Sales & Distribution Management

sales dist mgt true/false question correct answer your answer

the key to successful leaders is their non-commitment. false false

multiple choice single answer question management should view the recruitment and selection process as a sub-system of :correct answer your answer

sales force management. 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 sale material. correct answer your answer

merchandising policies for key accounts at the retail outlets display layout and point of true 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 your answer

business rapport 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 question correct 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 work with sales representative to provide technical advice & information before, during & after the purchase. work with sales representative to provide technical advice & information before, during & after the purchase. customer service representative. assist in installation, maintenance & regular servicing of products. assist in 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.

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 responsibility has correct answer your answer select the blank question areas. correct answer your answer

a 'sales territory' is a configuration of current and potential accounts, for which been assigned to a particular sales representative. true true account manager must also ________ to allow time to work on priorities and key result delegate 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 type of volume of correct answer your answer select the blank question correct answer your answer

selection of ________ is an important activity of sales management because it decides the business, one will have on the future. intermediaries intermediaries the commissions, are paid on ________ achievements. measurable 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 correct answer your answer true/false question factors. correct answer your answer

there has to be a reciprocal relationship between the leader and his followers. true true compensation levels for sales personnel are related to external supply and demand true false

select the blank question correct answer your answer

the retail outlets have location advantage in that they save the consumer's ________. travelling time 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 correct answer your answer

quality of display influences consumer purchasing decisions. true 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 business life. correct answer your answer

social responsibility towards ________ is by providing direction to the economic and state 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 correct answer your answer

to achieve ________ objectives, effective sales presentation is required. price price

match the following question correct 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.

split territories. review cost figures.

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 select the blank question correct answer your answer

________ develop greater product loyalty. product usage 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 correct answer your answer

the service motive is ________ oriented. customer 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 activities. correct answer your answer

extended socialization involves long term training, job rotation and corporate social true 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 correct answer your answer true/false question correct answer your answer

corporate dirty tricks takes sometimes the form of ________ that can damage products. rumour rumour direct costs allocation to various product groups should be done in a logical fashion. false 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 conditions. correct answer your answer

the sales potential is the minimum sales that can be attained with perfect selling false 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 question correct 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 groupspollution cleanup and prevention government relations action true/false question correct answer your answer

business control through political action

business control through political

distribution points are independent vending centers rather than buying centers. false 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 correct answer your answer

box-jenkins' is a ________ technique. mathematical. mathematical.

select the blank question correct answer your answer

right to freedom of speech is an example of ________. theory of rights theory of rights

select the blank question correct answer your answer

________ agent files bill of entry in the customs. stevedoring stevedoring

multiple choice multiple answer question major responsibilities of sales are :-

correct answer your answer

planning & control , budgeting & control of costs , planning & control of activities 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 correct answer your answer

major accounts are called 'lock accounts'. false 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 other. correct answer your answer

in centralized training programs, the trainees do not quickly get acquainted with each false 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 correct answer your answer

bonus always appear with one of the three main sales compensation methods. true 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 question correct answer organizing sales people

your answer

creating job description & recruiting sales people

creating job description & recruiting

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 to the sales people objectives & strategies

establishing & transmitting

evaluating creating performance standards & take remedial actions standards & take remedial actions

creating performance

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 correct answer your answer

in 'salary plus incentive' compensation plan, income includes expense allowance also. false 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 influence. correct answer your answer

other departments in the organization should operate as, check and ________ to market balance 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 correct answer your answer

the term 'aida' refers to ________, interest, desire and action. attention attention

true/false question correct answer your answer

prospecting is providing products to customers. false false

true/false question conditions. correct answer your answer

the sales potential is the minimum sales that can be attained with perfect selling false 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 question correct 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 groupspollution cleanup and prevention government relations action true/false question correct answer your answer

business control through political action

business control through political

distribution points are independent vending centers rather than buying centers. false 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 correct answer your answer

box-jenkins' is a ________ technique. mathematical. mathematical.

select the blank question correct answer your answer

right to freedom of speech is an example of ________. theory of rights theory of rights

select the blank question correct answer your answer

________ agent files bill of entry in the customs. stevedoring 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 expertise. correct answer your answer

the disadvantage of 'box-jenkins method' is that it requires a ________ degree of high. 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 correct answer your answer

new recruits need not be taught company's policies. false 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 your answer true/false question attitude towards correct answer your answer

recruit. recruit. in a relationship of equality, either of the party projects a dominant or submissive role or the other. false 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 correct answer your answer

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

select the blank question correct answer your answer

product promotion policies of key accounts are ________. centralised 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 correct answer your answer

ecr is emergency control report. false 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 correct answer your answer

the sales person should frequently contact the customers to spot ________ & solve them. problems 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 correct answer your answer

________ is a major source of customer complaints. advertising 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 correct answer your answer

to achieve ________ objectives, effective sales presentation is required. price 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 correct answer your answer

a lead can be declared as ________ when it qualifies on all the criterias. prospect 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 products. correct answer your answer true/false question correct answer your answer

specialization should to be in skill, e.g. forecasting, merchandising, rather than in true false there should be no focus on product innovations by the organization. false 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 your answer

business rapport business rapport

multiple choice single answer question the word 'scheduling' refers to :correct answer good time management. your answer production. select the blank question ________. correct answer your answer

unitization, palletisation & containerization are concepts which have revolutionized distribution & logistics distribution & logistics

match the following question correct answer utilizing loads

reduces material handling & transport time

improvement in weight costs larger the load

correct answer your answer

reduces material handling & transport time

bulk ratio reduces transportation costs

less the cost of transportation

for effective logistics select the blank question

your answer

bulk ratio reduces transportation

less the cost of transportation

total cost to be considered total cost to be considered

in recent years more and more companies have tended to rely less on ________ tests. psychological 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 correct answer your answer

training programs & seminars don't help in effective performance by sales person. false false

match the following question correct 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 correct answer your answer

the most important characteristic of sales training program is ________ orientation. career 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 correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging 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 your answer true/false question correct answer your answer

buying habits of consumers buying habits of consumers posters, stickers, leaflets etc are all merchandising tools. true false

list of attempted questions and answers true/false question correct answer your answer

bonus always appear with one of the three main sales compensation methods. true 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 your answer

service motive service motive

select the blank question correct answer your answer

the marketing costs includes direct, indirect, ________ , and variable amounts. fixed fixed

select the blank question correct answer your answer

the ________ approach involves two way communication with the prospect. question question

select the blank question

at the strategic control level, it is extremely necessary to identify areas of ________.

correct answer your answer

threats threats

select the blank question correct answer your answer

the term 'aida' refers to ________, interest, desire and action. attention attention

select the blank question correct answer your answer

obtaining ________ from key players helps promoting sales and other prospects. endorsements endorsements

true/false question correct answer your answer

no analyzing of situation is required by field sales managers. false false

true/false question correct answer your answer

the 'forecasting method' must provide results that are not accurate. false false

true/false question essential to make correct answer your answer true/false question correct answer your answer

as distribution & logistics cost forms a substantial % of the sales volume, credit control is sure the organization is getting value for the money paid. false true colour blocking' is a tool used by retailers. true true

match the following question correct answer

your answer

econometric models

series of regression equations.

series of regression equations.

box-jenkins method mathematical technique that uses computer analysis. mathematical technique that uses computer analysis. co-relation analysis simultaneously.

variables are studied simultaneously.

variables are studied

regression analysis another.

study of how one variable affects another.

study of how one variable affects

true/false

question correct answer your answer

a sales job is different from other jobs. true 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 correct answer your answer

for each transaction, the bank imposes ________. charge charge

multiple choice single answer question power, power to decide & control the decision values of other members is implied by :correct answer your answer

leadership 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 correct answer your answer

many companies run ________ on applicants for sales positions. credit checks 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 correct answer your answer

the modern marketing concept is based on profit consideration. true false

match the following question correct answer

your answer

materials & physical distribution physical distribution

logistics management

physical network physical network

management of flow of goods & services management network of suppliers & customers

true/false question correct answer your answer

logistics management

logistics chain management

suppliers chain management

logistics chain

suppliers chain management

to sell products that do not earn reasonable profit is acceptable. true 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 your answer select the blank question correct answer your answer

expert power. , referent power. expert power. , referent power. in reference approach, names of ________customers are referred to the prospect. satisfied 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 your answer select the blank question correct answer your answer

straight salary , salary plus incentive , straight commission straight salary , salary plus incentive , straight commission in 'co-relation analysis', ________ are studied simultaneously. variables 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 correct answer your answer

the commissions, are paid on ________ achievements. measurable 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 pre-determined 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 your answer

business rapport 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 correct answer your answer

the most important characteristic of sales training program is ________ orientation. career career

multiple choice single answer question for firms that experience a high rate of turnover, the recruiting program should be :correct answer your answer

continuous. continuous.

match the following question correct answer

your answer

awb

aeroplane

aeroplane

bl

bill of lading (ship cargo)

rr

railway receipt

railway receipt

lr

lorry receipt

lorry receipt

bill of lading (ship cargo)

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 correct answer your answer

box-jenkins' can provide an ________ forecast over a short run period. excellent. 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 correct answer your answer

________ is a major source of customer complaints. advertising 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 correct answer your answer

the 'sales vice-president' ________ sales volume through selling tactics. improves improves

select the blank question

________ products particularly benefit from advertising and promotional support.

correct answer your answer true/false question correct answer your answer

consumer consumer "roam" denotes return on analysis management. false false

select the blank question costs. correct answer your answer

psychological tests are one of the last steps in selection system because of ________ high 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 correct answer your answer

the fringe benefits do not improve performance of the sales people. false 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 organizing sales people

your answer

creating job description & recruiting sales people

creating job description & recruiting

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 to the sales people objectives & strategies

establishing & transmitting

evaluating creating performance standards & take remedial actions standards & take remedial actions

creating performance

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 correct answer your answer

the sales person should frequently contact the customers to spot ________ & solve them. problems problems

multiple choice single answer question the word 'scheduling' refers to :correct answer good time management. your answer good time management. true/false question correct answer your answer

sales persons must be thoroughly familiar with the client's decision making process. true 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 your answer

service motive service motive

list of attempted questions and answers true/false question responsibility has correct answer your answer select the blank question correct answer your answer

a 'sales territory' is a configuration of current and potential accounts, for which been assigned to a particular sales representative. true false many companies run ________ on applicants for sales positions. credit checks credit checks

match the following question correct answer

your answer

delphi method modified version of executive opinion approach. opinion approach.

modified version of executive

moving average technique projects the average of the sales over the previous time periods. the average of the sales over the previous time periods.

projects

exponential smoothing numbers in time series.

weighted sum of all past numbers in time series.

weighted sum of all past

decomposition method series data are isolated.

four components of time series data are isolated.

four components of time

select the blank question outlets. correct answer your answer

the goods from the producer first go to ________, who in turn sells the products to retail distributor 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 your answer

buying habits of consumers 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 correct answer your answer

improved stock management reduces ________. outstock situation outstock situation

true/false question correct answer your answer

'too big' shelf display encourages customer approach and thereby purchasing. false 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 correct answer your answer

leaders realize that nothing in the world is permanent but change. true true

multiple choice single answer question sales force effectiveness can be improved through :correct answer training. your answer training. select the blank question finance. correct answer your answer

the 'box-jenkins' application has been successful in ________, inventory control and production. 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 your answer select the blank question correct answer your answer

social audits social audits ________ management is a system of promoting the sales of a product. brand 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 enthusiasm. correct answer your answer select the blank question correct answer your answer

the lecture sessions should be short and interspersed with other activities to avoid lack of true true the formulation of ________ begins when the individual is a small child. ethics 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 correct answer your answer

the ________ approach involves two way communication with the prospect. question question

select the blank question correct answer your answer

to achieve ________ objectives, effective sales presentation is required. price price

match the following question correct 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 correct answer your answer

a lead can be declared as ________ when it qualifies on all the criterias. prospect 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 correct answer your answer

managing key accounts is a ________ function. specialist 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 correct answer your answer

there should be no focus on product innovations by the organization. false 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 correct answer your answer

brand management is a system of promoting the sales of a product. true 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 your answer

satisfied 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 areas. correct answer your answer true/false question correct answer your answer

account manager must also ________ to allow time to work on priorities and key result delegate save colour blocking' is a tool used by retailers. true 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 correct answer your answer

sales people must not identify key members of the client's buying centre. false 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 correct answer your answer

________ develop greater product loyalty. product usage 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 question correct answer organizing sales people

your answer

creating job description & recruiting sales people

creating job description & recruiting

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 to the sales people objectives & strategies

establishing & transmitting

evaluating creating performance standards & take remedial actions standards & take remedial actions

creating performance

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 correct answer your answer

the most important characteristic of sales training program is ________ orientation. career career

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

working capital + fixed assets

costs of goods sold administrative costs + product cost + marketing cost administrative costs + product cost + marketing 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 your answer

buying habits of consumers 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 correct answer your answer

leadership is the activity of ________ people and strive willingly for group objectives. influencing 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 your answer

centralised , branch promotions 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 correct answer your answer

the modern marketing concept is based on profit consideration. true true

true/false question correct answer your answer

the efficiency in selling activities is measured from the sales call plan. true 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 correct answer your answer

favoritism is an unethical issue in business dealings. true true

select the blank question

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

correct answer your answer

psychological 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 products. correct answer your answer

specialization should to be in skill, e.g. forecasting, merchandising, rather than in true 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 correct answer your answer

the 'top-down approach' is also called the 'breaking down' approach. true 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 correct answer your answer

star performance can also give an organization a unique ________ in the market. niche niche

list of attempted questions and answers true/false question correct answer your answer

favoritism is an unethical issue in business dealings. true 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 carriage. correct answer your answer

the total time consumed from order preparation till delivery is indicated by cost of false 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

sic

standard industrial classification system

t

trend i.e. long term changes.

select the blank question correct answer your answer

buying power index standard industrial classification system

trend i.e. long term changes.

leadership is the activity of ________ people and strive willingly for group objectives. influencing 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 your answer select the blank question outlets. correct answer your answer

order confirmation letter order confirmation letter the goods from the producer first go to ________, who in turn sells the products to retail distributor 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 correct answer your answer

all functional areas in organization, should not be involved in forecasting and planning. false 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 correct answer your answer

routing is establishing the sequence of locations sales person will visit. true true

select the blank question

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

correct answer your answer

travelling time travelling time

match the following question correct answer organizing sales people

your answer

creating job description & recruiting sales people

creating job description & recruiting

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 to the sales people objectives & strategies

establishing & transmitting

evaluating creating performance standards & take remedial actions standards & take remedial actions

creating performance

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 correct answer your answer

good leaders are ________ communicators. effective 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 activities. correct answer your answer true/false question an order-to-order correct answer your answer

extended socialization involves long term training, job rotation and corporate social true false ordering, invoicing & payments are controlled on a month-to-month basis rather than on basis. true 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 correct answer your answer

________ generates increased revenue and profits for no additional investment in stock. space management 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 costs. correct answer your answer select the blank question finance. correct answer your answer

psychological tests are one of the last steps in selection system because of ________ high high the 'box-jenkins' application has been successful in ________, inventory control and production. production.

match the following question correct answer

your answer

awb

aeroplane

aeroplane

bl

bill of lading (ship cargo)

rr

railway receipt

road receipt

lr

lorry receipt

legal report

bill of lading (ship cargo)

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 correct answer your answer

training programs & seminars don't help in effective performance by sales person. false 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. correct answer your answer true/false question correct answer your answer

sales development is concerned with ________ of new customers, and not just additional creation creation a sales job is different from other jobs. true 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 your answer

expert power. , referent power. 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 correct answer your answer

sales persons must be thoroughly familiar with the client's decision making process. true 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 correct answer your answer

________ limit sales opportunities open to competitors. block competitor 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 statistics. correct answer your answer

quantitative sales forecasting techniques' employ sophisticated mathematics and true 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 correct answer your answer

the results of 'box-jenkins method' are fair in identifying ________ turning points. significant. 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 correct answer

reciprocal trading opportunities can be undermined by encouraging value analysis. true

your answer select the blank question correct answer your answer

false good leaders are ________ communicators. effective 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 correct answer your answer

right to freedom of speech is an example of ________. theory of rights 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 areas. correct answer your answer select the blank question not available. correct answer your answer

account manager must also ________ to allow time to work on priorities and key result delegate delegate the information on the applicant is also provided through ________, if other sources are references 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 correct answer your answer

________ for social decision making avoids poorly executed social action. flowchart bar diagram

match the following question correct answer

your answer

in distribution & logistics - overall performance

sales per sq.mtr. employed paper work activities

in distribution & logistics - overheads costs

fixed costs as % of total costs

fixed costs as % of total

in distribution & logistics - productivity

10 kms per direct man hour employed

10 kms per direct

man hour employed in distribution & logistics - useful

maximum load carried as % gross weight

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 correct answer your answer

many firms do not deploy informal ways of socialization. false 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 products. correct answer your answer select the blank question correct answer your answer

specialization should to be in skill, e.g. forecasting, merchandising, rather than in true true leadership is ________ and continuous process. dynamic 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 your answer true/false question conditions. correct answer your answer true/false question correct answer your answer

informal. , formal. formal. , informal. the sales potential is the minimum sales that can be attained with perfect selling false true a sales manager does not conduct sales volume, cost and profit analysis. false false

multiple choice multiple answer question for retail products, relationship should be built and cultivated with managers involved in :correct answer your answer

buying , product range distribution policies , marketing 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 your answer select the blank question correct answer your answer

business rapport business rapport star performance can also give an organization a unique ________ in the market. niche 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 responsibility has correct answer your answer

a 'sales territory' is a configuration of current and potential accounts, for which been assigned to 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 correct answer your answer

'too big' shelf display encourages customer approach and thereby purchasing. false 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 your answer

true 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 correct answer your answer

the term 'aida' refers to ________, interest, desire and action. attention 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 correct answer your answer

the most important characteristic of sales training program is ________ orientation. career 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 correct answer your answer select the blank question organization. correct answer your answer

a good leader must be ________ and adaptable to a given situation. flexible flexible good follow up promotes customer's ________, and builds a good image of the satisfaction 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 correct answer your answer

size & demand given are a leadership position. true false

match the following question correct 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 question correct 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 groupspollution cleanup and prevention government relations action

business control through political action

business control through political

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 correct answer your answer select the blank question correct answer your answer

________ generates increased revenue and profits for no additional investment in stock. space management space management ________ develop greater product loyalty. product usage 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 pre-determined premium. correct answer bonus your answer bonus select the blank question influence. correct answer your answer

other departments in the organization should operate as, check and ________ to market balance subjective

multiple choice single answer question the way of transferring ideas, thoughts and values from one person to another is :correct answer your answer

communication. 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 correct answer your answer

improved stock management reduces ________. outstock situation 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 correct answer your answer

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

true/false question

leadership process is a function of the leader, the follower and other situational variables.

correct answer your answer true/false question correct answer your answer

true true the modern marketing concept is based on profit consideration. true 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 question correct 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 select the blank question correct answer your answer

unethical pricing unethical pricing

ethical violation

deceptive advertising

deceptive advertising

to achieve ________ objectives, effective sales presentation is required. price 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 correct answer your answer

the ________ approach involves two way communication with the prospect. question 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 question correct answer

your answer

delphi method modified version of executive opinion approach. opinion approach.

modified version of executive

moving average technique projects the average of the sales over the previous time periods. the average of the sales over the previous time periods.

projects

exponential smoothing series data are isolated.

weighted sum of all past numbers in time series.

four components of time

decomposition method numbers in time series.

four components of time series data are isolated.

weighted sum of all past

select the blank question correct answer your answer select the blank question outlets. correct answer

leadership is the activity of ________ people and strive willingly for group objectives. influencing influencing the goods from the producer first go to ________, who in turn sells the products to retail 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 correct answer your answer

input - output models, are less tedious and less expensive. false true

true/false question correct answer your answer

letter of indemnity is given by buyer if he does not have original bill of lading. false 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 culture. correct answer your answer

both large and small firms use job specification to expose sales persons to corporate false 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 correct answer your answer

the word 'tiger' is topologically inverted, geographically encoded records. false 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 sale material.

merchandising policies for key accounts at the retail outlets display layout and point of

correct answer your answer

true 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 correct answer your answer

in recent years more and more companies have tended to rely less on ________ tests. psychological 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 correct answer your answer true/false question correct answer your answer

all functional areas in organization, should not be involved in forecasting and planning. false false the widening of product life cycle will demand greater flexibility & adaptability. false 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 correct answer your answer

the 'sales forecasting methods' should be flexible to adopt changing conditions. true true

select the blank question correct answer your answer

________ varies in amount with sales volume or other commission base. commission 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 essential to make correct answer your answer

as distribution & logistics cost forms a substantial % of the sales volume, ________ is sure the organization is getting value for the money paid. cost control 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 correct answer your answer

rural telephony has gone much ahead as compared to urban telephony. false false

select the blank question

refresher training program is more ________ in its coverage of specialized topics.

correct answer your answer select the blank question correct answer your answer

intensive intensive in 'co-relation analysis', ________ are studied simultaneously. variables 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 correct answer your answer

separate ________ tests should be reformed for different ethnic groups. validity validity

select the blank question correct answer your answer

________ management is a system of promoting the sales of a product. brand 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 correct answer your answer

leaders realize that nothing in the world is permanent but change. true true

match the following question correct 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. or acquired social skills.

measure of person's innate

sales aptitude test measure of person's innate or acquired social skills. knows about product or service. multiple choice single answer

measure of what applicant

question correct answer your answer

the 'breakdown approach' is generally valid for a period of :6 months or more. less than 6 months.

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 factors. correct answer your answer select the blank question correct answer your answer

compensation levels for sales personnel are related to external supply and demand true false some tests measure special abilities, like ________ ability. perceptual 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 correct answer your answer

judgement in time is called jit. false false

true/false question correct answer your answer

time devoted to non selling activities should not be evaluated. false 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 correct answer your answer

apart from validity and consistency, test ________ is also important. objectivity credibility

true/false question

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

correct answer your answer

true 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 ________. correct answer your answer

more effective use of advertising and promotion funds is a tangible benefit to the manufacturer distributor

match the following question correct answer

your answer

distribution objective for retail buyer cost control growth without direct investment in brand development input reliability and availability product maintenance and servicing industrial and commercial products industrial and commercial products

store-operations retail products

retail products

distribution objective for industrial buyer input reliability and availability without direct investment in brand development

cost control growth

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 correct answer your answer select the blank question correct answer your answer

in recent years more and more companies have tended to rely less on ________ tests. psychological chronological leadership is the activity of ________ people and strive willingly for group objectives. influencing 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 correct answer your answer

________ is essential for the growth and survival of a business. profits profits

true/false question

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

correct answer your answer

false 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 correct answer your answer

________ management is a system of promoting the sales of a product. brand 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 correct answer your answer

most firms require many ________ types of sales people to perform different selling tasks. different 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 correct answer your answer

non-quantitative techniques' are consistent. false 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 question correct answer knowledge

your answer

building blocks

supplier's objective category

building blocks

brands, market share of product category

brands, market share of product

industrial buyer's objectivespacing growth without direct investment retail buyer's objective true/false question in mind. correct answer your answer select the blank question correct answer your answer

growth without direct investment

multiple sourcing policies

in deciding the placement, the physical activities associated with the product must be kept true true obtaining ________ from key players helps promoting sales and other prospects. endorsements 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 use the specialists in different fields, to co-ordinate services to customers and solve their problems.

select the blank question correct answer your answer

the most important characteristic of sales training program is ________ orientation. career 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 correct answer your answer

quality of display influences consumer purchasing decisions. true 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 type of volume of correct answer your answer

selection of ________ is an important activity of sales management because it decides the business, one will have on the future. intermediaries 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 correct answer your answer

leaders realize that nothing in the world is permanent but change. true true

true/false question correct answer your answer

in communication process, effective listening is very important. true 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 correct answer your answer

'too big' shelf display encourages customer approach and thereby purchasing. false true

select the blank question correct answer your answer

the 'sales vice-president' ________ sales volume through selling tactics. improves improves

multiple choice single answer question sales force effectiveness can be improved through :correct answer training. your answer training. multiple choice single answer

question correct answer your answer

the result of formal job analysis is :job description. job requirement.

match the following question correct 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. or acquired social skills.

measure of person's innate

sales aptitude test measure of person's innate or acquired social skills. knows about product or service.

measure of what applicant

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 correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging challenging

select the blank question correct answer your answer

right to freedom of speech is an example of ________. theory of rights 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 correct answer your answer

space management planning is a merchandising support. false true

multiple choice multiple answer question manufacturing cycle is made up of :correct answer production ordering , production scheduling , material requirement, requisitioning your answer true/false question correct answer your answer

production ordering , production scheduling , material requirement, requisitioning

to sell products that do not earn reasonable profit is acceptable. true 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 correct answer your answer true/false question correct answer your answer

in reference approach, names of ________customers are referred to the prospect. satisfied satisfied all functional areas in organization, should not be involved in forecasting and planning. false 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 ________. correct answer your answer

unitization, palletisation & containerization are concepts which have revolutionized distribution & logistics 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 question correct answer

your answer

account potential. share of an accounts business that the firm can expect to get. business that the firm can expect to get.

share of an accounts

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. appointments for maximum territory management cycle.

sequencing of

account load. number of actual and potential customers assigned to a given sales person. of actual and potential customers assigned to a given sales person. match the following question correct answer

your answer

number

delphi method modified version of executive opinion approach. opinion approach.

modified version of executive

moving average technique projects the average of the sales over the previous time periods. the average of the sales over the previous time periods.

projects

exponential smoothing numbers in time series.

weighted sum of all past numbers in time series.

weighted sum of all past

decomposition method series data are isolated.

four components of time series data are isolated.

four components of time

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 correct answer your answer

the disadvantage of hiring staff trainers includes ________ cost of maintaining the staff. total 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 correct answer your answer

box-jenkins' can provide an ________ forecast over a short run period. excellent. 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 manager. correct answer your answer select the blank question correct answer your answer

a level of mutual trust needs to be maintained between the key account and the account true true some tests measure special abilities, like ________ ability. perceptual 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 correct answer your answer

improved stock management reduces ________. outstock situation 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 true/false question correct answer your answer

order - delivery cycle time , consistency & reliability of delivery , inventory availability

non-quantitative techniques' are consistent. false 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 correct answer your answer

the sales person should frequently contact the customers to spot ________ & solve them. problems 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 correct answer your answer select the blank question expertise. correct answer your answer

negotiations will be successful if based on reasonable expectations. true true the disadvantage of 'box-jenkins method' is that it requires a ________ degree of high. 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 correct answer your answer true/false question other. correct answer your answer

at the strategic control level, it is extremely necessary to identify areas of ________. threats threats in centralized training programs, the trainees do not quickly get acquainted with each false 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 your answer

expert power. , referent power. 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 correct answer your answer

colour blocking' is a tool used by retailers. true 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 your answer

regular income. , reward for superior performance. 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 correct answer your answer

there has to be a reciprocal relationship between the leader and his followers. true 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 your answer

drp 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 enthusiasm. correct answer your answer

the lecture sessions should be short and interspersed with other activities to avoid lack of true true

match the following question correct answer

your answer

sales aids. preparing of audiovisuals, flip charts & other material. preparing of audiovisuals, flip charts & other material. product publicity preparing & distributing news releases to various media about products & services. support for entering new markets. market development

support for entering new markets.

developing new products.

marketing research. collecting & interpreting data related to products & services. interpreting data related to products & services.

collecting &

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 correct answer your answer

apart from validity and consistency, test ________ is also important. objectivity 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 correct answer your answer true/false question correct answer your answer

seeking "prospect" includes :finding new or potential customers finding new or potential customers corporate social activity aimed at socialization need not be elaborate or expensive. true false

multiple choice single answer question in cif payment terms, i stands for :correct answer insurance your answer insurance true/false question correct answer your answer

the widening of product life cycle will demand greater flexibility & adaptability. false 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 correct answer your answer

________ is essential for the growth and survival of a business. profits 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 question correct 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 correct answer your answer select the blank question outlets. correct answer your answer select the blank question relation. correct answer your answer

many companies run ________ on applicants for sales positions. credit checks counter checks the goods from the producer first go to ________, who in turn sells the products to retail distributor distributor casual methods' attempt to find the factors that affect ________ and to determine intersales. 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 not available. correct answer your answer

the information on the applicant is also provided through ________, if other sources are references 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 correct answer your answer

direct costs allocation to various product groups should be done in a logical fashion. false 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 correct answer your answer

a leader must not be accepted by his followers. false 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 essential to make correct answer your answer

as distribution & logistics cost forms a substantial % of the sales volume, ________ is sure the organization is getting value for the money paid. cost control cost control

select the blank question

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

correct answer your answer

influencing 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 other. correct answer your answer

in centralized training programs, the trainees do not quickly get acquainted with each false false

select the blank question correct answer your answer

the ________ approach involves two way communication with the prospect. question question

select the blank question

the test of ability, includes test of ________ ability.

correct answer your answer true/false question leader. correct answer your answer true/false question activities. correct answer your answer

mental mental referent power of a leader is based on some expertise, knowledge or special skill of the false true extended socialization involves long term training, job rotation and corporate social true true

multiple choice multiple answer question features of product promotion policies for the key account at the retail outlet are :correct answer your answer

centralised , branch promotions 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 ________. correct answer your answer true/false question correct answer your answer

more effective use of advertising and promotion funds is a tangible benefit to the manufacturer manufacturer the scope of initial training programs is not broader than refresher training program. false 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 question correct answer

your answer

in distribution & logistics - overall performance

sales per sq.mtr. employed sales per sq.mtr. employed

in distribution & logistics - overheads

fixed costs as % of total costs

in distribution & logistics - productivity carried as % gross weight

10 kms per direct man hour employed

in distribution & logistics - useful hour employed select the blank question correct answer your answer

maximum load carried as % gross weight

mis maximum load

10 kms per direct man

________ varies in amount with sales volume or other commission base. commission 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 expertise. correct answer your answer

the disadvantage of 'box-jenkins method' is that it requires a ________ degree of high. 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 question correct answer

your answer

sales aids. preparing of audiovisuals, flip charts & other material. preparing of audiovisuals, flip charts & other material. 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. interpreting data related to products & services. select the blank question correct answer your answer select the blank question correct answer your answer

collecting &

most firms require many ________ types of sales people to perform different selling tasks. different different the retail outlets have location advantage in that they save the consumer's ________. travelling time 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 your answer true/false question correct answer

sales force management. sales force management. input - output models are more appropriate for selling industrial goods. 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 correct answer your answer

separate ________ tests should be reformed for different ethnic groups. validity dependability

true/false question correct answer your answer

size & demand given are a leadership position. true 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 correct answer your answer

negotiations will be successful if based on reasonable expectations. true 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 correct answer your answer

________ develop greater product loyalty. product usage product usage

match the following question correct 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 your answer

continuous. 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 question correct 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 your answer true/false question customers, etc. correct answer your answer

category planning document strategic assessment document market research deals with collection & interpretation of data concerning products, true 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 correct answer your answer

the 'marketing vice-president', is responsible for ________ marketing strategy. creative 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 correct answer your answer

bonus always appear with one of the three main sales compensation methods. true 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 your answer

drp 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 correct answer your answer

apart from validity and consistency, test ________ is also important. objectivity 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 correct answer your answer true/false question statistics. correct answer your answer

the widening of product life cycle will demand greater flexibility & adaptability. false true quantitative sales forecasting techniques' employ sophisticated mathematics and true 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 correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging challenging

multiple choice single answer question it is a process of two way communication between the account manager and key account :correct answer your answer select the blank question

business rapport business rapport in recent years more and more companies have tended to rely less on ________ tests.

correct answer your answer

psychological 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 your answer

order confirmation letter 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 correct answer your answer

________ management is a system of promoting the sales of a product. brand 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 correct answer your answer

a sales manager does not conduct sales volume, cost and profit analysis. false true

true/false question correct answer your answer

routing is establishing the sequence of locations sales person will visit. true 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 correct answer your answer

________ develop greater product loyalty. product usage product usage

match the following question correct 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 your answer

continuous. 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 question correct 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.

split territories.

prepare territories.

selling cost variations.

review cost figures.

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 your answer true/false question customers, etc. correct answer your answer

category planning document strategic assessment document market research deals with collection & interpretation of data concerning products, true 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 correct answer your answer

the 'marketing vice-president', is responsible for ________ marketing strategy. creative 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 correct answer your answer

bonus always appear with one of the three main sales compensation methods. true 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 your answer

drp 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 correct answer your answer

apart from validity and consistency, test ________ is also important. objectivity 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 correct answer your answer true/false question statistics. correct answer your answer

the widening of product life cycle will demand greater flexibility & adaptability. false true quantitative sales forecasting techniques' employ sophisticated mathematics and true 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 correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging challenging

multiple choice single answer question it is a process of two way communication between the account manager and key account :correct answer your answer select the blank question correct answer your answer

business rapport business rapport in recent years more and more companies have tended to rely less on ________ tests. psychological 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 your answer

order confirmation letter 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 correct answer your answer

________ management is a system of promoting the sales of a product. brand 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 correct answer your answer

a sales manager does not conduct sales volume, cost and profit analysis. false true

true/false question correct answer your answer

routing is establishing the sequence of locations sales person will visit. true 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 correct answer your answer

________ develop greater product loyalty. product usage product usage

match the following question correct 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 your answer

continuous. 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 question correct 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.

split territories.

prepare territories.

selling cost variations.

review cost figures.

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 your answer true/false question customers, etc. correct answer your answer

category planning document strategic assessment document market research deals with collection & interpretation of data concerning products, true 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 correct answer your answer

the 'marketing vice-president', is responsible for ________ marketing strategy. creative 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 correct answer your answer

bonus always appear with one of the three main sales compensation methods. true 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 your answer

drp 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 correct answer your answer

apart from validity and consistency, test ________ is also important. objectivity 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 correct answer your answer true/false question statistics. correct answer your answer

the widening of product life cycle will demand greater flexibility & adaptability. false true quantitative sales forecasting techniques' employ sophisticated mathematics and true 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 correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging challenging

multiple choice single answer question it is a process of two way communication between the account manager and key account :correct answer your answer select the blank question correct answer your answer

business rapport business rapport in recent years more and more companies have tended to rely less on ________ tests. psychological 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 your answer

order confirmation letter 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 correct answer your answer

________ management is a system of promoting the sales of a product. brand 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 correct answer your answer

a sales manager does not conduct sales volume, cost and profit analysis. false true

true/false question correct answer your answer

routing is establishing the sequence of locations sales person will visit. true 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 your answer

product usage product usage

match the following question correct 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 your answer

continuous. 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 question correct 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.

split territories.

prepare territories.

selling cost variations.

review cost figures.

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 your answer true/false question customers, etc. correct answer your answer

category planning document strategic assessment document market research deals with collection & interpretation of data concerning products, true 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 correct answer your answer

the 'marketing vice-president', is responsible for ________ marketing strategy. creative 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 correct answer your answer

bonus always appear with one of the three main sales compensation methods. true 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 your answer

drp 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 your answer

objectivity 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 correct answer your answer true/false question statistics. correct answer your answer

the widening of product life cycle will demand greater flexibility & adaptability. false true quantitative sales forecasting techniques' employ sophisticated mathematics and true 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 correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging challenging

multiple choice single answer question it is a process of two way communication between the account manager and key account :correct answer your answer select the blank question correct answer your answer

business rapport business rapport in recent years more and more companies have tended to rely less on ________ tests. psychological 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 your answer

order confirmation letter 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 correct answer your answer

________ management is a system of promoting the sales of a product. brand 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 correct answer your answer

a sales manager does not conduct sales volume, cost and profit analysis. false true

true/false question correct answer your answer

routing is establishing the sequence of locations sales person will visit. true 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 correct answer your answer

the word 'tiger' is topologically inverted, geographically encoded records. false 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 correct answer your answer

the disadvantage of hiring staff trainers includes ________ cost of maintaining the staff. total 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 correct answer your answer

the headquarters' marketing people provide ________and service functions. introduction support

multiple choice single answer question it is a process of two way communication between the account manager and key account :correct answer your answer true/false question correct answer your answer

business rapport business rapport the l/c can be amended if both the buyer and seller agree to it. true 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 correct answer your answer

judgement in time is called jit. false 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 business life. correct answer your answer

social responsibility towards ________ is by providing direction to the economic and state consumer

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 true/false question carriage. correct answer

the total time consumed from order preparation till delivery is indicated by cost of false

your answer

true

match the following question correct answer

your answer

organizing creating job description & recruiting sales people sales people objectives & strategies

establishing & transmitting to the

analyzing involves activities of reviewing sales records & sales persons performance strategic information about the prospect

obtain

planning establishing & transmitting to the sales people objectives & strategies recruiting sales people

creating job description &

evaluating creating performance standards & take remedial actions reviewing sales records & sales persons performance

involves activities of

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 true/false question correct answer your answer

credibility in the society , collecting relevant information , analyzing the information

a sales manager does not conduct sales volume, cost and profit analysis. false 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 correct answer your answer true/false question statistics. correct answer your answer

prospecting is providing products to customers. false false quantitative sales forecasting techniques' employ sophisticated mathematics and true true

match the following question correct answer

your answer

awb

aeroplane

aeroplane

bl

bill of lading (ship cargo)

rr

railway receipt

bill of lading (ship cargo)

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 correct answer your answer

________ is essential for the growth and survival of a business. profits 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 correct answer your answer

letter of indemnity is given by buyer if he does not have original bill of lading. false true

select the blank question correct answer your answer

sales is one of the most exciting, financially rewarding and ________ careers. challenging 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 your answer

false 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 correct answer your answer

apart from validity, tests' ________ is also important. consistency consistency

select the blank question

a charismatic leader commands great following because of his ________ qualities.

correct answer your answer

magical 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 correct answer your answer

good leaders are ________ communicators. effective 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 correct answer your answer

the modern marketing concept is based on profit consideration. true 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 correct answer your answer select the blank question correct answer your answer

the sales person should frequently contact the customers to spot ________ & solve them. problems problems the ________ plan is undoubtedly to reward the salesman for his performance. compensation compensation

list of attempted questions and answers select the blank question correct answer your answer

most firms require many ________ types of sales people to perform different selling tasks. different 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 correct answer your answer

ratio information should be user friendly within the company. true 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 his actions.

the sales person assumes that prospect will purchase & conveys this assumption through

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 correct answer your answer

refresher training program is more ________ in its coverage of specialized topics. intensive intensive

select the blank question correct answer your answer

the 'sales vice-president' ________ sales volume through selling tactics. improves 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 correct answer your answer

a leader must not be accepted by his followers. false 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 finance. correct answer your answer true/false question correct answer your answer

the 'box-jenkins' application has been successful in ________, inventory control and production. production. negotiations will be successful if based on reasonable expectations. true 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 ________. correct answer your answer select the blank

unitization, palletisation & containerization are concepts which have revolutionized distribution & logistics distribution & logistics

question correct answer your answer

box-jenkins' is a ________ technique. mathematical. 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 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

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 correct answer your answer select the blank question areas. correct answer your answer

the term 'aida' refers to ________, interest, desire and action. attention approach account manager must also ________ to allow time to work on priorities and key result delegate 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 correct answer your answer

many firms do not deploy informal ways of socialization. false 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 correct answer your answer

new recruits need not be taught company's policies. false false

select the blank question correct answer your answer

leadership is ________ and continuous process. dynamic 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 inventory. correct answer your answer

supplies to be made should be equal to forecasted sales + opening inventory - closing false true

multiple choice single answer question the objective of "volume" for an industrial buyer is achieved by :-

correct answer your answer

profit from trading opportunities profit from trading opportunities

match the following question correct answer

your answer

working sales presentation. actual presentation. prospecting.

opening sales call and actual presentation.

knowing the potential customer.

opening sales call and

knowing the potential customer.

planning sales call. gathering of information regarding customer, competitor and product. gathering of information regarding customer, competitor and product. approaching the prospect. trying to establish rapport with customer. select the blank question correct answer your answer

trying to establish rapport with

the ________ approach involves two way communication with the prospect. question 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 correct answer your answer

the scope of initial training programs is not broader than refresher training program. false 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 correct answer your answer

space management planning is a merchandising support. false 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 correct answer your answer

a good leader must be ________ and adaptable to a given situation. flexible flexible

multiple choice single answer question management should view the recruitment and selection process as a sub-system of :correct answer your answer

sales force management. 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 correct answer your answer

improved stock management reduces ________. outstock situation 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 correct answer your answer

portfolio profit management adds value to accounts business for retail products. true true

match the following question correct 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 work with sales representative to provide technical advice & information before, during & after the purchase. work with sales representative to provide technical advice & information before, during & after the purchase. customer service representative. assist in installation, maintenance & regular servicing of products. sell from office via telephone. inside sales person. decisions.

sell from office via telephone.

top level sales person involved in taking

multiple choice multiple answer question hiring decision is also based on :correct answer temperament. , creativity. your answer temperament. , creativity. true/false question correct answer your answer

sales persons must be thoroughly familiar with the client's decision making process. true true

match the following question correct answer

your answer

organizing sales people

creating job description & recruiting sales people

creating job description & recruiting

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 to the sales people objectives & strategies

establishing & transmitting

evaluating creating performance standards & take remedial actions standards & take remedial actions

creating performance

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 correct answer your answer

good leaders are ________ communicators. effective 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 correct answer your answer

leaders realize that nothing in the world is permanent but change. true 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 not available. correct answer your answer

the information on the applicant is also provided through ________, if other sources are references 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 your answer

category planning document 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 correct answer your answer

________ develop greater product loyalty. product usage product usage

select the blank question correct answer your answer

________ agent files bill of entry in the customs. stevedoring 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 correct answer your answer

the retail outlets have location advantage in that they save the consumer's ________. travelling time 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 correct answer your answer

to achieve ________ objectives, effective sales presentation is required. price price

true/false question correct answer your answer

a sales job is different from other jobs. true 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 correct answer your answer

the service motive is ________ oriented. customer customer

match the following question correct 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 correct answer your answer

________ for social decision making avoids poorly executed social action. flowchart 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 correct answer your answer

the word 'tiger' is topologically inverted, geographically encoded records. false 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 correct answer your answer

the ________ resource for a sales executive is time. unique 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 correct answer your answer

space management planning is a merchandising support. false 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 correct answer your answer

all meetings should have a ________ purpose. selling 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 correct answer your answer

the disadvantage of hiring staff trainers includes ________ cost of maintaining the staff. total total

select the blank question correct answer your answer

________ is a major source of customer complaints. advertising personal selling

multiple choice single answer question sales force effectiveness can be improved through :correct answer training. your answer training. true/false question correct answer your answer

leaders realize that nothing in the world is permanent but change. true true

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 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 correct answer your answer true/false question correct answer your answer

________ is provided to technicians, retail sales staff and distributor's sales team. training training letter of indemnity is given by buyer if he does not have original bill of lading. false 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 correct answer your answer

the commissions, are paid on ________ achievements. measurable 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 & status

raw material control plan & status , production control plan & status , finance control plan

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 your answer weight true/false question correct answer your answer

in store merchandising , quality of sales representation , replenishment strategy in store merchandising , replenishment strategy , maximum load carried as % of gross

portfolio profit management adds value to accounts business for retail products. true 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 question correct answer

your answer

improvement in weight costs

bulk ratio reduces transportation costs

larger the load

less the cost of transportation

for effective logistics utilizing loads

bulk ratio reduces transportation

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.