McqMate
These multiple-choice questions (MCQs) are designed to enhance your knowledge and understanding in the following areas: Bachelor of Business Administration (BBA) .
Chapters
| 101. |
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 | |
| 102. |
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 | |
| 103. |
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 | |
| 104. |
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 | |
| 105. |
______ is business sell lists of prospects. |
| A. | Cold canvassing |
| B. | Company sources |
| C. | External referral agencies |
| D. | Published directories |
| Answer» C. External referral agencies | |
| 106. |
Earning 20% return on investment is an example of which strategic marketing planning. |
| A. | Objective |
| B. | Tactics |
| C. | Neither |
| D. | Strategy |
| Answer» A. Objective | |
| 107. |
__________ 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 | |
| 108. |
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 | |
| 109. |
_________ 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 | |
| 110. |
___________ 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 | |
| 111. |
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 | |
| 112. |
Which is a level that is found amongst sales managers? |
| A. | Coordinator |
| B. | CEO |
| C. | District Manager |
| D. | Regional President |
| Answer» C. District Manager | |
| 113. |
________ 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 | |
| 114. |
_______ 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 | |
| 115. |
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 | |
| 116. |
_________ 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 | |
| 117. |
_________ is when unannounced calls are made |
| A. | Cold canvassing |
| B. | Published directories |
| C. | Company sources |
| D. | Networking |
| Answer» A. Cold canvassing | |
| 118. |
________ 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 | |
| 119. |
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 | |
| 120. |
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 | |
| 121. |
________ 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 | |
| 122. |
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 | |
| 123. |
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) | |
| 124. |
Macro forecasting is concerned with forecasting markets in |
| A. | Fragmentation |
| B. | Segmentation |
| C. | Totality |
| D. | Partiality |
| Answer» C. Totality | |
| 125. |
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 | |
| 126. |
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 | |
| 127. |
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 | |
| 128. |
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 | |
| 129. |
Sales forecasting involves |
| A. | Sales Planning |
| B. | Sales Pricing |
| C. | Distribution channels |
| D. | Consumer tastes |
| Answer» A. Sales Planning | |
| 130. |
Benchmark' means |
| A. | Sales performance measurement |
| B. | Marks given to salesperson |
| C. | Appraisal |
| D. | Standard values for comparison |
| Answer» D. Standard values for comparison | |
| 131. |
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 | |
| 132. |
The first stage in creating the sales forecasting is to estimate |
| A. | Market demand |
| B. | Profit |
| C. | Wealth |
| D. | Prospect |
| Answer» A. Market demand | |
| 133. |
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) | |
| 134. |
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 | |
| 135. |
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 | |
| 136. |
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 | |
| 137. |
………….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. | |
| 138. |
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 | |
| 139. |
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 | |
| 140. |
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 | |
| 141. |
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. | |
| 142. |
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. | |
| 143. |
Which of the following are the way of approach? |
| A. | Phone |
| B. | |
| C. | In person |
| D. | All of the above |
| Answer» D. All of the above | |
| 144. |
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 | |
| 145. |
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 | |
| 146. |
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 | |
| 147. |
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 | |
| 148. |
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 | |
| 149. |
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 | |
| 150. |
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 | |
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