Sdm Set 1 MCQs | AssignGuru

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