Sales Management MCQs

Multiple Choice Questions 62 Pages

Savitribai Phule Pune University

Bachelor of Business Administration

PLB

Contributed by

Parvez Lal Banik

Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

UNIT I- INTRODUCTION TO SALES MANAGEMENT

Q.1. Sales management is discipline of …………….benefits a company and its customers receive
from the efforts of its sales force.
(1). Minimizing
(2). Maximizing
(3). Controlling
(4) None of the above

ANSWER – (2)

Q.2. According to ………………sales management includes recruitment, selection, training,
motivation, supervision on the urork, and evaluation of performance of sales force.
(1) Rachman & Romane
(2) B.R.Canfield
(3) Hampton & Zubin
(4) American marketing Association

ANSWERS- (1)

Q 3. The amin objective of sales management are ………………
(1) Decrease in profits and continuous growth
(2) Increase in profits and stagnant growth
(3) Increase in profits and continuous growth
(4) Decrease in profits and stagnant growth

ANSWERS – (3)

Q.4. Sales management achieves personal selling objectives through ……………
(1) Personal Selling Strategy
(2) Interpersonal selling strategy
(3) Selling strategy
(4) None of the above
Page 1
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

ANSWER –(1)

Q5. Sales management is the …………….of a sales staff, and the tracking and reporting of the
company’s sales.
(1) Strategy
(2) Training and management
(3) Management
(4) None of the above

ANSWERS – (2)

Q 6. Sales management is the ………………….of sales staff, and the tracking and reporting of the
company’s sales.
(1) Management
(2) Selling strategy
(3) Demonstration
(4) Development of human resources

ANSWERS – (4)

Q 7 . The scope of sales management is confined not only to self centered corporate goal profit
and sales maximization but also to ……………..
(1) Good welfare
(2) Consumer welfare
(3) Organization welfare
(4) Individual welfare

ANSWER – (2)

Q.8. ………….is the fundamental guiding principle of sales management.
(1) Customer delight
(2) Customer orientation
(3) Client satisfacation
Page 2
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

(4) None of the above

ANSWERS – (1)

Q.9. In an organization ………………..is also very useful when technically complex products are in
the process to sell.
(1) Individual selling approach
(2) Group selling approach
(3) Team based selling approach
(4) None of the above

ANSWER – (3)

Q.10. One of the element of sales planning is to ………for selling activities.
(1) Set objectives
(2) Schedule objectives
(3) Track Objectives
(4) None of the above

ANSWER – ( 1)

Q.11 Avon, Amway, and Tupperware use which of the following forms of channel distribution?
(1) direct marketing channel
(2) indirect marketing channel
(3) forward channel
(4) fashion channel

ANSWERS – (1)

Q.12. From the economic system’s point of view, the role of marketing intermediaries is to
transform:
(1) raw products into finished products.
(2) consumer needs into producer needs.
Page 3
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

(3) consumer needs and wants into product desires.
(4) assortments of products made by producers into the assortments wanted by consumers.

ANSWERS- ( 4)

Q.13. When the manufacturer establishes two or more channels catering to the same market,
then …………… occurs.
(1) Vertical channel conflict
(2) Horizontal channel conflict
(3) Multi channel conflict
(4) None of the above

ANSWER- (3)

Q.14 A distribution channel moves goods and services from producers to consumers. It
overcomes the major time, place, and ………….gaps that separate goods and services from those
who would use them.
(1) possession
(2) profit
(3) image
(4) psychological

ANSWER – (1)

Q.15.Through their contacts, experience, specialization, and scale of operation,usually offer the
firm more than it can achieve on its own.
(1) manufacturers
(2) producers
(3) direct marketers
(4) intermediaries

ANSWER – (4)

Page 4
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

Q.16.Makers of televisions, cameras, tires, furniture, and major appliances normally use which
of the following distribution channel forms?
(1) direct marketing channel
(2) indirect marketing channel
(3) horizontal channel
(4) synthetic channel

ANSWER – (2)

Q.17. Using manufacturer’s representatives or sales branches is usually a characteristic of which
of the following channel forms?
(1) business marketing channels
(2) customer marketing channels
(3) service marketing channels
(4) direct marketing channels

ANSWER –(4)

Q 18.Transporting and storing goods is part of which of the following marketing channel
functions?
(1) negotiation
(2) physical distribution
(3) contact
(4) matching

ANSWER – (b)

Q.19. Who sells to the customers?
(1) Semi wholesalers
(2) Wholesalers
(3) Retailer
(4) Distributor

Page 5
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

ANSWER- (3)

Q.20.The benefits of marketing channels are………..
(1) Cost saving
(2) Time saving
(3) Financial support given
(4) All of above

ANSWER- (4)

Q.21……………..is a layer of intermediaries that performs some work in bringing the product and
its ownership closer to the buyer.
(1) A direct marketing channel
(2) An indirect marketing channel
(3) A channel level
(4) A channel switching system

ANSWER- (3)

Q.22.Which of the following statements about sales force management is true?
(1) The sales force is the firm's most direct link to the customer
(2) The statement, "The world will beat a path to your door if you build a better mousetrap,"
reflects how business operates today
(3) As organizations implement the marketing concept, they soon realize how important it is to
be sales-oriented
(4) Personal selling is usually less expensive than advertising

ANSWERS- (3)

Q 23. With respect to a channel of distribution, the number of intermediary levels within the
channel indicates the of a channel.
(1).width
(2) depth
Page 6
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

(3) length
(4) similarity

ANSWRS- (3)

Q.24 Independent firms at different channel levels integrate their programs on a contractual
basis to achieve systemic economies and increased market impact are known as……….
(1) Corporate vertical marketing systems
(2) Contractual vertical marketing systems
(3) Administered vertical
(4) None of the above

ANSWERS- (2)

Q.25. Which of the following statements about the sales force in the 21st century is true?
(1.) Sales managers will use a hands-off approach and let the professional salesperson be his or
her own boss
(2) Transactional exchanges no longer occur
(3) Sales management must be smart and nimble and provide technology-centered solutions to
support the sales effort
(4) Salespeople make little use of the Internet because they realize the importance of the
personal touch

ANSWERS- (1)

Q.26……………….Is a marketing channel that has no intermediary levels.
(1) direct marketing channel
(2) indirect marketing channel
(3) forward channel
(4) hybrid channel

ANSWERS- (1)

Page 7
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

Q.27. When channel members assume responsibility for one or more of the marketing flows
over at least two separate levels of distribution manufacturing and wholesaling, in fact, such
systems are synonymous with both forward and backward vertical integration is known
as…………
(1) Corporate vertical marketing systems
(2) Contractual vertical marketing systems
(3) Administered vertical marketing systems
(4) None of the above

ANSWER- A

Q28. The difference between transactional selling and relationship selling is
(1) In transaction, selling buyers must pay cash
(2) In relationship selling, buyers and sellers must be related
(3) In transaction selling, sellers provide greater service
(4) In relationship selling, sellers work to provide value to their customers

ANSWER- (4)

Q29. A…………….Is a set of interdependent organizations involved in the process of making a
product or service available for use of consumption by the consumer or business user.
(1) retailer
(2) wholesaler
(3) distribution channel
(4) middleman

ANSWER- (3)

Q.30.The work of setting up objectives for selling activities, determining and scheduling the
steps necessary to achieve these objectives is known as………….
(1) Selling
(2) Sales policy
(3) Sales programme
Page 8
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

(4) Sales planning

ANSWER- (4)

Q.31..Karen is studying the potential for selling her company's products in China. As part of her
analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen
is studying the country's
(1) Natural conditions
(2) Technological feasibility
(3) Social and cultural norms
(4) Distribution structure

ANSWER-(4)

Q32 Mr. Narayan, the new national sales manager is learning about the internal organizational
environment in her company. She will learn about all of the following EXCEPT
(1) Human resources
(2) Financial resources
(3) Service capabilities
(4) Social and cultural environment

ANSWERS- (4)

Q.33. Which is not a strategic role of sales management?
(1) Tracking
(2) Reporting
(3) Delivery
(4) Optimizes distribution
ANSWER-(3)

Q.34. John, the sales manager for a building materials company, knows the customers in one
profitable sales territory, are particularly hostile to women sales reps. John faces an ethical
dilemma primarily in the area of:
Page 9
Dnyansagar Arts And Commerce College, Balewadi,Pune – 45

Subject- Sales Management 2013 pattern Sub.code- 505(B) Class: T. Y.BBA
MULTIPLE CHOICE QUESTIONS

PROF. Shinde.P.S. www.dacc.edu.in

(1) Determining compensation and incentives
(2) Equal treatment in hiring and promotion
(3) Respect for individuals in supervisory and training programs
(4) Fairness in the design of sales territories

ANSWER- (3)

Q.35. large marketing intermediary, but not as large as a sole selling agent in terms of size,
resources and territory of operation is known as………………..
(1) Wholesaler
(2) Sole selling agent
(3) Direct marketing channel
(4) Semi-wholesalers

ANSWER- (1)

Q.36. Many firms use environmental scanning to assess their external environment.
Environmental scanning should be used to
(1) Respond to current crises
(2) Identify future threats and opportunities
(3) Determine personnel performance
(4) Allocate financial resources

ANSWER- (2)

Q.37. Sarah and Steve are sales reps for a major pharmaceutical company in the same
geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups.
Their sales manager would likely have an ethical dilemma in the area of:
(1) Determining compensation and incentives
(2) Equal treatment in hiring and promotion
(3) Respect for individuals in supervisory and training programs
(4) Fairness in the design of sales territories

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Sales Management MCQs

Sales Management MCQs

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