On This Page
This set of SDM Multiple Choice Questions & Answers (MCQs) focuses on Sdm Set 1
Q1 | The process of planning, analysing, controlling and implementing the activities of sales force is classified as
- indirect sales management
- direct sales management
- sales force management
- persuasion management
- one of the above
Q2 | The field sales force is also called as
- inside sales force
- outside sales force
- channel intermediaries
- none of the above
- one of the above
Q3 | The tools of sales promotion that are used to trigger short term customer involvement or to build customer relationships are classified as
- inbound promotion
- outbound promotion
- organizational promotion
- consumer promotions
- one of the above
Q4 | The step of personal selling process in which the sales person learns about potential buyerbefore making a call for sale is classified as
- pre-approach
- sales nomination
- qualifying
- prospecting
- one of the above
Q5 | The sales promotion tool through which resellers are persuaded to carry brand, provide shelf space, promote advertising and push to final buyers is classified as
- point of purchase promotion
- trade promotion
- event promotion
- off deal promotion
- one of the above
Q6 | The last step in personal selling process is
- present and demonstrate
- follow up
- closing
- approach
- one of the above
Q7 | Qualifying a prospect is
- identical with checking references for an applicant
- determining which applicant to hire
- conducting an exit interview
- determining if a prospect is interested in a product
- one of the above
Q8 | Which of the following statements about sales force management is true?
- The sales force is the firm's most direct link to the customer
- The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
- As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
- Personal selling is usually less expensive than advertising
- one of the above
Q9 | Which of the following statements about the sales force in the 21st century is true?
- Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
- Transactional exchanges no longer occur
- Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
- Salespeople make little use of the Internet because they realize the importance of the personal touch
- one of the above
Q10 | __________refers to the administration of the personal selling component of a company’s marketing program.
- Sales management
- Distribution Management
- Promotion Management
- Marketing Management
- one of the above
Q11 | Choose the correct statement.
- Marketing management is a broader concept and sales management is a part of marketing management.
- Sales management is a broader concept and marketing management is a part of marketing management.
- Marketing management and sales management are equivalent.
- There is no connection between sales management and marketing management
- one of the above
Q12 | Sales and Distribution Management majorly focuses on the___________ aspect of an organization.
- Buying
- Selling
- Negotiating
- Producing
- one of the above
Q13 | The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale is known as ______.
- Sales Planning
- Personal Selling
- Sales & Distribution Management
- Oral Selling
- one of the above
Q14 | Personal selling is used extensively in ___________ products.
- Simple and less technical
- Complex and non-technical
- Complex and highly technical
- Simple & highly technical
- one of the above
Q15 | Personal selling has ________ communication.
- One Way
- Two Way
- Indirect
- Direct
- one of the above
Q16 | Companies engage in sales training to:
- increase absenteeism and turnover
- increase selling costs
- decrease sales volume
- change or reinforce behavior that makes salespeople more efficient
- one of the above
Q17 | The formula N = S/P (1 + T) is for………………
- Workload
- Sales potential (or breakdown)
- Incremental
- None of the above
- one of the above
Q18 | The sales force can play a central role in achieving a marketing orientation strategy, by
- Maintaining infrequent contact with customer
- Collecting and disseminating market information
- Focusing on cutting costs
- Following the competition's lead
- one of the above
Q19 | From management's point of view, what is the advantage of a straight salary compensationplan?
- With a straight salary plan, selling costs are kept in proportion to sales.
- The straight salary plan is simple and economical to administer.
- With a straight salary plan, salespeople have the assurance of positive feedback.
- A straight salary plan links performance to leadership style.
- one of the above
Q20 | The most critical impact to a sales organization affected by down-sizing is that:
- The sales team is de-motivated
- The company must recalculate sales budgets
- The sales workload must be redistributed
- Customers may change suppliers due to severed relationship with salesperson
- one of the above
Q21 | The three major tasks involved in the implementation stage of the sales management process are:
- salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation.
- Developing account management policies, implementing the account management policies, correcting the account management policies.
- Setting sales objectives, organizing the salesforce, and developing account management policies.
- Organizing the salesforce, quantitative assessment, and follow-up.
- one of the above
Q22 | In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs?
- Workload
- Sales potential (or breakdown)
- Incremental
- None of the above
- one of the above
Q23 | An effective sales plan objective should be:
- Precise, measurable, and time specific.
- General, measurable, and flexible.
- Profitable, subjective, and measurable.
- Precise, profitable, and flexible.
- one of the above
Q24 | If a company chooses to employ its own sales force, the three organizational structures it may use are:
- Dollar volume, geography, and customer.
- Geography, customer, and product.
- Geography, market size, and product.
- Market size, product, and customer.
- one of the above
Q25 | Long-term compensation plans:
- Include bonuses and contests
- Should be evaluated and modified quarterly
- Should be well thought out, so that few changes will be needed from year to year
- Must be developed so that short-term compensation plans will not be necessary
- one of the above