sales dist mgt True/False Question The key to successful leaders is their non-commitment. Correct Answer False Your Answer False Multiple Choice Single Answer Question Management should view the recruitment and selection process as a sub-system of :Correct Answer Sales force management. Your Answer Sales force management. Multiple Choice Single Answer Question This view's slogan is " enjoy the wealth by renouncing it" :Correct Answer Trusteeship view Your Answer Capitalist view True/False Question Merchandising policies for key accounts at the retail outlets display layout and point of sale material. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Specific objectives of distribution logistics are :Correct Answer Order - delivery cycle time , Consistency & reliability of delivery , Inventory availability Your Answer Order - delivery cycle time , Consistency & reliability of delivery Multiple Choice Single Answer Question The 'Sales call plan' is used to measure :Correct Answer Efficiency in selling activities Your Answer Efficiency in selling activities Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Multiple Choice Single Answer Question Attracting recruits is usually an ongoing task of the :Correct Answer Sales manager. Your Answer Sales manager. True/False Question Accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer Your Answer

Manufacturer's representative. Manufacturer's agents, who are paid commission on Sales they generate. Manufacturer's agents, who are paid commission on Sales they generate. Technical specialists after the purchase. after the purchase. Work with Sales Representative to provide Technical advice & information before, during & Work with Sales Representative to provide Technical advice & information before, during &

Customer service representative. Assist in installation, maintenance & regular servicing of products. installation, maintenance & regular servicing of products. Inside Sales person. Sell from office via telephone. Sell from office via telephone.

Assist in

Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Salary and share in the profits.

Multiple Choice Multiple Answer Question A leader must fulfill the following functions :Correct Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. Your Answer Provide a social organization in which people feel secure. , Provide independence.

Multiple Choice Multiple Answer Question Steps in selection techniques of intermediaries are :Correct Answer Collecting relevant information , Analyzing the information , Negotiating the agreement Your Answer Credibility in the society , Collecting relevant information , Analyzing the information Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Independent. True/False Question been assigned to Correct Answer Your Answer A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has a particular sales representative. True True

Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Delegate Multiple Choice Single Answer Question It is essential to understand the dimensions of both verbal and non-verbal expression, to overcome barriers of :Correct Answer Communication. Your Answer Communication. Select The Blank Question Selection of ________ is an important activity of sales management because it decides the type of volume of business, one will have on the future. Correct Answer Intermediaries Your Answer Intermediaries Select The Blank Question The commissions, are paid on ________ achievements. Correct Answer Measurable Your Answer Measurable Multiple Choice Single Answer Question Management process is described as a :Correct Answer Learned process. Your Answer Learned process. Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities True/False Question There has to be a reciprocal relationship between the leader and his followers. Correct Answer True Your Answer True True/False Question Compensation levels for sales personnel are related to external supply and demand factors.

Correct Answer True Your Answer False Select The Blank Question The retail outlets have location advantage in that they save the consumer's ________. Correct Answer Travelling time Your Answer Travelling time

Multiple Choice Multiple Answer Question Trends in organizing distribution network :Correct Answer Globalization or one market , Territories , Minimum number of warehouses Your Answer Territories , Minimum number of warehouses , Warehousing capacity Multiple Choice Single Answer Question In the absence of training, job performance improves with :Correct Answer Experience. Your Answer Experience. True/False Question Quality of display influences consumer purchasing decisions. Correct Answer True Your Answer True Select The Blank Question Organizational ________ includes the shared beliefs, values and attitudes towards ethics and social responsibility. Correct Answer Culture Your Answer Culture Multiple Choice Single Answer Question The most important function in any organisation is :Correct Answer Recruitment. Your Answer Marketing. Select The Blank Question Social responsibility towards ________ is by providing direction to the economic and business life. Correct Answer State Your Answer State Multiple Choice Multiple Answer Question Various market representation options can be :Correct Answer Foreign market subsidiary , Independent export company , Foreign branch office network Your Answer Foreign market subsidiary , Independent export company , Foreign branch office network Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Multiple Choice Multiple Answer Question For effective code of ethics across the company, it should :Correct Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Your Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Price Match The Following QuestionCorrect Answer Your Answer Set daily / weekly / monthly goals. Set daily / weekly / monthly goals.

To facilitate performance evaluation.

Sales territories. Provide intensive market coverage. Provide intensive market coverage. Inadequate sales territories. Selling cost variations. Split territories. Split territories. Review cost figures.

Review cost figures.

Multiple Choice Multiple Answer

Question Partnership marketing means :Correct Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Your Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Multiple Choice Multiple Answer Question The primary role of a Sales manager is :Correct Answer To monitor the sales force. , To ensure that profits meet projected goals. Your Answer To motivate the sales people. , To monitor the sales force. , To ensure that profits meet projected goals. Select The Blank Question The service motive is ________ oriented. Correct Answer Customer Your Answer Customer Multiple Choice Multiple Answer Question Tangible benefits of merchandising to distributor are :Correct Answer Balance stock holding , Influence on retail buying Your Answer Balance stock holding , Influence on retail buying True/False Question Extended socialization involves long term training, job rotation and corporate social activities.

Correct Answer True Your Answer True Multiple Choice Single Answer Question The interest rate for the credit period is expressed in terms of :Correct Answer LIBOR Your Answer LIBOR Select The Blank Question Corporate dirty tricks takes sometimes the form of ________ that can damage products. Correct Answer Rumour Your Answer Rumour True/False Question Direct costs allocation to various product groups should be done in a logical fashion. Correct Answer False Your Answer False True/False Question In semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The factors to be considered by management while recruiting are :Correct Answer Nature of the product. , Recruiting budgets. Your Answer Nature of the product. , Recruiting budgets. True/False Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False Select The Blank Question Through ________, the sales of individual items can be tracked & appropriate action taken based on the sales trends, fast or slow movement. Correct Answer Bar-coding Your Answer Product coding True/False Question The Sales potential is the minimum Sales that can be attained with perfect selling conditions.

Correct Answer False Your Answer True

True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Manufacturing cycle is made up of :Correct Answer Production ordering , Production scheduling , Material requirement, requisitioning Your Answer Production ordering , Production scheduling , Material requirement, requisitioning , Inventory management Match The Following QuestionCorrect Answer Labour relations Consumerism Your Answer Public seats on Board of Directors Product warranty and service Pollution cleanup and prevention Business control through political action

Option of flexible working hours Product warranty and service

Community needs Service in voluntary groups Government relations

Business control through political action

True/False Question Distribution points are independent vending centers rather than buying centers. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Multiple Choice Multiple Answer Question Arguments against corporate social responsibility are :Correct Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Your Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Select The Blank Question Box-Jenkins' is a ________ technique. Correct Answer Mathematical. Your Answer Mathematical. Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Select The Blank Question ________ agent files bill of entry in the customs. Correct Answer Stevedoring Your Answer Stevedoring Multiple Choice Multiple Answer Question Major responsibilities of sales are :Correct Answer Planning & control , Budgeting & control of costs , Planning & control of activities Your Answer Planning & control , Planning & control of activities , Credit control

LIST OF ATTEMPTED QUESTIONS AND ANSWERS True/False

Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False Select The Blank Question Through ________, the sales of individual items can be tracked & appropriate action taken based on the sales trends, fast or slow movement. Correct Answer Bar-coding Your Answer Product coding Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Creativity. Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. True/False Question Major accounts are called 'lock accounts'. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Action desired by the supplier from the trade can be achieved through following :Correct Answer Image creation , Product leadership , Advertising and sales promotion Your Answer Image creation , Product leadership , Advertising and sales promotion Multiple Choice Multiple Answer Question New sales personnel must be able to recognize :Correct Answer "Who" buys the product. , "How" then by it. Your Answer What they buy. , "Who" buys the product. , When they buy it. True/False Question In centralized training programs, the trainees do not quickly get acquainted with each other.

Correct Answer False Your Answer True Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations Select The Blank Question Realistically sales are associated with several ________ variables, such as advertising expenditures etc. Correct Answer Independent. Your Answer Interdependent. Multiple Choice Multiple Answer Question Arguments in favour of social responsibility are :Correct Answer Balance of responsibility and power , Long run viability , Better environment Your Answer Long run viability , Better environment , Balance of responsibility and power True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Multiple Choice Single Answer Question Heavy expenditure on selling & travel to collect the orders, lead-time between receiving orders, manufacturing & supply, orders do not come in time, non accuracy of forecasts are the drawbacks of :Correct Answer Supplier inventory management system Your Answer Supplier processing management system Select The Blank Question Most Sales Managers appreciate the importance of ________ the Sales force planning efforts over all Marketing strategies. Correct Answer Integrating Your Answer Integrating

Match The Following QuestionCorrect Answer Organizing people Your Answer Creating Job description & recruiting Sales

Creating Job description & recruiting Sales people

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies Evaluating Creating performance standards & take remedial actions take remedial actions Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers

Involves

Establishing & transmitting to the

Creating performance standards &

True/False Question In 'Salary plus Incentive' compensation plan, income includes expense allowance also. Correct Answer False Your Answer True Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Select The Blank Question Other departments in the organization should operate as, Check and ________ to market influence. Correct Answer Balance Your Answer Balance Multiple Choice Single Answer Question In case of companies selling industrial goods, customers :Correct Answer Mostly follow their past buying patterns. Your Answer Mostly follow their past buying patterns. Multiple Choice Single Answer Question An economic unit which undertakes production/exchange of goods/services to earn a profit by satisfaction of human wants is :Correct Answer Business Your Answer Company Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers Multiple Choice Multiple Answer Question The Sales quota system can be successful, if :Correct Answer The quota is realistically attainable. , The Sales quota must be fairly & objectively determined. Your Answer The quota is realistically attainable. , The Sales quota must be fairly & objectively determined. , It must not be easily administered. Select The Blank Question The term 'AIDA' refers to ________, Interest, Desire and Action. Correct Answer Attention Your Answer Attention True/False Question Prospecting is providing products to customers. Correct Answer False Your Answer False

True/False Question

The Sales potential is the minimum Sales that can be attained with perfect selling conditions.

Correct Answer False Your Answer True True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Manufacturing cycle is made up of :Correct Answer Production ordering , Production scheduling , Material requirement, requisitioning Your Answer Production ordering , Production scheduling , Material requirement, requisitioning , Inventory management Match The Following QuestionCorrect Answer Labour relations Consumerism Your Answer Public seats on Board of Directors Product warranty and service Pollution cleanup and prevention Business control through political action

Option of flexible working hours Product warranty and service

Community needs Service in voluntary groups Government relations

Business control through political action

True/False Question Distribution points are independent vending centers rather than buying centers. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Multiple Choice Multiple Answer Question Arguments against corporate social responsibility are :Correct Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Your Answer Lack of skills , Loss of maximisation of economic gains , Lack of accountability Select The Blank Question Box-Jenkins' is a ________ technique. Correct Answer Mathematical. Your Answer Mathematical. Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Select The Blank Question ________ agent files bill of entry in the customs. Correct Answer Stevedoring Your Answer Stevedoring Multiple Choice Multiple Answer Question Major responsibilities of sales are :Correct Answer Planning & control , Budgeting & control of costs , Planning & control of activities Your Answer Planning & control , Planning & control of activities , Credit control Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in

cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Select The Blank Question The disadvantage of 'Box-Jenkins method' is that it requires a ________ degree of expertise. Correct Answer High. Your Answer High. Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units Multiple Choice Single Answer Question Which is a critical success criteria? Correct Answer Productivity Your Answer Price True/False Question New recruits need not be taught company's policies. Correct Answer False Your Answer False Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management. Your Answer Sales activities. , Territory management. Multiple Choice Single Answer Question Which is an essential part of the total program for motivating sales personnel? Correct Answer Sales compensation plan Your Answer Sales compensation plan Multiple Choice Single Answer Question Sales quota is :Correct Answer Quantitative goal assigned to a unit of Sales organization. Your Answer Quantitative goal assigned to a unit of Sales organization. Multiple Choice Single Answer Question This view's slogan is " enjoy the wealth by renouncing it" :Correct Answer Trusteeship view Your Answer Trusteeship view Multiple Choice Single Answer Question After deciding the needed traits, the management must :Correct Answer Recruit. Your Answer Recruit.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question After deciding the needed traits, the management must :Correct Answer Recruit. Your Answer Recruit. True/False Question In a relationship of equality, either of the party projects a dominant or submissive role or attitude towards the other. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The leads obtained by the Sales person must be qualified in terms of :Correct Answer Needs , Ability to buy Your Answer Needs , Ability to buy

Multiple Choice Multiple Answer Question The variable components of a sales compensation plan are :Correct Answer Profit sharing , Commission Your Answer Profit sharing , Commission , Paid vacations Multiple Choice Multiple Answer Question Key accounts manager collects information about the buying organisation on subjects like :Correct Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives Your Answer Buying organisation business , The market environment in which buyer's organisation operates , Buying motives Select The Blank Question ________ helps to prevent job dissatisfaction but do not add to job satisfaction. Correct Answer Fringe benefits Your Answer Fringe benefits Select The Blank Question Product promotion policies of key accounts are ________. Correct Answer Centralised Your Answer Centralised Multiple Choice Multiple Answer Question For industrial and commercial products, relationship should be built and cultivated with managers involved in :Correct Answer Buying , Product specification , Product use Your Answer Buying , Product specification , Product range distribution policies True/False Question ECR is emergency control report. Correct Answer False Your Answer False Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers True/False Question An organisation's socially responsible actions will depend on the moral and ethical value systems upon which executive decisions are based. Correct Answer True Your Answer True Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question Informal leadership is the :Correct Answer Unofficial exercise of influence through competence. Your Answer Unofficial exercise of influence through competence. Multiple Choice Single Answer Question In 'standing-room -close' technique :Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on. Your Answer A psychological pressure is applied to the customer, that the product may not be available later on.

True/False Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase. Correct Answer False Your Answer True Select The Blank Question The Sales person should frequently contact the customers to spot ________ & solve them. Correct Answer Problems Your Answer Problems Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations

Your Answer

Selling services that exceed customer expectations

Select The Blank Question ________ is a major source of customer complaints. Correct Answer Advertising Your Answer Personal selling Multiple Choice Single Answer Question This type of sales promotion activity is used where specialist services are being marketed :Correct Answer Introduction incentives Your Answer Performance allowances Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Sales Multiple Choice Multiple Answer Question Ways to manage company's ethical standards are :Correct Answer Legislation , Managerial feedback , Adoption of business code of ethics Your Answer Legislation , Managerial feedback , Adoption of business code of ethics Select The Blank Question A lead can be declared as ________ when it qualifies on all the criterias. Correct Answer Prospect Your Answer Prospect Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Select The Blank Question The organizations are trying to reduce raising costs by ________ the Sales Management Information systems. (SMIS). Correct Answer Improving Your Answer Increasing Multiple Choice Single Answer Question Many of the responsibilities listed in job description, must be stated in :Correct Answer Quantitative terms. Your Answer Quantitative terms. True/False Question Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.

Correct Answer True Your Answer False True/False Question There should be no focus on product innovations by the organization. Correct Answer False Your Answer False True/False Question The retail chain observe how the product will appeal to the customer in the showroom - the appearance, the aesthetic, the merchandising & the packaging Correct Answer True Your Answer True Multiple Choice Single Answer Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :Correct Answer Social audits Your Answer Social audits Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Multiple Choice Single Answer Question The word 'scheduling' refers to :Correct Answer Good time management.

Your Answer

Production.

Select The Blank Question Unitization, palletisation & containerization are concepts which have revolutionized ________. Correct Answer Distribution & logistics Your Answer Distribution & logistics Match The Following QuestionCorrect Answer Utilizing loads Your Answer Reduces material handling & transport time Bulk ratio reduces transportation costs

Reduces material handling & transport time

Improvement in weight

Bulk ratio reduces transportation costs

Larger the load

Less the cost of transportation

Less the cost of transportation

For effective logistics

Total cost to be considered Total cost to be considered

Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological True/False Question Integrated logistics management includes transaction systems, short term scheduling systems, flow planning, network design optimisation. Correct Answer True Your Answer True True/False Question Training programs & seminars don't help in effective performance by Sales person. Correct Answer False Your Answer False Match The Following QuestionCorrect Answer Your Answer By bribing Legislation

Playing favorites Deceptive morality Managing ethical standards Short weight of products Dewey's framework

Legislation

Unethical pricing Deceptive morality Reflective morality Reflective morality

Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Goal Multiple Choice Multiple Answer Question "Counting methods" include :Correct Answer Test marketing. , surveys of customer's buying intentions and. Your Answer Test marketing. , Moving averages. , surveys of customer's buying intentions and. Multiple Choice Multiple Answer Question Functions performed in logistics are :Correct Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material Your Answer Breaking bulk , Handling and collection / delivery of material Multiple Choice Single Answer Question It is designed to measure result and effectiveness :-

Correct Answer Control Your Answer Pyramid Select The Blank Question Sales is one of the most exciting, financially rewarding and ________ careers. Correct Answer Challenging Your Answer Challenging Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities Multiple Choice Single Answer Question Globalization, territories, warehousing & transshipment points, greater centralization in planning & control, the levels in the distribution chain are the parameters of organizing :Correct Answer Distribution Your Answer Distribution Multiple Choice Single Answer Question The frequency of purchasing & the source of purchases are the measures to analyse :Correct Answer Buying habits of consumers Your Answer Buying habits of consumers True/False Question Posters, stickers, leaflets etc are all merchandising tools. Correct Answer True Your Answer False

LIST OF ATTEMPTED QUESTIONS AND ANSWERS True/False Question Bonus always appear with one of the three main sales compensation methods. Correct Answer True Your Answer True Multiple Choice Single Answer Question Short run sales forecast cover :Correct Answer One year or less. Your Answer One year or less. Select The Blank Question ________ is the process of reaching the products / services to the ultimate consumers at the right time in the cheapest possible manner. Correct Answer Distribution Your Answer Distribution Multiple Choice Single Answer Question Which motive includes the satisfaction of customer wants through customer satisfaction? Correct Answer Service motive Your Answer Service motive Select The Blank Question The Marketing costs includes direct, indirect, ________ , and variable amounts. Correct Answer Fixed Your Answer Fixed Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Select The Blank Question At the strategic control level, it is extremely necessary to identify areas of ________. Correct Answer Threats Your Answer Threats

Select The Blank Question The term 'AIDA' refers to ________, Interest, Desire and Action. Correct Answer Attention Your Answer Attention Select The Blank Question Obtaining ________ from key players helps promoting sales and other prospects. Correct Answer Endorsements Your Answer Endorsements True/False Question No analyzing of situation is required by field Sales Managers. Correct Answer False Your Answer False True/False Question The 'forecasting method' must provide results that are not accurate. Correct Answer False Your Answer False True/False Question to make sure the Correct Answer Your Answer As distribution & logistics cost forms a substantial % of the sales volume, credit control is essential organization is getting value for the money paid. False True

True/False Question Colour blocking' is a tool used by retailers. Correct Answer True Your Answer True Match The Following QuestionCorrect Answer Econometric models Box-Jenkins method computer analysis. Co-relation analysis Your Answer Series of regression equations. Series of regression equations.

Mathematical technique that uses computer analysis. Mathematical technique that uses

Variables are studied simultaneously.

Variables are studied simultaneously.

Regression analysis

Study of how one variable affects another.

Study of how one variable affects another.

True/False Question A sales job is different from other jobs. Correct Answer True Your Answer True Multiple Choice Single Answer Question Which is an essential part of the total program for motivating sales personnel? Correct Answer Sales compensation plan Your Answer Sales compensation plan Select The Blank Question For each transaction, the bank imposes ________. Correct Answer Charge Your Answer Charge Multiple Choice Single Answer Question Power, power to decide & control the decision values of other members is implied by :Correct Answer Leadership Your Answer Leadership Multiple Choice Single Answer Question The only activity in any organization that directly generates income is :Correct Answer Sales. Your Answer Sales.

Multiple Choice Multiple Answer Question The advantages of 'Jury of executive opinion' are :Correct Answer Forecast can be developed easily and quickly. , Information can be gathered with less expense. Your Answer Forecast can be developed easily and quickly. , Information can be gathered with less expense.

Select The Blank Question Many companies run ________ on applicants for sales positions. Correct Answer Credit checks Your Answer Credit checks Multiple Choice Multiple Answer Question Informal approaches towards social responsibility are :Correct Answer Organisational culture , Whistle blowing Your Answer Organisational culture , Whistle blowing True/False Question The modern Marketing concept is based on Profit consideration. Correct Answer True Your Answer False Match The Following QuestionCorrect Answer Your Answer logistics management logistics management

Materials & physical distribution Physical distribution

Physical network Physical network Logistics chain management Logistics chain management

Management of flow of goods & services

Network of suppliers & customers

Suppliers chain management

Suppliers chain management

True/False Question To sell products that do not earn reasonable profit is acceptable. Correct Answer True Your Answer True Multiple Choice Single Answer Question Account goals, organisation structure, procedures etc are which motives? Correct Answer Business Your Answer Business Select The Blank Question Designing sales training program involves identifying ________ between sales forces skills and firms objectives. Correct Answer Gaps Your Answer Gaps Multiple Choice Single Answer Question What is WFM? Correct Answer Work Force Management Your Answer Work Force Management True/False Question Companies usually turn to external expert' help, because of difficulty in constructing large input output models. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The categories of sales forecasting approaches, are :Correct Answer Judgement methods. , Counting method. Your Answer Judgement methods. , Casual method. , Counting method. Multiple Choice Multiple Answer Question The Sales person must learn about certain things, which can be strategically used. These are :Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect

Your Answer

Buyers educational background & Technical knowledge , Life style of the prospect

True/False Question Selection of subsidiaries has become an important activity of sales management because it decides the type of volume of business, one will have on the future. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The performance of the sales force tends to be better, when the sales manager relies on :Correct Answer Expert power. , Referent power. Your Answer Expert power. , Referent power. Select The Blank Question In reference approach, names of ________customers are referred to the prospect. Correct Answer Satisfied Your Answer Satisfied Multiple Choice Single Answer Question Formal order is forwarded to the :Correct Answer Buyer Your Answer Shipper Multiple Choice Multiple Answer Question Partnership marketing means :Correct Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Your Answer Reducing conflicts, common strategies & objectives , Sharing of information , Developing integrated marketing plan Multiple Choice Single Answer Question The theory which holds that decision makers should believe in fairness, equality and impartiality, is :Correct Answer Theory of Justice Your Answer Theory of Justice Multiple Choice Single Answer Question A 'line - and - staff' structure :Correct Answer Adds staff assistants to accomplish many specialized support activities. Your Answer Adds staff assistants to accomplish many specialized support activities. Multiple Choice Multiple Answer Question Various aspects of business ethics are :Correct Answer Fair competition , Corporate behavior Your Answer Fair competition , Corporate behavior , Social responsibility Multiple Choice Multiple Answer Question Basic patterns of sales compensation plan are :Correct Answer Straight salary , Salary plus incentive , Straight commission Your Answer Straight salary , Salary plus incentive , Straight commission Select The Blank Question In 'co-relation analysis', ________ are studied simultaneously. Correct Answer Variables Your Answer Variables Multiple Choice Multiple Answer Question The principle of time management, applicable to various organizations includes :Correct Answer Principle of delegation. , Principle of control of interruptions. Your Answer Principle of delegation. , Principle of control of interruptions. Multiple Choice Single Answer Question The result of formal job analysis is :Correct Answer Job description. Your Answer Job description. Multiple Choice Multiple Answer Question The 'Casual methods' include :Correct Answer Correlation-regressional analysis. , Econometric models. Your Answer Correlation-regressional analysis. , Econometric models. Select The Blank Question The commissions, are paid on ________ achievements. Correct Answer Measurable Your Answer Measurable

Multiple Choice Multiple Answer Question Leadership requirement need following points :Correct Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively Your Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize comprehensively Select The Blank Question ________ is an additional financial reward to the sales person for achieving results beyond a predetermined premium. Correct Answer Bonus Your Answer Incentive

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Multiple Answer Question For effective code of ethics across the company, it should :Correct Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Your Answer Be communicated to all employees , Have solid backing by top management , Be consistent with corporate culture Multiple Choice Multiple Answer Question The 'time-series techniques' include :Correct Answer Exponential smoothing. , Decomposition. Your Answer Exponential smoothing. , Decomposition. Select The Blank Question To design an effective sales training program, one should know what is to be ________ with the program. Correct Answer Accomplished Your Answer Accomplished Multiple Choice Single Answer Question It is a process of two way communication between the account manager and key account :Correct Answer Business rapport Your Answer Business rapport Multiple Choice Single Answer Question Management process is described as a :Correct Answer Learned process. Your Answer Learned process. True/False Question Export manager needs to have linguistic skills in addition to other personal skills for better business performance. Correct Answer True Your Answer True True/False Question The key accounts manager must work overtime to build business and personal rapport in terms of respect and equality with his account. Correct Answer True Your Answer True Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Career Multiple Choice Single Answer Question For firms that experience a high rate of turnover, the recruiting program should be :Correct Answer Continuous. Your Answer Continuous. Match The Following QuestionCorrect Answer AWB Aeroplane Your Answer Aeroplane

BL RR LR

Bill of Lading (ship cargo) Bill of Lading (ship cargo) Railway receipt Lorry receipt Railway receipt Lorry receipt

Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations True/False Question Socio human obligation should see that economic consequences of its actions should not adversely effect public welfare. Correct Answer False Your Answer True Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Multiple Choice Single Answer Question It is the development of overall market for a group of products which can be grouped in one category :Correct Answer Category management Your Answer Category management Select The Blank Question Box-Jenkins' can provide an ________ forecast over a short run period. Correct Answer Excellent. Your Answer Excellent. Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question The sales forecast will be realistic if weightage is given to the company's :Correct Answer Proposed marketing plan. Your Answer Proposed marketing plan. Multiple Choice Multiple Answer Question Action desired by the supplier from the trade can be achieved through following :Correct Answer Image creation , Product leadership , Advertising and sales promotion Your Answer Image creation , Advertising and sales promotion , Generating more invoices Multiple Choice Multiple Answer Question Intangible benefits of merchandising to consumers are :Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout Your Answer Increased satisfaction , Easier to shop from a logical layout Multiple Choice Multiple Answer Question The criteria used for evaluating the forecasting techniques, are :Correct Answer Comprehensibility. , Accuracy. Your Answer Comprehensibility. , Accuracy. Multiple Choice Multiple Answer Question Costs of goods sold includes what all heads? Correct Answer Product cost , Administrative cost , Marketing cost Your Answer Product cost , Administrative cost , Marketing cost Multiple Choice Multiple Answer Question The 'Casual methods' include :Correct Answer Correlation-regressional analysis. , Econometric models. Your Answer Correlation-regressional analysis. , Econometric models. Select The Blank Question ________ is a major source of customer complaints. Correct Answer Advertising

Your Answer

Advertising

Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Securing appointments & then calling the prospects Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Pragmatic view True/False Question Accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Today Sales people & Sales Manager are involved in :Correct Answer Total Marketing process , Also handling the customer complaints Your Answer Total Marketing process , Also handling the customer complaints Multiple Choice Multiple Answer Question Planning the use of one's time involves :Correct Answer Principle of time analysis. , Principle of flexibility. Your Answer Principle of time analysis. , Principle of flexibility. Select The Blank Question The 'Sales Vice-president' ________ sales volume through selling tactics. Correct Answer Improves Your Answer Improves Select The Blank Question ________ products particularly benefit from advertising and promotional support. Correct Answer Consumer Your Answer Consumer True/False Question "ROAM" denotes Return on analysis management. Correct Answer False Your Answer False Select The Blank Question Psychological tests are one of the last steps in selection system because of ________ costs. Correct Answer High Your Answer High Multiple Choice Multiple Answer Question For industrial and commercial products, relationship should be built and cultivated with managers involved in :Correct Answer Buying , Product specification , Product use Your Answer Buying , Product specification , Product use True/False Question The fringe benefits do not improve performance of the sales people. Correct Answer False Your Answer False Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer False Select The Blank Question ________ availability must be ensured while over stocking must be avoided despite the changes in the market. Correct Answer Product

Your Answer

Materials

Select The Blank Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the customer. Correct Answer Apologize. Your Answer Apologize. Match The Following QuestionCorrect Answer Organizing people Your Answer Creating Job description & recruiting Sales

Creating Job description & recruiting Sales people

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies Evaluating Creating performance standards & take remedial actions take remedial actions

Involves

Establishing & transmitting to the

Creating performance standards &

Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Salary and share in the profits. Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Select The Blank Question The Sales person should frequently contact the customers to spot ________ & solve them. Correct Answer Problems Your Answer Problems Multiple Choice Single Answer Question The word 'scheduling' refers to :Correct Answer Good time management. Your Answer Good time management. True/False Question Sales persons must be thoroughly familiar with the client's decision making process. Correct Answer True Your Answer True True/False Question Partnership marketing is the stage in selling where the product is so placed that it can be seen touched, smelt, heard, tried & finally picked up as a purchase. Correct Answer False Your Answer False Multiple Choice Single Answer Question Bureaucracy theorists are interested in developing theory based on :Correct Answer Set of logical principles. Your Answer Set of logical principles. Multiple Choice Single Answer Question Which motive includes the satisfaction of customer wants through customer satisfaction? Correct Answer Service motive Your Answer Service motive

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

True/False Question been assigned to Correct Answer Your Answer

A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has a particular sales representative. True False

Select The Blank Question Many companies run ________ on applicants for sales positions. Correct Answer Credit checks Your Answer Credit checks Match The Following QuestionCorrect Answer Delphi method approach. Your Answer Modified version of executive opinion

Modified version of executive opinion approach.

Moving average technique Projects the average of the sales over the previous time periods. average of the sales over the previous time periods. Exponential smoothing in time series. Decomposition method data are isolated. Weighted sum of all past numbers in time series.

Projects the

Weighted sum of all past numbers

Four components of time series data are isolated.

Four components of time series

Select The Blank Question The goods from the producer first go to ________, who in turn sells the products to retail outlets. Correct Answer Distributor Your Answer Distributor Multiple Choice Multiple Answer Question In overcoming objection from the customer/prospect a Sales person :Correct Answer Should not immediately argue. , Should make true promises. Your Answer Should not immediately argue. , Should make true promises. Multiple Choice Multiple Answer Question Various merchandising tools are :Correct Answer Stickers , Posters , Branded racks on display units Your Answer Stickers , Posters , Branded racks on display units Multiple Choice Single Answer Question The frequency of purchasing & the source of purchases are the measures to analyse :Correct Answer Buying habits of consumers Your Answer Buying habits of consumers Multiple Choice Multiple Answer Question Positions available for P.O.S.and displays are :Correct Answer Roofs and canopies , Windows , Door Your Answer Roofs and canopies , Windows , Door True/False Question An organization supplying products on the strength of its performance, quality & demand is called product leadership. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The approaches to locate the prospect include :Correct Answer Center of influence , Advertising Your Answer Center of influence , Advertising Multiple Choice Multiple Answer Question Identifying potential of an outlet consists :Correct Answer How much of the competing product sold thought outlet? , What is the sale to similar shops in the area? , What is the sale of endues equipment? Your Answer What is the sale to similar shops in the area? , What is the sale of endues equipment? , How much of the competing product sold thought outlet?

Select The Blank Question Improved stock management reduces ________. Correct Answer Outstock situation Your Answer Outstock situation True/False Question 'Too big' shelf display encourages customer approach and thereby purchasing. Correct Answer False Your Answer False True/False Question Marketing & sales have been revolutionized by the concepts like Unitization, palletisation & containerization. Correct Answer False Your Answer False True/False Question Leaders realize that nothing in the world is permanent but change. Correct Answer True Your Answer True Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. Select The Blank Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance. Correct Answer Production. Your Answer Production. Multiple Choice Single Answer Question Sales forecasting in simple terms is :Correct Answer The estimate, how much the company is expected to sell in the coming period. Your Answer The estimate, how much the company is expected to sell in the coming period. Multiple Choice Single Answer Question It is a systematic study and evaluation of the organization's social performance as distinguished from its economic performance :Correct Answer Social audits Your Answer Social audits Select The Blank Question ________ management is a system of promoting the sales of a product. Correct Answer Brand Your Answer Brand Multiple Choice Multiple Answer Question Offer letter contains the following information :Correct Answer Country of origin , Shipping details , Product specification Your Answer Country of origin , Shipping details , Product specification Multiple Choice Multiple Answer Question A leader must fulfill the following functions :Correct Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. Your Answer Provide the people with a set of beliefs. , Provide a social organization in which people feel secure. , Provide independence. True/False Question The lecture sessions should be short and interspersed with other activities to avoid lack of enthusiasm. Correct Answer True Your Answer True Select The Blank Question The formulation of ________ begins when the individual is a small child. Correct Answer Ethics Your Answer Ethics Multiple Choice Single Answer Question The contents of sales training programmer, derived from specific :Correct Answer Aims. Your Answer Aims.

Select The Blank Question The ________ approach involves two way communication with the prospect. Correct Answer Question Your Answer Question Select The Blank Question To achieve ________ objectives, effective sales presentation is required. Correct Answer Price Your Answer Price Match The Following QuestionCorrect Answer Your Answer Deceptive morality Legislation

Playing favorites Deceptive morality Managing ethical standards Short weight of products Dewey's framework

Legislation

Unethical pricing Unethical pricing Reflective morality Reflective morality

Multiple Choice Single Answer Question Which is an essential part of the total program for motivating sales personnel? Correct Answer Sales compensation plan Your Answer Sales incentive plan Select The Blank Question A lead can be declared as ________ when it qualifies on all the criterias. Correct Answer Prospect Your Answer Prospect Multiple Choice Single Answer Question The result of formal job analysis is :Correct Answer Job description. Your Answer Job description. Multiple Choice Multiple Answer Question What are the supplier's focus of objectives? Correct Answer Value , Profit , Distribution Your Answer Profit , Distribution , Cost-control Select The Blank Question Managing key accounts is a ________ function. Correct Answer Specialist Your Answer Specialist Multiple Choice Multiple Answer Question Measures to be adopted in cost control in distribution & logistics costs :Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Multiple Choice Single Answer Question In case of companies selling industrial goods, customers :Correct Answer Mostly follow their past buying patterns. Your Answer Mostly follow their past buying patterns. Multiple Choice Single Answer Question The objective of "volume" for an industrial buyer is achieved by :Correct Answer Profit from trading opportunities Your Answer Profit from trading opportunities Multiple Choice Single Answer Question It's main task is to measure profitability and returns in relation to various operational tasks undertaken :Correct Answer Operational control Your Answer Strategic control Multiple Choice Single Answer

Question In a functional organization :Correct Answer Each manager is a highly qualified specialist. Your Answer Each manager is a highly qualified specialist. True/False Question There should be no focus on product innovations by the organization. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The leads obtained by the Sales person must be qualified in terms of :Correct Answer Needs , Ability to buy Your Answer Needs , Ability to buy True/False Question Brand management is a system of promoting the sales of a product. Correct Answer True Your Answer True Select The Blank Question Multiple ________ is a tool, that can be employed to forecast the effect of sales on several independent variables. Correct Answer Regression. Your Answer Regression. Multiple Choice Multiple Answer Question "Directive leadership" means :Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. , The participation of subordinates is nil. Multiple Choice Multiple Answer Question The Sales person must learn about certain things, which can be strategically used. These are :Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect Your Answer Buyers educational background & Technical knowledge , Life style of the prospect Select The Blank Question In reference approach, names of ________customers are referred to the prospect. Correct Answer Satisfied Your Answer Satisfied Multiple Choice Single Answer Question This view's slogan is " enjoy the wealth by renouncing it" :Correct Answer Trusteeship view Your Answer Trusteeship view Multiple Choice Multiple Answer Question Check list for analyzing warehousing are :Correct Answer Conditions , Safety & security , Communications Your Answer Safety & security , Communications , Location

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Save True/False Question Colour blocking' is a tool used by retailers. Correct Answer True Your Answer True Multiple Choice Single Answer Question The "value added" selling approach includes :Correct Answer Selling services that exceed customer expectations Your Answer Selling services that exceed customer expectations

True/False Question Sales people must not identify key members of the client's buying centre. Correct Answer False Your Answer False Select The Blank Question A marketing company is called ________ marketing company, when marketing function is treated as crucial. Correct Answer Progressive Your Answer Progressive Multiple Choice Single Answer Question Direct supplies, from manufacturer to supermarkets is beneficial to :Correct Answer Both Your Answer Both Select The Blank Question ________ develop greater product loyalty. Correct Answer Product usage Your Answer Product usage Multiple Choice Single Answer Question In the absence of training, job performance improves with :Correct Answer Experience. Your Answer Experience. Multiple Choice Multiple Answer Question Merchandising aids sales because :Correct Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the consumer and increases his pleasure in shopping Your Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the consumer and increases his pleasure in shopping Select The Blank Question The overall purpose of marketing organization is, to facilitate the ________ of organizational objectives. Correct Answer Achievement Your Answer Achievement Match The Following QuestionCorrect Answer Organizing people Your Answer Creating Job description & recruiting Sales

Creating Job description & recruiting Sales people

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies Evaluating Creating performance standards & take remedial actions take remedial actions Multiple Choice Single Answer Question The roll of Sales Manager as an analyzer includes :Correct Answer Reviewing Sales Records & Sales persons performance Your Answer Reviewing Sales Records & Sales persons performance Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers Multiple Choice Single Answer Question The contents of training programmers will depend on :Correct Answer Type of sales force. Your Answer Type of objectives. Multiple Choice Single Answer

Involves

Establishing & transmitting to the

Creating performance standards &

Question It is a collection of principles and rules of conduct based on beliefs about what is right and wrong business behavior :Correct Answer Business ethics Your Answer Business ethics Select The Blank Question The most important characteristic of sales training program is ________ orientation. Correct Answer Career Your Answer Career Match The Following QuestionCorrect Answer Fixed assets Sales Your Answer Plant, land Total number of units sold * price Working capital + fixed assets

Plant, land

Total number of units sold * price

Capital employed Working capital + fixed assets Costs of goods sold + Marketing cost

Administrative costs + Product cost + Marketing cost Administrative costs + Product cost

Multiple Choice Single Answer Question It is designed to measure result and effectiveness :Correct Answer Control Your Answer Control Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Securing appointments & then calling the prospects Multiple Choice Single Answer Question The frequency of purchasing & the source of purchases are the measures to analyse :Correct Answer Buying habits of consumers Your Answer Buying habits of consumers Multiple Choice Single Answer Question The modern marketing concept is based on :Correct Answer Customer orientation Your Answer Customer orientation Multiple Choice Single Answer Question We say organizational structure is successful in bringing about efficient marketing or products when :Correct Answer The organizational structure is flexible and adaptable to the changing environment in the market. Your Answer The organizational structure is flexible and adaptable to the changing environment in the market.

Select The Blank Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the customer. Correct Answer Apologize. Your Answer Apologize. Select The Blank Question An organization supplying products on the strength of its performance, quality & demand is called ________. Correct Answer Product leadership Your Answer Product leadership Multiple Choice Multiple Answer Question The primary role of a Sales manager is :Correct Answer To monitor the sales force. , To ensure that profits meet projected goals. Your Answer To monitor the sales force. , To ensure that profits meet projected goals. Multiple Choice Multiple Answer Question Some of the tools used for selection process, are :Correct Answer In depth interviews. , Physical examination.

Your Answer

In depth interviews. , Physical examination.

Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Multiple Choice Multiple Answer Question Informal approaches towards social responsibility are :Correct Answer Organisational culture , Whistle blowing Your Answer Organisational culture , Whistle blowing Multiple Choice Multiple Answer Question When a number of outlets already exists, the factors to be analysed for distribution are :Correct Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Your Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical selling & after sales service critical? Multiple Choice Single Answer Question The modern sales approach like partnering includes :Correct Answer Sharing of values between vendors & buyers Your Answer Sharing of values between vendors & buyers Multiple Choice Single Answer Question In any organization the Marketing team consists of :Correct Answer Two basic groups,' the field Sales force' & the 'Head quarters Marketing team'. Your Answer All the people from the organization. Multiple Choice Multiple Answer Question The 'Judgement methods' include :Correct Answer Jury of executive opinion. , Delphi method. Your Answer Jury of executive opinion. , Delphi method. Multiple Choice Multiple Answer Question Features of product promotion policies for the key account at the retail outlet are :Correct Answer Centralised , Branch promotions Your Answer Centralised , Branch promotions Multiple Choice Single Answer Question Market potential is the :Correct Answer Highest possible industry wide sales of product. Your Answer Highest possible industry wide sales of product. True/False Question The modern Marketing concept is based on Profit consideration. Correct Answer True Your Answer True True/False Question The efficiency in selling activities is measured from the sales call plan. Correct Answer True Your Answer False Multiple Choice Single Answer Question In 'assumption close' technique :Correct Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. Your Answer The Sales person assumes that prospect will purchase & conveys this assumption through his actions. True/False Question Favoritism is an unethical issue in business dealings. Correct Answer True Your Answer True Select The Blank Question In recent years more and more companies have tended to rely less on ________ tests. Correct Answer Psychological Your Answer Psychological Multiple Choice Multiple Answer Question The sales force can be remunerated in the following ways :Correct Answer Salary and commission on sales. , Salary and share in the profits. Your Answer Salary and commission on sales. , Salary and share in the profits.

True/False Question

Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.

Correct Answer True Your Answer True Multiple Choice Multiple Answer Question In overcoming objection from the customer/prospect a Sales person :Correct Answer Should not immediately argue. , Should make true promises. Your Answer Should not immediately argue. , Should make true promises. True/False Question The 'top-down approach' is also called the 'breaking down' approach. Correct Answer True Your Answer True True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Work of sales personnel. Multiple Choice Single Answer Question Sales force effectiveness can be improved through :Correct Answer Training. Your Answer Training. Select The Blank Question Star performance can also give an organization a unique ________ in the market. Correct Answer Niche Your Answer Niche

LIST OF ATTEMPTED QUESTIONS AND ANSWERS True/False Question Favoritism is an unethical issue in business dealings. Correct Answer True Your Answer True Multiple Choice Single Answer Question Buying habits of customers are analysed by studying :Correct Answer The frequency of purchasing & the source of purchases Your Answer The frequency of purchasing & the source of purchases Multiple Choice Single Answer Question In the 'success story close' technique,Correct Answer The Sales person cites examples where other prospects have benefited using that particular product & has succeeded. Your Answer The Sales person cites examples where other prospects have benefited using that particular product & has succeeded. Multiple Choice Single Answer Question Company information, is knowledge in relation to :Correct Answer Image of company. Your Answer Image of company. Multiple Choice Single Answer Question When approaching a prospect, sales person needs to understand :Correct Answer Total buying situation Your Answer Total buying situation True/False Question The total time consumed from order preparation till delivery is indicated by Cost of carriage.

Correct Answer False Your Answer False

Multiple Choice Multiple Answer Question Offer letter contains the following information :Correct Answer Country of origin , Shipping details , Product specification Your Answer Country of origin , Certificate of quality , Product specification Match The Following QuestionCorrect Answer C BPI SIC T Your Answer

Cycle i.e. due to variations in business cycle. Cycle i.e. due to variations in business cycle. Buying Power Index Buying Power Index Standard industrial classification system

Standard industrial classification system Trend i.e. long term changes.

Trend i.e. long term changes.

Select The Blank Question Leadership is the activity of ________ people and strive willingly for group objectives. Correct Answer Influencing Your Answer Influencing Multiple Choice Single Answer Question Size, profit, technological, leadership etc are which types of motives? Correct Answer Operational Your Answer Business Multiple Choice Single Answer Question "Cold Consulting" includes :Correct Answer Securing appointments & then calling the prospects Your Answer Securing appointments & then calling the prospects Multiple Choice Single Answer Question The term 'BPI' stands for :Correct Answer Buying power index. Your Answer Buying power index. Multiple Choice Single Answer Question When the formal order and offer letter conditions match, the next letter that follows is :Correct Answer Order confirmation letter Your Answer Order confirmation letter Select The Blank Question The goods from the producer first go to ________, who in turn sells the products to retail outlets. Correct Answer Distributor Your Answer Distributor Multiple Choice Single Answer Question One definition of 'leadership' is to establish :Correct Answer A dependent relationship on the leader. Your Answer A confident relationship among people. True/False Question All functional areas in organization, should not be involved in forecasting and planning. Correct Answer False Your Answer False Multiple Choice Multiple Answer Question Measures to be adopted in cost control in distribution & logistics costs :Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Multiple Choice Multiple Answer Question In the 'Jury of executive opinion', the jury may consist of :Correct Answer Company president. , Several of different functional areas. Your Answer Company president. , Several of different functional areas. Multiple Choice Single Answer

Question

Computer based production & inventory control system that attempts to minimize inventory is :-

Correct Answer MRP Your Answer MRP Multiple Choice Multiple Answer Question Tangible benefits of merchandising to consumers are :Correct Answer Time saving , Better quality of choice , Improve loyalty Your Answer Time saving , Better quality of choice , Improve loyalty True/False Question Routing is establishing the sequence of locations sales person will visit. Correct Answer True Your Answer True Select The Blank Question The retail outlets have location advantage in that they save the consumer's ________. Correct Answer Travelling time Your Answer Travelling time Match The Following QuestionCorrect Answer Organizing people Your Answer Creating Job description & recruiting Sales

Creating Job description & recruiting Sales people

Analyzing Involves activities of reviewing Sales records & Sales persons performance activities of reviewing Sales records & Sales persons performance Planning Establishing & transmitting to the Sales people objectives & Strategies Sales people objectives & Strategies Evaluating Creating performance standards & take remedial actions take remedial actions

Involves

Establishing & transmitting to the

Creating performance standards &

Multiple Choice Multiple Answer Question Deliverables of strategic category assessment are :Correct Answer Research gaps , Strategic assessment document Your Answer Research gaps , Strategic assessment document , Category management document Select The Blank Question Information passes rapidly through ________ without going through formal channals & helps in getting feedback. Correct Answer Grapevine Your Answer Grapevine Multiple Choice Multiple Answer Question A sales training is usually built on the basis of :Correct Answer Execution. , Evaluation. Your Answer Execution. , Evaluation. Multiple Choice Multiple Answer Question Closing inventory must take into account :Correct Answer Plan changed in the product, packaging & price , Shelf life & expiry date Your Answer Quality of packaging , Plan changed in the product, packaging & price , Shelf life & expiry date Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Work of sales personnel. , Policies of Government. Select The Blank Question Good leaders are ________ communicators. Correct Answer Effective Your Answer Effective Multiple Choice Multiple Answer Question Approaches to collect and report social audits are :Correct Answer Inventory , Cost , Program management

Your Answer

Inventory , Cost , Program management

True/False Question An organization supplying products on the strength of its performance, quality & demand is called product leadership. Correct Answer True Your Answer True Multiple Choice Single Answer Question Seeking "prospect" includes :Correct Answer Finding new or potential customers Your Answer Finding new or potential customers True/False Question Extended socialization involves long term training, job rotation and corporate social activities.

Correct Answer True Your Answer False True/False Question Ordering, invoicing & payments are controlled on a month-to-month basis rather than on an orderto-order basis. Correct Answer True Your Answer False Multiple Choice Multiple Answer Question Various issues dealt in code of ethics are :Correct Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Your Answer Accepting business gifts , Using company property for personal use , Attempting to influence government officials Select The Blank Question ________ generates increased revenue and profits for no additional investment in stock. Correct Answer Space management Your Answer Space management Multiple Choice Multiple Answer Question Hiring decision is also based on :Correct Answer Temperament. , Creativity. Your Answer Temperament. , Creativity. , Complexity.

LIST OF ATTEMPTED QUESTIONS AND ANSWERS Select The Blank Question Psychological tests are one of the last steps in selection system because of ________ costs. Correct Answer High Your Answer High Select The Blank Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance. Correct Answer Production. Your Answer Production. Match The Following QuestionCorrect Answer AWB BL RR Aeroplane Your Answer Aeroplane

Bill of Lading (ship cargo) Bill of Lading (ship cargo) Railway receipt Road receipt

LR

Lorry receipt

Legal report

Multiple Choice Single Answer Question Buying habits of customers are analysed by studying :Correct Answer The frequency of purchasing & the source of purchases Your Answer The frequency of purchasing & the source of purchases True/False Question Training programs & seminars don't help in effective performance by Sales person. Correct Answer False Your Answer False Multiple Choice Single Answer Question The act of an employee when he discloses all illegal or unethical activities within the organization, is called as :Correct Answer Whistle blowing Your Answer Whistle blowing Multiple Choice Single Answer Question The contemporary sales representatives, are required to do :Correct Answer Several 'non selling' jobs, apart from servicing customer accounts. Your Answer Several 'non selling' jobs, apart from servicing customer accounts. True/False Question Logistics system is formed by the integration adaptation, the principles of physical movement of goods & people. Correct Answer True Your Answer True Multiple Choice Single Answer Question Which method develops a strategy which helps to separate the company from its rivals, for a short term? Correct Answer Benchmarking Your Answer Control process Multiple Choice Single Answer Question If a customer objects about some product or goods :Correct Answer He is asking for information about that product in indirect way. Your Answer He is asking for information about that product in indirect way. Multiple Choice Single Answer Question Sales forecasting in simple terms is :Correct Answer The estimate, how much the company is expected to sell in the coming period. Your Answer The estimate, how much the company is expected to sell in the coming period. Multiple Choice Single Answer Question Successful sales people are goal directed and identify :Correct Answer Strongly with their customers. Your Answer Strongly with their customers. True/False Question To adopt successfully to the changing Marketing scenario, Sales & Marketing functions should be integrated on a large scale. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Today Sales people & Sales Manager are involved in :Correct Answer Total Marketing process , Also handling the customer complaints Your Answer Total Marketing process , Only delivering goods to the customer , Also handling the customer complaints Multiple Choice Multiple Answer Question To make a audit of distribution & logistics, following things are considered :Correct Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? Your Answer Are rates comparable with other similar companies? , Is the profit adequate to each one in the chain? , Check the people's capability to manage the details Select The Blank Question Sales development is concerned with ________ of new customers, and not just additional sales. Correct Answer Creation Your Answer Creation

True/False Question A sales job is different from other jobs. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Techniques for ensuring capacity loading are :Correct Answer Consolidation of orders , Combining the shipments , Careful packaging Your Answer Consolidation of orders , Combining the shipments , Careful packaging Multiple Choice Multiple Answer Question The performance of the sales force tends to be better, when the sales manager relies on :Correct Answer Expert power. , Referent power. Your Answer Coercive power. , Reward power. , Referent power. Multiple Choice Single Answer Question One definition of 'leadership' is to establish :Correct Answer A dependent relationship on the leader. Your Answer A confident relationship among people. Multiple Choice Single Answer Question The view acknowledges both the importance of profits and the need for social responsibility is :Correct Answer Pragmatic view Your Answer Pragmatic view True/False Question Sales persons must be thoroughly familiar with the client's decision making process. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question The follow up, after Sale of the product is :Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. Your Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in cultivating brand loyalty. , Does not provide with customer reorientation. Multiple Choice Multiple Answer Question For successful selling in today's changing environment :Correct Answer The sales people should use the consultative sales approach. , Sales people must identify key members of the clients buying centre. Your Answer The sales people should use the consultative sales approach. , Sales people must identify key members of the clients buying centre. Select The Blank Question ________ limit sales opportunities open to competitors. Correct Answer Block competitor Your Answer Block competitor Multiple Choice Multiple Answer Question To overcome barriers in communication :Correct Answer Information overload to be avoided. , Messages should be short. Your Answer Information overload to be avoided. , Messages should be short. True/False Question Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.

Correct Answer True Your Answer False Multiple Choice Single Answer Question Multiple sourcing policies are generally adopted for which products? Correct Answer Consumables Your Answer Consumables Multiple Choice Multiple Answer Question Poor, Sales territory design, results in :Correct Answer Inadequate market coverage. , Lack of control over sales force. Your Answer Inadequate market coverage. , Lack of control over sales force. Multiple Choice Multiple Answer Question Measures to be adopted in cost control in distribution & logistics costs :Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials

handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION Multiple Choice Multiple Answer Question The continuing training needs usually arise due to change in :Correct Answer Products and markets. , Work of sales personnel. Your Answer Products and markets. , Procedures of competing organization. , Policies of Government. Select The Blank Question The results of 'Box-Jenkins method' are fair in identifying ________ turning points. Correct Answer Significant. Your Answer Significant. True/False Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and competition and which are mutually exclusive to each other. Correct Answer False Your Answer False True/False Question Reciprocal trading opportunities can be undermined by encouraging value analysis. Correct Answer True Your Answer False Select The Blank Question Good leaders are ________ communicators. Correct Answer Effective Your Answer Effective True/False Question Sales people can enhance or detract from the seller's image in the market for they are the critical contact with the customers. Correct Answer True Your Answer True Multiple Choice Single Answer Question In demand analysis, the first question is :Correct Answer Who will use the product. Your Answer Who will use the product. Select The Blank Question Right to freedom of speech is an example of ________. Correct Answer Theory of Rights Your Answer Theory of Rights Select The Blank Question Information passes rapidly through ________ without going through formal channals & helps in getting feedback. Correct Answer Grapevine Your Answer Grapevine True/False Question Socio human obligation should see that economic consequences of its actions should not adversely effect public welfare. Correct Answer False Your Answer True Multiple Choice Multiple Answer Question Managing key accounts needs special skills like :Correct Answer Planning and selling , Negotiating , Interpersonal skills Your Answer Planning and selling , Negotiating , Interpersonal skills Select The Blank Question Account manager must also ________ to allow time to work on priorities and key result areas. Correct Answer Delegate Your Answer Delegate Select The Blank Question The information on the applicant is also provided through ________, if other sources are not available. Correct Answer References Your Answer References Multiple Choice Multiple Answer Question Job description can be organized into :Correct Answer Sales activities. , Territory management.

Your Answer

Sales activities. , Territory management. , Total management.

Select The Blank Question ________ for social decision making avoids poorly executed social action. Correct Answer Flowchart Your Answer Bar diagram Match The Following QuestionCorrect Answer Your Answer Sales per sq.mtr. EmployedPaper work activities Fixed costs as % of total costs

In distribution & logistics - overall performance In distribution & logistics - overheads

Fixed costs as % of total costs

In distribution & logistics - productivity hour employed In distribution & logistics - useful

10 kms per direct man hour employed

10 kms per direct man

Maximum load carried as % gross weight

Sales per sq.mtr. Employed

Multiple Choice Single Answe