Which of the following provides the backbone of marketing?
A.
Sales forecasting
B.
Profit forecasting
C.
Market targeting
D.
Market segmentation
Answer»
A. Sales forecasting
2.
The types of sales forecasting include
A.
Micro forecasting
B.
Macro forecasting
C.
Both (1) and (2)
D.
Minor forecasting
Answer»
C. Both (1) and (2)
3.
Macro forecasting is concerned with forecasting markets in
A.
Fragmentation
B.
Segmentation
C.
Totality
D.
Partiality
Answer»
C. Totality
4.
Micro forecasting determines
A.
Product's market share
B.
Price's market share
C.
Place's market share
D.
Product's price
Answer»
A. Product's market share
5.
The type of forecasting is selected on the basis of
A.
Degree of accuracy
B.
Availability of data
C.
Time horizon
D.
All of the above
Answer»
D. All of the above
6.
Which of the following is/are the type of sales forecast on the basis of time frame
A.
Short range
B.
Long range
C.
Perspective planning forecast
D.
All of the above
Answer»
D. All of the above
7.
Sales forecasting involves study of
A.
Sales planning
B.
Distribution outlets
C.
Consumer needs and demands
D.
All of the above
Answer»
D. All of the above
8.
Sales forecasting involves
A.
Sales Planning
B.
Sales Pricing
C.
Distribution channels
D.
Consumer tastes
Answer»
A. Sales Planning
9.
Benchmark' means
A.
Sales performance measurement
B.
Marks given to salesperson
C.
Appraisal
D.
Standard values for comparison
Answer»
D. Standard values for comparison
10.
The analytics and statistical method of sales forecasting include
A.
Extrapolation method
B.
Moving average method
C.
Time series analysis
D.
All of the above
Answer»
D. All of the above
11.
The first stage in creating the sales forecasting is to estimate
A.
Market demand
B.
Profit
C.
Wealth
D.
Prospect
Answer»
A. Market demand
12.
The component of sales forecast is/are
A.
Sales target
B.
Sales budget
C.
Both (1) and (2)
D.
Sales volume
Answer»
C. Both (1) and (2)
13.
Sales forecasting can be based on which of the following information?
A.
What customers say about the product
B.
What customers are actually doing
C.
What customers have done in the past
D.
All of the above
Answer»
D. All of the above
14.
A common method of preparing sales forecast consists of
A.
Prepare a macro economic forecast
B.
Prepare on industry sales forecast
C.
Prepare a company sales forecast
D.
All of the above
Answer»
D. All of the above
15.
Which of the following are included in sales forecasting?
A.
Sales pricing
B.
Sales planning
C.
Distribution channels
D.
All of the above
Answer»
D. All of the above
16.
………….of the following are the steps of traditional selling strategy?
A.
Prospective
B.
Qualifying
C.
Approach
D.
All of the above.
Answer»
D. All of the above.
17.
Which of the following is not a part of traditional selling strategy?
A.
Approach
B.
Pre approach
C.
Presentation
D.
Online sales
Answer»
D. Online sales
18.
Which of the following is the foundational step of the sales process?
A.
Solve the objections
B.
Follow-up
C.
Prospecting
D.
Presentation
Answer»
C. Prospecting
19.
Before planning a sale, which or the following activity is conducted by the sales person?
A.
Approach
B.
Research
C.
Follow-up
D.
Presentation
Answer»
B. Research
20.
Which of the following is a part of pre-approach process?
A.
Knowing customer’s need
B.
Learning relevant background.
C.
Researches prospects
D.
All of the above.
Answer»
D. All of the above.
21.
Which of the following is not a part of approach?
A.
Introduction
B.
Warm up questions
C.
Explaining who you are and whom you represent
D.
Agreeing on the terms of sales.
Answer»
D. Agreeing on the terms of sales.
22.
Which of the following are the way of approach?
A.
Phone
B.
email
C.
In person
D.
All of the above
Answer»
D. All of the above
23.
Which of the following activity is explaining how the product meets that person or
company’s need?
A.
Presentation
B.
Follow-up
C.
Qualifying
D.
Prospective
Answer»
A. Presentation
24.
Which of the following activity should be done after presentation?
A.
Handling objection
B.
Closing the sale
C.
Following-up
D.
None of the above
Answer»
A. Handling objection
25.
What is the final step of traditional selling strategy?
A.
Following-up
B.
Closing the sales
C.
Approach
D.
Pre approach.
Answer»
A. Following-up
26.
Which of the following activity is offered by online airline services?
A.
Booking
B.
Seats selection
C.
Automated flight status
D.
All of the above
Answer»
D. All of the above
27.
What is the purpose of alliances created by travel companies?
A.
Reduce purchasing cost
B.
Increase sales
C.
both a and b
D.
None of a and b
Answer»
C. both a and b
28.
Which of the following is the benefit of online stoke trading?
A.
Cost benefit
B.
Flexible
C.
Full control
D.
All of the above
Answer»
D. All of the above
29.
Which of the following is not the benefit of online stoke trading?
A.
Handy tools
B.
Proper information
C.
Time consuming
D.
Flexibility
Answer»
C. Time consuming
30.
Handy tools in online stoke trading includes…
A.
Interest earned
B.
Financial screeners to research stock and bonds
C.
Yield returns
D.
All of the above
Answer»
D. All of the above
31.
Which of the following is the factor contributing the drastic growth of online investing?
A.
Easy and ready access to the data
B.
Offering transactions at the lower price
C.
both a and b
D.
None of the above
Answer»
C. both a and b
32.
Which type deals with auction ?
A.
B2B
B.
C2B
C.
C2B
D.
C2C
Answer»
D. C2C
33.
Which segment is ebay an example?
A.
B2B
B.
C2C
C.
C2B
D.
none of the above
Answer»
D. none of the above
34.
Which type of e-commerce focuses on consumers dealing with each others?
A.
B2B
B.
B2C
C.
C2B
D.
C2C
Answer»
D. C2C
35.
Mobile Commerce can be defined as –
A.
M-Phil
B.
M-Business
C.
M-Com.
D.
M-organization
Answer»
C. M-Com.
36.
Define forecasting as a systematic attempt to people the future by interference from
known facts.
A.
Allen
B.
Henry fayol
C.
American Marketing Association
D.
None of the above
Answer»
A. Allen
37.
One of the objectives of forecasting is to determine……………
A.
Regular supply of raw materials
B.
A Suitable production policy
C.
Best utilization of machines
D.
None of the above
Answer»
B. A Suitable production policy
38.
One of the long term objectives of forecasting is to provide…………
A.
Long term production
B.
Plant capacity
C.
Labour
D.
Short term production
Answer»
C. Labour
39.
One of the purpose of sales quota is to evaluate the ……………….
A.
Performance
B.
Goals and incentives
C.
Salesperson activities
D.
None of the above
Answer»
A. Performance
40.
…………….is set for an individual salesperson, geographical areas, product lines or
distributive outlet or for any one or more of these on combination.
A.
Past sales
B.
Sales volumes quotas
C.
None of the above
D.
Total market estimates
Answer»
B. Sales volumes quotas
41.
A………is a goal set for a salesperson or sales department measured in revenue or units
sold for a specific time.
A.
Sales forecasting
B.
Sales quotas
C.
Sales Targets
D.
None of the above
Answer»
C. Sales Targets
42.
………………..is a detailed examination of salts volume by territory.
A.
Sales control
B.
Sales target
C.
Sales attribute
D.
Sales analysis
Answer»
D. Sales analysis
43.
………………..are maintained by accounting department sales organization. These records
are made of salesmen’s reports.
A.
Sales records
B.
Sales reports
C.
Sales analysis
D.
None of the above
Answer»
A. Sales records
44.
A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.
