choice Single Answer Question The integration, adaptation, the principles of physical movement of goods & people collectively form the :Correct Answer Logistics system Your Answer Logistics system True/False Question

In centralized training programs, the trainees do not quickly get acquainted with each other.

Correct Answer False Your Answer False Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Select The Blank Question The test of ability, includes test of ________ ability. Correct Answer Mental Your Answer Mental True/False Question

Referent power of a leader is based on some expertise, knowledge or special skill of the leader.

Correct Answer False Your Answer True True/False Question

Extended socialization involves long term training, job rotation and corporate social activities.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Features of product promotion policies for the key account at the retail outlet are :Correct Answer Centralised , Branch promotions Your Answer Centralised , Branch promotions Multiple Choice Single Answer Question This view holds that the state should be instrumental in advocating social responsibility on business

:Correct Answer Communist view Your Answer Communist view Select The Blank Question More effective use of Advertising and Promotion funds is a tangible benefit to the ________. Correct Answer Manufacturer Your Answer Manufacturer True/False Question The scope of initial training programs is not broader than refresher training program. Correct Answer False Your Answer True Select The Blank Question ________ is the process of reaching the products / services to the ultimate consumers at the right time in the cheapest possible manner. Correct Answer Distribution Your Answer Distribution Match The Following QuestionCorrect Answer

Your Answer

In distribution & logistics - overall performance

Sales per sq.mtr. EmployedSales per sq.mtr. Employed

In distribution & logistics - overheads

Fixed costs as % of total costs

In distribution & logistics - productivity % gross weight

10 kms per direct man hour employed

In distribution & logistics - useful employed

Maximum load carried as % gross weight

MIS Maximum load carried as

10 kms per direct man hour

Select The Blank Question ________ varies in amount with sales volume or other commission base. Correct Answer Commission Your Answer Profits Multiple Choice Multiple Answer Question When a number of outlets already exists, the factors to be analysed for distribution are :Correct Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Your Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Multiple Choice Multiple Answer Question The 'time-series techniques' include :Correct Answer Exponential smoothing. , Decomposition. Your Answer The Delphi method. , The sales force composite. Select The Blank Question The disadvantage of 'Box-Jenkins method' is that it requires a ________ degree of expertise. Correct Answer High. Your Answer High. True/False Question Integrated logistics management includes transaction systems, short term scheduling systems, flow planning, network design optimisation. Correct Answer True Your Answer True Multiple Choice Single Answer Question Attracting recruits is usually an ongoing task of the :Correct Answer Sales manager. Your Answer Sales manager. Multiple Choice Multiple Answer Question For industrial and commercial products, relationship should be built and cultivated with managers

involved in :Correct Answer Buying , Product specification , Product use Your Answer Buying , Product specification , Product use Match The Following QuestionCorrect Answer Sales aids. material.

Your Answer

Preparing of audiovisuals, flip charts & other material. Preparing of audiovisuals, flip charts & other

Product publicity Preparing & distributing news releases to various media about products & services. Preparing & distributing news releases to various media about products & services. Market Development

Support for entering new Markets.

Support for entering new Markets.

Marketing research. Collecting & interpreting data related to products & services. data related to products & services.

Collecting & interpreting

Select The Blank Question Most firms require many ________ types of sales people to perform different selling tasks. Correct Answer Different Your Answer Different Select The Blank Question The retail outlets have location advantage in that they save the consumer's ________. Correct Answer Travelling time Your Answer Travelling time Multiple Choice Multiple Answer Question Poor, Sales territory design, results in :Correct Answer Inadequate market coverage. , Lack of control over sales force. Your Answer Inadequate market coverage. , Lack of control over sales force. Multiple Choice Single Answer Question Management should view the recruitment and selection process as a sub-system of :Correct Answer Sales force management. Your Answer Sales force management. True/False Question Input - Output models are more appropriate for selling industrial goods. Correct Answer True Your Answer True Multiple Choice Single Answer Question Recruitment process involves :Correct Answer Finding applicants, who are potentially good employees. Your Answer Finding applicants, who are potentially good employees. Select The Blank Question Separate ________ tests should be reformed for different ethnic groups. Correct Answer Validity Your Answer Dependability True/False Question Size & demand given are a leadership position. Correct Answer True Your Answer True Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Multiple Choice Single Answer Question The planned recruiting is important because of :Correct Answer Costs associated with the system. Your Answer Costs associated with the system. Multiple Choice Single Answer Question What is been revolutionized by unitization, palletisation & containerization?

Correct Answer Distribution & logistics Your Answer Distribution & logistics Multiple Choice Single Answer Question What lets continuous changes in consumers, because of changes of residence, working hours, employment, income & because of evolution of the nuclear family from the joint family ? Correct Answer Buying habits Your Answer Buying habits Multiple Choice Multiple Answer Question What are the supplier's focus of objectives? Correct Answer Value , Profit , Distribution Your Answer Profit , Distribution , Cost-control Multiple Choice Multiple Answer Question Lowering warehousing cost leads to :Correct Answer Lower inventory levels , Reduce customer service , Inhibit corporate purchasing from advantageous purchasing Your Answer Inhibit corporate purchasing from advantageous purchasing , Higher transportation viability True/False Question Negotiations will be successful if based on reasonable expectations. Correct Answer True Your Answer True Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Multiple Answer Question The categories of sales forecasting approaches, are :Correct Answer Judgement methods. , Counting method. Your Answer Judgement methods. , Casual method. , Counting method. Multiple Choice Multiple Answer Question Trends in organizing distribution network :Correct Answer Globalization or one market , Territories , Minimum number of warehouses Your Answer Globalization or one market , Territories , Minimum number of warehouses

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Independent. Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Match The Following QuestionCorrect Answer

Your Answer

Network of suppliers & customers

Suppliers chain management

Materials & physical distribution

logistics management

Physical distribution

Suppliers chain management

Physical network

Physical network logistics management

Management of flow of goods & services

Logistics chain management

demand schedule

True/False Question In semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Two major categories of non-quantitative approaches to forecasting are :Correct Answer Judgement methods. , Counting method. Your Answer Moving averages. , Judgement methods. , Counting method. True/False Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing, credit etc. Correct Answer False Your Answer True Multiple Choice Single Answer Question For firms that experience a high rate of turnover, the recruiting program should be :Correct Answer Continuous. Your Answer Continuous. Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product Your Answer Materials Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer The do not want to recruit from outside. , The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Multiple Choice Multiple Answer Question Deliverables of strategic category assessment are :Correct Answer Research gaps , Strategic assessment document Your Answer Research gaps , Strategic assessment document , Category management document Match The Following QuestionCorrect Answer

Your Answer

To facilitate performance evaluation.

Set daily / weekly / monthly goals. Review cost figures.

Sales territories. Provide intensive market coverage. Split territories. Inadequate sales territories. Selling cost variations.

Split territories.

Review cost figures.

Prepare territories. Clarify at hiring.

Multiple Choice Single Answer Question In 'standing-room -close' technique :Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on. Your Answer

The discussion between customer & Sales person is done in a special room called standing room.

Multiple Choice Single Answer Question It is the foundation for an integrated consumer driven category management process :Correct Answer Category planning document Your Answer Strategic assessment document True/False Question

Market Research deals with collection & interpretation of data concerning products, customers, etc.

Correct Answer True Your Answer True

Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising , Focusing on current customers only Select The Blank Question The 'Marketing Vice-president', is responsible for ________ marketing strategy. Correct Answer Creative Your Answer Corporate Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Does not provide with customer reorientation. , Does not reassure customer satisfaction. Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products? Correct Answer Consumables Your Answer Durables True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Select The Blank Question The central feature of ________ system is their ability to reforecast inventory requirements as the inventory position of low level of inventories in the distribution channel changes. Correct Answer DRP Your Answer DRP Multiple Choice Single Answer Question "Ethos" means :Correct Answer Moral character. Your Answer Moral character. True/False Question It is not critical that sales manager select the candidates, who meet the qualifications established by company. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question To measure performance & evaluate :Correct Answer Sales goals must be established. , Develop sales plans. Your Answer Sales goals must be established. , Do not set performance standards. , Develop sales plans. Select The Blank Question Apart from validity and consistency, test ________ is also important. Correct Answer Objectivity Your Answer Credibility True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True True/False Question The widening of product life cycle will demand greater flexibility & adaptability. Correct Answer False Your Answer True True/False Question

Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Examples of service standards of objectives of logistics & distribution are :Correct Answer Hit ratio on sales calls to show a 20% improvement , Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale

Your Answer Stock outs not to occur in more than 5% of the orders , Hit ratio on sales calls to show a 20% improvement , On time deliveries to be made as less as possible Multiple Choice Single Answer Question Sales quota is :Correct Answer Quantitative goal assigned to a unit of Sales organization. Your Answer Quantitative goal assigned to a unit of Sales organization. Multiple Choice Single Answer Question If the customer defections are reduced by 5%, profits can be improved anywhere between :Correct Answer 10 to 15 % Your Answer 10 to 15 % Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement Multiple Choice Multiple Answer Question A sales person is not just required to sell, because :Correct Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is now required to manage a segment four business. Your Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is required to help in logistics. Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological Multiple Choice Single Answer Question Identifying trade channels for company's products and then identifying the key accounts in each channel is called :Correct Answer Trade channel mapping Your Answer Trade channel mapping Multiple Choice Single Answer Question When the formal order and offer letter conditions match, the next letter that follows is :Correct Answer Order confirmation letter Your Answer Letter of intent Select The Blank Question The people who know the applicant but are not listed as reference are also the ________ or present employers. Correct Answer Former Your Answer Formal Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Long run viability , Better environment , Dilution of purpose Multiple Choice Single Answer Question When sales person should close the Sales call? Correct Answer When a prospect makes positive statement about the product. Your Answer When a prospect has many queries about the product & is not satisfied. Select The Blank

Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Logistics Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Temperature. , Complexity. Multiple Choice Multiple Answer Question Production plan has to see :Correct Answer Opening stock at the beginning of the month , Forecast sales for the coming month , Closing inventory Your Answer Opening stock at the beginning of the month , Closing inventory , Sales of the last month Multiple Choice Single Answer Question The time necessary to complete sales transaction is increased, because :Correct Answer It takes longer time to co-ordinate all the sales activities and non-selling activities. Your Answer Longer time for sales call indicates better profits. True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer True True/False Question Routing is establishing the sequence of locations sales person will visit. Correct Answer True Your Answer True Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Independent. Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Match The Following QuestionCorrect Answer

Your Answer

Network of suppliers & customers

Suppliers chain management

Materials & physical distribution

logistics management

Physical distribution

Suppliers chain management

Physical network

Physical network logistics management

Management of flow of goods & services

Logistics chain management

demand schedule

True/False Question In semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Two major categories of non-quantitative approaches to forecasting are :Correct Answer Judgement methods. , Counting method. Your Answer Moving averages. , Judgement methods. , Counting method. True/False Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing, credit etc. Correct Answer False Your Answer True Multiple Choice Single Answer

Question For firms that experience a high rate of turnover, the recruiting program should be :Correct Answer Continuous. Your Answer Continuous. Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product Your Answer Materials Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer The do not want to recruit from outside. , The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Multiple Choice Multiple Answer Question Deliverables of strategic category assessment are :Correct Answer Research gaps , Strategic assessment document Your Answer Research gaps , Strategic assessment document , Category management document Match The Following QuestionCorrect Answer

Your Answer

To facilitate performance evaluation.

Set daily / weekly / monthly goals. Review cost figures.

Sales territories. Provide intensive market coverage. Split territories. Inadequate sales territories. Selling cost variations.

Split territories.

Review cost figures.

Prepare territories. Clarify at hiring.

Multiple Choice Single Answer Question In 'standing-room -close' technique :Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on. Your Answer

The discussion between customer & Sales person is done in a special room called standing room.

Multiple Choice Single Answer Question It is the foundation for an integrated consumer driven category management process :Correct Answer Category planning document Your Answer Strategic assessment document True/False Question

Market Research deals with collection & interpretation of data concerning products, customers, etc.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising , Focusing on current customers only Select The Blank Question The 'Marketing Vice-president', is responsible for ________ marketing strategy. Correct Answer Creative Your Answer Corporate Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Does not provide with customer reorientation. , Does not reassure customer satisfaction. Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products?

Correct Answer Consumables Your Answer Durables True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Select The Blank Question The central feature of ________ system is their ability to reforecast inventory requirements as the inventory position of low level of inventories in the distribution channel changes. Correct Answer DRP Your Answer DRP Multiple Choice Single Answer Question "Ethos" means :Correct Answer Moral character. Your Answer Moral character. True/False Question It is not critical that sales manager select the candidates, who meet the qualifications established by company. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question To measure performance & evaluate :Correct Answer Sales goals must be established. , Develop sales plans. Your Answer Sales goals must be established. , Do not set performance standards. , Develop sales plans. Select The Blank Question Apart from validity and consistency, test ________ is also important. Correct Answer Objectivity Your Answer Credibility True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True True/False Question The widening of product life cycle will demand greater flexibility & adaptability. Correct Answer False Your Answer True True/False Question

Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Examples of service standards of objectives of logistics & distribution are :Correct Answer Hit ratio on sales calls to show a 20% improvement , Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale Your Answer Stock outs not to occur in more than 5% of the orders , Hit ratio on sales calls to show a 20% improvement , On time deliveries to be made as less as possible Multiple Choice Single Answer Question Sales quota is :Correct Answer Quantitative goal assigned to a unit of Sales organization. Your Answer Quantitative goal assigned to a unit of Sales organization. Multiple Choice Single Answer Question If the customer defections are reduced by 5%, profits can be improved anywhere between :Correct Answer 10 to 15 % Your Answer 10 to 15 % Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement

Multiple Choice Multiple Answer Question A sales person is not just required to sell, because :Correct Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is now required to manage a segment four business. Your Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is required to help in logistics. Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological Multiple Choice Single Answer Question Identifying trade channels for company's products and then identifying the key accounts in each channel is called :Correct Answer Trade channel mapping Your Answer Trade channel mapping Multiple Choice Single Answer Question When the formal order and offer letter conditions match, the next letter that follows is :Correct Answer Order confirmation letter Your Answer Letter of intent Select The Blank Question The people who know the applicant but are not listed as reference are also the ________ or present employers. Correct Answer Former Your Answer Formal Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Long run viability , Better environment , Dilution of purpose Multiple Choice Single Answer Question When sales person should close the Sales call? Correct Answer When a prospect makes positive statement about the product. Your Answer When a prospect has many queries about the product & is not satisfied. Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Logistics Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Temperature. , Complexity. Multiple Choice Multiple Answer Question Production plan has to see :Correct Answer Opening stock at the beginning of the month , Forecast sales for the coming month , Closing inventory Your Answer Opening stock at the beginning of the month , Closing inventory , Sales of the last month Multiple Choice Single Answer Question The time necessary to complete sales transaction is increased, because :Correct Answer It takes longer time to co-ordinate all the sales activities and non-selling activities. Your Answer Longer time for sales call indicates better profits.

True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer True True/False Question Routing is establishing the sequence of locations sales person will visit. Correct Answer True Your Answer True

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Independent. Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Match The Following QuestionCorrect Answer

Your Answer

Network of suppliers & customers

Suppliers chain management

Materials & physical distribution

logistics management

Physical distribution

Suppliers chain management

Physical network

Physical network logistics management

Management of flow of goods & services

Logistics chain management

demand schedule

True/False Question In semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Two major categories of non-quantitative approaches to forecasting are :Correct Answer Judgement methods. , Counting method. Your Answer Moving averages. , Judgement methods. , Counting method. True/False Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing, credit etc. Correct Answer False Your Answer True Multiple Choice Single Answer Question For firms that experience a high rate of turnover, the recruiting program should be :Correct Answer Continuous. Your Answer Continuous. Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product Your Answer Materials

Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer The do not want to recruit from outside. , The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Multiple Choice Multiple Answer Question Deliverables of strategic category assessment are :Correct Answer Research gaps , Strategic assessment document Your Answer Research gaps , Strategic assessment document , Category management document Match The Following QuestionCorrect Answer

Your Answer

To facilitate performance evaluation.

Set daily / weekly / monthly goals. Review cost figures.

Sales territories. Provide intensive market coverage. Split territories. Inadequate sales territories. Selling cost variations.

Split territories.

Review cost figures.

Prepare territories. Clarify at hiring.

Multiple Choice Single Answer Question In 'standing-room -close' technique :Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on. Your Answer

The discussion between customer & Sales person is done in a special room called standing room.

Multiple Choice Single Answer Question It is the foundation for an integrated consumer driven category management process :Correct Answer Category planning document Your Answer Strategic assessment document True/False Question

Market Research deals with collection & interpretation of data concerning products, customers, etc.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising , Focusing on current customers only Select The Blank Question The 'Marketing Vice-president', is responsible for ________ marketing strategy. Correct Answer Creative Your Answer Corporate Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Does not provide with customer reorientation. , Does not reassure customer satisfaction. Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products? Correct Answer Consumables Your Answer Durables True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Select The Blank Question The central feature of ________ system is their ability to reforecast inventory requirements as the

inventory position of low level of inventories in the distribution channel changes. Correct Answer DRP Your Answer DRP Multiple Choice Single Answer Question "Ethos" means :Correct Answer Moral character. Your Answer Moral character. True/False Question It is not critical that sales manager select the candidates, who meet the qualifications established by company. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question To measure performance & evaluate :Correct Answer Sales goals must be established. , Develop sales plans. Your Answer Sales goals must be established. , Do not set performance standards. , Develop sales plans. Select The Blank Question Apart from validity and consistency, test ________ is also important. Correct Answer Objectivity Your Answer Credibility True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True True/False Question The widening of product life cycle will demand greater flexibility & adaptability. Correct Answer False Your Answer True True/False Question

Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Examples of service standards of objectives of logistics & distribution are :Correct Answer Hit ratio on sales calls to show a 20% improvement , Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale Your Answer Stock outs not to occur in more than 5% of the orders , Hit ratio on sales calls to show a 20% improvement , On time deliveries to be made as less as possible Multiple Choice Single Answer Question Sales quota is :Correct Answer Quantitative goal assigned to a unit of Sales organization. Your Answer Quantitative goal assigned to a unit of Sales organization. Multiple Choice Single Answer Question If the customer defections are reduced by 5%, profits can be improved anywhere between :Correct Answer 10 to 15 % Your Answer 10 to 15 % Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement Multiple Choice Multiple Answer Question A sales person is not just required to sell, because :Correct Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is now required to manage a segment four business. Your Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is required to help in logistics. Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers.

Correct Answer Challenging Your Answer Challenging Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological Multiple Choice Single Answer Question Identifying trade channels for company's products and then identifying the key accounts in each channel is called :Correct Answer Trade channel mapping Your Answer Trade channel mapping Multiple Choice Single Answer Question When the formal order and offer letter conditions match, the next letter that follows is :Correct Answer Order confirmation letter Your Answer Letter of intent Select The Blank Question The people who know the applicant but are not listed as reference are also the ________ or present employers. Correct Answer Former Your Answer Formal Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Long run viability , Better environment , Dilution of purpose Multiple Choice Single Answer Question When sales person should close the Sales call? Correct Answer When a prospect makes positive statement about the product. Your Answer When a prospect has many queries about the product & is not satisfied. Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Logistics Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Temperature. , Complexity. Multiple Choice Multiple Answer Question Production plan has to see :Correct Answer Opening stock at the beginning of the month , Forecast sales for the coming month , Closing inventory Your Answer Opening stock at the beginning of the month , Closing inventory , Sales of the last month Multiple Choice Single Answer Question The time necessary to complete sales transaction is increased, because :Correct Answer It takes longer time to co-ordinate all the sales activities and non-selling activities. Your Answer Longer time for sales call indicates better profits. True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer True True/False Question Routing is establishing the sequence of locations sales person will visit. Correct Answer True Your Answer True

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Independent. Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Match The Following QuestionCorrect Answer

Your Answer

Network of suppliers & customers

Suppliers chain management

Materials & physical distribution

logistics management

Physical distribution

Suppliers chain management

Physical network

Physical network logistics management

Management of flow of goods & services

Logistics chain management

demand schedule

True/False Question In semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Two major categories of non-quantitative approaches to forecasting are :Correct Answer Judgement methods. , Counting method. Your Answer Moving averages. , Judgement methods. , Counting method. True/False Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing, credit etc. Correct Answer False Your Answer True Multiple Choice Single Answer Question For firms that experience a high rate of turnover, the recruiting program should be :Correct Answer Continuous. Your Answer Continuous. Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product Your Answer Materials Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer The do not want to recruit from outside. , The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Multiple Choice Multiple Answer Question Deliverables of strategic category assessment are :Correct Answer Research gaps , Strategic assessment document Your Answer Research gaps , Strategic assessment document , Category management document

Match The Following QuestionCorrect Answer

Your Answer

To facilitate performance evaluation.

Set daily / weekly / monthly goals. Review cost figures.

Sales territories. Provide intensive market coverage. Split territories. Inadequate sales territories. Selling cost variations.

Split territories.

Review cost figures.

Prepare territories. Clarify at hiring.

Multiple Choice Single Answer Question In 'standing-room -close' technique :Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on. Your Answer

The discussion between customer & Sales person is done in a special room called standing room.

Multiple Choice Single Answer Question It is the foundation for an integrated consumer driven category management process :Correct Answer Category planning document Your Answer Strategic assessment document True/False Question

Market Research deals with collection & interpretation of data concerning products, customers, etc.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising , Focusing on current customers only Select The Blank Question The 'Marketing Vice-president', is responsible for ________ marketing strategy. Correct Answer Creative Your Answer Corporate Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Does not provide with customer reorientation. , Does not reassure customer satisfaction. Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products? Correct Answer Consumables Your Answer Durables True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Select The Blank Question The central feature of ________ system is their ability to reforecast inventory requirements as the inventory position of low level of inventories in the distribution channel changes. Correct Answer DRP Your Answer DRP Multiple Choice Single Answer Question "Ethos" means :Correct Answer Moral character. Your Answer Moral character. True/False Question

It is not critical that sales manager select the candidates, who meet the qualifications established

by company. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question To measure performance & evaluate :Correct Answer Sales goals must be established. , Develop sales plans. Your Answer Sales goals must be established. , Do not set performance standards. , Develop sales plans. Select The Blank Question Apart from validity and consistency, test ________ is also important. Correct Answer Objectivity Your Answer Credibility True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True True/False Question The widening of product life cycle will demand greater flexibility & adaptability. Correct Answer False Your Answer True True/False Question

Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Examples of service standards of objectives of logistics & distribution are :Correct Answer Hit ratio on sales calls to show a 20% improvement , Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale Your Answer Stock outs not to occur in more than 5% of the orders , Hit ratio on sales calls to show a 20% improvement , On time deliveries to be made as less as possible Multiple Choice Single Answer Question Sales quota is :Correct Answer Quantitative goal assigned to a unit of Sales organization. Your Answer Quantitative goal assigned to a unit of Sales organization. Multiple Choice Single Answer Question If the customer defections are reduced by 5%, profits can be improved anywhere between :Correct Answer 10 to 15 % Your Answer 10 to 15 % Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement Multiple Choice Multiple Answer Question A sales person is not just required to sell, because :Correct Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is now required to manage a segment four business. Your Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is required to help in logistics. Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests.

Correct Answer Psychological Your Answer Psychological Multiple Choice Single Answer Question Identifying trade channels for company's products and then identifying the key accounts in each channel is called :Correct Answer Trade channel mapping Your Answer Trade channel mapping Multiple Choice Single Answer Question When the formal order and offer letter conditions match, the next letter that follows is :Correct Answer Order confirmation letter Your Answer Letter of intent Select The Blank Question The people who know the applicant but are not listed as reference are also the ________ or present employers. Correct Answer Former Your Answer Formal Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Long run viability , Better environment , Dilution of purpose Multiple Choice Single Answer Question When sales person should close the Sales call? Correct Answer When a prospect makes positive statement about the product. Your Answer When a prospect has many queries about the product & is not satisfied. Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Logistics Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Temperature. , Complexity. Multiple Choice Multiple Answer Question Production plan has to see :Correct Answer Opening stock at the beginning of the month , Forecast sales for the coming month , Closing inventory Your Answer Opening stock at the beginning of the month , Closing inventory , Sales of the last month Multiple Choice Single Answer Question The time necessary to complete sales transaction is increased, because :Correct Answer It takes longer time to co-ordinate all the sales activities and non-selling activities. Your Answer Longer time for sales call indicates better profits. True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer True True/False Question Routing is establishing the sequence of locations sales person will visit. Correct Answer True Your Answer True Multiple Choice Single Answer Question Volume versus profit orientation indicates :Correct Answer Careful approach to product management and identification with profit potentials. Your Answer Careful approach to product management and identification with profit potentials. Multiple Choice Multiple Answer Question Partnership marketing means :Correct Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Your Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated

marketing plan Multiple Choice Single Answer Question When approaching a prospect, sales person needs to understand :Correct Answer Total buying situation Your Answer Total buying situation Multiple Choice Single Answer Question A 'line - and - staff' structure :Correct Answer Adds staff assistants to accomplish many specialized support activities. Your Answer Creates very few functional areas. True/False Question The word 'TIGER' is topologically inverted, geographically encoded records. Correct Answer False Your Answer True Multiple Choice Single Answer Question The word "pathos" means :Correct Answer Ability to stir feelings to move people emotionally. Your Answer Ability to stir feelings to move people emotionally. Select The Blank Question The disadvantage of hiring staff trainers includes ________ cost of maintaining the staff. Correct Answer Total Your Answer High Multiple Choice Multiple Answer Question Poor, Sales territory design, results in :Correct Answer Inadequate market coverage. , Lack of control over sales force. Your Answer Inadequate market coverage. , Lack of control over sales force. Select The Blank Question The headquarters' Marketing people provide ________and service functions. Correct Answer Introduction Your Answer Support Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport True/False Question The L/C can be amended if both the buyer and seller agree to it. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Vertical space utilization is possible if :Correct Answer Taller structures for warehouses/godowns , Storage racks, staircase, platform available , Cranes, forklifts, stackers are available Your Answer Goods should be height of 12 feet , Storage racks, staircase, platform available , Cranes, forklifts, stackers are available True/False Question Judgement in time is called JIT. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question Checklist to select an intermediary are :Correct Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing , Reputation & credibility of the intermediary in the market Your Answer Physical facilities, capabilities & desire for further investment , Number of other agencies the intermediary owns , Reputation & credibility of the intermediary in the market Select The Blank Question Social responsibility towards ________ is by providing direction to the economic and business life. Correct Answer State Your Answer Consumer Multiple Choice Multiple Answer Question Managing key accounts needs special skills like :Correct Answer Planning and selling , Negotiating , Interpersonal skills

Your Answer True/False Question

Planning and selling , Negotiating , Interpersonal skills The total time consumed from order preparation till delivery is indicated by Cost of carriage.

Correct Answer False Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Organizing Creating Job description & recruiting Sales people people objectives & Strategies

Establishing & transmitting to the Sales

Analyzing Involves activities of reviewing Sales records & Sales persons performance information about the prospect

Obtain strategic

Planning Establishing & transmitting to the Sales people objectives & Strategies recruiting Sales people

Creating Job description &

Evaluating Creating performance standards & take remedial actions Sales records & Sales persons performance

Involves activities of reviewing

Multiple Choice Multiple Answer Question Functions performed in logistics are :Correct Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material Your Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material Multiple Choice Multiple Answer Question Steps in selection techniques of intermediaries are :Correct Answer Collecting relevant information , Analyzing the information , Negotiating the agreement Your Answer Credibility in the society , Collecting relevant information , Analyzing the information True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The initial training needs, are based on :Correct Answer Background and experience of trainees. , Job specification. Your Answer Job analysis. , Job specification. , Job description. Multiple Choice Single Answer Question The term 'BPI' stands for :Correct Answer Buying power index. Your Answer Buying percentage index. True/False Question Prospecting is providing products to customers. Correct Answer False Your Answer False True/False Question

Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer True Match The Following QuestionCorrect Answer

Your Answer

AWB

Aeroplane

Aeroplane

BL

Bill of Lading (ship cargo) Bill of Lading (ship cargo)

RR

Railway receipt

Railway receipt

LR

Lorry receipt

Lorry receipt

Multiple Choice Single Answer Question Successful sales people are goal directed and identify :Correct Answer Strongly with their customers. Your Answer Strongly with their customers. Multiple Choice Multiple Answer Question In the 'hop-scotch' pattern of routing, following points should be considered :Correct Answer Size of the area to be covered. , Priority of calls to be made. Your Answer Size of the area to be covered. , Priority of calls to be made. , Educational background of customer. Select The Blank Question ________ is essential for the growth and survival of a business. Correct Answer Profits Your Answer Profits Multiple Choice Single Answer Question The act of an employee when he discloses all illegal or unethical activities within the organization, is called as :Correct Answer Whistle blowing Your Answer Whistle blowing Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products? Correct Answer Consumables Your Answer Consumables Multiple Choice Single Answer Question Raw materials & supplier are often based on projected production schedule or other internal usage plan called :Correct Answer Demand schedule Your Answer Supply schedule True/False Question Letter of indemnity is given by buyer if he does not have original bill of lading. Correct Answer False Your Answer True Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging True/False Question The living habits of consumers changes continuously because of changes of residence, working hours, employment, income & also due to evolution of the nuclear family from the joint family. Correct Answer False Your Answer True Multiple Choice Single Answer Question In the technique to survey customer's buying intentions :Correct Answer Customers are sampled and asked questions. Your Answer Customers are sampled and asked questions. Select The Blank Question Apart from validity, tests' ________ is also important. Correct Answer Consistency Your Answer Consistency Select The Blank Question A charismatic leader commands great following because of his ________ qualities. Correct Answer Magical Your Answer Unnatural Multiple Choice Multiple Answer Question "Directive leadership" means :Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. , The participation of subordinates is nil.

Select The Blank Question Good leaders are ________ communicators. Correct Answer Effective Your Answer Effective Select The Blank Question Through ________, the sales of individual items can be tracked & appropriate action taken based on the sales trends, fast or slow movement. Correct Answer Bar-coding Your Answer Bar-coding Multiple Choice Multiple Answer Question In a 'straight line' routing pattern :Correct Answer The sales person calls on all customers in one continuous direction. , The sales person on his way back calls on the customer on the same line. Your Answer The sales person calls on all customers in one continuous direction. , The sales person on his way back calls on the customer on the same line. Multiple Choice Multiple Answer Question For successful selling in today's changing environment :Correct Answer The sales people should use the consultative sales approach. , Sales people must identify key members of the clients buying centre. Your Answer The sales people should use the consultative sales approach. , Sales people must identify key members of the clients buying centre. True/False Question The modern Marketing concept is based on Profit consideration. Correct Answer True Your Answer True Multiple Choice Single Answer Question Which charges are changed on the basis of the volumes of cargo handled on a rate per ton or per case ? Correct Answer Warehousing charges Your Answer Procurement charges Select The Blank Question The Sales person should frequently contact the customers to spot ________ & solve them. Correct Answer Problems Your Answer Problems Select The Blank Question The ________ plan is undoubtedly to reward the salesman for his performance. Correct Answer Compensation Your Answer Compensation LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Most firms require many ________ types of sales people to perform different selling tasks. Correct Answer Different Your Answer Different Multiple Choice Multiple Answer Question What are the major characteristics that any system should be studied with regard to? Correct Answer The structure , The functions performed , The process involved Your Answer The structure , The functions performed , The process involved True/False Question Ratio information should be user friendly within the company. Correct Answer True Your Answer True True/False Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing, credit etc. Correct Answer False Your Answer False Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his

actions. Multiple Choice Single Answer Question "BPI" is used to estimate :Correct Answer Consumer's demand. Your Answer Consumer's demand. Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer They do not want to waste time on recruitment. , The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Multiple Choice Single Answer Question One definition of 'leadership' is to establish :Correct Answer A dependent relationship on the leader. Your Answer A confident relationship among people. Select The Blank Question Refresher training program is more ________ in its coverage of specialized topics. Correct Answer Intensive Your Answer Intensive Select The Blank Question The 'Sales Vice-president' ________ sales volume through selling tactics. Correct Answer Improves Your Answer Improves Multiple Choice Multiple Answer Question In the follow up, basically the Sales person :Correct Answer Reassure that he is there to solve the problems. , Frequently contacts the customer to spot any problems the customer faces. Your Answer Frequently contacts the customer to spot any problems the customer faces. , Reassure that he is there to solve the problems. True/False Question A leader must not be accepted by his followers. Correct Answer False Your Answer False Multiple Choice Single Answer Question In the 'Boomerang' method, how Sales person handle the customer's objection? Correct Answer The Sales person turns the objection into a reason for buying. Your Answer The Sales person turns the objection into a reason for buying. Select The Blank Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance. Correct Answer Production. Your Answer Production. True/False Question Negotiations will be successful if based on reasonable expectations. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The common sales forecasting techniques, can be classified as :Correct Answer Quantitative. , Non-quantitative. Your Answer Quantitative. , Qualitative. Multiple Choice Single Answer Question In the 'turnover close' technique :Correct Answer The Sales person transfers the closing technique to some other Sales person for a fresh approach or better chance to make Sale. Your Answer The Sales person says that the dealing with that particular prospect should be closed. Select The Blank Question Unitization, palletisation & containerization are concepts which have revolutionized ________. Correct Answer Distribution & logistics Your Answer Distribution & logistics Select The Blank Question Box-Jenkins' is a ________ technique. Correct Answer Mathematical. Your Answer Analytical.

Multiple Choice Single Answer Question Company information, is knowledge in relation to :Correct Answer Image of company. Your Answer Image of company. Multiple Choice Single Answer Question This is normally used to increase product trial and entice consumers away from competitive products :Correct Answer Product sampling programmes Your Answer Product sampling programmes Multiple Choice Multiple Answer Question Sales people are said to be committed, when :Correct Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum effort. Your Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum effort. Match The Following QuestionCorrect Answer

Your Answer

C

Cycle i.e. due to variations in business cycle. Cycle i.e. due to variations in business cycle.

BPI

Buying Power Index

SIC

Standard industrial classification system

T

Trend i.e. long term changes.

Buying Power Index Standard industrial classification system

Trend i.e. long term changes.

Multiple Choice Multiple Answer Question Various aspects of business ethics are :Correct Answer Fair competition , Corporate behavior Your Answer Fair competition , Corporate behavior , Social responsibility Multiple Choice Single Answer Question Computer based production & inventory control system that attempts to minimize inventory is :Correct Answer MRP Your Answer MRP Select The Blank Question The term 'AIDA' refers to ________, Interest, Desire and Action. Correct Answer Attention Your Answer Approach Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Delegate True/False Question Companies usually turn to external expert' help, because of difficulty in constructing large input output models. Correct Answer True Your Answer True Select The Blank Question Information passes rapidly through ________ without going through formal channals & helps in getting feedback. Correct Answer Grapevine Your Answer Grapevine Multiple Choice Single Answer Question Attracting recruits is usually an ongoing task of the :Correct Answer Sales manager. Your Answer Sales manager. Multiple Choice Multiple Answer Question The steps involved in the selection process of intermediaries are :Correct Answer Determine the distribution chain for a particular territory , Estimate the total volume of business to be obtained from the intermediaries , Identify right kind of intermediaries Your Answer Determine the distribution chain for a particular territory , Estimate the total volume of business to be obtained from the intermediaries True/False

Question Many firms do not deploy informal ways of socialization. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The criteria used for evaluating the forecasting techniques, are :Correct Answer Comprehensibility. , Accuracy. Your Answer Comprehensibility. , Accuracy. Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Promoting them in hierarchy. , Salary and share in the profits. True/False Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Job description is used in :Correct Answer Recruiting. , Developing training programs. Your Answer Recruiting. , Developing training programs. Multiple Choice Multiple Answer Question New sales personnel must be able to recognize :Correct Answer "Who" buys the product. , "How" then by it. Your Answer "Who" buys the product. , When they buy it. True/False Question New recruits need not be taught company's policies. Correct Answer False Your Answer False Select The Blank Question Leadership is ________ and continuous process. Correct Answer Dynamic Your Answer Dynamic Multiple Choice Single Answer Question The sales persons, as intelligence gatherers :Correct Answer Are conscious about providing feedback from the field, to plan different strategies. Your Answer Are conscious about providing feedback from the field, to plan different strategies. Multiple Choice Single Answer Question It is a mutual respect between the account manager and key account for their roles and responsibilities Correct Answer Equality relationships Your Answer Maintaining relationships Select The Blank Question Knowledge about the buyer and about the account takes time to build up and the knowledge is added as ________. Correct Answer Blocks Your Answer Blocks Multiple Choice Multiple Answer Question Informal approaches towards social responsibility are :Correct Answer Organisational culture , Whistle blowing Your Answer Whistle blowing True/False Question Supplies to be made should be equal to forecasted sales + opening inventory - Closing inventory. Correct Answer False Your Answer True Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities Match The Following QuestionCorrect Answer

Your Answer

Working sales presentation.

Opening sales call and actual presentation.

Opening sales call and actual

presentation. Prospecting.

Knowing the potential customer.

Knowing the potential customer.

Planning sales call. Gathering of information regarding customer, competitor and product. information regarding customer, competitor and product. Approaching the prospect. Trying to establish rapport with customer.

Gathering of

Trying to establish rapport with

Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question True/False Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing, credit etc. Correct Answer False Your Answer True True/False Question The scope of initial training programs is not broader than refresher training program. Correct Answer False Your Answer False Select The Blank Question The drawback of rating scale is that its objectivity restricts precise ________ of many personal qualities. Correct Answer Description Your Answer Description Multiple Choice Multiple Answer Question The sales people and sales managers have accurate methods of developing sales forecasts, because :Correct Answer They have a wide array of sales aids. , The modern computer technology and multivariate data analysis enables them to do so. Your Answer The sales people's job is only to determine sales forecast. , They repeatedly perform sales forecasting. , The modern computer technology and multivariate data analysis enables them to do so. Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units True/False Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The 'super sales people' have the following attributes :Correct Answer Self-confidence. , Self-defence. Your Answer Self-confidence. , Self-defence. True/False Question Space management planning is a merchandising support. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question When complex product systems are sold:Correct Answer Team selling is frequently employed. , The Sales persons acts as the team co-coordinator with the buying organization. Your Answer Team selling is frequently employed. , The Sales persons acts as the team co-coordinator with the buying organization. Multiple Choice Multiple Answer Question The concept of 'controls' is fundamental to a sound management, because :Correct Answer It increases the effectiveness of an organization. , It enables the manager to take proper decisions. Your Answer

It increases the effectiveness of an organization. , It enables the manager to take proper decisions.

Select The Blank Question A good leader must be ________ and adaptable to a given situation.

Correct Answer Flexible Your Answer Flexible Multiple Choice Single Answer Question Management should view the recruitment and selection process as a sub-system of :Correct Answer Sales force management. Your Answer Sales force management. Multiple Choice Multiple Answer Question New sales personnel must be able to recognize :Correct Answer "Who" buys the product. , "How" then by it. Your Answer What they buy. , "Who" buys the product. , "How" then by it. Select The Blank Question Improved stock management reduces ________. Correct Answer Outstock situation Your Answer Outstock situation Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations True/False Question Portfolio profit management adds value to accounts business for retail products. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Manufacturer's representative. Manufacturer's agents, who are paid commission on Sales they generate. People from manufacturer involved in closing the deal. Technical specialists after the purchase. after the purchase.

Work with Sales Representative to provide Technical advice & information before, during & Work with Sales Representative to provide Technical advice & information before, during &

Customer service representative. office via telephone. Inside Sales person.

Assist in installation, maintenance & regular servicing of products.

Sell from office via telephone.

Sell from

Top level Sales person involved in taking decisions.

Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Creativity. True/False Question Sales persons must be thoroughly familiar with the client's decision making process. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer Organizing people

Your Answer

Creating Job description & recruiting Sales people

Creating Job description & recruiting Sales

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies

Involves

Establishing & transmitting to the

Evaluating Creating performance standards & take remedial actions take remedial actions

Creating performance standards &

Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Multiple Choice Single Answer Question The planned recruiting is important because of :Correct Answer Costs associated with the system. Your Answer Costs associated with the system. Select The Blank Question Good leaders are ________ communicators. Correct Answer Effective Your Answer Effective Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Pragmatic view True/False Question Leaders realize that nothing in the world is permanent but change. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Measures to control advertising efficiency :Correct Answer Impact on customers , Media effectiveness comparison , Message's retention rate Your Answer Media effectiveness comparison , Message's retention rate , Impact on customers True/False Question Selection of subsidiaries has become an important activity of sales management because it decides the type of volume of business, one will have on the future. Correct Answer False Your Answer False Multiple Choice Single Answer Question The sales persons, as intelligence gatherers :Correct Answer Are conscious about providing feedback from the field, to plan different strategies. Your Answer Are conscious about providing feedback from the field, to plan different strategies. True/False Question Integrated logistics management includes transaction systems, short term scheduling systems, flow planning, network design optimisation. Correct Answer True Your Answer True Select The Blank Question The information on the applicant is also provided through ________, if other sources are not available. Correct Answer References Your Answer References Multiple Choice Multiple Answer Question When a number of outlets already exists, the factors to be analysed for distribution are :Correct Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Your Answer Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? , Select only limited no. of outlets Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question It is the foundation for an integrated consumer driven category management process :Correct Answer Category planning document Your Answer Strategic assessment document

Multiple Choice Single Answer Question Sales forecast is the company's best estimate of :Correct Answer Unit sales to be achieved in a given period of time. Your Answer Unit sales to be achieved in a given period of time. Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Select The Blank Question ________ agent files bill of entry in the customs. Correct Answer Stevedoring Your Answer Shipper's Multiple Choice Single Answer Question Distribution points are interrelated to :Correct Answer Profit & cost centers Your Answer Vending & buying centers Multiple Choice Single Answer Question Formal leadership is :Correct Answer Exercise of influence over other by someone in official position of authority. Your Answer Exercise of influence over other by someone in official position of authority. Select The Blank Question The retail outlets have location advantage in that they save the consumer's ________. Correct Answer Travelling time Your Answer Travelling time Multiple Choice Single Answer Question The act of an employee when he discloses all illegal or unethical activities within the organization, is called as :Correct Answer Whistle blowing Your Answer Whistle blowing Multiple Choice Multiple Answer Question Tangible benefits of merchandising to distributor are :Correct Answer Balance stock holding , Influence on retail buying Your Answer Balance stock holding , Influence on retail buying Multiple Choice Single Answer Question Firms which are ineffective in recruitment and selection ultimately suffer a :Correct Answer Turn over problem. Your Answer Turn over problem. Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Price True/False Question A sales job is different from other jobs. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising Multiple Choice Multiple Answer Question "Directive leadership" means :Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. Your Answer

The subordinates know exactly what is excepted of them. , The leader gives specific directions.

Multiple Choice Single Answer Question Which is the process by which, the product is made available at the retail outlet for easy identification & pickup by the customer? Correct Answer Merchandising Your Answer Distribution Multiple Choice Single Answer Question Successful sales people are goal directed and identify :-

Correct Answer Strongly with their customers. Your Answer Strongly with their customers. Select The Blank Question The service motive is ________ oriented. Correct Answer Customer Your Answer Customer Match The Following QuestionCorrect Answer

Your Answer

Materials & physical distribution Physical distribution

logistics management

Logistics chain management

Physical network Physical network

Management of flow of goods & services Network of suppliers & customers

Logistics chain management

Suppliers chain management

logistics management

Suppliers chain management

Multiple Choice Single Answer Question In a functional organization :Correct Answer Each manager is a highly qualified specialist. Your Answer The sales people respond to only a single boss. Multiple Choice Multiple Answer Question The most frequently used sources for recruitment are :Correct Answer Persons within the firm. , Competitor firms. Your Answer Persons within the firm. , Competitor firms. , Internet. Multiple Choice Single Answer Question In the absence of training, job performance improves with :Correct Answer Experience. Your Answer Experience. Select The Blank Question ________ for social decision making avoids poorly executed social action. Correct Answer Flowchart Your Answer Flowchart Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product Your Answer Product True/False Question The word 'TIGER' is topologically inverted, geographically encoded records. Correct Answer False Your Answer True True/False Question An organization supplying products on the strength of its performance, quality & demand is called product leadership. Correct Answer True Your Answer True True/False Question If there is a higher margin on one product category, the buyer should allocate more space to that product category. Correct Answer False Your Answer True Multiple Choice Single Answer Question Buying intentions for industrial goods, are subject to multiple factors, because :Correct Answer Demand for industrial goods is derived from the demand for consumer goods. Your Answer Demand for industrial goods is derived from the demand for consumer goods. Select The Blank Question A marketing company is called ________ marketing company, when marketing function is treated as crucial.

Correct Answer Progressive Your Answer Progressive Multiple Choice Multiple Answer Question Some of the tools used for selection process, are :Correct Answer In depth interviews. , Physical examination. Your Answer In depth interviews. , Physical examination. , Recitation. Select The Blank Question The ________ resource for a Sales executive is time. Correct Answer Unique Your Answer Unique Multiple Choice Single Answer Question It is an organizational activity that effects the general welfare of society :Correct Answer Social performance Your Answer Social contribution Multiple Choice Multiple Answer Question The sales people and sales managers have accurate methods of developing sales forecasts, because :Correct Answer They have a wide array of sales aids. , The modern computer technology and multivariate data analysis enables them to do so. Your Answer They repeatedly perform sales forecasting. , The modern computer technology and multivariate data analysis enables them to do so. True/False Question Space management planning is a merchandising support. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question The concept of 'controls' is fundamental to a sound management, because :Correct Answer It increases the effectiveness of an organization. , It enables the manager to take proper decisions. Your Answer

It increases the effectiveness of an organization. , It enables the manager to take proper decisions.

Select The Blank Question All meetings should have a ________ purpose. Correct Answer Selling Your Answer Selling Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between employees of different companies Select The Blank Question The disadvantage of hiring staff trainers includes ________ cost of maintaining the staff. Correct Answer Total Your Answer Total Select The Blank Question ________ is a major source of customer complaints. Correct Answer Advertising Your Answer Personal selling Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. True/False Question Leaders realize that nothing in the world is permanent but change. Correct Answer True Your Answer True True/False Question goods & people.

Logistics system is formed by the integration adaptation, the principles of physical movement of

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Work of sales personnel. , Procedures of competing organization. Multiple Choice Multiple Answer Question To establish a relationship with the outlet Correct Answer Who are the decision makers? , What would be the most appropriate time to call? , What would be the call frequency? Your Answer Who are the decision makers? , What would be the most appropriate time to call? , What would be the call frequency? Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management. Your Answer Sales activities. , Territory management. , Total management. Multiple Choice Single Answer Question The obligation of an organization to protect and enhance the welfare of society within which the organization operates is :Correct Answer Social responsibility Your Answer Social responsibility Multiple Choice Multiple Answer Question Logistics system comprises :Correct Answer Handling , Storage , Transportation & documentation Your Answer Handling , Storage , Number of vehicles , Transportation & documentation Select The Blank Question ________ is provided to technicians, retail sales staff and distributor's sales team. Correct Answer Training Your Answer Training True/False Question Letter of indemnity is given by buyer if he does not have original bill of lading. Correct Answer False Your Answer True Multiple Choice Single Answer Question Sales managers are paid to plan, lead and control :Correct Answer Personal selling activities. Your Answer Personal selling activities. Select The Blank Question The commissions, are paid on ________ achievements. Correct Answer Measurable Your Answer Measurable Multiple Choice Multiple Answer Question Control feedback cycle consists of :Correct Answer Raw material control plan & status , Production control plan & status , Finished goods control plan & status Your Answer Raw material control plan & status , Production control plan & status , Finance control plan & status Multiple Choice Single Answer Question In informal organization structure :Correct Answer Efficient methods are developed to accomplish jobs. Your Answer Employees do not adopt to change. Multiple Choice Multiple Answer Question To gain competitive advantage in distribution & logistics, following points are considered :Correct Answer In store merchandising , Quality of sales representation , Replenishment strategy Your Answer In store merchandising , Replenishment strategy , Maximum load carried as % of gross weight True/False Question Portfolio profit management adds value to accounts business for retail products. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Every initial training program for sales personnel must cover :-

Correct Answer Product data. , Sales technique. Your Answer Product data. , Production data. , Sales technique. Multiple Choice Single Answer Question What is been revolutionized by unitization, palletisation & containerization? Correct Answer Distribution & logistics Your Answer Purchase & materials True/False Question The behaviour habits of consumers changes because of frequent changes of residence, working hours, employment, etc.. Correct Answer False Your Answer True Match The Following QuestionCorrect Answer

Your Answer

Improvement in weight

Bulk ratio reduces transportation costs

Larger the load

Less the cost of transportation

For effective logistics Utilizing loads

Bulk ratio reduces transportation costs

Higher can be the transportation cost

Total cost to be considered Gives the best space utilization

Reduces material handling & transport time

Reduces material handling & transport time

Multiple Choice Single Answer Question Sales quotas, are the :Correct Answer Sales goals assigned to individual sales people. Your Answer Sales goals assigned to individual sales people. Multiple Choice Multiple Answer Question In a 'circular pattern' routing, the sales person :Correct Answer Plans the visits in circle shape starting from his office. , Completes his visits, when he returns to the office. Your Answer Plans the visits in circle shape starting from his office. , Completes his visits, when he returns to the office.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

True/False

Question A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has been assigned to a particular sales representative.

Correct Answer True

Your Answer False

Select The Blank

Question Many companies run ________ on applicants for sales positions.

Correct Answer Credit checks

Your Answer Credit checks

Match The Following

Question Correct Answer

Your Answer

Delphi method Modified version of executive opinion approach. Modified version of executive opinion approach.

Moving average technique Projects the average of the sales over the previous time periods. Projects the average of the sales over the previous time periods.

Exponential smoothing Weighted sum of all past numbers in time series. Weighted sum of all past numbers in time series.

Decomposition method Four components of time series data are isolated. Four components of time series data are isolated.

Select The Blank

Question The goods from the producer first go to ________, who in turn sells the products to retail outlets.

Correct Answer Distributor

Your Answer Distributor

Multiple Choice Multiple Answer

Question In overcoming objection from the customer/prospect a Sales person :-

Correct Answer Should not immediately argue. , Should make true promises.

Your Answer Should not immediately argue. , Should make true promises.

Multiple Choice Multiple Answer

Question Various merchandising tools are :-

Correct Answer Stickers , Posters , Branded racks on display units

Your Answer Stickers , Posters , Branded racks on display units

Multiple Choice Single Answer

Question The frequency of purchasing & the source of purchases are the measures to analyse :-

Correct Answer Buying habits of consumers

Your Answer Buying habits of consumers

Multiple Choice Multiple Answer

Question Positions available for P.O.S.and displays are :-

Correct Answer Roofs and canopies , Windows , Door

Your Answer Roofs and canopies , Windows , Door

True/False

Question An organization supplying products on the strength of its performance, quality & demand is called product leadership.

Correct Answer True

Your Answer True

Multiple Choice Multiple Answer

Question The approaches to locate the prospect include :-

Correct Answer Center of influence , Advertising

Your Answer Center of influence , Advertising

Multiple Choice Multiple Answer

Question Identifying potential of an outlet consists :-

Correct Answer How much of the competing product sold thought outlet? , What is the sale to similar shops in the area? , What is the sale of endues equipment?

Your Answer What is the sale to similar shops in the area? , What is the sale of endues equipment? , How much of the competing product sold thought outlet?

Select The Blank

Question Improved stock management reduces ________.

Correct Answer Outstock situation

Your Answer Outstock situation

True/False

Question 'Too big' shelf display encourages customer approach and thereby purchasing.

Correct Answer False

Your Answer False

True/False

Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization.

Correct Answer False

Your Answer False

True/False

Question Leaders realize that nothing in the world is permanent but change.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question Sales force effectiveness can be improved through :-

Correct Answer Training.

Your Answer Training.

Select The Blank

Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance.

Correct Answer Production.

Your Answer Production.

Multiple Choice Single Answer

Question Sales forecasting in simple terms is :-

Correct Answer The estimate, how much the company is expected to sell in the coming period.

Your Answer The estimate, how much the company is expected to sell in the coming period.

Multiple Choice Single Answer

Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :-

Correct Answer Social audits

Your Answer Social audits

Select The Blank

Question ________ management is a system of promoting the sales of a product.

Correct Answer Brand

Your Answer Brand

Multiple Choice Multiple Answer

Question Offer letter contains the following information :-

Correct Answer Country of origin , Shipping details , Product specification

Your Answer Country of origin , Shipping details , Product specification

Multiple Choice Multiple Answer

Question A leader must fulfill the following functions :-

Correct Answer Provide the people with a set of beliefs. , Provide a social organization in which people

feel secure.

Your Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. , Provide independence.

True/False

Question The lecture sessions should be short and interspersed with other activities to avoid lack of enthusiasm.

Correct Answer True

Your Answer True

Select The Blank

Question

The formulation of ________ begins when the individual is a small child.

Correct Answer Ethics

Your Answer Ethics

Multiple Choice Single Answer

Question The contents of sales training programmer, derived from specific :-

Correct Answer Aims.

Your Answer Aims.

Select The Blank

Question The ________ approach involves two way communication with the prospect.

Correct Answer Question

Your Answer Question

Select The Blank

Question To achieve ________ objectives, effective sales presentation is required.

Correct Answer Price

Your Answer Price

Match The Following

Question Correct Answer Your Answer

Playing favorites Deceptive morality Deceptive morality

Managing ethical standards Legislation Legislation

Short weight of products Unethical pricing Unethical pricing

Dewey's framework Reflective morality

Reflective morality

Multiple Choice Single Answer

Question Which is an essential part of the total program for motivating sales personnel?

Correct Answer Sales compensation plan

Your Answer Sales incentive plan

Select The Blank

Question A lead can be declared as ________ when it qualifies on all the criterias.

Correct Answer

Prospect

Your Answer Prospect

Multiple Choice Single Answer

Question The result of formal job analysis is :-

Correct Answer Job description.

Your Answer Job description.

Multiple Choice Multiple Answer

Question What are the supplier's focus of objectives?

Correct Answer Value , Profit , Distribution

Your Answer Profit , Distribution , Cost-control

Select The Blank

Question Managing key accounts is a ________ function.

Correct Answer Specialist

Your Answer Specialist

Multiple Choice Multiple Answer

Question Measures to be adopted in cost control in distribution & logistics costs :-

Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION

Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION

Multiple Choice Single Answer

Question In case of companies selling industrial goods, customers :-

Correct Answer Mostly follow their past buying patterns.

Your Answer Mostly follow their past buying patterns.

Multiple Choice Single Answer

Question The objective of "volume" for an industrial buyer is achieved by :-

Correct Answer Profit from trading opportunities

Your Answer Profit from trading opportunities

Multiple Choice Single Answer

Question It's main task is to measure profitability and returns in relation to various operational tasks undertaken :-

Correct Answer Operational control

Your Answer Strategic control

Multiple Choice Single Answer

Question In a functional organization :-

Correct Answer Each manager is a highly qualified specialist.

Your Answer Each manager is a highly qualified specialist.

True/False

Question There should be no focus on product innovations by the organization.

Correct Answer False

Your Answer False

Multiple Choice Multiple Answer

Question The leads obtained by the Sales person must be qualified in terms of :-

Correct Answer Needs , Ability to buy

Your Answer Needs , Ability to buy

True/False

Question Brand management is a system of promoting the sales of a product.

Correct Answer True

Your Answer True

Select The Blank

Question Multiple ________ is a tool, that can be employed to forecast the effect of sales on several independent variables.

Correct Answer Regression.

Your Answer Regression.

Multiple Choice Multiple Answer

Question "Directive leadership" means :-

Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions.

Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. , The participation of subordinates is nil.

Multiple Choice Multiple Answer

Question The Sales person must learn about certain things, which can be strategically used. These are :-

Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect

Your Answer Buyers educational background & Technical knowledge , Life style of the prospect

Select The Blank

Question In reference approach, names of ________customers are referred to the prospect.

Correct Answer Satisfied

Your Answer Satisfied

Multiple Choice Single Answer

Question This view's slogan is " enjoy the wealth by renouncing it" :-

Correct Answer Trusteeship view

Your Answer Trusteeship view

Multiple Choice Multiple Answer

Question

Check list for analyzing warehousing are :-

Correct Answer Conditions , Safety & security , Communications

Your Answer Safety & security , Communications , Location

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

True/False

Question Favoritism is an unethical issue in business dealings.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question Buying habits of customers are analysed by studying :-

Correct Answer The frequency of purchasing & the source of purchases

Your Answer The frequency of purchasing & the source of purchases

Multiple Choice Single Answer

Question In the 'success story close' technique,-

Correct Answer The Sales person cites examples where other prospects have benefited using that particular product & has succeeded.

Your Answer The Sales person cites examples where other prospects have benefited using that particular product & has succeeded.

Multiple Choice Single Answer

Question Company information, is knowledge in relation to :-

Correct Answer Image of company.

Your Answer Image of company.

Multiple Choice Single Answer

Question When approaching a prospect, sales person needs to understand :-

Correct Answer Total buying situation

Your Answer Total buying situation

True/False

Question The total time consumed from order preparation till delivery is indicated by Cost of carriage.

Correct Answer False

Your Answer False

Multiple Choice Multiple Answer

Question Offer letter contains the following information :-

Correct Answer Country of origin , Shipping details , Product specification

Your Answer Country of origin , Certificate of quality , Product specification

Match The Following

Question Correct Answer Your Answer

C Cycle i.e. due to variations in business cycle. Cycle i.e. due to variations in business cycle.

BPI Buying Power Index Buying Power Index

SIC

Standard industrial classification system Standard industrial classification system

T Trend i.e. long term changes. Trend i.e. long term changes.

Select The Blank

Question Leadership is the activity of ________ people and strive willingly for group objectives.

Correct Answer Influencing

Your Answer Influencing

Multiple Choice Single Answer

Question Size, profit, technological, leadership etc are which types of motives?

Correct Answer Operational

Your Answer Business

Multiple Choice Single Answer

Question "Cold Consulting" includes :-

Correct Answer Securing appointments & then calling the prospects

Your Answer Securing appointments & then calling the prospects

Multiple Choice Single Answer

Question The term 'BPI' stands for :-

Correct Answer Buying power index.

Your Answer Buying power index.

Multiple Choice Single Answer

Question When the formal order and offer letter conditions match, the next letter that follows is :-

Correct Answer Order confirmation letter

Your Answer Order confirmation letter

Select The Blank

Question The goods from the producer first go to ________, who in turn sells the products to retail outlets.

Correct Answer Distributor

Your Answer Distributor

Multiple Choice Single Answer

Question One definition of 'leadership' is to establish :-

Correct Answer A dependent relationship on the leader.

Your Answer

A confident relationship among people.

True/False

Question All functional areas in organization, should not be involved in forecasting and planning.

Correct Answer False

Your Answer False

Multiple Choice Multiple Answer

Question Measures to be adopted in cost control in distribution & logistics costs :-

Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE

UTILIZATION

Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION

Multiple Choice Multiple Answer

Question In the 'Jury of executive opinion', the jury may consist of :-

Correct Answer Company president. , Several of different functional areas.

Your Answer Company president. , Several of different functional areas.

Multiple Choice Single Answer

Question Computer based production & inventory control system that attempts to minimize

inventory is :-

Correct Answer MRP

Your Answer MRP

Multiple Choice Multiple Answer

Question Tangible benefits of merchandising to consumers are :-

Correct Answer Time saving , Better quality of choice , Improve loyalty

Your Answer Time saving , Better quality of choice , Improve loyalty

True/False

Question Routing is establishing the sequence of locations sales person will visit.

Correct Answer True

Your Answer True

Select The Blank

Question The retail outlets have location advantage in that they save the consumer's ________.

Correct Answer Travelling time

Your Answer Travelling time

Match The Following

Question Correct Answer Your Answer

Organizing Creating Job description & recruiting Sales people Creating Job description & recruiting Sales people

Analyzing Involves activities of reviewing Sales records & Sales persons performance Involves activities of reviewing Sales records & Sales persons performance

Planning Establishing & transmitting to the Sales people objectives & Strategies Establishing & transmitting to the Sales people objectives & Strategies

Evaluating Creating performance standards & take remedial actions

Creating performance standards & take remedial actions

Multiple Choice Multiple Answer

Question Deliverables of strategic category assessment are :-

Correct Answer Research gaps , Strategic assessment document

Your Answer Research gaps , Strategic assessment document , Category management document

Select The Blank

Question Information passes rapidly through ________ without going through formal channals & helps in getting feedback.

Correct Answer Grapevine

Your Answer Grapevine

Multiple Choice Multiple Answer

Question A sales training is usually built on the basis of :-

Correct Answer Execution. , Evaluation.

Your Answer Execution. , Evaluation.

Multiple Choice Multiple Answer

Question Closing inventory must take into account :-

Correct Answer Plan changed in the product, packaging & price , Shelf life & expiry date

Your Answer Quality of packaging , Plan changed in the product, packaging & price , Shelf life & expiry date

Multiple Choice Multiple Answer

Question The continuing training needs usually arise due to change in :-

Correct Answer Products and markets. , Work of sales personnel.

Your Answer Products and markets. , Work of sales personnel. , Policies of Government.

Select The Blank

Question Good leaders are ________ communicators.

Correct Answer Effective

Your Answer Effective

Multiple Choice Multiple Answer

Question Approaches to collect and report social audits are :-

Correct Answer Inventory , Cost , Program management

Your Answer Inventory , Cost , Program management

True/False

Question An organization supplying products on the strength of its performance, quality & demand is called product leadership.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question Seeking "prospect" includes :-

Correct Answer Finding new or potential customers

Your Answer Finding new or potential customers

True/False

Question Extended socialization involves long term training, job rotation and corporate social activities.

Correct Answer True

Your Answer False

True/False

Question Ordering, invoicing & payments are controlled on a month-to-month basis rather than on an order-to-order basis.

Correct Answer True

Your Answer False

Multiple Choice Multiple Answer

Question Various issues dealt in code of ethics are :-

Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials

Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials

Select The Blank

Question ________ generates increased revenue and profits for no additional investment in stock.

Correct Answer Space management

Your Answer Space management

Multiple Choice Multiple Answer

Question Hiring decision is also based on :-

Correct Answer Temperament. , Creativity.

Your Answer Temperament. , Creativity. , Complexity.

Result for this Assignment Assignment Date

08/12/2005

Number of Correct Questions

36

Number of Skipped Questions

5

Number of Wrong Questions

11

Total Questions attempted

52

Total Marks obtained Result

80 Out of 100. Pass

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question The most important function in any organisation is :Correct Answer Recruitment. Your Answer Marketing. Select The Blank Question An organization supplying products on the strength of its performance, quality & demand is called ________. Correct Answer Product leadership Your Answer Product leadership Multiple Choice Single Answer Question The word 'scheduling' refers to :Correct Answer Good time management. Your Answer Good time management. Multiple Choice Multiple Answer Question In a 'straight line' routing pattern :Correct Answer The sales person calls on all customers in one continuous direction. , The sales person on his way back calls on the customer on the same line. Your Answer The sales person calls on all customers in one continuous direction. , The sales person draws a straight line in his planner. , The sales person on his way back calls on the customer on the same line. Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units Multiple Choice Single Answer Question Account goals, organisation structure, procedures etc are which motives? Correct Answer Business Your Answer Business Multiple Choice Multiple Answer Question Job analysis is done to identify :Correct Answer Duties. , Responsibilities. Your Answer Directions. , Duties. , Responsibilities. Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Long run viability , Better environment , Balance of responsibility and power Your Answer Long run viability , Better environment , Balance of responsibility and power True/False Question Favoritism is an unethical issue in business dealings. Correct Answer True Your Answer True Multiple Choice Single Answer Question It is an organizational activity that effects the general welfare of society :Correct Answer Social performance Your Answer Social contribution True/False Question Distribution requirements of key accounts are central. Correct Answer True Your Answer True Multiple Choice Single Answer Question In the 'turnover close' technique :Correct Answer The Sales person transfers the closing technique to some other Sales person for a fresh approach or better chance to make Sale.

Your Answer The Sales person transfers the closing technique to some other Sales person for a fresh approach or better chance to make Sale. Select The Blank Question Category, portfolio management advice is a ________ support to the account's business. Correct Answer Technical Your Answer Business Select The Blank Question ________ is about team work, both linking to the buying team and within one's own organisation. Correct Answer Key accounts management Your Answer Maintaining relationships Multiple Choice Single Answer Question Management process is described as a :Correct Answer Learned process. Your Answer Alternative process True/False Question ECR is emergency control report. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question Managing key accounts needs special skills like :Correct Answer Planning and selling , Negotiating , Interpersonal skills Your Answer Diplomatic skills , Negotiating , Interpersonal skills Multiple Choice Multiple Answer Question Examples of service standards of objectives of logistics & distribution are :Correct Answer Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale , Hit ratio on sales calls to show a 20% improvement Your Answer Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale , Hit ratio on sales calls to show a 20% improvement Match The Following Question Correct Answer Fixed assets Sales

Your Answer

Plant, land

Plant, land

Total number of units sold * price

Total number of units sold * price

Capital employed Working capital + fixed assets Costs of goods sold

Raw material, labour

Administrative costs + Product cost + Marketing cost Working capital + fixed assets

Multiple Choice Multiple Answer Question To make a audit of distribution & logistics, following things are considered :Correct Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? Your Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? Multiple Choice Single Answer Question "Co-ercive power" of a leader comes from :Correct Answer The ability of the leader to punish or withhold reward. Your Answer Ability to provide benefits to subordinates. Match The Following Question Correct Answer

Your Answer

Small unit needing a wide distribution for its products Uniqueness & the quality of the large distribution network How much should the organization spend to develop the product Distribution network

Supplier to - distributor - wholesaler - retailer

Supplier to - distributor -

wholesaler - retailer Large supplier How much should the organization spend to develop the market organization spend to develop the market

How much should the

Products for remote, interior markets How much can the distribution expenses be to service such markets? Uniqueness & the quality of the large distribution network

True/False Question Colour blocking' is a tool used by retailers. Correct Answer True Your Answer True Multiple Choice Single Answer Question The qualifications and abilities of a person, should always :Correct Answer Match the job assigned to him. Your Answer Match the job assigned to him. Multiple Choice Single Answer Question Job description, helps in :Correct Answer Preparing description of sales person's duties. Your Answer Preparing description of sales person's duties. True/False Question Referent power of a leader is based on some expertise, knowledge or special skill of the leader. Correct Answer False Your Answer True True/False Question Selecting good applicants is an extremely important and challenging task for the sales manager. Correct Answer True Your Answer True Select The Blank Question The service motive is ________ oriented. Correct Answer Customer Your Answer Customer Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Multiple Choice Single Answer Question Which theory holds that all people have right to freedom of speech, conscience etc? Correct Answer Theory based on Right Your Answer Theory of Justice Select The Blank Question The test of ability, includes test of ________ ability. Correct Answer Mental Your Answer Factual True/False Question Portfolio profit management adds value to accounts business for retail products. Correct Answer True Your Answer True Multiple Choice Single Answer Question This sales promotion activity encourages buyers to support one manufacturer rather than competitors :Correct Answer Performance allowances Your Answer Promotional aspects of packaging

Select The Blank Question All meetings should have a ________ purpose. Correct Answer Selling Your Answer Selling Select The Blank Question A good leader must have keen power of ________ and analysis. Correct Answer Observation Your Answer Observation True/False Question A sales manager does not conduct sales volume, cost and profit analysis. Correct Answer False Your Answer False Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Multiple Answer Question The factors to be considered by management while recruiting are :Correct Answer Nature of the product. , Recruiting budgets. Your Answer Nature of the product. , Nature of competition. , Nature of competitors products. Multiple Choice Multiple Answer Question Features of product promotion policies for the key account at the retail outlet are :Correct Answer Centralised , Branch promotions Your Answer De-centralised , Branch promotions Multiple Choice Multiple Answer Question Companies often recruit sales people from other departments because :Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. Your Answer They do not want to waste time on recruitment. , The people are already familiar with the company policies. , The sales managers are aware of their sales potentials. True/False Question The Sales potential is the minimum Sales that can be attained with perfect selling conditions. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Identifying potential of an outlet consists :Correct Answer What is the sale to similar shops in the area? , What is the sale of endues equipment? , How much of the competing product sold thought outlet? Your Answer What is the sale to similar shops in the area? , How much of the competing product sold thought outlet? , Total turnover of the outlet Multiple Choice Single Answer Question Training is a means of upgrading :Correct Answer Performance. Your Answer Performance. Select The Blank Question ________ planning & control is important when the product is made for stock & there are large number of outlets to be catered to with a variety of items. Correct Answer Distribution Your Answer Distribution Select The Blank Question Apart from validity, tests' ________ is also important. Correct Answer Consistency Your Answer Competency

True/False Question Training programs & seminars don't help in effective performance by Sales person. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The primary role of a Sales manager is :Correct Answer To monitor the sales force. , To ensure that profits meet projected goals. Your Answer To motivate the sales people. , To monitor the sales force. , To ensure that profits meet projected goals.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Single Answer

Question Training' is a :-

Correct Answer Planned process.

Your Answer Planned process.

Multiple Choice Single Answer

Question

The roll of Sales Manager as an analyzer includes :-

Correct Answer Reviewing Sales Records & Sales persons performance

Your Answer Reviewing Sales Records & Sales persons performance

Multiple Choice Single Answer

Question The compensation plan is to :-

Correct Answer Reward the salesman for his performance.

Your Answer Reward the salesman for his performance.

Match The Following

Question Correct Answer Your Answer

Inflate price first and then give discounts Unethical pricing Unethical pricing

Over promising Ethical violation Ethical violation

Corporate spying High tech industries Deceptive sales promotion

Stereotyped portrayal of women Deceptive advertising Deceptive advertising

Select The Blank

Question Sales development is concerned with ________ of new customers, and not just additional sales.

Correct Answer Creation

Your Answer Creation

Multiple Choice Multiple Answer

Question Public relations is an important activity because of the following reasons :-

Correct Answer Awareness & desire about product is created. , It helps to build brand image.

Your Answer Awareness & desire about product is created. , It deals with involving many people & public. , It helps to build brand image.

Multiple Choice Single Answer

Question It is designed to measure result and effectiveness :-

Correct Answer Control

Your Answer Feedback

Multiple Choice Single Answer

Question The 'Sales call plan' is used to set the course of action for :-

Correct Answer A week as well as day

Your Answer A week as well as day

Multiple Choice Multiple Answer

Question The steps involved in the selection process of intermediaries are :-

Correct Answer Determine the distribution chain for a particular territory , Estimate the total volume of business to be obtained from the intermediaries , Identify right kind of intermediaries

Your Answer Determine the distribution chain for a particular territory , Estimate the total volume of business to be obtained from the intermediaries , Identify right kind of intermediaries

Multiple Choice Single Answer

Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :-

Correct Answer Social audits

Your Answer Social contribution

Multiple Choice Multiple Answer

Question The 'super sales people' have the following attributes :-

Correct Answer Self-confidence. , Self-defence.

Your Answer Natural tendency to be competitive. , Self-confidence. , Self-defence.

Select The Blank

Question The most important characteristic of sales training program is ________ orientation.

Correct Answer Career

Your Answer Goal

Multiple Choice Multiple Answer

Question Job description can be organized into :-

Correct Answer Sales activities. , Territory management.

Your Answer Sales activities. , Total management.

Multiple Choice Single Answer

Question Bureaucracy theorists are interested in developing theory based on :-

Correct Answer Set of logical principles.

Your Answer Mission of the organization.

Match The Following

Question Correct Answer Your Answer

Account potential. Share of an accounts business that the firm can expect to get. Number of actual and potential customers assigned to a given sales person.

Routing. Establishing the sequence of locations a sales person will visit. Establishing the sequence of locations a sales person will visit.

Scheduling. Sequencing of appointments for maximum territory management cycle. Sequencing of appointments for maximum territory management cycle.

Account load. Number of actual and potential customers assigned to a given sales person. Share of an accounts business that the firm can expect to get.

True/False

Question Negotiation becomes a deciding factor to achieve when the other pre-requisitions are met.

Correct Answer False

Your Answer True

True/False

Question An organisation's socially responsible actions will depend on the moral and ethical value systems upon which executive decisions are based.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question The modern marketing concept is based on :-

Correct Answer Customer orientation

Your Answer Customer orientation

Multiple Choice Single Answer

Question It is essential to understand the dimensions of both verbal and non-verbal expression, to overcome barriers of :-

Correct Answer Communication.

Your Answer Communication.

Multiple Choice Single Answer

Question The interest rate for the credit period is expressed in terms of :-

Correct Answer LIBOR

Your Answer Rupee

True/False

Question Prospecting is providing products to customers.

Correct Answer False

Your Answer False

Multiple Choice Multiple Answer

Question Measures to control advertising efficiency :-

Correct Answer Media effectiveness comparison , Message's retention rate , Impact on customers

Your Answer Media effectiveness comparison , Message's retention rate , Impact on customers

True/False

Question Referent power of a leader is based on some expertise, knowledge or special skill of the leader.

Correct Answer False

Your Answer True

Multiple Choice Single Answer

Question Seeking "prospect" includes :-

Correct Answer Finding new or potential customers

Your Answer Finding new or potential customers

Multiple Choice Single Answer

Question "Cold Consulting" includes :-

Correct Answer Securing appointments & then calling the prospects

Your Answer Only calling the prospects

Multiple Choice Multiple Answer

Question The Sales person must learn about certain things, which can be strategically used. These are :-

Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect

Your Answer Buyers educational background & Technical knowledge , Competitor's product

Multiple Choice Multiple Answer

Question Leadership requirement need following points :-

Correct Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively

Your Answer

Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively

Multiple Choice Single Answer

Question Organisational barriers in communications arise because of :-

Correct Answer Hierarchy between employee & supervisor.

Your Answer Lack of proper channal for communication.

Multiple Choice Multiple Answer

Question Intangible benefits of merchandising to consumers are :-

Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout

Your Answer Increased satisfaction , Better relationship with retailer

Select The Blank

Question Casual methods' attempt to find the factors that affect ________ and to determine inter-relation.

Correct Answer Sales.

Your Answer Sales.

Select The Blank

Question ________ is a partnership between vendors and retailers.

Correct Answer

Category management

Your Answer Product management

Multiple Choice Single Answer

Question Recruitment process involves :-

Correct Answer Finding applicants, who are potentially good employees.

Your Answer Finding applicants, who are potentially good employees.

True/False

Question The 'sales forecasting methods' should be flexible to adopt changing conditions.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question The modern sales approach like partnering includes :-

Correct Answer Sharing of values between vendors & buyers

Your Answer Sharing of values between vendors & buyers

True/False

Question A sales job is different from other jobs.

Correct Answer True

Your Answer True

Select The Blank

Question A good leader must have keen power of ________ and analysis.

Correct Answer Observation

Your Answer Observation

True/False

Question

A level of mutual trust needs to be maintained between the key account and the Account manager.

Correct Answer True

Your Answer True

Select The Blank

Question Some tests measure special abilities, like ________ ability.

Correct Answer Perceptual

Your Answer Conceptual

Select The Blank

Question The 'Marketing Vice-president', is responsible for ________ marketing strategy.

Correct Answer Creative

Your Answer Overall

Multiple Choice Single Answer

Question The "value added" selling approach includes :-

Correct Answer Selling services that exceed customer expectations

Your Answer Selling services that exceed customer expectations

True/False

Question The 'top-down approach' is also called the 'breaking down' approach.

Correct Answer True

Your Answer False

Multiple Choice Multiple Answer

Question Forecasting is done in a number of ways, such as :-

Correct Answer Simulation , Exponential smoothing , Econometric model building

Your Answer Conversion of company forecast in to an industry forecast , Exponential smoothing , Econometric model building

Select The Blank

Question More effective use of Advertising and Promotion funds is a tangible benefit to the ________.

Correct Answer Manufacturer

Your Answer Manufacturer

Multiple Choice Multiple Answer

Question The 'contingency theory' of leadership is based on :-

Correct Answer The leader - member relationship. , The degree of task structure.

Your Answer The leader controlling a situation. , The leader - member relationship.

True/False

Question The Sales potential is the minimum Sales that can be attained with perfect selling conditions.

Correct Answer False

Your Answer False

Select The Blank

Question Control procedures put the ________ for future planning cycle.

Correct Answer Input

Your Answer Process

Select The Blank

Question In participative style of leadership, the group ________ the responsibility with their leader.

Correct Answer Shares

Your Answer Shares

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Select The Blank

Question Knowledge about the buyer and about the account takes time to build up and the knowledge is added as ________.

Correct Answer Blocks

Your Answer Blocks

True/False

Question Input - Output models are more appropriate for selling industrial goods.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question Successful sales operation is :-

Correct Answer Selection of good sales people.

Your Answer Selection of good sales people.

Multiple Choice Single Answer

Question The purpose of sales training program is to achieve improved :-

Correct Answer Job performance.

Your Answer Job performance.

Multiple Choice Single Answer

Question

The controllable factors are those elements of the internal business environment that the firm can :-

Correct Answer Manage.

Your Answer Manage.

Select The Blank

Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance.

Correct Answer Production.

Your Answer Production.

Multiple Choice Single Answer

Question The modern sales approach like partnering includes :-

Correct Answer Sharing of values between vendors & buyers

Your Answer Sharing of values between vendors & buyers

Match The Following

Question Correct Answer Your Answer

Fixed assets Plant, land Plant, land

Sales Total number of units sold * price Total number of units sold * price

Capital employed Working capital + fixed assets Working capital + fixed assets

Costs of goods sold Administrative costs + Product cost + Marketing cost Administrative costs + Product cost + Marketing cost

Multiple Choice Multiple Answer

Question Leadership is of two types :-

Correct Answer Formal. , Informal.

Your Answer Formal. , Informal.

True/False

Question A sales job is different from other jobs.

Correct Answer True

Your Answer True

True/False

Question Market Research deals with collection & interpretation of data concerning products,

customers, etc.

Correct Answer True

Your Answer True

Select The Blank

Question A marketing company is called ________ marketing company, when marketing function is treated as crucial.

Correct Answer Progressive

Your Answer Subjective

Multiple Choice Single Answer

Question It is designed to measure result and effectiveness :-

Correct Answer Control

Your Answer Control

Multiple Choice Multiple Answer

Question Trends in organizing distribution network :-

Correct Answer Globalization or one market , Territories , Minimum number of warehouses

Your Answer Globalization or one market , Territories , Warehousing capacity

True/False

Question Portfolio profit management adds value to accounts business for retail products.

Correct Answer True

Your Answer True

Multiple Choice Multiple Answer

Question Various aspects of business ethics are :-

Correct Answer Fair competition , Corporate behavior

Your Answer Fair competition , Corporate behavior , Social responsibility

Multiple Choice Single Answer

Question Seeking "prospect" includes :-

Correct Answer Finding new or potential customers

Your Answer Finding new or potential customers

True/False

Question The performance of the organization depends on the Sales person's tasks due to increasing competition from domestic & foreign companies.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question The "value added" selling approach includes :-

Correct Answer Selling services that exceed customer expectations

Your Answer Selling services that exceed customer expectations

Multiple Choice Single Answer

Question "Co-ercive power" of a leader comes from :-

Correct Answer The ability of the leader to punish or withhold reward.

Your Answer The ability of the leader to punish or withhold reward.

Multiple Choice Single Answer

Question "Cold Consulting" includes :-

Correct Answer Securing appointments & then calling the prospects

Your Answer Securing appointments & then calling the prospects

Match The Following

Question Correct Answer Your Answer

Delphi method

Modified version of executive opinion approach. Modified version of executive opinion approach.

Moving average technique Projects the average of the sales over the previous time periods. Projects the average of the sales over the previous time periods.

Exponential smoothing Weighted sum of all past numbers in time series. Weighted sum of all past numbers in time series.

Decomposition method Four components of time series data are isolated. Four components of time series data are isolated.

Multiple Choice Multiple Answer

Question After making any Sale, the sales person :-

Correct Answer Should make special efforts to follow up with the customer. , Should ensure that the customers are satisfied.

Your Answer Should make special efforts to follow up with the customer. , Should ensure that the customers are satisfied.

Select The Blank

Question The ________ plan is undoubtedly to reward the salesman for his performance.

Correct Answer Compensation

Your Answer Compensation

Multiple Choice Multiple Answer

Question Today Sales people & Sales Manager are involved in :-

Correct Answer Total Marketing process , Also handling the customer complaints

Your Answer Total Marketing process , Also handling the customer complaints , Promotion of the product

True/False

Question There has to be a reciprocal relationship between the leader and his followers.

Correct Answer True

Your Answer True

Multiple Choice Multiple Answer

Question Costs of goods sold includes what all heads?

Correct Answer Product cost , Administrative cost , Marketing cost

Your Answer Product cost , Administrative cost , Marketing cost

Multiple Choice Single Answer

Question The sales persons, as intelligence gatherers :-

Correct Answer Are conscious about providing feedback from the field, to plan different strategies.

Your Answer

Are conscious about providing feedback from the field, to plan different strategies.

Select The Blank

Question ________ generates increased revenue and profits for no additional investment in stock.

Correct Answer Space management

Your Answer Outstock situation

Multiple Choice Multiple Answer

Question Features of product promotion policies for the key account at the retail outlet are :-

Correct Answer Centralised , Branch promotions

Your Answer Centralised , De-centralised , Branch promotions

Multiple Choice Single Answer

Question The modern marketing concept is based on :-

Correct Answer Customer orientation

Your Answer Customer orientation

Multiple Choice Single Answer

Question Bureaucracy theorists are interested in developing theory based on :-

Correct Answer Set of logical principles.

Your Answer Set of logical principles.

Multiple Choice Multiple Answer

Question Checklist to select an intermediary are :-

Correct Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing , Reputation & credibility of the intermediary in the market

Your Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing , Reputation & credibility of the intermediary in the market

Multiple Choice Multiple Answer

Question In the follow up, basically the Sales person :-

Correct Answer Frequently contacts the customer to spot any problems the customer faces. , Reassure that he is there to solve the problems.

Your Answer Frequently contacts the customer to spot any problems the customer faces. , Reassure that he is there to solve the problems.

Multiple Choice Single Answer

Question In 'assumption close' technique :-

Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions.

Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions.

Select The Blank

Question A lead can be declared as ________ when it qualifies on all the criterias.

Correct Answer Prospect

Your Answer Prospect

Select The Blank

Question ________ systems provide the link between vendors & the internal production process of the firm.

Correct Answer MRP

Your Answer MRP

Multiple Choice Single Answer

Question FIFO is :-

Correct Answer First In First Out

Your Answer First In First Out

True/False

Question Direct costs allocation to various product groups should be done in a logical fashion.

Correct Answer False

Your Answer True

Multiple Choice Multiple Answer

Question Key accounts manager collects information about the buying organisation on subjects like :-

Correct Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives

Your Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives

Multiple Choice Single Answer

Question The planned recruiting is important because of :-

Correct Answer Costs associated with the system.

Your Answer Costs associated with the system.

Multiple Choice Multiple Answer

Question Qualification of objectives of distribution & logistics are

Correct Answer Order delivery cycle to be completed in 7 days , Weighted avg. order delivery cycle time to be reduced by 20% during the year , On time deliveries to be made at least 95% of the occasions

Your Answer Weighted avg. order delivery cycle time to be reduced by 20% during the year , On time deliveries to be made at least 95% of the occasions

True/False

Question Ratio information should be user friendly within the company.

Correct Answer True

Your Answer True

Select The Blank

Question Account manager must also ________ to allow time to work on priorities and key result areas.

Correct Answer Delegate

Your Answer Reciprocate

Multiple Choice Multiple Answer

Question

Major responsibilities of sales are :-

Correct Answer Planning & control , Budgeting & control of costs , Planning & control of activities

Your Answer Planning & control , Budgeting & control of costs , Credit control

Select The Blank

Question ________ is the process of reaching the products / services to the ultimate consumers at the right time in the cheapest possible manner.

Correct Answer Distribution

Your Answer Distribution

Select The Blank

Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc.

Correct Answer Independent.

Your Answer Independent.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Single Answer

Question After deciding the needed traits, the management must :-

Correct Answer Recruit.

Your Answer Recruit.

True/False

Question In a relationship of equality, either of the party projects a dominant or submissive role or attitude towards the other.

Correct Answer False

Your Answer False

Multiple Choice Multiple Answer

Question The leads obtained by the Sales person must be qualified in terms of :-

Correct Answer Needs , Ability to buy

Your Answer Needs , Ability to buy

Multiple Choice Multiple Answer

Question The variable components of a sales compensation plan are :-

Correct Answer Profit sharing , Commission

Your Answer Profit sharing , Commission , Paid vacations

Multiple Choice Multiple Answer

Question Key accounts manager collects information about the buying organisation on subjects like :-

Correct Answer

Buying organisation business , The market environment in which buyer's organisation operates , Buying motives

Your Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives

Select The Blank

Question ________ helps to prevent job dissatisfaction but do not add to job satisfaction.

Correct Answer Fringe benefits

Your Answer Fringe benefits

Select The Blank

Question

Product promotion policies of key accounts are ________.

Correct Answer Centralised

Your Answer Centralised

Multiple Choice Multiple Answer

Question For industrial and commercial products, relationship should be built and cultivated with managers involved in :-

Correct Answer Buying , Product specification , Product use

Your Answer Buying , Product specification , Product range distribution policies

True/False

Question ECR is emergency control report.

Correct Answer False

Your Answer False

Multiple Choice Single Answer

Question The modern sales approach like partnering includes :-

Correct Answer Sharing of values between vendors & buyers

Your Answer Sharing of values between vendors & buyers

True/False

Question An organisation's socially responsible actions will depend on the moral and ethical value systems upon which executive decisions are based.

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question The modern marketing concept is based on :-

Correct Answer Customer orientation

Your Answer Customer orientation

Multiple Choice Single Answer

Question Informal leadership is the :-

Correct Answer Unofficial exercise of influence through competence.

Your Answer Unofficial exercise of influence through competence.

Multiple Choice Single Answer

Question In 'standing-room -close' technique :-

Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on.

Your Answer A psychological pressure is applied to the customer, that the product may not be available later on.

True/False

Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase.

Correct Answer False

Your Answer True

Select The Blank

Question The Sales person should frequently contact the customers to spot ________ & solve them.

Correct Answer Problems

Your Answer Problems

Multiple Choice Single Answer

Question The "value added" selling approach includes :-

Correct Answer Selling services that exceed customer expectations

Your Answer Selling services that exceed customer expectations

Select The Blank

Question ________ is a major source of customer complaints.

Correct Answer

Advertising

Your Answer Personal selling

Multiple Choice Single Answer

Question This type of sales promotion activity is used where specialist services are being marketed :-

Correct Answer Introduction incentives

Your Answer Performance allowances

Select The Blank

Question To achieve ________ objectives, effective sales presentation is required.

Correct Answer Price

Your Answer Sales

Multiple Choice Multiple Answer

Question Ways to manage company's ethical standards are :-

Correct Answer Legislation , Managerial feedback , Adoption of business code of ethics

Your Answer Legislation , Managerial feedback , Adoption of business code of ethics

Select The Blank

Question

A lead can be declared as ________ when it qualifies on all the criterias.

Correct Answer Prospect

Your Answer Prospect

Multiple Choice Single Answer

Question The roll of Sales Manager as an analyzer includes :-

Correct Answer Reviewing Sales Records & Sales persons performance

Your Answer Reviewing Sales Records & Sales persons performance

Select The Blank

Question The organizations are trying to reduce raising costs by ________ the Sales Management Information systems. (SMIS).

Correct Answer Improving

Your Answer Increasing

Multiple Choice Single Answer

Question Many of the responsibilities listed in job description, must be stated in :-

Correct Answer Quantitative terms.

Your Answer Quantitative terms.

True/False

Question Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.

Correct Answer True

Your Answer False

True/False

Question There should be no focus on product innovations by the organization.

Correct Answer False

Your Answer False

True/False

Question The retail chain observe how the product will appeal to the customer in the showroom the appearance, the aesthetic, the merchandising & the packaging

Correct Answer True

Your Answer True

Multiple Choice Single Answer

Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :-

Correct Answer Social audits

Your Answer Social audits

Multiple Choice Single Answer

Question It is a process of two way communication between the account manager and key account :-

Correct Answer Business rapport

Your Answer Business rapport

Multiple Choice Single Answer

Question The word 'scheduling' refers to :-

Correct Answer Good time management.

Your Answer Production.

Select The Blank

Question Unitization, palletisation & containerization are concepts which have revolutionized ________.

Correct Answer Distribution & logistics

Your Answer Distribution & logistics

Match The Following

Question Correct Answer Your Answer

Utilizing loads Reduces material handling & transport time Reduces material handling & transport time

Improvement in weight Bulk ratio reduces transportation costs Bulk ratio reduces transportation costs

Larger the load Less the cost of transportation Less the cost of transportation

For effective logistics Total cost to be considered Total cost to be considered

Select The Blank

Question In recent years more and more companies have tended to rely less on ________ tests.

Correct Answer Psychological

Your Answer Psychological

True/False

Question Integrated logistics management includes transaction systems, short term scheduling systems, flow planning, network design optimisation.

Correct Answer True

Your Answer True

True/False

Question Training programs & seminars don't help in effective performance by Sales person.

Correct Answer False

Your Answer False

Match The Following

Question Correct Answer Your Answer

Playing favorites

Deceptive morality By bribing

Managing ethical standards Legislation Legislation

Short weight of products Unethical pricing Deceptive morality

Dewey's framework Reflective morality Reflective morality

Select The Blank

Question The most important characteristic of sales training program is ________ orientation.

Correct Answer Career

Your Answer Goal

Multiple Choice Multiple Answer

Question "Counting methods" include :-

Correct Answer Test marketing. , surveys of customer's buying intentions and.

Your Answer Test marketing. , Moving averages. , surveys of customer's buying intentions and.

Multiple Choice Multiple Answer

Question Functions performed in logistics are :-

Correct Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material

Your Answer Breaking bulk , Handling and collection / delivery of material

Multiple Choice Single Answer

Question It is designed to measure result and effectiveness :-

Correct Answer Control

Your Answer Pyramid

Select The Blank

Question Sales is one of the most exciting, financially rewarding and ________ careers.

Correct Answer Challenging

Your Answer Challenging

Multiple Choice Multiple Answer

Question The approaches to locate the prospect include :-

Correct Answer Center of influence , Advertising

Your Answer Center of influence , Advertising

Multiple Choice Single Answer

Question The objective of "volume" for an industrial buyer is achieved by :-

Correct Answer Profit from trading opportunities

Your Answer Profit from trading opportunities

Multiple Choice Single Answer

Question Globalization, territories, warehousing & transshipment points, greater centralization in planning & control, the levels in the distribution chain are the parameters of organizing :-

Correct Answer Distribution

Your Answer Distribution

Multiple Choice Single Answer

Question The frequency of purchasing & the source of purchases are the measures to analyse :-

Correct Answer Buying habits of consumers

Your Answer Buying habits of consumers

True/False

Question Posters, stickers, leaflets etc are all merchandising tools.

Correct Answer True

Your Answer

False

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Multiple Choice Multiple Answer

Question For effective code of ethics across the company, it should :-

Correct Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture

Your Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture

Multiple Choice Multiple Answer

Question

The 'time-series techniques' include :-

Correct Answer Exponential smoothing. , Decomposition.

Your Answer Exponential smoothing. , Decomposition.

Select The Blank

Question To design an effective sales training program, one should know what is to be ________ with the program.

Correct Answer Accomplished

Your Answer Accomplished

Multiple Choice Single Answer

Question It is a process of two way communication between the account manager and key account :-

Correct Answer Business rapport

Your Answer Business rapport

Multiple Choice Single Answer

Question Management process is described as a :-

Correct Answer Learned process.

Your Answer Learned process.

True/False

Question Export manager needs to have linguistic skills in addition to other personal skills for better business performance.

Correct Answer True

Your Answer True

True/False

Question The key accounts manager must work overtime to build business and personal rapport in terms of respect and equality with his account.

Correct Answer True

Your Answer True

Select The Blank

Question The most important characteristic of sales training program is ________ orientation.

Correct Answer Career

Your Answer Career

Multiple Choice Single Answer

Question For firms that experience a high rate of turnover, the recruiting program should be :-

Correct Answer Continuous.

Your Answer Continuous.

Match The Following

Question Correct Answer Your Answer

AWB Aeroplane Aeroplane

BL Bill of Lading (ship cargo) Bill of Lading (ship cargo)

RR Railway receipt Railway receipt

LR Lorry receipt Lorry receipt

Multiple Choice Single Answer

Question The "value added" selling approach includes :-

Correct Answer Selling services that exceed customer expectations

Your Answer Selling services that exceed customer expectations

True/False

Question Socio human obligation should see that economic consequences of its actions should not adversely effect public welfare.

Correct Answer False

Your Answer True

Multiple Choice Single Answer

Question The roll of Sales Manager as an analyzer includes :-

Correct Answer Reviewing Sales Records & Sales persons performance

Your Answer Reviewing Sales Records & Sales persons performance

Multiple Choice Single Answer

Question It is the development of overall market for a group of products which can be grouped in one category :-

Correct Answer Category management

Your Answer Category management

Select The Blank

Question Box-Jenkins' can provide an ________ forecast over a short run period.

Correct Answer Excellent.

Your Answer Excellent.

Multiple Choice Single Answer

Question The modern marketing concept is based on :-

Correct Answer Customer orientation

Your Answer Customer orientation

Multiple Choice Single Answer

Question The sales forecast will be realistic if weightage is given to the company's :-

Correct Answer Proposed marketing plan.

Your Answer Proposed marketing plan.

Multiple Choice Multiple Answer

Question Action desired by the supplier from the trade can be achieved through following :-

Correct Answer Image creation , Product leadership , Advertising and sales promotion

Your Answer Image creation , Advertising and sales promotion , Generating more invoices

Multiple Choice Multiple Answer

Question Intangible benefits of merchandising to consumers are :-

Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout

Your Answer

Increased satisfaction , Easier to shop from a logical layout

Multiple Choice Multiple Answer

Question The criteria used for evaluating the forecasting techniques, are :-

Correct Answer Comprehensibility. , Accuracy.

Your Answer Comprehensibility. , Accuracy.

Multiple Choice Multiple Answer

Question Costs of goods sold includes what all heads?

Correct Answer Product cost , Administrative cost , Marketing cost

Your Answer Product cost , Administrative cost , Marketing cost

Multiple Choice Multiple Answer

Question The 'Casual methods' include :-

Correct Answer Correlation-regressional analysis. , Econometric models.

Your Answer Correlation-regressional analysis. , Econometric models.

Select The Blank

Question ________ is a major source of customer complaints.

Correct Answer Advertising

Your Answer Advertising

Multiple Choice Single Answer

Question "Cold Consulting" includes :-

Correct Answer Securing appointments & then calling the prospects

Your Answer Securing appointments & then calling the prospects

Multiple Choice Single Answer

Question The view acknowledges both the importance of profits and the need for social responsibility is :-

Correct Answer Pragmatic view

Your Answer Pragmatic view

True/False

Question Accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months.

Correct Answer True

Your Answer True

Multiple Choice Multiple Answer

Question

Today Sales people & Sales Manager are involved in :-

Correct Answer Total Marketing process , Also handling the customer complaints

Your Answer Total Marketing process , Also handling the customer complaints

Multiple Choice Multiple Answer

Question Planning the use of one's time involves :-

Correct Answer Principle of time analysis. , Principle of flexibility.

Your Answer Principle of time analysis. , Principle of flexibility.

Select The Blank

Question The 'Sales Vice-president' ________ sales volume through selling tactics.

Correct Answer Improves

Your Answer Improves

Select The Blank

Question ________ products particularly benefit from advertising and promotional support.

Correct Answer Consumer

Your Answer Consumer

True/False

Question "ROAM" denotes Return on analysis management.

Correct Answer False

Your Answer False

Select The Blank

Question Psychological tests are one of the last steps in selection system because of ________ costs.

Correct Answer High

Your Answer High

Multiple Choice Multiple Answer

Question For industrial and commercial products, relationship should be built and cultivated with managers involved in :-

Correct Answer Buying , Product specification , Product use

Your Answer Buying , Product specification , Product use

True/False

Question The fringe benefits do not improve performance of the sales people.

Correct Answer False

Your Answer False

Multiple Choice Single Answer

Question Seeking "prospect" includes :-

Correct Answer Finding new or potential customers

Your Answer Finding new or potential customers

True/False

Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other.

Correct Answer False

Your Answer

False

Select The Blank

Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market.

Correct Answer Product

Your Answer Materials

Select The Blank

Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the customer.

Correct Answer

Apologize.

Your Answer Apologize.

Match The Following

Question Correct Answer Your Answer

Organizing Creating Job description & recruiting Sales people Creating Job description & recruiting Sales people

Analyzing Involves activities of reviewing Sales records & Sales persons performance Involves activities of reviewing Sales records & Sales persons performance

Planning Establishing & transmitting to the Sales people objectives & Strategies Establishing & transmitting to the Sales people objectives & Strategies

Evaluating Creating performance standards & take remedial actions Creating performance standards & take remedial actions

Multiple Choice Multiple Answer

Question The sales force can be remunerated in the following ways :-

Correct Answer Salary and commission on sales. , Salary and share in the profits.

Your Answer Salary and commission on sales. , Salary and share in the profits.

Multiple Choice Single Answer

Question The modern sales approach like partnering includes :-

Correct Answer Sharing of values between vendors & buyers

Your Answer Sharing of values between vendors & buyers

Select The Blank

Question The Sales person should frequently contact the customers to spot ________ & solve them.

Correct Answer Problems

Your Answer

Problems

Multiple Choice Single Answer

Question The word 'scheduling' refers to :-

Correct Answer Good time management.

Your Answer Good time management.

True/False

Question Sales persons must be thoroughly familiar with the client's decision making process.

Correct Answer True

Your Answer True

True/False

Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase.

Correct Answer False

Your Answer False

Multiple Choice Single Answer

Question Bureaucracy theorists are interested in developing theory based on :-

Correct Answer

Set of logical principles.

Your Answer Set of logical principles.

Multiple Choice Single Answer

Question Which motive includes the satisfaction of customer wants through customer satisfaction?

Correct Answer Service motive

Your Answer Service motive