Chapters
| 1. |
Sales management is discipline of …………….benefits a company and its customers receive from the efforts of its sales force. |
| A. | Minimizing |
| B. | Maximizing |
| C. | Controlling |
| D. | None of the above |
| Answer» B. Maximizing | |
| 2. |
According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force. |
| A. | Rachman & Romane |
| B. | B.R.Canfield |
| C. | Hampton & Zubin |
| D. | American marketing Association |
| Answer» A. Rachman & Romane | |
| 3. |
The amin objective of sales management are ……………… |
| A. | Decrease in profits and continuous growth |
| B. | Increase in profits and stagnant growth |
| C. | Increase in profits and continuous growth |
| D. | Decrease in profits and stagnant growth |
| Answer» C. Increase in profits and continuous growth | |
| 4. |
Sales management achieves personal selling objectives through …………… |
| A. | Personal Selling Strategy |
| B. | Interpersonal selling strategy |
| C. | Selling strategy |
| D. | None of the above |
| Answer» A. Personal Selling Strategy | |
| 5. |
Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales. |
| A. | Strategy |
| B. | Training and management |
| C. | Management |
| D. | None of the above |
| Answer» B. Training and management | |
| 6. |
Sales management is the ………………….of sales staff, and the tracking and reporting of the company’s sales. |
| A. | Management |
| B. | Selling strategy |
| C. | Demonstration |
| D. | Development of human resources |
| Answer» D. Development of human resources | |
| 7. |
The scope of sales management is confined not only to self centered corporate goal profit and sales maximization but also to …………….. |
| A. | Good welfare |
| B. | Consumer welfare |
| C. | Organization welfare |
| D. | Individual welfare |
| Answer» B. Consumer welfare | |
| 8. |
………….is the fundamental guiding principle of sales management. |
| A. | Customer delight |
| B. | Customer orientation |
| C. | Client satisfacation |
| D. | None of the above |
| Answer» A. Customer delight | |
| 9. |
In an organization ………………..is also very useful when technically complex products are in the process to sell. |
| A. | Individual selling approach |
| B. | Group selling approach |
| C. | Team based selling approach |
| D. | None of the above |
| Answer» C. Team based selling approach | |
| 10. |
One of the element of sales planning is to ………for selling activities. |
| A. | Set objectives |
| B. | Schedule objectives |
| C. | Track Objectives |
| D. | None of the above |
| Answer» A. Set objectives | |
| 11. |
Avon, Amway, and Tupperware use which of the following forms of channel distribution? |
| A. | direct marketing channel |
| B. | indirect marketing channel |
| C. | forward channel |
| D. | fashion channel |
| Answer» A. direct marketing channel | |
| 12. |
From the economic system’s point of view, the role of marketing intermediaries is to transform: |
| A. | raw products into finished products. |
| B. | consumer needs into producer needs. |
| C. | consumer needs and wants into product desires. |
| D. | assortments of products made by producers into the assortments wanted by consumers. |
| Answer» D. assortments of products made by producers into the assortments wanted by consumers. | |
| 13. |
When the manufacturer establishes two or more channels catering to the same market, then …………… occurs. |
| A. | Vertical channel conflict |
| B. | Horizontal channel conflict |
| C. | Multi channel conflict |
| D. | None of the above |
| Answer» C. Multi channel conflict | |
| 14. |
A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ………….gaps that separate goods and services from those who would use them. |
| A. | possession |
| B. | profit |
| C. | image |
| D. | psychological |
| Answer» A. possession | |
| 15. |
Through their contacts, experience, specialization, and scale of operation,usually offer the firm more than it can achieve on its own. |
| A. | manufacturers |
| B. | producers |
| C. | direct marketers |
| D. | intermediaries |
| Answer» D. intermediaries | |
| 16. |
Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms? |
| A. | direct marketing channel |
| B. | indirect marketing channel |
| C. | horizontal channel |
| D. | synthetic channel |
| Answer» B. indirect marketing channel | |
| 17. |
Using manufacturer’s representatives or sales branches is usually a characteristic of which of the following channel forms? |
| A. | business marketing channels |
| B. | customer marketing channels |
| C. | service marketing channels |
| D. | direct marketing channels |
| Answer» D. direct marketing channels | |
| 18. |
Transporting and storing goods is part of which of the following marketing channel functions? |
| A. | negotiation |
| B. | physical distribution |
| C. | contact |
| D. | matching |
| Answer» B. physical distribution | |
| 19. |
Who sells to the customers? |
| A. | Semi wholesalers |
| B. | Wholesalers |
| C. | Retailer |
| D. | Distributor |
| Answer» C. Retailer | |
| 20. |
The benefits of marketing channels are……….. |
| A. | Cost saving |
| B. | Time saving |
| C. | Financial support given |
| D. | All of above |
| Answer» D. All of above | |
| 21. |
……………..is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer. |
| A. | A direct marketing channel |
| B. | An indirect marketing channel |
| C. | A channel level |
| D. | A channel switching system |
| Answer» C. A channel level | |
| 22. |
Which of the following statements about sales force management is true? |
| A. | The sales force is the firm's most direct link to the customer |
| B. | The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today |
| C. | As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented |
| D. | Personal selling is usually less expensive than advertising |
| Answer» C. As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented | |
| 23. |
With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel. |
| A. | width |
| B. | depth |
| C. | length |
| D. | similarity |
| Answer» C. length | |
| 24. |
Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as………. |
| A. | Corporate vertical marketing systems |
| B. | Contractual vertical marketing systems |
| C. | Administered vertical |
| D. | None of the above |
| Answer» B. Contractual vertical marketing systems | |
| 25. |
Which of the following statements about the sales force in the 21st century is true? |
| A. | Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss |
| B. | Transactional exchanges no longer occur |
| C. | Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort |
| D. | Salespeople make little use of the Internet because they realize the importance of the personal touch |
| Answer» A. Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss | |