National Diploma in Sales Management Stage I – October 28th, 2018 – Examination

Candidate’s Registration Number (As per in the examination admission form / Student

ID) 0 0 0 0 0

For Examiner’s use only

Examiner’s Comments

Second Examiner’s Comments

Part One 1st Marker 2nd Marker Final Marks

Question 01

Part Two

Question No.

Question 02

Question 03

Question 04

Question 05

Question 06

Question 07

Question 08

Question 09

Question 10

Question 11

Part Three

Question No.

Question 12

Question 13

Question 14

Question 15

Total

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Instructions to Candidates

Time: 1500 hrs – 1800 hrs Duration: Three (03) hours

There are three parts in this question paper. Part One

● This part has 40 multiple choice questions. It is a compulsory section. Candidates are expected to select the most suitable answer and underline the selected answer in the question paper itself.

Part Two

● Candidates are expected to answer the questions in the space provided in the question paper. All answers are compulsory.

Part Three

● Candidates are expected to answer only two questions out of four. ● Answers should be written in the additional supplementary answer sheets

provided and they should be attached to the question paper itself.

Other Instructions

● State your Registration Number on the front cover of the answer book and on each and every additional paper attached to it. Your name must not appear anywhere in the answer book or answer scripts.

● Always start answering a question on a new page. ● You are reminded that answers should not be written in pencil or red pen except

in drawing diagrams. ● Answer the questions using:

▪ Effective arrangement and presentation ▪ Clarity of expression ▪ Logical and precise arguments

● Illegible hand writing will be penalised.

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PART ONE

Read the question and underline the most appropriate answer Question 01

Question 1.1

What is not an objective of personal selling?

a) Informative objective

b) Persuasive objective

c) Relational objective

d) Counter attacking objective

Question 1.2

What is not a buying strategy in industrial selling?

a) Speculative buying

b) Top to bottom buying

c) Hand-to-mouth buying

d) Forward buying

Question 1.3

What is not a level of strategic planning?

a) Corporate level

b) Product/Functional Level

c) Business Level

d) Integration level

Question 1.4

Which statement reflects a dis-advantage of personal selling?

a) Flexibility of adjusting sales message

b) Immediate resolution of queries

c) Enables demonstration of products

d) Cost per prospect is high

Question 1.5

Which represents the Porter’s Generic Strategies?

a) Market penetration strategy

b) Product development strategy

c) Cost leadership strategy

d) Diversification strategy

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Question 1.6

AIDAS stands for attention, _______________, desire _______________ and satisfaction.

a) Interest, action

b) Intensity, appeal

c) Involvement, action

d) Involvement, appeal

Question 1.7

Which one is not a benefit of sales territories?

a) Adequate customer coverage

b) Increases length of customer interaction

c) Increase the efficiency of sales recruitments

d) Customers get personalized attention

Question 1.8

Market development strategy is used for:

a) Existing products in existing markets

b) New products in new markets

c) Existing products in new markets

d) New products in existing markets

Question 1.9

What is not a personal selling approach?

a) AIDAS approach

b) Buying formula approach

c) Right set of circumstances approach

d) Constructive approach

Question 1.10

Which does not represent the rules of effective team selling?

a) Select team member carefully

b) Team leader should be at the helm of the team

c) Conduct pre-briefing sessions to define the job for each member

d) Keep the maximum number of members

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Question 1.11

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) Organizations should not be sales-oriented

c) Personal selling is usually less expensive

d) Sales management is no different from any other kind of management

Question 1.12

Tick the components of a MACRO environment analysis?

a) PESTEEL Factors

b) Collaborators, competitors and customers

c) Product, price, place and promotions

d) Organizational structure, people and physical evidence

Question 1.13

Prospecting, pre-approach, approach, presentation, handling objections, close, and follow-

up is called the process of:

a) Product marketing process

b) Sales response function

c) Personal selling process

d) Consumer purchase decision process

Question 1.14

Which one is not considered in setting objectives?

a) Market performance

b) Budget for ATL activities

c) Contribution to profit

d) Customer relations and service

Question 1.15

Quantitative objectives in sales management should not be:

a) The feelings the sales manager has towards the sales team

b) Quantifiable

c) Time dependent

d) Achievable

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Question 1.16

Which one is not considered ‘In formulating a sales plan’?

a) To determine the direction of the business by setting objectives

b) To lay down the strategies and tactics to implement the action plans

c) To develop the sales budget in order to meet the expenses of sales plans

implementation

d) Re-checking the previous year’s financial records to find any errors

Question 1.17

The sales manager should instruct a sales person on:

a) What to be sold

b) Production process

c) Market research methods

d) The proper allocation of budgets on BTL activities

Question 1.18

Things to consider when making an appointment:

a) Right person, Right company, Right place,

b) Right time, Right location, Right method

c) Right person, Right time, Right place

d) Right dress, Right method, Right language

Question 1.19

Which one is not in Ansoff’s Product - Market matrix?

a) Market penetration

b) SWOT analysis

c) Market development strategy

d) Product development

Question 1.20

Diversification strategy refers to:

a) New products in new markets

b) Existing products in new markets

c) Existing products in existing markets

d) New products in existing markets

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Question 1.21

Cost leadership strategy can be achieved by:

a) Lowering the profit margins of the company

b) Lowering the cost of production and distribution

c) Using a proper competitor intelligence system

d) Developing new products on a regular basis

Question 1.22

Standard amount of volume that must be sold by salesperson of company is known as:

a) Sales contest

b) Expense quota

c) Production quota

d) Sales target

Question 1.23

Unity of command refers to:

a) That no subordinate should be responsible to more than one supervisor

b) Unification of all company efforts to achieve one goal

c) Staff positions in a company

d) Leadership of the sales manager

Question 1.24

Directing, motivating and compensating the sales people known as:

a) Formulation of sales plan

b) Implementation of sales plan

c) Evaluation of the sales plan

d) Control of the sales plan

Question 1.25

Objective efforts to move in a specific direction of goals are:

a) Sales force

b) Quantitative

c) Forecast

d) Qualitative

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Question 1.26

Which one is not strength in SWOT analysis?

a) Too much indirect cost

b) Cost advantage

c) Customer loyalty

d) Skilled and knowledgeable sales people

Question 1.27

The sales force structure of a Large FMCG firm is:

a) Complex sales force structure

b) Product sales force structure

c) Functional sales force structure

d) Territorial sales force structure

Question 1.28

The number of personnel, a sales manager supervises at a time is referred to as:

a) Unity of command

b) Span of control

c) Stability and continuity

d) Line and staff positions

Question 1.29

Which one is not used to determine the sales force size?

a) Workload approach

b) Breakdown method

c) Incremental method

d) Buying behaviour of customer method

Question 1.30

Who sells to the customers?

a) Semi wholesalers

b) Wholesalers

c) Retailer

d) Distributor

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Question 1.31

Fill in the blanks with appropriate words.

Delegation of _______________ and _______________ to experienced salespeople is quite common in a sales organization.

a) Implementation, evaluation

b) Authority, responsibility

c) Supervision, control

d) Processing, arranging

Question 1.32

The benefits of personal selling are _______________.

a) Can understand the customer

b) Instant feedback

c) Tailor-made sales presentation

d) All of above

Question 1.33

One of the advantages of functional sales force structure is:

a) The efficient operations of each function is possible

b) Each specialization is given due weightage by the management

c) Company becomes more market driven

d) The sales force can be managed and controlled easily

Question 1.34

Fill the blank with suitable word given below. Most producers use _______________ to bring their products to market.

a) Detailers b) Intermediaries c) Expediters d) Companies

Question 1.35

All of the following are forms of direct marketing communication except:

a) Targeting

b) Face-to-face selling

c) Kiosk marketing

d) Online marketing

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Question 1.36

The first step in the selling process involves prospecting. What follows next?

a) Qualifying

b) Approaching

c) Demonstration

d) Presentation

Question 1.37

Fill in the blank with the most suitable word given below. Selling is often described as being _______________ communication in respect to the relationship with consumers.

a) No personal

b) Non-structural

c) Two-way, personal

d) Demand-directed

Question 1.38

Fill the blank with suitable word given below.

A _______________ is an individual acting for a company by performing one or more of the

following activities: prospecting, communicating, servicing, and information gathering.

a) Marketer

b) Distributor

c) Salesperson

d) Advertiser

Question 1.39

The step in the selling process where customer problems and concerns need to be addressed is known as:

a) Prospecting

b) Pre-approach

c) Approach

d) Handling objections

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Question 1.40

Personal selling would be most appropriate for:

a) A packet of biscuits

b) Toyota hybrid car

c) Cinema ticket

d) Four packets of Maggi noodles

(1 Mark x 40 Questions) (Total 40 Marks)

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PART TWO

Answer all questions in the given space

Question 02

Write four (04) sales organizational structures.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

Question 03

List down four (04) principle factors you will take in to consideration when developing a

sales organization.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

Question 04

List down four (04) personal selling approaches.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

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Question 05

Describe four (04) key areas on how a sales manager’s job differs from other management

jobs.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks) Question 06

Write down four (04) essential requirements for effective personal selling.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

Question 07

Write down four (04) tasks in the business level of strategic planning.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

Question 08

Explain four (04) advantages of personal selling.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

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Question 09

List down the four (04) types of leads in qualifying prospects.

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

Question 10

What are the four (04) Strategies mentioned in the Ansoff Matrix?

1. ……………………………………………………………………………………………………………………………………

2. ……………………………………………………………………………………………………………………………………

3. ……………………………………………………………………………………………………………………………………

4. …………………………………………………………………………………………………………………………………… (04 Marks)

Question 11

Briefly explain AIDAS approach. ………….……………………………………………………………………………………………………………………………………

………….……………………………………………………………………………………………………………………………………

………….……………………………………………………………………………………………………………………………………

………….…………………………………………………………………………………………………………………………………… (04 Marks)

(4 Marks x 10 Questions)

(Total of 40 Marks)

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PART THREE

Select 2 out of 4 questions and answer them in supplementary sheets. Attach your answer sheets to the question paper.

Question 12 Explain what is sales management and its duties?

(10 Marks) Question 13 The type of selling varies across customers, situations and the nature of commodity dealt. Explain what is;

a) Industrial selling b) Services selling c) Retail selling

(10 Marks) Question 14 Explain what a product sales force structure is in a sales organization and draw a diagram to brief its advantages.

(10 Marks)

Question 15 Define what “sales territory management” (STM) is and briefly explain four (04) advantages of proper territory management.

(10 Marks)

(10 Marks x 2 Questions) (Total of 20 Marks)

(Total 100 Marks)

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