McqMate
| 1. |
The process of planning, analysing, controlling and implementing the activities of sales force is classified as |
| A. | indirect sales management |
| B. | direct sales management |
| C. | sales force management |
| D. | persuasion management |
| E. | one of the above |
| Answer» C. sales force management | |
| 2. |
The field sales force is also called as |
| A. | inside sales force |
| B. | outside sales force |
| C. | channel intermediaries |
| D. | none of the above |
| E. | one of the above |
| Answer» B. outside sales force | |
| 3. |
The tools of sales promotion that are used to trigger short term customer involvement or to build customer relationships are classified as |
| A. | inbound promotion |
| B. | outbound promotion |
| C. | organizational promotion |
| D. | consumer promotions |
| E. | one of the above |
| Answer» D. consumer promotions | |
| 4. |
The step of personal selling process in which the sales person learns about potential buyer before making a call for sale is classified as |
| A. | pre-approach |
| B. | sales nomination |
| C. | qualifying |
| D. | prospecting |
| E. | one of the above |
| Answer» A. pre-approach | |
| 5. |
The sales promotion tool through which resellers are persuaded to carry brand, provide shelf space, promote advertising and push to final buyers is classified as |
| A. | point of purchase promotion |
| B. | trade promotion |
| C. | event promotion |
| D. | off deal promotion |
| E. | one of the above |
| Answer» B. trade promotion | |
| 6. |
The last step in personal selling process is |
| A. | present and demonstrate |
| B. | follow up |
| C. | closing |
| D. | approach |
| E. | one of the above |
| Answer» B. follow up | |
| 7. |
Qualifying a prospect is |
| A. | identical with checking references for an applicant |
| B. | determining which applicant to hire |
| C. | conducting an exit interview |
| D. | determining if a prospect is interested in a product |
| E. | one of the above |
| Answer» D. determining if a prospect is interested in a product | |
| 8. |
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 |
| E. | one of the above |
| Answer» A. The sales force is the firm's most direct link to the customer | |
| 9. |
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 |
| E. | one of the above |
| Answer» C. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort | |
| 10. |
__________refers to the administration of the personal selling component of a company’s marketing program. |
| A. | Sales management |
| B. | Distribution Management |
| C. | Promotion Management |
| D. | Marketing Management |
| E. | one of the above |
| Answer» A. Sales management | |
| 11. |
Choose the correct statement. |
| A. | Marketing management is a broader concept and sales management is a part of marketing management. |
| B. | Sales management is a broader concept and marketing management is a part of marketing management. |
| C. | Marketing management and sales management are equivalent. |
| D. | There is no connection between sales management and marketing management |
| E. | one of the above |
| Answer» A. Marketing management is a broader concept and sales management is a part of marketing management. | |
| 12. |
Sales and Distribution Management majorly focuses on the___________ aspect of an organization. |
| A. | Buying |
| B. | Selling |
| C. | Negotiating |
| D. | Producing |
| E. | one of the above |
| Answer» B. Selling | |
| 13. |
The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale is known as ______. |
| A. | Sales Planning |
| B. | Personal Selling |
| C. | Sales & Distribution Management |
| D. | Oral Selling |
| E. | one of the above |
| Answer» B. Personal Selling | |
| 14. |
Personal selling is used extensively in ___________ products. |
| A. | Simple and less technical |
| B. | Complex and non-technical |
| C. | Complex and highly technical |
| D. | Simple & highly technical |
| E. | one of the above |
| Answer» C. Complex and highly technical | |
| 15. |
Personal selling has ________ communication. |
| A. | One Way |
| B. | Two Way |
| C. | Indirect |
| D. | Direct |
| E. | one of the above |
| Answer» B. Two Way | |
| 16. |
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 |
| E. | one of the above |
| Answer» D. change or reinforce behavior that makes salespeople more efficient | |
| 17. |
The formula N = S/P (1 + T) is for……………… |
| A. | Workload |
| B. | Sales potential (or breakdown) |
| C. | Incremental |
| D. | None of the above |
| E. | one of the above |
| Answer» B. Sales potential (or breakdown) | |
| 18. |
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 |
| E. | one of the above |
| Answer» B. Collecting and disseminating market information | |
| 19. |
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. |
| E. | one of the above |
| Answer» B. The straight salary plan is simple and economical to administer. | |
| 20. |
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 |
| E. | one of the above |
| Answer» D. Customers may change suppliers due to severed relationship with salesperson | |
| 21. |
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. |
| E. | one of the above |
| Answer» A. salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation. | |
| 22. |
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 |
| E. | one of the above |
| Answer» C. Incremental | |
| 23. |
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. |
| E. | one of the above |
| Answer» A. Precise, measurable, and time specific. | |
| 24. |
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. |
| E. | one of the above |
| Answer» B. Geography, customer, and product. | |
| 25. |
Long-term compensation plans: |
| A. | Include bonuses and contests |
| B. | Should be evaluated and modified quarterly |
| C. | Should be well thought out, so that few changes will be needed from year to year |
| D. | Must be developed so that short-term compensation plans will not be necessary |
| E. | one of the above |
| Answer» C. Should be well thought out, so that few changes will be needed from year to year | |
| 26. |
…………… is teaching how to do the jobs. |
| A. | Sales personnel |
| B. | Sales target |
| C. | Sales force training |
| D. | Induction |
| E. | one of the above |
| Answer» C. Sales force training | |
| 27. |
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 |
| E. | one of the above |
| Answer» D. number of new customers in each sales territory | |
| 28. |
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 |
| E. | one of the above |
| Answer» D. Number of years in sales experience | |
| 29. |
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. |
| E. | one of the above |
| Answer» C. Combination compensation plan. | |
| 30. |
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 |
| E. | one of the above |
| Answer» B. Line and staff sales organization | |
| 31. |
______________ is a broad range of activities concerned with efficient movement of finished goods from the end of the production line to the consumer. |
| A. | Physical distribution. |
| B. | Channel of distribution |
| C. | Intensive distribution. |
| D. | None of these. |
| E. | one of the above |
| Answer» A. Physical distribution. | |
| 32. |
Which of the following is not a non-store retailing? |
| A. | Tele marketing. |
| B. | Direct marketing. |
| C. | Kiosk marketing. |
| D. | Retail chains. |
| E. | one of the above |
| Answer» D. Retail chains. | |
| 33. |
In ______________ , manufacturers supply products to a limited number of outlets in the target market. |
| A. | Selective distribution |
| B. | Geographical distribution |
| C. | Intensive distribution. |
| D. | executive distribution. |
| E. | one of the above |
| Answer» A. Selective distribution | |
| 34. |
Which company is the pioneer in direct marketing? |
| A. | Johnson &Johnson. |
| B. | Eureka Forbes. |
| C. | Avon cosmetics. |
| D. | Cipla. |
| E. | one of the above |
| Answer» B. Eureka Forbes. | |
| 35. |
Ensuring the availability of the products and services as and when required by the customers is ______________ utility. |
| A. | Time. |
| B. | Place. |
| C. | Form. |
| D. | Profession |
| E. | one of the above |
| Answer» A. Time. | |
| 36. |
The process of moving the raw materials from the place of the suppliers to the place of the producers is known as ______________. |
| A. | Inbound logistics. |
| B. | Outbound logistics |
| C. | Inventory management. |
| D. | Acquisition of raw materials. |
| E. | one of the above |
| Answer» A. Inbound logistics. | |
| 37. |
The flow of goods from production to consumption is known as ______________. |
| A. | Inbound logistics. |
| B. | Outbound logistics. |
| C. | Process logistics. |
| D. | Reverse logistics |
| E. | one of the above |
| Answer» B. Outbound logistics. | |
| 38. |
Marketing is a ______________ function of transferring goods from producers to consumers. |
| A. | Systematic. |
| B. | Commercial. |
| C. | Management. |
| D. | Economic. |
| E. | one of the above |
| Answer» B. Commercial. | |
| 39. |
The strategy of using as many outlets as possible is called ______________. |
| A. | Selective distribution. |
| B. | Exclusive distribution |
| C. | Intensive distribution. |
| D. | None of these. |
| E. | one of the above |
| Answer» C. Intensive distribution. | |
| 40. |
Which of the following is the largest retail enterprise in the world? |
| A. | K mart. |
| B. | Wal-Mart. |
| C. | Shoppers shop. |
| D. | None of these. |
| E. | one of the above |
| Answer» B. Wal-Mart. | |
| 41. |
A ______________ operates multiple retail outlets under common ownership in different cities and towns. |
| A. | Departmental Stores |
| B. | Destination store. |
| C. | Shopping malls. |
| D. | Retail chain. |
| E. | one of the above |
| Answer» D. Retail chain. | |
| 42. |
Tele- marketing is a part of ______________. |
| A. | Direct marketing. |
| B. | Social marketing. |
| C. | Viral marketing. |
| D. | Relationship marketing. |
| E. | one of the above |
| Answer» A. Direct marketing. | |
| 43. |
Direct marketing refers to a communication between the ______________ and ______________ directly. |
| A. | Seller and the buyer. |
| B. | Firm and suppliers |
| C. | Society and target market. |
| D. | price and service. |
| E. | one of the above |
| Answer» A. Seller and the buyer. | |
| 44. |
Direct marketing is sometimes called ______________. |
| A. | Self-service. |
| B. | Retail stores. |
| C. | Armchair shopping. |
| D. | None of these. |
| E. | one of the above |
| Answer» C. Armchair shopping. | |
| 45. |
The four elements; channels of distribution, transportation, warehousing and inventory constitute ______________. |
| A. | Promotion mix. |
| B. | Marketing mix. |
| C. | Distribution mix. |
| D. | Product mix. |
| E. | one of the above |
| Answer» C. Distribution mix. | |
| 46. |
The major disadvantage of a multichannel system is that it is harder to control and it can generate ________. |
| A. | less net profit |
| B. | fewer domestic sales |
| C. | greater conflict |
| D. | inefficiency |
| E. | one of the above |
| Answer» C. greater conflict | |
| 47. |
To reduce inventory management costs, many companies use a system called ________, which involves carrying only small inventories of parts or merchandise, often only enough for a few days of operation. |
| A. | limited inventory logistics |
| B. | reduction-inventory management |
| C. | economic order quantity |
| D. | just-in-time logistics |
| E. | one of the above |
| Answer» D. just-in-time logistics | |
| 48. |
Today, a growing number of firms now outsource some or all of their logistics to ________. |
| A. | channel members |
| B. | third-party logistics providers |
| C. | intermediaries |
| D. | competitors |
| E. | one of the above |
| Answer» B. third-party logistics providers | |
| 49. |
When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________. |
| A. | value delivery network |
| B. | supply chain |
| C. | demand chain |
| D. | supply and demand chain |
| E. | one of the above |
| Answer» A. value delivery network | |
| 50. |
Which of the following is not a key function that intermediaries play in completing transactions? |
| A. | financing |
| B. | negotiation |
| C. | negotiation |
| D. | promotion |
| E. | one of the above |
| Answer» A. financing | |
| 51. |
Which of the following is not a typical supply chain member? |
| A. | wholesaler |
| B. | customer |
| C. | reseller |
| D. | producer |
| E. | one of the above |
| Answer» D. producer | |
| 52. |
Which of the following is not an area of responsibility for a logistics manager? |
| A. | information systems |
| B. | marketing |
| C. | inventory |
| D. | purchasing |
| E. | one of the above |
| Answer» B. marketing | |
| 53. |
Which of the following should be the first step in designing a marketing channel? |
| A. | identifying channel objectives |
| B. | evaluating intermediaries |
| C. | analysing channel alternatives |
| D. | identifying what consumers want from the channel |
| E. | one of the above |
| Answer» D. identifying what consumers want from the channel | |
| 54. |
Which of the following transportation modes is used for digital products? |
| A. | rail |
| B. | trucks |
| C. | air |
| D. | the Internet |
| E. | one of the above |
| Answer» D. the Internet | |
| 55. |
Which type of product might require a more direct marketing channel to avoid delays and too much handling? |
| A. | high-priced products |
| B. | perishable products |
| C. | lower-priced products |
| D. | products in their decline stage |
| E. | one of the above |
| Answer» B. perishable products | |
| 56. |
A channel alternative is described by |
| A. | Types of available business intermediaries |
| B. | Number of intermediaries |
| C. | Responsibilities and terms of each channel member |
| D. | All of the above |
| E. | one of the above |
| Answer» D. All of the above | |
| 57. |
_________ suits best when the producer intends to maintain control on the service level offered by the resellers. |
| A. | Exclusive distribution |
| B. | Selective distribution |
| C. | Intensive distribution |
| D. | None of the above |
| E. | one of the above |
| Answer» A. Exclusive distribution | |
| 58. |
The best strategy used for snack foods, soft drinks, candies and gum is |
| A. | Exclusive distribution |
| B. | Selective distribution |
| C. | Intensive distribution |
| D. | None of the above |
| E. | one of the above |
| Answer» C. Intensive distribution | |
| 59. |
When a manufacturer threatens to terminate a relationship or withdraw a resource if intermediaries fail to cooperate it is |
| A. | Channel power |
| B. | Coercive power |
| C. | Reward power |
| D. | Legitimate power |
| E. | one of the above |
| Answer» B. Coercive power | |
| 60. |
A conventional marketing channel is formed of |
| A. | Independent producer and wholesaler |
| B. | Wholesaler and retailer |
| C. | Independent producer, wholesaler and retailer |
| D. | None of the above |
| E. | one of the above |
| Answer» C. Independent producer, wholesaler and retailer | |
Done Reading?