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. |
One of the objective of sales organization is …………. |
| A. | To build team work |
| B. | To maintain co-relation |
| C. | To increase managerial efficiency |
| D. | None of the above |
| Answer» C. To increase managerial efficiency | |
| 2. |
Sales organization is needed for ………………. |
| A. | Providing insight into avenues or advancement |
| B. | Increasing morale |
| C. | Increasing profitability |
| D. | To build team work |
| Answer» A. Providing insight into avenues or advancement | |
| 3. |
Line and staff organization usually result as the size of the operations ………………. |
| A. | Slows |
| B. | Grows |
| C. | Diminishing |
| D. | Increasing |
| Answer» B. Grows | |
| 4. |
……………is the most basic forms of sales organization, characterized by a chain of command running from the top sales executive down to the level of salesman. |
| A. | Staff sales orgainisation |
| B. | Functional sales organization |
| C. | Line sales organization |
| D. | None of the above |
| Answer» C. Line sales organization | |
| 5. |
………………method is based on marginal -analysis theory of economics. Its basic concept Is that net profit will increase in the amount of sales revenue exceed the incremental costs. |
| A. | Breakdown method |
| B. | Incremental method |
| C. | None of the above |
| D. | Potential method |
| Answer» B. Incremental method | |
| 6. |
……………….and ………….are thee source of recruitment in the sales organisation. |
| A. | Company Executive and placement agencies |
| B. | Managers and salesmen |
| C. | Trustee and Manager |
| D. | Partners |
| Answer» A. Company Executive and placement agencies | |
| 7. |
………….The interview simulates the applicant would meet in actual selling situated and provides a way to observe the application’s reaction to them. |
| A. | Personal |
| B. | Formal |
| C. | Stress |
| D. | None of the above |
| Answer» C. Stress | |
| 8. |
……………measures how well a person can perform particular tasks with maximum motivation. |
| A. | Projective tests |
| B. | Test of ability |
| C. | Interest test |
| D. | Test of habitual characteristics |
| Answer» B. Test of ability | |
| 9. |
According to ……………..Training is the act of increasing the knowledge and skill of an employee for doing a particular job. |
| A. | Edwin. B.Flippo |
| B. | H.R. Tosdal |
| C. | C.L. Bolling |
| D. | Peter Drucker |
| Answer» A. Edwin. B.Flippo | |
| 10. |
A good sales organization is a ……………….for effective sales planning. |
| A. | Planning |
| B. | Organising |
| C. | Decision making |
| D. | Foundation |
| Answer» D. Foundation | |
| 11. |
Sales organization is the ………….through which a sales manager’s philosophy is translated into action |
| A. | Mechanism |
| B. | Tool |
| C. | Technique |
| D. | Strategy |
| Answer» A. Mechanism | |
| 12. |
……………is the group of individual striving jointly to reach certain goals and bearing formal as well as informal relation to each other. |
| A. | Sales organization |
| B. | Joint venture |
| C. | Sole trader |
| D. | None of the above |
| Answer» A. Sales organization | |
| 13. |
In sales organization the work of sales department is divided in ………… |
| A. | Group |
| B. | Different task |
| C. | Sole trade |
| D. | In two partners |
| Answer» B. Different task | |
| 14. |
A sound sales organization increases ……………. |
| A. | Managerial efficiency |
| B. | Organizational behavior |
| C. | Customer relationship |
| D. | Decision |
| Answer» A. Managerial efficiency | |
| 15. |
To handle all the jobs and work of sales department is divided into division and ………….. |
| A. | Sub division |
| B. | Group |
| C. | Countries |
| D. | Different peoples |
| Answer» A. Sub division | |
| 16. |
The principle of ‘Right man on right job’ is followed for assigning these activities to different………… |
| A. | Persons |
| B. | Cities |
| C. | States |
| D. | Departments |
| Answer» A. Persons | |
| 17. |
Sales organization helps in developing ……………. |
| A. | Group activity |
| B. | Different task |
| C. | Sales force |
| D. | None of the above |
| Answer» C. Sales force | |
| 18. |
If the goods are sold on credit bases,………..the amount of ………………is to be collected. |
| A. | Credit sales |
| B. | Credit purchase |
| C. | Cash Sales |
| D. | Bad-debts |
| Answer» A. Credit sales | |
| 19. |
Effective and courteous correspondence with customers reflects ……………of the organization to the prospective cutomer. |
| A. | Good image |
| B. | Depreciation |
| C. | Sales |
| D. | Net profit |
| Answer» A. Good image | |
| 20. |
Sales department helps the organization in increasing ………………… |
| A. | Raw material Purchase |
| B. | Decision making |
| C. | Credit sales |
| D. | Sales Volume |
| Answer» D. Sales Volume | |
| 21. |
……………………..bridges the gap between the market and the productive capacity of the firm. |
| A. | Sales Organization |
| B. | Purchase Department |
| C. | General Manager |
| D. | All of the above |
| Answer» A. Sales Organization | |
| 22. |
Sales organization defines the relation ship between people in the organization in term of authority, responsibility and …………… |
| A. | Accountability |
| B. | Management |
| C. | Controlling the expenses |
| D. | Process |
| Answer» A. Accountability | |
| 23. |
No two companies have ………………..sales organization structure. |
| A. | Identical |
| B. | Different |
| C. | Very few similar |
| D. | None of the above |
| Answer» A. Identical | |
| 24. |
The flow of information may be both horizontal and ……………… |
| A. | Vertical |
| B. | From bottom to top |
| C. | From top to bottom |
| D. | None of the above |
| Answer» A. Vertical | |
| 25. |
The … …………….organization is the basic form of sales organization. |
| A. | Line sales |
| B. | Credit sales |
| C. | Credit purchase |
| D. | Co-operative societies |
| Answer» A. Line sales | |
| 26. |
………………….organization is extensively used in similar firms are those dealing in a narrow product line, or selling in a limited geographic area. |
| A. | Line organization |
| B. | Sales department |
| C. | Management |
| D. | Joint venture companies |
| Answer» A. Line organization | |
| 27. |
………………………..organization becomes inappropriate in case of rapidly growing organization are those with large sales staff, as growing departments necessitate additional layers of executives to be added. |
| A. | Staff organization |
| B. | Line Organization |
| C. | Parallel organization |
| D. | None of the above |
| Answer» B. Line Organization | |
| 28. |
……… and ………….organization sometimes generates problems of interpersonal relation |
| A. | Staff And Line |
| B. | Staff and Square |
| C. | Vertical and horizonal |
| D. | Sales and manufacturing |
| Answer» A. Staff And Line | |
| 29. |
……………….specialist do not share direct responsibility for result is also resented by some line executives. |
| A. | Staff |
| B. | Manager |
| C. | Department head |
| D. | None of the above |
| Answer» A. Staff | |
| 30. |
The organization is headed managed by ………………. |
| A. | Managing Director |
| B. | Department head |
| C. | Co- Ordinator |
| D. | Employees |
| Answer» A. Managing Director | |
| 31. |
The organization is headed by the managing director who has reporting to him line managers called ……………. |
| A. | Reginal Manager |
| B. | Deputy Manager |
| C. | Head of the department |
| D. | None of the above |
| Answer» A. Reginal Manager | |
| 32. |
Which is not a way that sales forces differs from other employees? |
| A. | Salespeople set their hours of working |
| B. | Salespeople represent their company to customers and to society in general |
| C. | The Sales Force is largely responsible for implementing a firm's marketing strategies in the field |
| D. | Sales people are among the few employees authorized to spend company funds |
| Answer» A. Salespeople set their hours of working | |
| 33. |
_________ is actually support the sales persons, perform the promotional activities and work with training and education (may work directly with customer). |
| A. | Sales support |
| B. | Key account seller |
| C. | Delivery seller |
| D. | Missionary seller |
| Answer» A. Sales support | |
| 34. |
________ facilitate sales to established accounts, they do not actually sell, per se, but rather leave the selling to the key account personnel or the consultative sales personnel. |
| A. | Sales support |
| B. | Key account seller |
| C. | Delivery seller |
| D. | New business seller |
| Answer» C. Delivery seller | |
| 35. |
Which is the following is the correct sequence for coporate selling. |
| A. | Pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment, and follow up |
| B. | Follow up, prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gain commitment |
| C. | Presentation, prospecting, pre-approach, approach, need assessment, meeting objective, gain commitment and follow up |
| D. | Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up |
| Answer» D. Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up | |
| 36. |
Which one is not a multiple realtionship strategies. |
| A. | Multiple Relationship Strategy |
| B. | All our multiple relationship strategies |
| C. | Consultative Selling |
| D. | Transactional Selling |
| Answer» B. All our multiple relationship strategies | |
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