What factors can have an adverse impact on consumer demand?

- insurance
- increase in GDP
- natural
- slow down in economic conditions
ANS.
- insurance
- natural
- slow down in economic conditions




2. Key account management arises from the consolidation of buying points in
- wholesaler organisation
- retailer organisation
- industrial organisation
- IT organisation
ANS.
- retailer organisation
- industrial organisation




3. According to C.L.Bolling , a sales organisation is a combination of functions
- planning
- managing
- efficient supervising
- selecting sales personnel
ANS.
- planning
- managing
- efficient supervising




4. Key account management improve customer retention through
- stronger relationships
- increased client satisfaction
- strong response
- increased employee satisfaction
ANS.
- stronger relationships
- increased client satisfaction




5. Global selling programme consist of the following major functions
- understanding the selling situation
- adopting appropriate sales force
- adjusting appropriately sales force measurement, competency creation & motivating system
- controlling publicity in local newspaper
ANS.
- understanding the selling situation
- adopting appropriate sales force
- adjusting appropriately sales force measurement, competency creation & motivating system




6. Steps involved in the recruiting process are
- conducting job analysis
- production target
- target analysis
- developing job specification
ANS.
- conducting job analysis
- developing job specification




7. Characteristics of territory management are
- maintain sales portfolio , sample kits , etc.
- balance effort with customer against the potential value
- study the customer's requirement
- report to customer's complaint
ANS.
- maintain sales portfolio , sample kits , etc.
- balance effort with customer against the potential value




8. Define specific objectives about compensation structure
- consider the companies general compensation structure
- simple ranking
- classification & grading
- how to develop sale
ANS.
- consider the companies general compensation structure
- simple ranking
- classification & grading




9. What are the advantages of matrix type organisation?
- effective in rapidly changing environment
- suitable for time bound project
- flexibility and encourage inter-departmental co-operation
- conflict potential organisational structure
ANS.
- effective in rapidly changing environment
- suitable for time bound project
- flexibility and encourage inter-departmental co-operation




10. Department stores offer
- broad variety
- deep assortment
- departments for sale
- only convenience products
ANS.
- broad variety
- deep assortment




11. What could be the disadvantage of matrix type organisation?
- a potential for confict between functional and project manager or between professional experts
- conflict at operational level
- more discussion , less work
- additional cost of implementation
ANS.
- a potential for confict between functional and project manager or between professional experts
- more discussion , less work
- additional cost of implementation




12. Transportation is an important link between place of
- production
- consumption
- simplification
- generalization
ANS.
- production
- consumption




MATCH THE FOLLOWING:


13.
quantitative forecasting technique --- rules, mathematical & statistical methods
jury of executive opinion --- group of executives from different functional areas
qualitative forecasting technique --- rely on executive experience & attachment of market
surveys --- direct questioning of customers




14.
flow of finished goods --- marketing logistics
low inventory level --- stock outs
high customer service --- high cost
private carrier --- firms owners and operaye vehicles




SINGLE RESPONSE:


15. A sales person should have full knowledge of the product & of the company
- he/she represents
- in competition around
- in the market place
- in the neighbourhood
ANS.
- he/she represents




16. Improving the ability of the sales people to carry out
- corporate endorsed selling strategies
- corporate endorsed human resource strategies
- corporate endorsed production strategies
- corporate endorsed finance strategies
ANS.
- corporate endorsed selling strategies




17. Quota setting is which type of tool for salesman or dealer
- motivational tool
- stagnant tool
- very difficult tool
- very impressive tool
ANS.
- motivational tool




18. Planning is the goal to the sales management function because
- it is very difficult work
- it is the basis of assumption
- it provides strategic, tactical & operational direction to all levels of management
- it is the document useful to all levels of management
ANS.
- it provides strategic, tactical & operational direction to all levels of management




19. Professional selling requires sales representatives to develop
- an efficient systematic approach
- random style of selling
- causal approach to customers
- selective approach
ANS.
- an efficient systematic approach




20. Once the goods are handed over to the ware-house keeper , the risk of goods passes to the
- attendant
- client
- customer
- ware-house keeper
ANS.
- ware-house keeper




21. A sales person's responsibility is established by
- using good employee management
- using designing sales territories
- using employee developing
- usibg employee communication
ANS.
- using designing sales territories




22. Sales quotas means quantitative sales objectives assigned to
- salesman or sales territories
- a type of marketing method
- a type of production method
- very different technique of selling production
ANS.
- salesman or sales territories




23. The combined purchasing power of the network of all franchises will lead to
- confusion in the system
- diseconomies of scale
- disagreement within members
- better negotiations with key suppliers
ANS.
- better negotiations with key suppliers




24. Which mode of transport is used for costly perishable goods?
- road
- rail
- air
- ship
ANS.
- air




25. Which type of warehouses stocks goods belonging to their owners only?
- private warehouses
- government warehouses
- public warehouses
- stock warehouses
ANS.
- Private warehouses




26. Physical distribution is a
- service trade off
- cost-service trade off
- cost trade off
- cost benefit trade off
ANS.
- cost trade off




27. Territorial control is the establishment of individual territories in the form of
- qualitative & quantitative quotas
- goals
- production quality
- production quantity
ANS.
- qualitative & quantitative quotas




FILL IN THE BLANKS:


28. The major use of sales analysis is to detect _____ in the sales effort.
- profit & loss
- sales & purchase
- strength & weaknesses
- closing stock & opening stock
ANS.
- strength & weaknesses




29. Time interval between order placement & delivery is ______.
- bicycle time
- recycle time
- order cycle time
- order - fulfillment time
ANS.
- order cycle time




30. Services are produced & ______ at the same time.
- maintained
- transported
- stored
- consumed
ANS.
- consumed




31. Effective distribution system is a must for ______ .
- shareholders
- suppliers
- success of marketing
- production
ANS.
- success of marketing




32. Sales training is the _______ of professional selling.
- hallmark
- benchmark
- boost tool
- hindrance tool
ANS.
- hallmark




33. For many many factories _______ is the most important cost.
- packing
- tea, coffee & snacks
- maintaining health of the staff
- transportation
ANS.
- transportation




34. Super markets are around ______ sq. feet in size.
- 1500 sq. feet
- 30,000 sq. feet
- 1000 sq. feet
- 500 sq. feet
ANS.
- 30,000 sq. feet




35. Most personal selling is intended to build ______ relationship with customer.
- long term
- short term
- for the period of sale
- informal
ANS.
- long term




36. The fundamental objectives of wholesale markets is to improve ______ in the distribution pipeline.
- communication
- efficiency
- risk bearing
- friendship
ANS.
- efficiency




37. One of the most popular techniques for consumer packaged product is ______ .
- test marketing
- sample
- sample data through personal selling
- pilot testing
ANS.
- test marketing




38. Trade selling is ______ business relationship with a stable group of customers like wholesalers &
retailers.
- temporary
- customary
- short term
- long term
ANS.
- long term




TRUE/FALSE:


39. Small companies put more emphasis on result & attitude in evaluating their training programmes.
ANS.
- True




40. Motivated employees always look for better ways to do the job.
ANS.
- True




41. Several common mistakes can occur in implementing training programmes.
ANS.
- True




42. A sales person should have full knowledge of the product but need not havr information of the
company he or she represents.
ANS.
- False




43. Warehouses cannot be classified.
ANS.
- False


44. Imported goods cannot be collected till the duties are paid.
ANS.
- True

45. All logistics manager need not monitor the effect of operating a given level of customer service on
profitability.
ANS.
- False

46. The expenses should be allocated to all the measurable variables that have a cause & effect
relationship with the functional cost category.
ANS.
- True

47. Professional sales people who deal with sophisticated buyers should use the stimulus response
approach abundantly & with details if desired with the product demonstrations.
ANS.
- False


48. Global selling programmes need not adjust own behaviour appropriately when interacting and
managing people from various national, ethnic & cultural backgrounds.
ANS.
- False




Question:- Correct Answer
1-Physiological needs - 1- Food, shelter, love etc
2-Safety needs - 2- Security of jobs, medical
3- Social needs - 3- Acceptance among peers and
4-Esteem needs - 4- Recognition status
2. Question:-In companies in which date-----------in business units, the implementation
of a key account program passes though the account selection problem.
Correct Answer:-Decentralized

3. Question:-It includes not only information about activities but also information
about number of customers, volumes of sales, diversity of products sold, and
geographical area covered is
Correct Answer:-Sales job description

4. Question;- in full staff contests, a sales is competing against_______ .
Correct Answer:- Itself
5. Question: Distribution of the company`s expected total sales into various territories
as budget is called as
Correct Answer: - distribution approach
6. Question : Multimodal transport implies the safe and efficient movement of goods
Correct Answer :- TRUE
7. Question:- Retailing is defined -----------to consumers for their personal use
Correct Answer :- Selling products
8. Question:- Sales training improves the overall effectiveness of training by
Correct Answer;- 1 Applying it universally throughout the companies entire sales
2 Sales support
3 Marketing organization
9. Question:- In order to deliver a broader base of value effectively, the interpersonal
contact between the buying and selling firms must extend beyond the.
Correct Answer;- salesperson- purchaser relationship
10. Question:- The supporting functions of promotion are.
Correct Answer;- advertising
Sales promotion
Product development
11. Question:- A key account can be defined as customer in a B2B market identified by a
selling as of
Correct Answer;-Strategic importance
12. Question:-Direct expenses can ne separately traced to individual.
Correct Answer; Sales personnel
Sales territories
Deparments
13. Question:- A warehouse does not provide protection to goods from loss or damage
Correct Answer; FALSE
14. Question:-sales analysis lays the foundation for more extensive analysis of-----------
form which performance efficiency and profitability can be determined.
Correct Answer; sales cost
15. Question:- very few companies use job evaluation systems to determine the relative
values of individual jobs
Correct Answer; TRUE
16. Question:- Correct Answer
(1 ) Preventative main tainence - 1) ensures un broken production
(2) Revised plant layout 2) redesigned to minimize handing .
(3) Supplier liaison 3) extension of JIT to suppliers.
(4) Total quality control - 4) systems for identifying and.

17. Question:- physical distribution involves all activities involved in
Correct Answer;
1) Planning
2) Implementing
3) Controlling
18. Question:- Physical distribution involves all activities involved in
Correct Answer; 1) planning
2) Controlling
19. Question:- When certain popular items were in short supply the prices
automatically raised.
Correct Answer; TRUE
20. Question:- Wifi allows the salesperson to retrieve the needed information at any
time.
Correct Answer- TRUE
21. Question:- ________ is a set of individuals who come together and jointly strive to
achieve qualitative and quantitative objectives.
Correct Answer- sales organization
22. Question:- Sales people are trained to sell effectively and sales managers are trained
to
Correct Answer- manages effectively.
23. Question:- the role of a field sales manager is expanding to
Correct Answer- 1) sales forecasters
2) Market analysis and planners
3) Establishing long term relationships
24. Question:- The competitive environment mandates that sellers not only sell but also
Correct Answer- Serve
25 Question:- More number of salespersons are required for .then any other
selling
Correct Answer- Promotion
26 Question:- Some of the objectives of KAM for customers are
Correct Answer- 1 ability to raise individual profile
2. increased end users
3. provide resource input
27 Question:- Sales analysis can be done on the basis of
Correct Answer- Total sales volume
28 Question:- Many retailers find traditional mass primitive methods of advertising
such as
Correct Answer- 1, through newspaper
2, through television
3, internet
29 Question:- sales force size is the forecasted sales divided by
Correct Answer- sales per salesperson
29 Question:- the major applications of sales analysis are
Correct Answer- 1, development of sale performance measures
2 , evaluation of market position
3, production planning and inventory control
30 Question:- in a structure with geographic specialization each . Can be treated
as a separate profit centre
Correct Answer- territorial unit
31 Question:- One of the disadvantages of product specialization is that it increases
Correct Answer- cost of executives and sales personnel
32 Question:- Railway transport involves heavy of life as well as goods in case of
accident
Correct Answer- FALSE
33 Question:- The exercise of influence over others by some one in an official position
of authority is
Correct Answer- Formal leadership
34 Question:- KAM provides a simple method for increasing profits by correct
Correct Answer- customer and relationship management
35 Question:- span of executive control should be reasonable
Correct Answer- TRUE
36 Question:- Represent the small individually owned and operated retail outlets
Correct Answer- morn and pop
36 Question:-the supporting functions of promotion are:-
Correct Answer- 1, advertising
2, sales proration
3, product development
36 Question:- controlled _________ Marketing leading to personal selling is a useful
mechanism for introducing consumers to new products.
Correct Answer- word-of-mouth
37 Question:- Retailers invest considerably in the inventory of large varieties running
into thousands of stock keeping units
Correct Answer- TRUE
38 Question:- the account screening criteria can be
Correct Answer- 1, we can create considerable barrier to entry by serving the customer
2, customer relationship based on more then price negotiation
3, potential for growth greater then the current major clients
39 Question:- Examples of activity quotas include
Correct Answer-1, number of letters to potential accounts
2, number of product demonstrations
3, number of calls on new accounts, number of submitted propasals
40 Question:- modern selling and management techniques were refined by
Correct Answer- John Henry Paterson
41 Question:- The unofficial exercise of influence over others through competence,
trust and respect is
Correct Answer- informal leadership
42 Question:- To make sales jobs more interesting and fun is the purpose of holding
sales contests
Correct Answer- TRUE
43 Question:- 1, Product line .1, Product mix
2, 80-20 principle2, pareto principle
3, performance index3, percentage achievement of the
4, variance analysis4, Assess contribution of each
44 Question:- the sales analysis starts with the analysis of the for the
organization for the current as wall as past years.
Correct Answer- total sales
45 Question:- A sales organization is place forand a structure of human
relationships
Correct Answer- team and cooperative efforts
46 Question:- Iceberg problems usually arise when marketing and sales activities are
evaluated using
Correct Answer-aggregate or general sales figures
47 Question:-Pareto,s principle can be a very effective tool to help
Correct Answer- manage effectively
48 Question:- market surveys are conducted to establish
Correct Answer-1, demand
2, customer needs
3, preferences