McqMate
These multiple-choice questions (MCQs) are designed to enhance your knowledge and understanding in the following areas: Bachelor of Business Administration (BBA) .
Chapters
| 1. |
………………involves identifying activities management feels the salespeople should perform to produce the desired results. |
| A. | SWOT analysis |
| B. | Environmental audit |
| C. | Training analysis |
| D. | Needs assessment |
| Answer» D. Needs assessment | |
| 2. |
Which of the following is NOT an example of behavioral measures used to evaluate salespeople? |
| A. | assessment of salesperson's attitude and attention to customers |
| B. | product knowledge and selling and communication skills |
| C. | appearance and professional demeanor |
| D. | accounts generated and profit achieved |
| Answer» D. accounts generated and profit achieved | |
| 3. |
Which are the most basic forms of the sales organization? |
| A. | Line sales organization |
| B. | Line and staff sales organization |
| C. | Functional sales organization |
| D. | None of the above |
| Answer» A. Line sales organization | |
| 4. |
Companies engage in sales training to: |
| A. | increase absenteeism and turnover |
| B. | increase selling costs |
| C. | decrease sales volume |
| D. | change or reinforce behavior that makes salespeople more efficient |
| Answer» D. change or reinforce behavior that makes salespeople more efficient | |
| 5. |
The formula N = S/P (1 + T) is for……………… |
| A. | Workload |
| B. | Sales potential (or breakdown) |
| C. | Incremental |
| D. | None of the above |
| Answer» B. Sales potential (or breakdown) | |
| 6. |
The sales force can play a central role in achieving a marketing orientation strategy, by |
| A. | Maintaining infrequent contact with customer |
| B. | Collecting and disseminating market information |
| C. | Focusing on cutting costs |
| D. | Following the competition's lead |
| Answer» B. Collecting and disseminating market information | |
| 7. |
From management's point of view, what is the advantage of a straight salary compensation plan? |
| A. | With a straight salary plan, selling costs are kept in proportion to sales. |
| B. | The straight salary plan is simple and economical to administer. |
| C. | With a straight salary plan, salespeople have the assurance of positive feedback. |
| D. | A straight salary plan links performance to leadership style. |
| Answer» B. The straight salary plan is simple and economical to administer. | |
| 8. |
The most critical impact to a sales organization affected by down-sizing is that: |
| A. | The sales team is de-motivated |
| B. | The company must recalculate sales budgets |
| C. | The sales workload must be redistributed |
| D. | Customers may change suppliers due to severed relationship with salesperson |
| Answer» D. Customers may change suppliers due to severed relationship with salesperson | |
| 9. |
The three major tasks involved in the implementation stage of the sales management process are: |
| A. | salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation. |
| B. | Developing account management policies, implementing the account management policies, correcting the account management policies. |
| C. | Setting sales objectives, organizing the salesforce, and developing account management policies. |
| D. | Organizing the salesforce, quantitative assessment, and follow-up. |
| Answer» A. salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation. | |
| 10. |
In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs? |
| A. | Workload |
| B. | Sales potential (or breakdown) |
| C. | Incremental |
| D. | None of the above |
| Answer» C. Incremental | |
| 11. |
An effective sales plan objective should be: |
| A. | Precise, measurable, and time specific. |
| B. | General, measurable, and flexible. |
| C. | Profitable, subjective, and measurable. |
| D. | Precise, profitable, and flexible. |
| Answer» A. Precise, measurable, and time specific. | |
| 12. |
If a company chooses to employ its own sales force, the three organizational structures it may use are: |
| A. | Dollar volume, geography, and customer. |
| B. | Geography, customer, and product. |
| C. | Geography, market size, and product. |
| D. | Market size, product, and customer. |
| Answer» B. Geography, customer, and product. | |
| 13. |
………………is teaching how to do the jobs. |
| A. | Sales personnel |
| B. | Sales target |
| C. | Sales force training |
| D. | Induction |
| Answer» C. Sales force training | |
| 14. |
Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force? |
| A. | wage level in relation to salespeople in other organizations in the industry |
| B. | salesperson's individual wage |
| C. | wage structure for the sales force |
| D. | number of new customers in each sales territory |
| Answer» D. number of new customers in each sales territory | |
| 15. |
Which of the following elements is NOT used for determining the size of a sales force in the workload method? |
| A. | Number of salespeople. |
| B. | Number of customers. |
| C. | Length of an average call. |
| D. | Number of years in sales experience |
| Answer» D. Number of years in sales experience | |
| 16. |
The most frequently used type of compensation plan is a: |
| A. | Straight salary compensation plan. |
| B. | Straight commission compensation plan. |
| C. | Combination compensation plan. |
| D. | Weighted compensation plan. |
| Answer» C. Combination compensation plan. | |
| 17. |
In medium and large firms, one would find the………………types of organization |
| A. | Line sales organization |
| B. | Line and staff sales organization |
| C. | Functional sales organization |
| D. | None of the above |
| Answer» B. Line and staff sales organization | |
| 18. |
The first step in determining how a firm's sales force compensation program will be structured is to determine the: |
| A. | Wage level relative to salespeople in other organizations in the industry |
| B. | Salesperson's individual wage |
| C. | Wage structure for the sales force |
| D. | Number of new customers in each sales territory |
| Answer» A. Wage level relative to salespeople in other organizations in the industry | |
| 19. |
When commission is combined with a base salary it is known as……………… |
| A. | Commission based compensation plans |
| B. | Straight salary compensation plan |
| C. | Territory volume compensation plans |
| D. | Profit margin/ revenue based sales compensation plans |
| Answer» A. Commission based compensation plans | |
| 20. |
There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes: |
| A. | Recognition dinners, certificates of achievement, and features in sales newsletters |
| B. | Larger accounts and sales territories |
| C. | Personal development opportunities, merit salary increases, and promotions |
| D. | Promotions, certificates of achievement, and larger sales territories |
| Answer» A. Recognition dinners, certificates of achievement, and features in sales newsletters | |
| 21. |
Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as………….. |
| A. | Job analysis |
| B. | Physical examination |
| C. | Projective tests |
| D. | Training |
| Answer» A. Job analysis | |
| 22. |
All of the following would be major sales force management decision steps EXCEPT: |
| A. | Designing sales force strategy and structure. |
| B. | Supervising salespeople. |
| C. | Global management and marketing structures. |
| D. | Recruiting and selecting salespeople. |
| Answer» C. Global management and marketing structures. | |
| 23. |
In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work? |
| A. | Line sales organization |
| B. | Line and staff sales organization |
| C. | Functional sales organization |
| D. | None of the above |
| Answer» C. Functional sales organization | |
| 24. |
Which of the following WOULD NOT be a method of establishing sales force structure? |
| A. | Territorial sales force structure. |
| B. | Lifestyle sales force structure. |
| C. | Product sales force structure. |
| D. | Customer sales force structure. |
| Answer» B. Lifestyle sales force structure. | |
| 25. |
In which type of compensation plan there is no incentives? |
| A. | Commission based compensation plans |
| B. | Straight salary compensation plan |
| C. | Territory volume compensation plans |
| D. | Profit margin/ revenue based sales compensation plans |
| Answer» B. Straight salary compensation plan | |
| 26. |
Tests of intelligence tests are known as………………… |
| A. | Projective tests |
| B. | Tests of habitual characteristics |
| C. | Tests of ability |
| D. | Achievement tests |
| Answer» C. Tests of ability | |
| 27. |
There are three interrelated elements of rewards for salespeople. One of the elements is direct financial rewards and includes: |
| A. | Salary, commission, and career advancement |
| B. | Merit salary increases, commission, and better territory |
| C. | Merit salary increases, bonuses, and commissions |
| D. | Larger sales territories, bonuses, insurance, and a certificate of achievement |
| Answer» C. Merit salary increases, bonuses, and commissions | |
| 28. |
Which is of these is how sales is in the 21st Century? |
| A. | Keep tabs on changing technologies |
| B. | Treat sales personnel as equals |
| C. | Executive selling for high level accounts |
| D. | Work closely with internal departments |
| Answer» C. Executive selling for high level accounts | |
| 29. |
Which is a way to move toward relationship selling versus transactional selling? |
| A. | All of the above a ways to move toward relationship selling |
| B. | Price for profit |
| C. | Retain Accounts |
| D. | Preferred Suppliers |
| Answer» A. All of the above a ways to move toward relationship selling | |
| 30. |
______ is business sell lists of prospects. |
| A. | Cold canvassing |
| B. | Company sources |
| C. | External referral agencies |
| D. | Published directories |
| Answer» C. External referral agencies | |
| 31. |
Earning 20% return on investment is an example of which strategic marketing planning. |
| A. | Objective |
| B. | Tactics |
| C. | Neither |
| D. | Strategy |
| Answer» A. Objective | |
| 32. |
__________ is how the products will benefit the company. |
| A. | New business seller |
| B. | Key account seller |
| C. | Missionary seller |
| D. | Consultative seller |
| Answer» D. Consultative seller | |
| 33. |
In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names. |
| A. | Company source |
| B. | External referral agencies |
| C. | Published directories |
| D. | Customer referrals |
| Answer» D. Customer referrals | |
| 34. |
_________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps) |
| A. | Sales support |
| B. | New business seller |
| C. | Delivery seller |
| D. | Missionary seller |
| Answer» D. Missionary seller | |
| 35. |
___________ is the planning stage, learning about the customer and learning about who makes the final decision. |
| A. | Pre-approach |
| B. | Approach |
| C. | The Needs assessment |
| D. | Prospecting |
| Answer» A. Pre-approach | |
| 36. |
Selling has been around for years, according to history, which one is not a form of selling? |
| A. | Canvassers |
| B. | Book Agents |
| C. | Bookies |
| D. | Peddlers |
| Answer» C. Bookies | |
| 37. |
Which is a level that is found amongst sales managers? |
| A. | Coordinator |
| B. | CEO |
| C. | District Manager |
| D. | Regional President |
| Answer» C. District Manager | |
| 38. |
________ is realizing upon making the call that the information needs to be reassessed. |
| A. | Needs assessment |
| B. | Sales pipeline |
| C. | Adaptive selling |
| D. | Pre-approach |
| Answer» C. Adaptive selling | |
| 39. |
_______ is simply a full listing of the names and contact information for all prospects, categorized by how likely they are to purchase the product. |
| A. | Customer research |
| B. | Adaptive selling |
| C. | Sales pipeline |
| D. | Need assessment |
| Answer» C. Sales pipeline | |
| 40. |
Prospecting involves two components _____________ and ___________. |
| A. | Task finding and task orientation |
| B. | Identifying leads and qualifying leads |
| C. | Task finding and qualifying leads |
| D. | Identifying leads, task finding |
| Answer» B. Identifying leads and qualifying leads | |
| 41. |
_________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account. |
| A. | Key account seller |
| B. | Delivery seller |
| C. | Consultative seller |
| D. | New business seller |
| Answer» A. Key account seller | |
| 42. |
_________ is when unannounced calls are made |
| A. | Cold canvassing |
| B. | Published directories |
| C. | Company sources |
| D. | Networking |
| Answer» A. Cold canvassing | |
| 43. |
________ is knowing what is needed as new products are being developed |
| A. | Significant teamwork |
| B. | Open Communication |
| C. | Customers and the planning process |
| D. | Integration of Marketing |
| Answer» C. Customers and the planning process | |
| 44. |
A manager are team leaders but can fail if _____________________________ |
| A. | Treat sales personnel as equals |
| B. | Exceed customer expectations by bringing additional value |
| C. | Don't have structure and discipline |
| D. | Work closely with internal departments |
| Answer» C. Don't have structure and discipline | |
| 45. |
In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________ |
| A. | Original questions |
| B. | None of the answers |
| C. | Task oriented questions |
| D. | Confirmatory questions |
| Answer» D. Confirmatory questions | |
| 46. |
________ is with there is a buying center,team selling and the use of total quality management. |
| A. | Integration of marketing |
| B. | Integrating of production and sales |
| C. | Significant teamwork |
| D. | Customers and the planning process |
| Answer» C. Significant teamwork | |
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