McqMate
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 | |
| 26. |
……………….Is a marketing channel that has no intermediary levels. |
| A. | direct marketing channel |
| B. | indirect marketing channel |
| C. | forward channel |
| D. | hybrid channel |
| Answer» A. direct marketing channel | |
| 27. |
The difference between transactional selling and relationship selling is |
| A. | In transaction, selling buyers must pay cash |
| B. | In relationship selling, buyers and sellers must be related |
| C. | In transaction selling, sellers provide greater service |
| D. | In relationship selling, sellers work to provide value to their customers |
| Answer» D. In relationship selling, sellers work to provide value to their customers | |
| 28. |
A…………….Is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user. |
| A. | retailer |
| B. | wholesaler |
| C. | distribution channel |
| D. | middleman |
| Answer» C. distribution channel | |
| 29. |
The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as…………. |
| A. | Selling |
| B. | Sales policy |
| C. | Sales programme |
| D. | Sales planning |
| Answer» D. Sales planning | |
| 30. |
.Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's |
| A. | Natural conditions |
| B. | Technological feasibility |
| C. | Social and cultural norms |
| D. | Distribution structure |
| Answer» D. Distribution structure | |
| 31. |
Mr. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT |
| A. | Human resources |
| B. | Financial resources |
| C. | Service capabilities |
| D. | Social and cultural environment |
| Answer» D. Social and cultural environment | |
| 32. |
Which is not a strategic role of sales management? |
| A. | Tracking |
| B. | Reporting |
| C. | Delivery |
| D. | Optimizes distribution |
| Answer» C. Delivery | |
| 33. |
John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of: |
| A. | Determining compensation and incentives |
| B. | Equal treatment in hiring and promotion |
| C. | Respect for individuals in supervisory and training programs |
| D. | Fairness in the design of sales territories |
| Answer» C. Respect for individuals in supervisory and training programs | |
| 34. |
large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as……………….. |
| A. | Wholesaler |
| B. | Sole selling agent |
| C. | Direct marketing channel |
| D. | Semi-wholesalers |
| Answer» A. Wholesaler | |
| 35. |
Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to |
| A. | Respond to current crises |
| B. | Identify future threats and opportunities |
| C. | Determine personnel performance |
| D. | Allocate financial resources |
| Answer» B. Identify future threats and opportunities | |
| 36. |
Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of: |
| A. | Determining compensation and incentives |
| B. | Equal treatment in hiring and promotion |
| C. | Respect for individuals in supervisory and training programs |
| D. | Fairness in the design of sales territories |
| Answer» A. Determining compensation and incentives | |
| 37. |
What is the full form of CIS? |
| A. | Channel integrated system |
| B. | Channel induced system |
| C. | Channel information system |
| D. | Channel incorporated system |
| Answer» C. Channel information system | |
| 38. |
Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture? |
| A. | A longer than usual distribution channel due to a rail strike |
| B. | Consumer trend toward treating gardens like another room |
| C. | The popularity of metal lawn furniture that looks vintage rather than newly bought |
| D. | A flood at the manufacturer's main warehouse |
| Answer» D. A flood at the manufacturer's main warehouse | |
| 39. |
What is the full form of VMS? |
| A. | Velocity moving system |
| B. | Vertical marketing system |
| C. | Vertical moving system |
| D. | Very moveable system |
| Answer» B. Vertical marketing system | |
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