Sales-distribution-management.pdf

sales dist mgt

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 Work with Sales Representative to provide Technical advice & information before, during &

after the purchase.

Work with Sales Representative to provide Technical advice & information before, during &

after the purchase.

Customer service representative. Assist in installation, maintenance & regular servicing of products. Assist in

installation, maintenance & regular servicing of products.

Inside Sales person. Sell from office via telephone. Sell from office via telephone.

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 The key to successful leaders is their non-commitment.

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 A 'Sales territory' is a configuration of current and potential accounts, for which responsibility has

been assigned to a particular sales representative.

Correct Answer True

Your Answer 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

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

To facilitate performance evaluation.

Set daily / weekly / monthly goals. Set daily / weekly / monthly goals.

Sales territories. Provide intensive market coverage. Provide intensive market coverage.

Inadequate sales territories.

Split territories. Split territories.

Selling cost variations. Review cost figures. Review cost figures.

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.

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 Your Answer

Labour relations Option of flexible working hours Public seats on Board of Directors

Consumerism Product warranty and service Product warranty and service

Community needsService in voluntary groups

Pollution cleanup and prevention

Government relations Business control through political action 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

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