Sales & Distribution Management

sales dist mgt
True/False
Question The key to successful leaders is their non-commitment.
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.

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

Question The 'Sales call plan' is used to measure :-
Correct Answer Efficiency in selling activities
Your Answer Efficiency in selling activities

Question It is a process of two way communication between the account manager and key account :-
Correct Answer Business rapport

Your Answer Business rapport

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.

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.
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.

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

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

Question Management process is described as a :-
Correct Answer Learned process.
Your Answer Learned process.

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

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
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

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

Question The most important function in any organisation is :-
Correct Answer Recruitment.
Your Answer Marketing.
Select The Blank

Question Social responsibility towards ________ is by providing direction to the economic and business life.
Correct Answer State

Your Answer State

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

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.

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
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.

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

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

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

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.
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

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.
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.

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

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
Labour relations Option of flexible working hours Public seats on Board of Directors
Consumerism Product warranty and service Product warranty and service
Community needs Service 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.
Your Answer True

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

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

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
containerization.
Your Answer False
Select The Blank

Your Answer Product coding

Question Hiring decision is also based on :-
Correct Answer Temperament. , Creativity.
Your Answer Temperament. , Creativity.

actions.
actions.
True/False
Question Major accounts are called 'lock accounts'.
Your Answer True

Question Action desired by the supplier from the trade can be achieved through following :-
Correct Answer Image creation , Product leadership , Advertising and sales promotion
Your Answer Image creation , Product leadership , Advertising and sales promotion

Question New sales personnel must be able to recognize :-
Correct Answer "Who" buys the product. , "How" then by it.
Your Answer What they buy. , "Who" buys the product. , When they buy it.
True/False
Question In centralized training programs, the trainees do not quickly get acquainted with each other.

Your Answer True

Question The "value added" selling approach includes :-
Correct Answer Selling services that exceed customer expectations
Your Answer Selling services that exceed customer expectations
Select The Blank

etc.
Your Answer Interdependent.

Question Arguments in favour of social responsibility are :-
Correct Answer Balance of responsibility and power , Long run viability , Better environment
Your Answer Long run viability , Better environment , Balance of responsibility and power
True/False
Question Bonus always appear with one of the three main sales compensation methods.
Correct Answer True
Your Answer True

Question Heavy expenditure on selling & travel to collect the orders, lead-time between receiving orders,
manufacturing & supply, orders do not come in time, non accuracy of forecasts are the drawbacks of :-
Correct Answer Supplier inventory management system
Your Answer Supplier processing management system
Select The Blank

Question Most Sales Managers appreciate the importance of ________ the Sales force planning efforts over
all Marketing strategies.
Correct Answer Integrating
Your Answer Integrating
Match The Following
Organizing Creating Job description & recruiting Sales people Creating Job description & recruiting Sales
people
Analyzing Involves activities of reviewing Sales records & Sales persons performance Involves
activities of reviewing Sales records & Sales persons performance
Planning Establishing & transmitting to the Sales people objectives & Strategies Establishing & transmitting to the
Sales people objectives & Strategies
Evaluating Creating performance standards & take remedial actions Creating performance standards &
take remedial actions

Question The modern sales approach like partnering includes :-
Correct Answer Sharing of values between vendors & buyers
Your Answer Sharing of values between vendors & buyers
True/False
Question In 'Salary plus Incentive' compensation plan, income includes expense allowance also.
Your Answer True

Question The roll of Sales Manager as an analyzer includes :-
Correct Answer Reviewing Sales Records & Sales persons performance
Your Answer Reviewing Sales Records & Sales persons performance
Select The Blank

Question Other departments in the organization should operate as, Check and ________ to market influence.
Correct Answer Balance

Your Answer Balance

Question In case of companies selling industrial goods, customers :-
Correct Answer Mostly follow their past buying patterns.
Your Answer Mostly follow their past buying patterns.

Question An economic unit which undertakes production/exchange of goods/services to earn a profit by
satisfaction of human wants is :-
Correct Answer Business
Your Answer Company

Question Seeking "prospect" includes :-
Correct Answer Finding new or potential customers
Your Answer Finding new or potential customers

Question The Sales quota system can be successful, if :-
Correct Answer The quota is realistically attainable. , The Sales quota must be fairly & objectively determined.
Your Answer The quota is realistically attainable. , The Sales quota must be fairly & objectively determined. , It
must not be easily administered.
Select The Blank

Question The term 'AIDA' refers to ________, Interest, Desire and Action.
Correct Answer Attention
Your Answer Attention
True/False
Question Prospecting is providing products to customers.
Your Answer False
True/False

Your Answer True
True/False
Correct Answer True
Your Answer True

Your Answer Production ordering , Production scheduling , Material requirement, requisitioning , Inventory
management
Match The Following
True/False
Question Distribution points are independent vending centers rather than buying centers.
Your Answer True


Select The Blank

Your Answer Mathematical.
Select The Blank

Select The Blank

Your Answer Stevedoring

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

Question The follow up, after Sale of the product is :-
Correct Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in
cultivating brand loyalty.
Your Answer Consider as the last but not least function after Sale. , Brings customer satisfaction & helps in
Select The Blank

Question The disadvantage of 'Box-Jenkins method' is that it requires a ________ degree of expertise.
Correct Answer High.

Your Answer High.

Question Various merchandising tools are :-
Correct Answer Stickers , Posters , Branded racks on display units
Your Answer Stickers , Posters , Branded racks on display units

Question Which is a critical success criteria?
Correct Answer Productivity
Your Answer Price
True/False
Question New recruits need not be taught company's policies.
Your Answer False

Question The modern marketing concept is based on :-
Correct Answer Customer orientation
Your Answer Customer orientation

Question Job description can be organized into :-
Correct Answer Sales activities. , Territory management.
Your Answer Sales activities. , Territory management.

Question Which is an essential part of the total program for motivating sales personnel?
Correct Answer Sales compensation plan
Your Answer Sales compensation plan

Question Sales quota is :-
Correct Answer Quantitative goal assigned to a unit of Sales organization.
Your Answer Quantitative goal assigned to a unit of Sales organization.

Your Answer Trusteeship view

Question After deciding the needed traits, the management must :-
Correct Answer Recruit.
Your Answer Recruit.

Your Answer Recruit.
True/False
Question In a relationship of equality, either of the party projects a dominant or submissive role or attitude
towards the other.
Your Answer False

Question The leads obtained by the Sales person must be qualified in terms of :-
Correct Answer Needs , Ability to buy
Your Answer Needs , Ability to buy
Question The variable components of a sales compensation plan are :-
Correct Answer Profit sharing , Commission
Your Answer Profit sharing , Commission , Paid vacations

Question Key accounts manager collects information about the buying organisation on subjects like :-
Correct Answer Buying organisation business , The market environment in which buyer's organisation operates ,
Buying motives
Your Answer Buying organisation business , The market environment in which buyer's organisation operates ,
Buying motives
Select The Blank

Question ________ helps to prevent job dissatisfaction but do not add to job satisfaction.
Correct Answer Fringe benefits
Your Answer Fringe benefits
Select The Blank

Question Product promotion policies of key accounts are ________.
Correct Answer Centralised
Your Answer Centralised

Question For industrial and commercial products, relationship should be built and cultivated with managers
involved in :-
Correct Answer Buying , Product specification , Product use
Your Answer Buying , Product specification , Product range distribution policies
True/False
Question ECR is emergency control report.
Your Answer False

True/False
Question An organisation's socially responsible actions will depend on the moral and ethical value systems
upon which executive decisions are based.
Correct Answer True
Your Answer True


Question Informal leadership is the :-
Correct Answer Unofficial exercise of influence through competence.
Your Answer Unofficial exercise of influence through competence.

Question In 'standing-room -close' technique :-
Correct Answer A psychological pressure is applied to the customer, that the product may not be available later on.
Your Answer A psychological pressure is applied to the customer, that the product may not be available later on.
True/False
Question Partnership marketing is the stage in selling where the product is so placed that it can be seen
touched, smelt, heard, tried & finally picked up as a purchase.
Your Answer True
Select The Blank

Question The Sales person should frequently contact the customers to spot ________ & solve them.
Correct Answer Problems
Your Answer Problems

Select The Blank

Question ________ is a major source of customer complaints.
Correct Answer Advertising
Your Answer Personal selling

Question This type of sales promotion activity is used where specialist services are being marketed :-
Correct Answer Introduction incentives

Your Answer Performance allowances
Select The Blank

Your Answer Sales

Question Ways to manage company's ethical standards are :-
Correct Answer Legislation , Managerial feedback , Adoption of business code of ethics
Your Answer Legislation , Managerial feedback , Adoption of business code of ethics
Select The Blank

Question A lead can be declared as ________ when it qualifies on all the criterias.
Correct Answer Prospect
Your Answer Prospect

Select The Blank

Question The organizations are trying to reduce raising costs by ________ the Sales Management
Information systems. (SMIS).
Correct Answer Improving
Your Answer Increasing

Question Many of the responsibilities listed in job description, must be stated in :-
Correct Answer Quantitative terms.
Your Answer Quantitative terms.
True/False
Question Specialization should to be in skill, e.g. forecasting, merchandising, rather than in products.
Correct Answer True

Your Answer False
True/False
Question There should be no focus on product innovations by the organization.
Your Answer False
True/False
Correct Answer True
Your Answer True

Question It is a systematic study and evaluation of the organization's social performance as distinguished
from its economic performance :-
Correct Answer Social audits
Your Answer Social audits



Question The word 'scheduling' refers to :-
Correct Answer Good time management.
Your Answer Production.
Select The Blank

Question Unitization, palletisation & containerization are concepts which have revolutionized ________.
Correct Answer Distribution & logistics

Your Answer Distribution & logistics
Match The Following
Utilizing loads Reduces material handling & transport time Reduces material handling & transport time
Improvement in weight Bulk ratio reduces transportation costs Bulk ratio reduces transportation costs
Larger the load Less the cost of transportation Less the cost of transportation
For effective logistics Total cost to be considered Total cost to be considered
Select The Blank

Question In recent years more and more companies have tended to rely less on ________ tests.
Correct Answer Psychological
Your Answer Psychological
True/False
Question Integrated logistics management includes transaction systems, short term scheduling systems, flow
planning, network design optimisation.
Correct Answer True
Your Answer True
True/False
Question Training programs & seminars don't help in effective performance by Sales person.
Your Answer False
Match The Following
Playing favorites Deceptive morality By bribing
Managing ethical standards Legislation Legislation
Short weight of products Unethical pricing Deceptive morality
Dewey's framework Reflective morality Reflective morality
Select The Blank

Question The most important characteristic of sales training program is ________ orientation.
Correct Answer Career
Your Answer Goal

Question "Counting methods" include :-
Correct Answer Test marketing. , surveys of customer's buying intentions and.
Your Answer Test marketing. , Moving averages. , surveys of customer's buying intentions and.

Question Functions performed in logistics are :-
Correct Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material
Your Answer Breaking bulk , Handling and collection / delivery of material

Question It is designed to measure result and effectiveness :-
Correct Answer Control
Your Answer Pyramid
Select The Blank

Question Sales is one of the most exciting, financially rewarding and ________ careers.
Correct Answer Challenging
Your Answer Challenging

Question The approaches to locate the prospect include :-
Correct Answer Center of influence , Advertising
Your Answer Center of influence , Advertising


Question Globalization, territories, warehousing & transshipment points, greater centralization in planning &
control, the levels in the distribution chain are the parameters of organizing :-
Correct Answer Distribution
Your Answer Distribution

Question The frequency of purchasing & the source of purchases are the measures to analyse :-
Correct Answer Buying habits of consumers
Your Answer Buying habits of consumers
True/False
Question Posters, stickers, leaflets etc are all merchandising tools.
Correct Answer True
Your Answer False
True/False
Correct Answer True
Your Answer True

Question Short run sales forecast cover :-
Correct Answer One year or less.
Your Answer One year or less.
Select The Blank

Question ________ is the process of reaching the products / services to the ultimate consumers at the right
time in the cheapest possible manner.

Question Which motive includes the satisfaction of customer wants through customer satisfaction?
Correct Answer Service motive
Your Answer Service motive
Select The Blank

Question The Marketing costs includes direct, indirect, ________ , and variable amounts.
Correct Answer Fixed
Your Answer Fixed
Select The Blank

Question The ________ approach involves two way communication with the prospect.
Correct Answer Question
Your Answer Question
Select The Blank

Question At the strategic control level, it is extremely necessary to identify areas of ________.
Correct Answer Threats
Your Answer Threats
Select The Blank
Select The Blank

Question Obtaining ________ from key players helps promoting sales and other prospects.
Correct Answer Endorsements
Your Answer Endorsements
True/False
Question No analyzing of situation is required by field Sales Managers.
Your Answer False
True/False
Question The 'forecasting method' must provide results that are not accurate.
Your Answer False
True/False
Question As distribution & logistics cost forms a substantial % of the sales volume, credit control is essential
to make sure the organization is getting value for the money paid.
Your Answer True
True/False
Question Colour blocking' is a tool used by retailers.
Correct Answer True
Your Answer True
Match The Following
Econometric models Series of regression equations. Series of regression equations.
Box-Jenkins method Mathematical technique that uses computer analysis. Mathematical technique that uses
computer analysis.
Co-relation analysis Variables are studied simultaneously. Variables are studied simultaneously.
Regression analysis Study of how one variable affects another. Study of how one variable affects another.
True/False
Question A sales job is different from other jobs.
Correct Answer True
Your Answer True

Your Answer Sales compensation plan
Select The Blank

Question For each transaction, the bank imposes ________.
Correct Answer Charge
Your Answer Charge

Question Power, power to decide & control the decision values of other members is implied by :-
Correct Answer Leadership
Your Answer Leadership

Question The only activity in any organization that directly generates income is :-
Correct Answer Sales.
Your Answer Sales.
Question The advantages of 'Jury of executive opinion' are :-
Correct Answer Forecast can be developed easily and quickly. , Information can be gathered with less expense.
Your Answer Forecast can be developed easily and quickly. , Information can be gathered with less expense.
Select The Blank

Question Many companies run ________ on applicants for sales positions.
Correct Answer Credit checks
Your Answer Credit checks

Question Informal approaches towards social responsibility are :-
Correct Answer Organisational culture , Whistle blowing
Your Answer Organisational culture , Whistle blowing
True/False
Question The modern Marketing concept is based on Profit consideration.
Correct Answer True
Your Answer False
Match The Following
Materials & physical distribution logistics management logistics management
Physical distribution Physical network Physical network
Management of flow of goods & services Logistics chain management Logistics chain management
Network of suppliers & customers Suppliers chain management Suppliers chain management
True/False
Question To sell products that do not earn reasonable profit is acceptable.
Correct Answer True
Your Answer True

Question Account goals, organisation structure, procedures etc are which motives?
Your Answer Business
Select The Blank

Question Designing sales training program involves identifying ________ between sales forces skills and
firms objectives.
Correct Answer Gaps
Your Answer Gaps

Question What is WFM?
Correct Answer Work Force Management
Your Answer Work Force Management
True/False
Question Companies usually turn to external expert' help, because of difficulty in constructing large input -
output models.
Correct Answer True
Your Answer True

Question The categories of sales forecasting approaches, are :-
Correct Answer Judgement methods. , Counting method.
Your Answer Judgement methods. , Casual method. , Counting method.

Question The Sales person must learn about certain things, which can be strategically used. These are :-
Correct Answer Buyers educational background & Technical knowledge , Life style of the prospect
Your Answer Buyers educational background & Technical knowledge , Life style of the prospect
True/False
Question Selection of subsidiaries has become an important activity of sales management because it decides
the type of volume of business, one will have on the future.
Your Answer False

Question The performance of the sales force tends to be better, when the sales manager relies on :-
Correct Answer Expert power. , Referent power.
Your Answer Expert power. , Referent power.
Select The Blank

Question In reference approach, names of ________customers are referred to the prospect.
Correct Answer Satisfied
Your Answer Satisfied

Question Formal order is forwarded to the :-
Correct Answer Buyer
Your Answer Shipper

marketing plan
marketing plan

Question The theory which holds that decision makers should believe in fairness, equality and impartiality,
is :-
Correct Answer Theory of Justice
Your Answer Theory of Justice

Question A 'line - and - staff' structure :-
Correct Answer Adds staff assistants to accomplish many specialized support activities.
Your Answer Adds staff assistants to accomplish many specialized support activities.

Question Various aspects of business ethics are :-
Correct Answer Fair competition , Corporate behavior
Your Answer Fair competition , Corporate behavior , Social responsibility

Question Basic patterns of sales compensation plan are :-
Correct Answer Straight salary , Salary plus incentive , Straight commission
Your Answer Straight salary , Salary plus incentive , Straight commission
Select The Blank

Question In 'co-relation analysis', ________ are studied simultaneously.
Correct Answer Variables
Your Answer Variables

Question The principle of time management, applicable to various organizations includes :-
Correct Answer Principle of delegation. , Principle of control of interruptions.
Your Answer Principle of delegation. , Principle of control of interruptions.

Question The result of formal job analysis is :-
Correct Answer Job description.
Your Answer Job description.

Question The 'Casual methods' include :-
Correct Answer Correlation-regressional analysis. , Econometric models.
Your Answer Correlation-regressional analysis. , Econometric models.
Select The Blank

Question Leadership requirement need following points :-
Correct Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize
comprehensively
Your Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize
comprehensively
Select The Blank

Question ________ is an additional financial reward to the sales person for achieving results beyond a pre-
determined premium.
Correct Answer Bonus
Your Answer Incentive

corporate culture
corporate culture

Question The 'time-series techniques' include :-
Correct Answer Exponential smoothing. , Decomposition.
Your Answer Exponential smoothing. , Decomposition.
Select The Blank

Question To design an effective sales training program, one should know what is to be ________ with the
program.
Correct Answer Accomplished
Your Answer Accomplished



Your Answer Learned process.
True/False
Question Export manager needs to have linguistic skills in addition to other personal skills for better business
performance.
Correct Answer True
Your Answer True
True/False
Question The key accounts manager must work overtime to build business and personal rapport in terms of
respect and equality with his account.
Correct Answer True
Your Answer True
Select The Blank

Your Answer Career

Question For firms that experience a high rate of turnover, the recruiting program should be :-
Correct Answer Continuous.
Your Answer Continuous.
Match The Following
AWB Aeroplane Aeroplane

BL Bill of Lading (ship cargo) Bill of Lading (ship cargo)
RR Railway receipt Railway receipt
LR Lorry receipt Lorry receipt

True/False
Question Socio human obligation should see that economic consequences of its actions should not adversely
effect public welfare.
Your Answer True


Question It is the development of overall market for a group of products which can be grouped in one
category :-
Correct Answer Category management
Your Answer Category management
Select The Blank

Question Box-Jenkins' can provide an ________ forecast over a short run period.
Correct Answer Excellent.
Your Answer Excellent.


Question The sales forecast will be realistic if weightage is given to the company's :-
Correct Answer Proposed marketing plan.
Your Answer Proposed marketing plan.

Question Action desired by the supplier from the trade can be achieved through following :-
Correct Answer Image creation , Product leadership , Advertising and sales promotion
Your Answer Image creation , Advertising and sales promotion , Generating more invoices

Question Intangible benefits of merchandising to consumers are :-
Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout
Your Answer Increased satisfaction , Easier to shop from a logical layout

Question The criteria used for evaluating the forecasting techniques, are :-
Correct Answer Comprehensibility. , Accuracy.
Your Answer Comprehensibility. , Accuracy.


Your Answer Correlation-regressional analysis. , Econometric models.
Select The Blank

Your Answer Advertising

Question "Cold Consulting" includes :-
Correct Answer Securing appointments & then calling the prospects
Your Answer Securing appointments & then calling the prospects

Question The view acknowledges both the importance of profits and the need for social responsibility is :-
Correct Answer Pragmatic view

Your Answer Pragmatic view
True/False
Correct Answer True
Your Answer True

Question Today Sales people & Sales Manager are involved in :-
Correct Answer Total Marketing process , Also handling the customer complaints
Your Answer Total Marketing process , Also handling the customer complaints

Question Planning the use of one's time involves :-
Correct Answer Principle of time analysis. , Principle of flexibility.
Your Answer Principle of time analysis. , Principle of flexibility.
Select The Blank

Question The 'Sales Vice-president' ________ sales volume through selling tactics.
Correct Answer Improves
Your Answer Improves
Select The Blank

Question ________ products particularly benefit from advertising and promotional support.
Correct Answer Consumer
Your Answer Consumer
True/False
Question "ROAM" denotes Return on analysis management.
Your Answer False
Select The Blank

Question Psychological tests are one of the last steps in selection system because of ________ costs.
Correct Answer High

Your Answer High

involved in :-
Your Answer Buying , Product specification , Product use
True/False
Question The fringe benefits do not improve performance of the sales people.
Your Answer False

True/False
Question In business, most ethical questions fall into four levels viz. societal, stakeholders, customer and
competition and which are mutually exclusive to each other.
Your Answer False
Select The Blank

Question ________ availability must be ensured while over stocking must be avoided despite the changes in
the market.
Correct Answer Product
Your Answer Materials
Select The Blank

Question When all techniques fail to close the Sale, best way is to ________ for not being able to satisfy the
customer.
Correct Answer Apologize.
Your Answer Apologize.
Match The Following
people


Select The Blank


Your Answer Good time management.
True/False
Question Sales persons must be thoroughly familiar with the client's decision making process.
Correct Answer True
Your Answer True
True/False
Your Answer False

Question Bureaucracy theorists are interested in developing theory based on :-
Correct Answer Set of logical principles.
Your Answer Set of logical principles.

Question Which motive includes the satisfaction of customer wants through customer satisfaction?
Correct Answer Service motive
Your Answer Service motive

True/False
Correct Answer True
Your Answer False
Select The Blank

Your Answer Credit checks
Match The Following
Delphi method Modified version of executive opinion approach. Modified version of executive opinion
approach.
Moving average technique Projects the average of the sales over the previous time periods. Projects the
average of the sales over the previous time periods.
Exponential smoothing Weighted sum of all past numbers in time series. Weighted sum of all past numbers
in time series.
Decomposition method Four components of time series data are isolated. Four components of time series
data are isolated.
Select The Blank

Question The goods from the producer first go to ________, who in turn sells the products to retail outlets.
Correct Answer Distributor

Your Answer Distributor

Question In overcoming objection from the customer/prospect a Sales person :-
Correct Answer Should not immediately argue. , Should make true promises.
Your Answer Should not immediately argue. , Should make true promises.



Question Positions available for P.O.S.and displays are :-
Correct Answer Roofs and canopies , Windows , Door
Your Answer Roofs and canopies , Windows , Door
True/False
Question An organization supplying products on the strength of its performance, quality & demand is called
product leadership.
Correct Answer True
Your Answer True


Question Identifying potential of an outlet consists :-
Correct Answer How much of the competing product sold thought outlet? , What is the sale to similar shops in the
area? , What is the sale of endues equipment?
Your Answer What is the sale to similar shops in the area? , What is the sale of endues equipment? , How much
of the competing product sold thought outlet?
Select The Blank
Question Improved stock management reduces ________.
Correct Answer Outstock situation
Your Answer Outstock situation
True/False
Question 'Too big' shelf display encourages customer approach and thereby purchasing.
Your Answer False
True/False
containerization.
Your Answer False
True/False
Question Leaders realize that nothing in the world is permanent but change.
Correct Answer True
Your Answer True

Question Sales force effectiveness can be improved through :-
Correct Answer Training.
Your Answer Training.
Select The Blank

Question The 'Box-Jenkins' application has been successful in ________, inventory control and finance.
Correct Answer Production.


Question Sales forecasting in simple terms is :-
Correct Answer The estimate, how much the company is expected to sell in the coming period.
Your Answer The estimate, how much the company is expected to sell in the coming period.

Question It is a systematic study and evaluation of the organization's social performance as distinguished
Correct Answer Social audits
Your Answer Social audits
Select The Blank

Question ________ management is a system of promoting the sales of a product.
Correct Answer Brand
Your Answer Brand

Question Offer letter contains the following information :-
Correct Answer Country of origin , Shipping details , Product specification
Your Answer Country of origin , Shipping details , Product specification

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 the people with a set of beliefs. , Provide a social organization in which people feel secure. ,
Provide independence.
True/False
Question The lecture sessions should be short and interspersed with other activities to avoid lack of
enthusiasm.
Correct Answer True
Your Answer True
Select The Blank

Question The formulation of ________ begins when the individual is a small child.
Correct Answer Ethics
Your Answer Ethics

Question The contents of sales training programmer, derived from specific :-
Correct Answer Aims.
Your Answer Aims.
Select The Blank
Select The Blank

Your Answer Price
Match The Following
Playing favorites Deceptive morality Deceptive morality
Managing ethical standards Legislation Legislation
Short weight of products Unethical pricing Unethical pricing
Dewey's framework Reflective morality Reflective morality

Your Answer Sales incentive plan
Select The Blank



Question What are the supplier's focus of objectives?
Correct Answer Value , Profit , Distribution
Your Answer Profit , Distribution , Cost-control
Select The Blank

Question Managing key accounts is a ________ function.
Correct Answer Specialist
Your Answer Specialist

Question Measures to be adopted in cost control in distribution & logistics costs :-
Correct Answer Identify the similarities & common features between inbound & outbound logistics , Study materials
handling methods at every point of loading & unloading , Analyze in CUBE UTILIZATION
Your Answer Identify the similarities & common features between inbound & outbound logistics , Study materials

Your Answer Mostly follow their past buying patterns.


Question It's main task is to measure profitability and returns in relation to various operational tasks
undertaken :-
Correct Answer Operational control
Your Answer Strategic control

Question In a functional organization :-
Correct Answer Each manager is a highly qualified specialist.
Your Answer Each manager is a highly qualified specialist.
True/False
Question There should be no focus on product innovations by the organization.
Your Answer False

True/False
Question Brand management is a system of promoting the sales of a product.
Correct Answer True
Your Answer True
Select The Blank

Question Multiple ________ is a tool, that can be employed to forecast the effect of sales on several
independent variables.
Correct Answer Regression.
Your Answer Regression.

Question "Directive leadership" means :-
Correct Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions.
Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. ,
The participation of subordinates is nil.

Your Answer Buyers educational background & Technical knowledge , Life style of the prospect
Select The Blank



Question Check list for analyzing warehousing are :-
Correct Answer Conditions , Safety & security , Communications
Your Answer Safety & security , Communications , Location
Select The Blank


Your Answer Save
True/False
Correct Answer True
Your Answer True

True/False
Question Sales people must not identify key members of the client's buying centre.
Your Answer False
Select The Blank

Question A marketing company is called ________ marketing company, when marketing function is treated
as crucial.
Correct Answer Progressive
Your Answer Progressive

Question Direct supplies, from manufacturer to supermarkets is beneficial to :-
Correct Answer Both
Your Answer Both
Select The Blank



Question Merchandising aids sales because :-
Correct Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the
consumer and increases his pleasure in shopping
Your Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the
Select The Blank

Question The overall purpose of marketing organization is, to facilitate the ________ of organizational
objectives.
Correct Answer Achievement
Your Answer Achievement
Match The Following
people



Question The contents of training programmers will depend on :-
Correct Answer Type of sales force.
Your Answer Type of objectives.

Question It is a collection of principles and rules of conduct based on beliefs about what is right and wrong
business behavior :-
Correct Answer Business ethics
Your Answer Business ethics
Select The Blank

Your Answer Career
Match The Following
Fixed assets Plant, land Plant, land
Sales Total number of units sold * price Total number of units sold * price
Capital employed Working capital + fixed assets Working capital + fixed assets
Costs of goods sold Administrative costs + Product cost + Marketing cost Administrative costs + Product cost
+ Marketing cost

Question It is designed to measure result and effectiveness :-
Correct Answer Control
Your Answer Control




Question We say organizational structure is successful in bringing about efficient marketing or products
when :-
Correct Answer The organizational structure is flexible and adaptable to the changing environment in the market.
Your Answer The organizational structure is flexible and adaptable to the changing environment in the market.
Select The Blank

customer.
Select The Blank

________.
Correct Answer Product leadership
Your Answer Product leadership

Your Answer To monitor the sales force. , To ensure that profits meet projected goals.

Question Some of the tools used for selection process, are :-
Correct Answer In depth interviews. , Physical examination.
Your Answer In depth interviews. , Physical examination.
Select The Blank

Question Leadership is the activity of ________ people and strive willingly for group objectives.
Correct Answer Influencing
Your Answer Influencing

Your Answer Organisational culture , Whistle blowing

Question When a number of outlets already exists, the factors to be analysed for distribution are :-
Correct Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical
selling & after sales service critical?
Your Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical


Question In any organization the Marketing team consists of :-
Correct Answer Two basic groups,' the field Sales force' & the 'Head quarters Marketing team'.
Your Answer All the people from the organization.

Question The 'Judgement methods' include :-
Correct Answer Jury of executive opinion. , Delphi method.
Your Answer Jury of executive opinion. , Delphi method.

Question Features of product promotion policies for the key account at the retail outlet are :-
Correct Answer Centralised , Branch promotions
Your Answer Centralised , Branch promotions

Question Market potential is the :-
Correct Answer Highest possible industry wide sales of product.
Your Answer Highest possible industry wide sales of product.
True/False
Correct Answer True
Your Answer True
True/False
Question The efficiency in selling activities is measured from the sales call plan.
Correct Answer True
Your Answer False

actions.
actions.
True/False
Question Favoritism is an unethical issue in business dealings.
Correct Answer True
Your Answer True
Select The Blank


True/False
Correct Answer True

Your Answer True

True/False
Question The 'top-down approach' is also called the 'breaking down' approach.
Correct Answer True
Your Answer True
True/False
Your Answer False

Question The continuing training needs usually arise due to change in :-
Correct Answer Products and markets. , Work of sales personnel.
Your Answer Products and markets. , Work of sales personnel.

Select The Blank

Question Star performance can also give an organization a unique ________ in the market.
Correct Answer Niche
Your Answer Niche
True/False
Correct Answer True
Your Answer True

Question Buying habits of customers are analysed by studying :-
Correct Answer The frequency of purchasing & the source of purchases
Your Answer The frequency of purchasing & the source of purchases

Question In the 'success story close' technique,-
Correct Answer The Sales person cites examples where other prospects have benefited using that particular product
& has succeeded.
Your Answer The Sales person cites examples where other prospects have benefited using that particular product
& has succeeded.

Question Company information, is knowledge in relation to :-
Correct Answer Image of company.
Your Answer Image of company.

Question When approaching a prospect, sales person needs to understand :-
Correct Answer Total buying situation
Your Answer Total buying situation
True/False
Question The total time consumed from order preparation till delivery is indicated by Cost of carriage.

Your Answer False
Question Offer letter contains the following information :-
Correct Answer Country of origin , Shipping details , Product specification
Your Answer Country of origin , Certificate of quality , Product specification
Match The Following
C Cycle i.e. due to variations in business cycle. Cycle i.e. due to variations in business cycle.
BPI Buying Power Index Buying Power Index
SIC Standard industrial classification system Standard industrial classification system
T Trend i.e. long term changes. Trend i.e. long term changes.
Select The Blank


Question Size, profit, technological, leadership etc are which types of motives?
Correct Answer Operational


Question The term 'BPI' stands for :-
Correct Answer Buying power index.
Your Answer Buying power index.

Question When the formal order and offer letter conditions match, the next letter that follows is :-
Correct Answer Order confirmation letter
Your Answer Order confirmation letter
Select The Blank



Question One definition of 'leadership' is to establish :-
Correct Answer A dependent relationship on the leader.
Your Answer A confident relationship among people.
True/False
Question All functional areas in organization, should not be involved in forecasting and planning.
Your Answer False


Question In the 'Jury of executive opinion', the jury may consist of :-
Correct Answer Company president. , Several of different functional areas.
Your Answer Company president. , Several of different functional areas.

Question Computer based production & inventory control system that attempts to minimize inventory is :-
Correct Answer MRP

Your Answer MRP

Question Tangible benefits of merchandising to consumers are :-
Correct Answer Time saving , Better quality of choice , Improve loyalty
Your Answer Time saving , Better quality of choice , Improve loyalty
True/False
Question Routing is establishing the sequence of locations sales person will visit.
Correct Answer True
Your Answer True
Select The Blank

Match The Following
people

Question Deliverables of strategic category assessment are :-
Correct Answer Research gaps , Strategic assessment document
Your Answer Research gaps , Strategic assessment document , Category management document
Select The Blank

Question Information passes rapidly through ________ without going through formal channals & helps in
getting feedback.
Correct Answer Grapevine
Your Answer Grapevine

Question A sales training is usually built on the basis of :-
Correct Answer Execution. , Evaluation.
Your Answer Execution. , Evaluation.

Question Closing inventory must take into account :-
Correct Answer Plan changed in the product, packaging & price , Shelf life & expiry date
Your Answer Quality of packaging , Plan changed in the product, packaging & price , Shelf life & expiry date

Your Answer Products and markets. , Work of sales personnel. , Policies of Government.
Select The Blank

Question Good leaders are ________ communicators.
Correct Answer Effective
Your Answer Effective

Question Approaches to collect and report social audits are :-
Correct Answer Inventory , Cost , Program management
Your Answer Inventory , Cost , Program management
True/False
product leadership.
Correct Answer True
Your Answer True

True/False
Correct Answer True

Your Answer False
True/False
Question Ordering, invoicing & payments are controlled on a month-to-month basis rather than on an order-
to-order basis.
Correct Answer True
Your Answer False

Select The Blank

Question ________ generates increased revenue and profits for no additional investment in stock.
Correct Answer Space management
Your Answer Space management

Your Answer Temperament. , Creativity. , Complexity.
Select The Blank

Question Psychological tests are one of the last steps in selection system because of ________ costs.
Correct Answer High

Your Answer High
Select The Blank


Match The Following
RR Railway receipt Road receipt

LR Lorry receipt Legal report

Question Buying habits of customers are analysed by studying :-
Correct Answer The frequency of purchasing & the source of purchases
Your Answer The frequency of purchasing & the source of purchases
True/False
Your Answer False

Question The act of an employee when he discloses all illegal or unethical activities within the organization,
is called as :-
Correct Answer Whistle blowing
Your Answer Whistle blowing

Question The contemporary sales representatives, are required to do :-
Correct Answer Several 'non selling' jobs, apart from servicing customer accounts.
Your Answer Several 'non selling' jobs, apart from servicing customer accounts.
True/False
Question Logistics system is formed by the integration adaptation, the principles of physical movement of
goods & people.
Correct Answer True
Your Answer True

Question Which method develops a strategy which helps to separate the company from its rivals, for a short
term?
Correct Answer Benchmarking
Your Answer Control process

Question If a customer objects about some product or goods :-
Correct Answer He is asking for information about that product in indirect way.
Your Answer He is asking for information about that product in indirect way.

Question Sales forecasting in simple terms is :-
Correct Answer The estimate, how much the company is expected to sell in the coming period.
Your Answer The estimate, how much the company is expected to sell in the coming period.

Question Successful sales people are goal directed and identify :-
Correct Answer Strongly with their customers.
Your Answer Strongly with their customers.
True/False
Question To adopt successfully to the changing Marketing scenario, Sales & Marketing functions should be
integrated on a large scale.
Correct Answer True
Your Answer True

Your Answer Total Marketing process , Only delivering goods to the customer , Also handling the customer
complaints

Question To make a audit of distribution & logistics, following things are considered :-
Correct Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other
similar companies? , Is the profit adequate to each one in the chain?
Your Answer Are rates comparable with other similar companies? , Is the profit adequate to each one in the
chain? , Check the people's capability to manage the details
Select The Blank

Question Sales development is concerned with ________ of new customers, and not just additional sales.
Correct Answer Creation

Your Answer Creation
True/False
Correct Answer True
Your Answer True

Question Techniques for ensuring capacity loading are :-
Correct Answer Consolidation of orders , Combining the shipments , Careful packaging
Your Answer Consolidation of orders , Combining the shipments , Careful packaging

Your Answer Coercive power. , Reward power. , Referent power.



True/False
Correct Answer True
Your Answer True

cultivating brand loyalty. , Does not provide with customer reorientation.

Question For successful selling in today's changing environment :-
Correct Answer The sales people should use the consultative sales approach. , Sales people must identify key
members of the clients buying centre.
Your Answer The sales people should use the consultative sales approach. , Sales people must identify key
Select The Blank

Question ________ limit sales opportunities open to competitors.
Correct Answer Block competitor
Your Answer Block competitor

Question To overcome barriers in communication :-
Correct Answer Information overload to be avoided. , Messages should be short.
Your Answer Information overload to be avoided. , Messages should be short.
True/False
Question Quantitative sales forecasting techniques' employ sophisticated mathematics and statistics.
Correct Answer True

Your Answer False

Question Multiple sourcing policies are generally adopted for which products?
Correct Answer Consumables
Your Answer Consumables

Question Poor, Sales territory design, results in :-
Correct Answer Inadequate market coverage. , Lack of control over sales force.
Your Answer Inadequate market coverage. , Lack of control over sales force.


Your Answer Products and markets. , Procedures of competing organization. , Policies of Government.
Select The Blank

Question The results of 'Box-Jenkins method' are fair in identifying ________ turning points.
Correct Answer Significant.
Your Answer Significant.
True/False
Your Answer False
True/False
Question Reciprocal trading opportunities can be undermined by encouraging value analysis.
Correct Answer True
Your Answer False
Select The Blank

True/False
Question Sales people can enhance or detract from the seller's image in the market for they are the critical
contact with the customers.
Correct Answer True
Your Answer True

Question In demand analysis, the first question is :-
Correct Answer Who will use the product.
Your Answer Who will use the product.
Select The Blank

Select The Blank

getting feedback.
True/False
Question Socio human obligation should see that economic consequences of its actions should not adversely
effect public welfare.
Your Answer True

Question Managing key accounts needs special skills like :-
Correct Answer Planning and selling , Negotiating , Interpersonal skills
Your Answer Planning and selling , Negotiating , Interpersonal skills
Select The Blank


Select The Blank

Question The information on the applicant is also provided through ________, if other sources are not
available.
Correct Answer References
Your Answer References

Your Answer Sales activities. , Territory management. , Total management.
Select The Blank

Question ________ for social decision making avoids poorly executed social action.
Correct Answer Flowchart
Your Answer Bar diagram
Match The Following
In distribution & logistics - overall performance Sales per sq.mtr. EmployedPaper work activities
In distribution & logistics - overheads Fixed costs as % of total costs Fixed costs as % of total costs
In distribution & logistics - productivity 10 kms per direct man hour employed 10 kms per direct man
hour employed
In distribution & logistics - useful Maximum load carried as % gross weight Sales per sq.mtr. Employed

Question This sales promotion activity is used to promote consumer products where the free item is related
to the main product :-
Correct Answer On pack-give always
Your Answer On pack-give always

Question The term widely used for the management of the flow of goods & services is :-
Correct Answer Purchase chain management
Your Answer Distribution chain management

Question The only activity in any organization that directly generates income is :-
Your Answer Sales.

True/False
Question Many firms do not deploy informal ways of socialization.
Your Answer False

True/False
Correct Answer True

Your Answer True
Select The Blank

Question Leadership is ________ and continuous process.
Correct Answer Dynamic
Your Answer Dynamic


Question Intangible benefits of merchandising to consumers are :-
Correct Answer Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout
Your Answer Increased satisfaction , Easier to shop from a logical layout
Select The Blank

Your Answer Bar-coding

Question Leadership is of two types :-
Correct Answer Informal. , Formal.
Your Answer Formal. , Informal.
True/False

Your Answer True
True/False
Question A sales manager does not conduct sales volume, cost and profit analysis.
Your Answer False

Question For retail products, relationship should be built and cultivated with managers involved in :-
Correct Answer Buying , Product range distribution policies , Marketing
Your Answer Buying , Product range distribution policies , Product trial and testing


Select The Blank

Question Star performance can also give an organization a unique ________ in the market.
Correct Answer Niche
Your Answer Niche

Question The obligation of an organization to protect and enhance the welfare of society within which the
organization operates is :-
Correct Answer Social responsibility
Your Answer Social responsibility

Question Buying intentions for industrial goods, are subject to multiple factors, because :-
Correct Answer Demand for industrial goods is derived from the demand for consumer goods.
Your Answer Demand for industrial goods is derived from the demand for consumer goods.

True/False
Correct Answer True
Your Answer False

True/False
Your Answer False
True/False
Question Distribution is the process by which the product is made available at the retail outlet for easy
identification & pickup by the customer.
Your Answer True

Question Sales managers are paid to plan, lead and control :-
Correct Answer Personal selling activities.
Your Answer Personal selling activities.
True/False
Question Brand management is a system of promoting the sales of a product.
Correct Answer True
Your Answer True

Select The Blank


Question Leadership requirement need following points :-
Correct Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize
comprehensively
Your Answer Vision to see the market , Setting aims, objectives & strategies , Ability to organize
comprehensively

Select The Blank

Your Answer Goal


Question It is a collection of principles and rules of conduct based on beliefs about what is right and wrong
business behavior :-
Correct Answer Business ethics
Your Answer Business ethics

Question This is normally used to increase product trial and entice consumers away from competitive
products :-
Correct Answer Product sampling programmes
Your Answer Product sampling programmes
Select The Blank

Question A good leader must be ________ and adaptable to a given situation.
Correct Answer Flexible
Your Answer Flexible
Select The Blank

Question Good follow up promotes customer's ________, and builds a good image of the organization.
Correct Answer Satisfaction

Your Answer Satisfaction

Question In the 'hop-scotch' pattern of routing, following points should be considered :-
Correct Answer Size of the area to be covered. , Priority of calls to be made.
Your Answer Size of the area to be covered. , Priority of calls to be made.
True/False
Question Size & demand given are a leadership position.
Correct Answer True
Your Answer False
Match The Following
Expense allowance Hotel bills reimbursement Life insurance
Fixed component Salary Salary
Variable component Commission Commission
Fringe benefits Life insurance Hotel bills reimbursement

Question It is a cost effective means of communicating product information, benefits and other marketing
messages to users and consumers :-
Correct Answer Sales promotion
Your Answer Sales promotion
Match The Following

Question To establish a relationship with the outlet
Correct Answer Who are the decision makers? , What would be the most appropriate time to call? , What would be
the call frequency?
Your Answer How big the outlet is? , Who are the decision makers?
Select The Blank

Question ________ generates increased revenue and profits for no additional investment in stock.
Correct Answer Space management
Your Answer Space management
Select The Blank

Your Answer Product trial

Question Sales people are said to be committed, when :-
Correct Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum
effort.
Your Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum
effort.

Question Focus on the important work to be done, organising network to bring the product within the reach
of the potential customer, unified approach, clear understanding of who will do what, are the characteristics of :-
Correct Answer Successful distribution
Your Answer Successful distribution

Question Learning implies a conscious attempt towards imbibing :-
Correct Answer Knowledge.
Your Answer Information.
Select The Blank

Question ________ is computer based production & inventory control system that attempts to minimise
inventory.
Correct Answer MRP
Your Answer MRP
Select The Blank

Question ________ is an additional financial reward to the sales person for achieving results beyond a pre-
determined premium.
Correct Answer Bonus
Your Answer Bonus
Select The Blank

Question Other departments in the organization should operate as, Check and ________ to market influence.
Correct Answer Balance

Your Answer Subjective

Question The way of transferring ideas, thoughts and values from one person to another is :-
Correct Answer Communication.
Your Answer Communication.

Select The Blank


Your Answer Buying power index.

Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions.

Your Answer What they buy. , "Who" buys the product. , When they buy it.
Select The Blank

True/False
Question Leadership process is a function of the leader, the follower and other situational variables.
Correct Answer True
Your Answer True
True/False
Correct Answer True
Your Answer False

Question The initial training needs, are based on :-
Correct Answer Job specification. , Background and experience of trainees.
Your Answer Background and experience of trainees. , Job description.

Question It's main task is to measure profitability and returns in relation to various operational tasks
undertaken :-
Correct Answer Operational control
Your Answer Operational control
Match The Following
Inflate price first and then give discounts Unethical pricing Unethical pricing
Over promising Ethical violation Deceptive sales promotion
Corporate spying High tech industries Ethical violation
Stereotyped portrayal of women Deceptive advertising Deceptive advertising
Select The Blank

Your Answer Sales

Question Public relations is an important activity because of the following reasons :-
Correct Answer Awareness & desire about product is created. , It helps to build brand image.
Your Answer Awareness & desire about product is created. , It deals with involving many people & public. , It
helps to build brand image.
Select The Blank



Question The essential traits of a successful sales person needs is :-
Correct Answer Empathy. , Ego drive.
Your Answer Entertainment. , Empathy. , Endurance.
True/False
Question If there is a higher margin on one product category, the buyer should allocate more space to that
product category.
Your Answer True
Match The Following
approach.
Exponential smoothing Weighted sum of all past numbers in time series. Four components of time series
data are isolated.
Decomposition method Four components of time series data are isolated. Weighted sum of all past numbers
in time series.
Select The Blank

Select The Blank



Question A Sales unit may be :-
Correct Answer Sales person's territory, branch office, regional distribution center.
Your Answer Sales person's territory, branch office, regional distribution center.

Question In informal organization structure :-
Correct Answer Efficient methods are developed to accomplish jobs.
Your Answer Efficient methods are developed to accomplish jobs.

Correct Answer They take maximum effort. , Sales persons are enthusiastic about carrying out sales manager's
request.
effort.
Select The Blank

True/False
Question Input - Output models, are less tedious and less expensive.
Your Answer True
True/False
Question Letter of indemnity is given by buyer if he does not have original bill of lading.
Your Answer True

Question The survey of buying intentions is analyzed with :-
Correct Answer Multivariate statistical tools.
Your Answer Multivariate statistical tools.
True/False
Question Both large and small firms use job specification to expose sales persons to corporate culture.

Your Answer False

Question What are the industrial buyer's focus of objectives?
Correct Answer Spacing , Input reliability and availability , Input cost control
Your Answer Input reliability and availability , After sales service

True/False
Question The word 'TIGER' is topologically inverted, geographically encoded records.
Your Answer False

Question A supply chain is the network of :-
Correct Answer Suppliers customers
Your Answer Suppliers customers

Question Companies often recruit sales people from other departments because :-
Correct Answer The people are already familiar with the company policies. , The sales managers are aware of their
sales potentials.
Your Answer They do not want to waste time on recruitment. , The people are already familiar with the company
policies.
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

Question The common sales forecasting techniques, can be classified as :-
Correct Answer Quantitative. , Non-quantitative.
Your Answer Quantitative. , Qualitative.

Question Firms which are ineffective in recruitment and selection ultimately suffer a :-
Correct Answer Turn over problem.
Your Answer Turn over problem.

marketing plan
Your Answer Reducing conflicts, common strategies & objectives
Select The Blank

Select The Blank

________.

Question The sales persons, as intelligence gatherers :-
Correct Answer Are conscious about providing feedback from the field, to plan different strategies.
Your Answer Are conscious about providing feedback from the field, to plan different strategies.

Question It is a partnership between vendors and retailers :-
Your Answer Product management

Question The standard framework of systems and procedures while managing a key account is called :-
Correct Answer Modus operandi

Your Answer Rules

Question The integration, adaptation, the principles of physical movement of goods & people collectively form
the :-
Correct Answer Logistics system
Your Answer Purchase system

Question The term 'SIC' stands for :-
Correct Answer Standard industrial classification.
Your Answer Standard industrial classification.
True/False
Your Answer False
True/False
Question The widening of product life cycle will demand greater flexibility & adaptability.
Your Answer True


Question Formal organisational approaches towards social responsibility are :-
Correct Answer Legal compliance , Ethical compliance , Philanthropic giving
Your Answer Morality seeking , Legal compliance , Ethical compliance

Question The 'Judgement methods' include :-
Correct Answer Jury of executive opinion. , Delphi method.
Your Answer Jury of executive opinion. , Test marketing.

Your Answer Only calling the prospects

Your Answer Examination. , Evaluation.
True/False
Question The 'sales forecasting methods' should be flexible to adopt changing conditions.
Correct Answer True
Your Answer True
Select The Blank

Question ________ varies in amount with sales volume or other commission base.
Correct Answer Commission
Your Answer Profits

Select The Blank

Question As distribution & logistics cost forms a substantial % of the sales volume, ________ is essential to
make sure the organization is getting value for the money paid.
Correct Answer Cost control
Your Answer Cost control

Question Sales manager can influence sales people by using :-
Correct Answer Various sources of power.
Your Answer Various communication techniques.
True/False
Question Rural telephony has gone much ahead as compared to urban telephony.
Your Answer False
Select The Blank

Question Refresher training program is more ________ in its coverage of specialized topics.
Correct Answer Intensive
Your Answer Intensive
Select The Blank

Question In 'co-relation analysis', ________ are studied simultaneously.
Correct Answer Variables
Your Answer Variables

Question What lets continuous changes in consumers, because of changes of residence, working hours,
employment, income & because of evolution of the nuclear family from the joint family ?
Correct Answer Buying habits
Your Answer Buying habits

Your Answer Judgement methods. , Counting method.

Select The Blank

Question Separate ________ tests should be reformed for different ethnic groups.
Correct Answer Validity
Your Answer Validity
Select The Blank

Your Answer Product

Correct Answer Long run viability , Better environment , Balance of responsibility and power
Your Answer Better environment , Balance of responsibility and power

Question A sales person is not just required to sell, because :-
Correct Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is
now required to manage a segment four business.
Your Answer He has to complete many tasks along with sales activities such as co-ordinating and service. , He is
now required to manage a segment four business. , He is required to help in logistics.

Your Answer The Delphi method. , Exponential smoothing. , Decomposition.

Question Direct supplies, from manufacturer to supermarkets is beneficial to :-
Correct Answer Both
Your Answer Wholesalers

Your Answer Buyers educational background & Technical knowledge , Competitor's product , Competitor's
promotional activities

Question The most important tool used in managing the sales force is :-

Your Answer Take decisions very quickly.
True/False
Correct Answer True
Your Answer True
Match The Following
Polygraph test Lie detector test Lie detector test
Intelligence test Measure of raw intelligence and trainability. Measure of raw intelligence and trainability.
Knowledge test Measure of what applicant knows about product or service. Measure of person's innate or
acquired social skills.
Sales aptitude test Measure of person's innate or acquired social skills. Measure of what applicant knows
about product or service.
Question The 'Breakdown approach' is generally valid for a period of :-
Correct Answer 6 months or more.
Your Answer Less than 6 months.

Question The 'contingency theory' of leadership is based on :-
Correct Answer The leader - member relationship. , The degree of task structure.
Your Answer The leader controlling a situation. , The leader compromising a situation. , The degree of task
structure.

Question We say organizational structure is successful in bringing about efficient marketing or products
when :-
Correct Answer The organizational structure is flexible and adaptable to the changing environment in the market.
Your Answer The organizational structure is flexible and adaptable to the changing environment in the market.

Question Planning the use of one's time involves :-
Correct Answer Principle of time analysis. , Principle of flexibility.
Your Answer Principle of time analysis.

corporate culture
corporate culture
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 Some tests measure special abilities, like ________ ability.
Correct Answer Perceptual
Your Answer Perceptual

Question Globalization, territories, warehousing & transshipment points, greater centralization in planning &
control, the levels in the distribution chain are the parameters of organizing :-

Question The level of inventory intended to satisfy effective demand between reorders is :-
Correct Answer Order level
Your Answer Order level
True/False
Question Judgement in time is called JIT.
Your Answer False
True/False
Question Time devoted to non selling activities should not be evaluated.
Your Answer False

Your Answer Production ordering , Production scheduling , Material requirement, requisitioning
Select The Blank

Question Apart from validity and consistency, test ________ is also important.
Correct Answer Objectivity
Your Answer Credibility
True/False
Correct Answer True
Your Answer True

Question What information related to key accounts market is required by the manager?
Correct Answer Marketing policies , Customer service needs
Your Answer Marketing policies , Customer service needs , Products used
Select The Blank

Question More effective use of Advertising and Promotion funds is a tangible benefit to the ________.
Correct Answer Manufacturer

Match The Following
Distribution objective for retail buyer Cost control growth without direct investment in brand development
Input reliability and availability
Product maintenance and servicing Industrial and commercial products Industrial and commercial products
Store-operations Retail products Retail products
Distribution objective for industrial buyer Input reliability and availability Cost control growth without direct
investment in brand development

Question The buyer's bank gives L/C to the buyer on the basis of :-
Correct Answer Assets valuation of the buyer , Future prospects of the buyer
Your Answer Integrity of the buyer , Assets valuation of the buyer , Present buyer's status

Select The Blank

Your Answer Chronological
Select The Blank


Question The heart of category planning document is the description of :-
Correct Answer Consumer behaviour
Your Answer Consumer behaviour

Question Common tools used for effective retail strategies are :-
Correct Answer Store image , Store layout , Point of sale display
Your Answer Store image , Store layout , Point of sale display
True/False
output models.
Correct Answer True
Your Answer True

Select The Blank

Question ________ is essential for the growth and survival of a business.
Correct Answer Profits
Your Answer Profits
True/False
Your Answer False

Question The 'Sales call plan' is used to set the course of action for :-
Correct Answer A week as well as day
Your Answer A week as well as day

Question What are the industrial buyer's focus of objectives?
Correct Answer Spacing , Input reliability and availability , Input cost control
Your Answer Input reliability and availability , Input cost control , After sales service
Select The Blank

Your Answer Brand

Question Following is one of the main activity to be taken care by - Delivery, adding value, saving time,
contact with customers, showing the product & sensory stimulation.
Correct Answer Retail outlets
Your Answer Jobbers
True/False
Correct Answer True
Your Answer True



cultivating brand loyalty. , Does not reassure customer satisfaction.

Question Markets, competitors, legal and social environment are called which motives?
Correct Answer Environmental

Your Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other
Select The Blank

Question Most firms require many ________ types of sales people to perform different selling tasks.
Correct Answer Different
Your Answer Different

Your Answer Organisational culture , Whistle blowing , SWOT analysis

Question How can intermediary add value by providing information to the supplier on :-
Correct Answer Competitors activities , Development in the area , Customers reaction to products
Your Answer Competitors activities , Products drawbacks , Customers reaction to products

Question The network of suppliers & customers in which any business operates is :-
Correct Answer Supply chain
Your Answer Supply chain
Select The Blank

objectives.

Your Answer Time saving , Better quality of choice , Improved turnover
True/False
Question Non-Quantitative techniques' are consistent.
Your Answer False

Your Answer Center of influence , Advertising , Increasing the Sales force

Match The Following
Knowledge Building blocks Building blocks
Supplier's objective Brands, market share of product category Brands, market share of product category
Industrial buyer's objective Spacing Growth without direct investment
Retail buyer's objective Growth without direct investment Multiple sourcing policies
True/False
Question In deciding the placement, the physical activities associated with the product must be kept in mind.
Correct Answer True

Your Answer True
Select The Blank

Question Obtaining ________ from key players helps promoting sales and other prospects.
Correct Answer Endorsements
Your Answer Appreciation

Question The sales persons' team, as co-ordinators :-
Correct Answer Use the specialists in different fields, to co-ordinate services to customers and solve their problems.
Your Answer Use the specialists in different fields, to co-ordinate services to customers and solve their problems.
Select The Blank

Your Answer Goal

Question The rating and scheduling plans are developed primarily by :-
Correct Answer Field sales managers/ people
Your Answer Field sales managers/ people
True/False
Question Quality of display influences consumer purchasing decisions.
Correct Answer True
Your Answer True

Question It is the development of overall market for a group of products which can be grouped in one
category :-
Your Answer Brand management
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

Question Basic patterns of sales compensation plan are :-
Correct Answer Straight salary , Salary plus incentive , Straight commission
Your Answer Straight salary , Salary plus incentive , Straight commission

Question Public relations is an important activity because of the following reasons :-
Correct Answer Awareness & desire about product is created. , It helps to build brand image.
Your Answer Awareness & desire about product is created. , It deals with involving many people & public. , It
True/False
Correct Answer True
Your Answer True
True/False
Question In communication process, effective listening is very important.
Correct Answer True
Your Answer True


Question Management actions consists of :-
Correct Answer Planning , Implementation , Control
Your Answer Planning , Implementation , Control
True/False
Your Answer True
Select The Blank



Your Answer Job requirement.
Match The Following
Polygraph test Lie detector test Measure of vocational interests.
Intelligence test Measure of raw intelligence and trainability. Measure of raw intelligence and trainability.
Knowledge test Measure of what applicant knows about product or service. Measure of person's innate or
acquired social skills.
Sales aptitude test Measure of person's innate or acquired social skills. Measure of what applicant knows
about product or service.
Sales & Distribution Management assgn :01: Saikat

Your Answer After sales service and support

Question Checklist to select an intermediary are :-
Correct Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing ,
Reputation & credibility of the intermediary in the market
Your Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing ,
Select The Blank

Select The Blank


Question The payment in overseas sales is done through the financial instrument called :-
Correct Answer Letter of credit
Your Answer Letter of credit
True/False
Question Space management planning is a merchandising support.
Your Answer True

Your Answer Production ordering , Production scheduling , Material requirement, requisitioning
True/False
Question To sell products that do not earn reasonable profit is acceptable.
Correct Answer True
Your Answer False
True/False
Correct Answer True
Your Answer False

Select The Blank
True/False
Your Answer False

Question The benefit of training program is that, it increases :-
Correct Answer Overall effectiveness.
Your Answer Overall effectiveness.
Select The Blank




Your Answer Review.



Match The Following
Account potential.Share of an accounts business that the firm can expect to get. Share of an accounts business that
the firm can expect to get.
Routing. Establishing the sequence of locations a sales person will visit. Establishing the sequence of locations a
sales person will visit.
Scheduling. Sequencing of appointments for maximum territory management cycle. Sequencing of

appointments for maximum territory management cycle.
Account load. Number of actual and potential customers assigned to a given sales person. Number of actual
and potential customers assigned to a given sales person.
Match The Following
approach.
Exponential smoothing Weighted sum of all past numbers in time series. Weighted sum of all past numbers
in time series.
Decomposition method Four components of time series data are isolated. Four components of time series
data are isolated.

Select The Blank

Question The disadvantage of hiring staff trainers includes ________ cost of maintaining the staff.
Correct Answer Total
Your Answer High

Question "Exchange theories" assume that group members :-
Correct Answer Make contribution at a cost to themselves. , Receive benefits at a cost to group.
Your Answer Make contribution at a cost to themselves. , Receive benefits at a cost to group.
Select The Blank

Question Box-Jenkins' can provide an ________ forecast over a short run period.
Correct Answer Excellent.
Your Answer Excellent.




actions.
actions.

Your Answer Execution. , Examination. , Evaluation.
True/False
Question A level of mutual trust needs to be maintained between the key account and the Account manager.
Correct Answer True

Your Answer True
Select The Blank

Question Some tests measure special abilities, like ________ ability.
Correct Answer Perceptual
Your Answer Perceptual

Question 20% of top accounts generate what percentage of company's profit?
Correct Answer 80
Your Answer 80
Select The Blank

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 , Inventory availability
True/False
Question Non-Quantitative techniques' are consistent.
Your Answer False

Question In a simple sales department, in a small company :-
Correct Answer The sales manager normally has charge of all the marketing activities.
Your Answer The sales manager normally has charge of all the marketing activities.
Select The Blank


True/False
Question Negotiations will be successful if based on reasonable expectations.
Correct Answer True
Your Answer True
Select The Blank


Your Answer High.

Your Answer Total Marketing process , Also handling the customer complaints , Promotion of the product

Question Tangible benefits of merchandising to retailer are :-
Correct Answer Reduce out of stocks , Improve Return on Investment , Balance stock holdings
Your Answer Improve Return on Investment , Pull product through improved forecasting , Balance stock holdings
Select The Blank

Question At the strategic control level, it is extremely necessary to identify areas of ________.
Correct Answer Threats
Your Answer Threats
True/False

Your Answer False


Your Answer Expert power. , Referent power.

Question The view which holds that social responsibility is not the major responsibility of business but to
only make money is :-
Correct Answer Capitalist view
Your Answer Capitalist view
Bottom of Form
Sales & Distribution Management assgn :02: Shagun
True/False
Correct Answer True
Your Answer False
True/False
Question Export manager needs to have linguistic skills in addition to other personal skills for better business
performance.
Correct Answer True
Your Answer True

Question This type of promotional activity is useful when an element of training or education is needed in
promoting the product :-
Correct Answer Lectures, film shows
Your Answer Lectures, film shows

Question From the stand point of sales representatives, the compensation plan should offer :-
Correct Answer Regular income. , Reward for superior performance.
Your Answer Regular income. , Reward for superior performance.

Question Merchandising aids sales because :-
Correct Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the
Your Answer It enhances the house- keeping and appearance of the shop , Makes stock check easy , Helps the
True/False
Correct Answer True
Your Answer True
Select The Blank

Question The central feature of ________ system is their ability to reforecast inventory requirements as the
inventory position of low level of inventories in the distribution channel changes.
Correct Answer DRP
Your Answer MRP

Question Advantages of ' Straight Commission ' plan are :-
Correct Answer Powerful incentive , Freedom of operation , Flexible plan
Your Answer Powerful incentive , Freedom of operation , Flexible plan

Question Markets, competitors, legal and social environment are called which motives?
Correct Answer Environmental
Your Answer Environmental

Your Answer Time saving , Improved turnover

Question The benefit of training program is that, it increases :-
Correct Answer Overall effectiveness.
Your Answer Overall effectiveness.
True/False
Question The lecture sessions should be short and interspersed with other activities to avoid lack of
enthusiasm.
Correct Answer True
Your Answer True
Match The Following

Sales aids. Preparing of audiovisuals, flip charts & other material. Preparing of audiovisuals, flip charts & other
material.
Product publicity Preparing & distributing news releases to various media about products & services. Support
for entering new Markets.
Market Development Support for entering new Markets. Developing new products.
Marketing research. Collecting & interpreting data related to products & services. Collecting & interpreting
data related to products & services.

Your Answer Center of influence , Focusing on current customers only , Increasing the Sales force

Your Answer Selling products at extra value

Your Answer Life style of the prospect , Competitor's product , Competitor's promotional activities

Your Answer Correlation-regressional analysis. , Econometric models. , Box-Jenkins method.


Question One of the principles of 'learning' is :-
Correct Answer Reinforcement.
Your Answer Reinforcement.
Select The Blank

Your Answer Objectivity
Select The Blank

Question ________ is computer based production & inventory control system that attempts to minimise
inventory.
Correct Answer MRP
Your Answer DRP

True/False
Question Corporate social activity aimed at socialization need not be elaborate or expensive.
Correct Answer True
Your Answer False

Question In CIF payment terms, I stands for :-
Correct Answer Insurance
Your Answer Insurance
True/False
Your Answer True
Question The principle of time management, applicable to various organizations includes :-
Correct Answer Principle of delegation. , Principle of control of interruptions.
Your Answer Principle of participation. , Principle of control of interruptions. , Principle of demonstration.
True/False
Your Answer True
Select The Blank

Your Answer Employees
True/False
product leadership.
Correct Answer True
Your Answer True

Question It is an organizational activity that effects the general welfare of society :-
Correct Answer Social performance
Your Answer Social performance
Select The Blank

Question ________ is the continuous replenishment of inventories throughout the channel in response to
end customer demand.
Correct Answer ECR
Your Answer ECR
Select The Blank

customer.
Match The Following
Materials & physical distribution logistics management Physical network
Physical distribution Physical network logistics management
Management of flow of goods & services Logistics chain management demand schedule
Select The Blank

Your Answer Counter checks
Select The Blank


Select The Blank

Question Casual methods' attempt to find the factors that affect ________ and to determine inter-relation.

Your Answer Sales.

Question If a customer objects about some product or goods :-
Correct Answer He is asking for information about that product in indirect way.
Your Answer He is asking for information about that product in indirect way.

Your Answer In depth interviews. , Physical examination.
True/False
Question Many large companies use long term training programs to educate sales people about the firm's
products, customers, competitors etc.
Correct Answer True
Your Answer True

Your Answer Delivery of goods through proper channel

Your Answer Sharing of values between sales Manager & Sales staff
Select The Blank

available.

Question The greatest source of recruits is :-
Correct Answer Referrals from sales associates and clients.
Your Answer Referrals from sales associates and clients.

Question Approaches to collect and report social audits are :-
Correct Answer Inventory , Cost , Program management
Your Answer Inventory , Cost , SWOT analysis

Question Status, recognition, achievement etc are which types of motives?
Correct Answer Personal
Your Answer Personal


Question Job analysis must be conducted to :-
Correct Answer Identify duties, requirements and responsibilities.
Your Answer Identify duties, requirements and responsibilities.

Question It refers to the practice of right conduct :-
Correct Answer Morals
Your Answer Ethics
True/False
Your Answer True

Question In the 'Jury of executive opinion', the jury may consist of :-
Correct Answer Company president. , Several of different functional areas.
Your Answer Company president. , Several of different functional areas.

Question It is important to asses the candidate's :-
Correct Answer Selling skills. , Technical background.
Your Answer Negotiating skills. , Selling skills. , Technical background.

True/False
Question A leader must not be accepted by his followers.
Your Answer False

Question After making any Sale, the sales person :-
Correct Answer Should make special efforts to follow up with the customer. , Should ensure that the customers are
satisfied.
Your Answer Should make special efforts to follow up with the customer. , Should ensure that the customers are
satisfied.
Select The Blank

Question As distribution & logistics cost forms a substantial % of the sales volume, ________ is essential to
make sure the organization is getting value for the money paid.
Correct Answer Cost control
Your Answer Cost control
Select The Blank


Question The integration, adaptation, the principles of physical movement of goods & people collectively form
the :-
Correct Answer Logistics system
Your Answer Logistics system
True/False

Your Answer False
Select The Blank

Select The Blank

Question The test of ability, includes test of ________ ability.
Correct Answer Mental
Your Answer Mental
True/False
Question Referent power of a leader is based on some expertise, knowledge or special skill of the leader.

Your Answer True
True/False
Correct Answer True

Your Answer True

Your Answer Centralised , Branch promotions

Question This view holds that the state should be instrumental in advocating social responsibility on business
:-
Correct Answer Communist view
Your Answer Communist view
Select The Blank

Question More effective use of Advertising and Promotion funds is a tangible benefit to the ________.
Correct Answer Manufacturer

Your Answer Manufacturer
True/False
Question The scope of initial training programs is not broader than refresher training program.
Your Answer True
Select The Blank

Match The Following
In distribution & logistics - overall performance Sales per sq.mtr. EmployedSales per sq.mtr. Employed
In distribution & logistics - overheads Fixed costs as % of total costs MIS
In distribution & logistics - productivity 10 kms per direct man hour employed Maximum load carried as
% gross weight
In distribution & logistics - useful Maximum load carried as % gross weight 10 kms per direct man hour
employed
Select The Blank

Question ________ varies in amount with sales volume or other commission base.
Correct Answer Commission
Your Answer Profits

Your Answer What is competition doing? , Is there an opportunity for competition to be created ? , Is technical

Your Answer The Delphi method. , The sales force composite.
Select The Blank


Your Answer High.
True/False
Correct Answer True
Your Answer True


involved in :-
Your Answer Buying , Product specification , Product use
Match The Following
Sales aids. Preparing of audiovisuals, flip charts & other material. Preparing of audiovisuals, flip charts & other
material.
Product publicity Preparing & distributing news releases to various media about products & services.
Preparing & distributing news releases to various media about products & services.
Market Development Support for entering new Markets. Support for entering new Markets.
Marketing research. Collecting & interpreting data related to products & services. Collecting & interpreting
data related to products & services.
Select The Blank

Select The Blank



True/False
Question Input - Output models are more appropriate for selling industrial goods.
Correct Answer True
Your Answer True

Question Recruitment process involves :-
Correct Answer Finding applicants, who are potentially good employees.
Your Answer Finding applicants, who are potentially good employees.
Select The Blank

Question Separate ________ tests should be reformed for different ethnic groups.
Correct Answer Validity
Your Answer Dependability
True/False
Question Size & demand given are a leadership position.
Correct Answer True
Your Answer True


Question The planned recruiting is important because of :-
Correct Answer Costs associated with the system.
Your Answer Costs associated with the system.

Question What is been revolutionized by unitization, palletisation & containerization?

Question What lets continuous changes in consumers, because of changes of residence, working hours,
employment, income & because of evolution of the nuclear family from the joint family ?
Correct Answer Buying habits
Your Answer Buying habits


Question Lowering warehousing cost leads to :-
Correct Answer Lower inventory levels , Reduce customer service , Inhibit corporate purchasing from advantageous
purchasing
Your Answer Inhibit corporate purchasing from advantageous purchasing , Higher transportation viability
True/False
Correct Answer True
Your Answer True


Your Answer Judgement methods. , Casual method. , Counting method.

Question Trends in organizing distribution network :-
Correct Answer Globalization or one market , Territories , Minimum number of warehouses
Your Answer Globalization or one market , Territories , Minimum number of warehouses
Select The Blank

etc.
Select The Blank

Match The Following
True/False
Correct Answer True
Your Answer True

Question Two major categories of non-quantitative approaches to forecasting are :-
Your Answer Moving averages. , Judgement methods. , Counting method.
True/False
Question Direct accounts are small accounts that do not involve any special arrangements in terms of pricing,
credit etc.
Your Answer True

Select The Blank

the market.

sales potentials.
Your Answer The do not want to recruit from outside. , The people are already familiar with the company policies.
, The sales managers are aware of their sales potentials.

Match The Following
To facilitate performance evaluation. Set daily / weekly / monthly goals. Review cost figures.
Sales territories. Provide intensive market coverage. Split territories.
Inadequate sales territories. Split territories. Prepare territories.
Selling cost variations. Review cost figures. Clarify at hiring.

Your Answer The discussion between customer & Sales person is done in a special room called standing room.

Question It is the foundation for an integrated consumer driven category management process :-
Correct Answer Category planning document
Your Answer Strategic assessment document
True/False
Question Market Research deals with collection & interpretation of data concerning products, customers, etc.
Correct Answer True

Your Answer True
Your Answer Center of influence , Advertising , Focusing on current customers only
Select The Blank

Question The 'Marketing Vice-president', is responsible for ________ marketing strategy.
Correct Answer Creative
Your Answer Corporate

Your Answer Consider as the last but not least function after Sale. , Does not provide with customer
reorientation. , Does not reassure customer satisfaction.

Your Answer Durables
True/False
Correct Answer True
Your Answer True
Select The Blank

Correct Answer DRP
Your Answer DRP

Question "Ethos" means :-
Correct Answer Moral character.
Your Answer Moral character.
True/False
Question It is not critical that sales manager select the candidates, who meet the qualifications established
by company.
Your Answer True

Question To measure performance & evaluate :-
Correct Answer Sales goals must be established. , Develop sales plans.
Your Answer Sales goals must be established. , Do not set performance standards. , Develop sales plans.
Select The Blank

True/False
Correct Answer True
Your Answer True
True/False
Your Answer True
True/False
Correct Answer True

Your Answer True

Question Examples of service standards of objectives of logistics & distribution are :-
Correct Answer Hit ratio on sales calls to show a 20% improvement , Stock outs not to occur in more than 5% of
the orders , Quality of merchandising to be improved & result in at least 10% increase in retail sale
Your Answer Stock outs not to occur in more than 5% of the orders , Hit ratio on sales calls to show a 20%
improvement , On time deliveries to be made as less as possible


Question If the customer defections are reduced by 5%, profits can be improved anywhere between :-
Correct Answer 10 to 15 %
Your Answer 10 to 15 %
Select The Blank

objectives.

required to help in logistics.
Select The Blank



Select The Blank


Question Identifying trade channels for company's products and then identifying the key accounts in each
channel is called :-
Correct Answer Trade channel mapping
Your Answer Trade channel mapping

Your Answer Letter of intent
Select The Blank

Question The people who know the applicant but are not listed as reference are also the ________ or present
employers.
Correct Answer Former
Your Answer Formal


Your Answer Long run viability , Better environment , Dilution of purpose

Question When sales person should close the Sales call?
Correct Answer When a prospect makes positive statement about the product.
Your Answer When a prospect has many queries about the product & is not satisfied.
Select The Blank

Your Answer Logistics

Your Answer Temperament. , Temperature. , Complexity.

Question Production plan has to see :-
Correct Answer Opening stock at the beginning of the month , Forecast sales for the coming month , Closing
inventory
Your Answer Opening stock at the beginning of the month , Closing inventory , Sales of the last month

Question The time necessary to complete sales transaction is increased, because :-
Correct Answer It takes longer time to co-ordinate all the sales activities and non-selling activities.
Your Answer Longer time for sales call indicates better profits.
True/False
Your Answer True
True/False
Correct Answer True
Your Answer True
Select The Blank

etc.
Select The Blank

Match The Following
True/False
Correct Answer True
Your Answer True

True/False
credit etc.
Your Answer True

Select The Blank

the market.

sales potentials.

Match The Following


True/False
Correct Answer True

Your Answer True

Select The Blank



True/False
Correct Answer True
Your Answer True
Select The Blank

Correct Answer DRP
Your Answer DRP

True/False
by company.
Your Answer True

Select The Blank

True/False
Correct Answer True
Your Answer True
True/False
Your Answer True
True/False
Correct Answer True

Your Answer True



Select The Blank

objectives.
Select The Blank



Select The Blank



Select The Blank

employers.
Your Answer Formal



Select The Blank



inventory

True/False
Your Answer True
True/False
Correct Answer True
Your Answer True
Select The Blank

etc.
Select The Blank

Match The Following
True/False
Correct Answer True
Your Answer True

True/False
credit etc.
Your Answer True

Select The Blank

the market.
sales potentials.

Match The Following


True/False
Correct Answer True

Your Answer True

Select The Blank



True/False
Correct Answer True
Your Answer True
Select The Blank

Correct Answer DRP
Your Answer DRP

True/False
by company.
Your Answer True

Select The Blank

True/False
Correct Answer True
Your Answer True
True/False
Your Answer True
True/False
Correct Answer True

Your Answer True



Select The Blank

objectives.

Select The Blank



Select The Blank



Select The Blank

employers.
Your Answer Formal



Select The Blank



inventory

True/False
Your Answer True
True/False
Correct Answer True
Your Answer True
Select The Blank

etc.
Select The Blank

Match The Following
True/False
Correct Answer True
Your Answer True

True/False
credit etc.
Your Answer True

Select The Blank

the market.

sales potentials.

Match The Following


True/False
Correct Answer True

Your Answer True

Select The Blank



True/False
Correct Answer True
Your Answer True
Select The Blank

Correct Answer DRP
Your Answer DRP

True/False
by company.
Your Answer True

Select The Blank

True/False
Correct Answer True
Your Answer True
True/False
Your Answer True
True/False
Correct Answer True

Your Answer True



Select The Blank

objectives.

Select The Blank



Select The Blank



Select The Blank

employers.
Your Answer Formal



Select The Blank



inventory

True/False
Your Answer True
True/False
Correct Answer True
Your Answer True

Question Volume versus profit orientation indicates :-
Correct Answer Careful approach to product management and identification with profit potentials.
Your Answer Careful approach to product management and identification with profit potentials.

marketing plan
marketing plan


Question A 'line - and - staff' structure :-
Correct Answer Adds staff assistants to accomplish many specialized support activities.
Your Answer Creates very few functional areas.
True/False
Your Answer True

Question The word "pathos" means :-
Correct Answer Ability to stir feelings to move people emotionally.
Your Answer Ability to stir feelings to move people emotionally.
Select The Blank

Your Answer High

Select The Blank

Question The headquarters' Marketing people provide ________and service functions.
Correct Answer Introduction
Your Answer Support


True/False
Question The L/C can be amended if both the buyer and seller agree to it.
Correct Answer True
Your Answer True

Question Vertical space utilization is possible if :-
Correct Answer Taller structures for warehouses/godowns , Storage racks, staircase, platform available , Cranes,
forklifts, stackers are available
Your Answer Goods should be height of 12 feet , Storage racks, staircase, platform available , Cranes, forklifts,
stackers are available
True/False
Question Judgement in time is called JIT.
Your Answer False

Question Checklist to select an intermediary are :-
Correct Answer Physical facilities, capabilities & desire for further investment , Financial strength & backing ,
Your Answer Physical facilities, capabilities & desire for further investment , Number of other agencies the
intermediary owns , Reputation & credibility of the intermediary in the market
Select The Blank

Question Social responsibility towards ________ is by providing direction to the economic and business life.
Correct Answer State

Your Answer Consumer

Your Answer Planning and selling , Negotiating , Interpersonal skills
True/False
Question The total time consumed from order preparation till delivery is indicated by Cost of carriage.

Your Answer True
Match The Following
Organizing Creating Job description & recruiting Sales people Establishing & transmitting to the Sales
people objectives & Strategies
Analyzing Involves activities of reviewing Sales records & Sales persons performance Obtain strategic
information about the prospect
Planning Establishing & transmitting to the Sales people objectives & Strategies Creating Job description &
recruiting Sales people
Evaluating Creating performance standards & take remedial actions Involves activities of reviewing
Sales records & Sales persons performance

Question Functions performed in logistics are :-
Correct Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material
Your Answer Packing & unpacking , Breaking bulk , Handling and collection / delivery of material

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
True/False
Your Answer False

Question The initial training needs, are based on :-
Correct Answer Background and experience of trainees. , Job specification.
Your Answer Job analysis. , Job specification. , Job description.

Your Answer Buying percentage index.
True/False
Question Prospecting is providing products to customers.
Your Answer False
True/False
Correct Answer True

Your Answer True
Match The Following

RR Railway receipt Railway receipt
LR Lorry receipt Lorry receipt


Question In the 'hop-scotch' pattern of routing, following points should be considered :-
Correct Answer Size of the area to be covered. , Priority of calls to be made.
Your Answer Size of the area to be covered. , Priority of calls to be made. , Educational background of customer.
Select The Blank

Your Answer Profits

is called as :-

Your Answer Consumables

Question Raw materials & supplier are often based on projected production schedule or other internal usage
plan called :-
Correct Answer Demand schedule
Your Answer Supply schedule
True/False
Your Answer True
Select The Blank

True/False
Question The living habits of consumers changes continuously because of changes of residence, working
hours, employment, income & also due to evolution of the nuclear family from the joint family.
Your Answer True

Question In the technique to survey customer's buying intentions :-
Correct Answer Customers are sampled and asked questions.
Your Answer Customers are sampled and asked questions.
Select The Blank

Question Apart from validity, tests' ________ is also important.
Correct Answer Consistency
Your Answer Consistency
Select The Blank

Question A charismatic leader commands great following because of his ________ qualities.
Correct Answer Magical
Your Answer Unnatural

Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions. ,
The participation of subordinates is nil.
Select The Blank
Select The Blank

Your Answer Bar-coding

Question In a 'straight line' routing pattern :-
Correct Answer The sales person calls on all customers in one continuous direction. , The sales person on his way
back calls on the customer on the same line.
Your Answer The sales person calls on all customers in one continuous direction. , The sales person on his way

Question For successful selling in today's changing environment :-
Correct Answer The sales people should use the consultative sales approach. , Sales people must identify key
Your Answer The sales people should use the consultative sales approach. , Sales people must identify key
True/False
Correct Answer True
Your Answer True

Question Which charges are changed on the basis of the volumes of cargo handled on a rate per ton or per
case ?
Correct Answer Warehousing charges
Your Answer Procurement charges
Select The Blank

Select The Blank

Question The ________ plan is undoubtedly to reward the salesman for his performance.
Correct Answer Compensation
Your Answer Compensation
Select The Blank


Question What are the major characteristics that any system should be studied with regard to?
Correct Answer The structure , The functions performed , The process involved
Your Answer The structure , The functions performed , The process involved
True/False
Question Ratio information should be user friendly within the company.
Correct Answer True
Your Answer True
True/False
credit etc.
Your Answer False

actions.
actions.

Question "BPI" is used to estimate :-
Correct Answer Consumer's demand.
Your Answer Consumer's demand.

sales potentials.
policies. , The sales managers are aware of their sales potentials.

Select The Blank

Question Refresher training program is more ________ in its coverage of specialized topics.
Correct Answer Intensive
Your Answer Intensive
Select The Blank


Question In the follow up, basically the Sales person :-
Correct Answer Reassure that he is there to solve the problems. , Frequently contacts the customer to spot any
problems the customer faces.
Your Answer Frequently contacts the customer to spot any problems the customer faces. , Reassure that he is
there to solve the problems.
True/False
Question A leader must not be accepted by his followers.
Your Answer False

Question In the 'Boomerang' method, how Sales person handle the customer's objection?
Correct Answer The Sales person turns the objection into a reason for buying.
Your Answer The Sales person turns the objection into a reason for buying.
Select The Blank

True/False
Correct Answer True
Your Answer True

Question The common sales forecasting techniques, can be classified as :-
Correct Answer Quantitative. , Non-quantitative.
Your Answer Quantitative. , Qualitative.

Question In the 'turnover close' technique :-
Correct Answer The Sales person transfers the closing technique to some other Sales person for a fresh approach or
better chance to make Sale.
Your Answer The Sales person says that the dealing with that particular prospect should be closed.
Select The Blank

Select The Blank

Your Answer Analytical.
Question Company information, is knowledge in relation to :-
Correct Answer Image of company.
Your Answer Image of company.

Question This is normally used to increase product trial and entice consumers away from competitive
products :-
Correct Answer Product sampling programmes
Your Answer Product sampling programmes

Correct Answer Sales persons are enthusiastic about carrying out sales manager's request. , They take maximum
effort.
effort.
Match The Following

C Cycle i.e. due to variations in business cycle. Cycle i.e. due to variations in business cycle.
BPI Buying Power Index Buying Power Index
SIC Standard industrial classification system Standard industrial classification system
T Trend i.e. long term changes. Trend i.e. long term changes.


Question Computer based production & inventory control system that attempts to minimize inventory is :-
Correct Answer MRP
Your Answer MRP
Select The Blank

Your Answer Approach
Select The Blank

True/False
output models.
Correct Answer True
Your Answer True
Select The Blank

getting feedback.


Question The steps involved in the selection process of intermediaries are :-
Correct Answer Determine the distribution chain for a particular territory , Estimate the total volume of business to
be obtained from the intermediaries , Identify right kind of intermediaries
Your Answer Determine the distribution chain for a particular territory , Estimate the total volume of business to
be obtained from the intermediaries
True/False
Question Many firms do not deploy informal ways of socialization.
Your Answer False


Your Answer Salary and commission on sales. , Promoting them in hierarchy. , Salary and share in the profits.
True/False
Your Answer True

Question Job description is used in :-
Correct Answer Recruiting. , Developing training programs.
Your Answer Recruiting. , Developing training programs.

Your Answer "Who" buys the product. , When they buy it.
True/False
Question New recruits need not be taught company's policies.
Your Answer False
Select The Blank

Question Leadership is ________ and continuous process.
Correct Answer Dynamic
Your Answer Dynamic


Question It is a mutual respect between the account manager and key account for their roles and
responsibilities -
Correct Answer Equality relationships
Your Answer Maintaining relationships
Select The Blank

Question Knowledge about the buyer and about the account takes time to build up and the knowledge is
added as ________.
Correct Answer Blocks
Your Answer Blocks

True/False
Question Supplies to be made should be equal to forecasted sales + opening inventory - Closing inventory.
Your Answer True

Match The Following

Working sales presentation. Opening sales call and actual presentation. Opening sales call and actual
presentation.
Prospecting. Knowing the potential customer. Knowing the potential customer.
Planning sales call. Gathering of information regarding customer, competitor and product. Gathering of
information regarding customer, competitor and product.
Approaching the prospect. Trying to establish rapport with customer. Trying to establish rapport with
Select The Blank

True/False
credit etc.
Your Answer True
True/False
Question The scope of initial training programs is not broader than refresher training program.
Your Answer False
Select The Blank

Question The drawback of rating scale is that its objectivity restricts precise ________ of many personal
qualities.
Correct Answer Description
Your Answer Description

Question The sales people and sales managers have accurate methods of developing sales forecasts, because
:-
Correct Answer They have a wide array of sales aids. , The modern computer technology and multivariate data
analysis enables them to do so.
Your Answer The sales people's job is only to determine sales forecast. , They repeatedly perform sales
forecasting. , The modern computer technology and multivariate data analysis enables them to do so.

True/False
containerization.
Your Answer False

Question The 'super sales people' have the following attributes :-
Correct Answer Self-confidence. , Self-defence.
Your Answer Self-confidence. , Self-defence.
True/False
Your Answer False

Question When complex product systems are sold:-
Correct Answer Team selling is frequently employed. , The Sales persons acts as the team co-coordinator with the
buying organization.
Your Answer Team selling is frequently employed. , The Sales persons acts as the team co-coordinator with the
buying organization.

Question The concept of 'controls' is fundamental to a sound management, because :-
Correct Answer It increases the effectiveness of an organization. , It enables the manager to take proper decisions.
Your Answer It increases the effectiveness of an organization. , It enables the manager to take proper decisions.
Select The Blank

Question A good leader must be ________ and adaptable to a given situation.
Correct Answer Flexible
Your Answer Flexible


Your Answer What they buy. , "Who" buys the product. , "How" then by it.
Select The Blank


True/False
Question Portfolio profit management adds value to accounts business for retail products.
Correct Answer True
Your Answer True
Match The Following
Manufacturer's representative. Manufacturer's agents, who are paid commission on Sales they generate.
People from manufacturer involved in closing the deal.
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. Sell from
office via telephone.
Inside Sales person. Sell from office via telephone. Top level Sales person involved in taking decisions.

Your Answer Temperament. , Creativity.
True/False
Correct Answer True
Your Answer True
Match The Following
people


Question The planned recruiting is important because of :-
Correct Answer Costs associated with the system.
Your Answer Costs associated with the system.
Select The Blank



True/False
Correct Answer True
Your Answer True

Question Measures to control advertising efficiency :-
Correct Answer Impact on customers , Media effectiveness comparison , Message's retention rate
Your Answer Media effectiveness comparison , Message's retention rate , Impact on customers
True/False
Question Selection of subsidiaries has become an important activity of sales management because it decides
the type of volume of business, one will have on the future.
Your Answer False

True/False
Correct Answer True
Your Answer True
Select The Blank

available.

Your Answer Is there an opportunity for competition to be created ? , Is technical selling & after sales service
critical? , Select only limited no. of outlets


Question Sales forecast is the company's best estimate of :-
Correct Answer Unit sales to be achieved in a given period of time.
Your Answer Unit sales to be achieved in a given period of time.
Select The Blank

Select The Blank

Your Answer Shipper's

Question Distribution points are interrelated to :-
Correct Answer Profit & cost centers
Your Answer Vending & buying centers

Question Formal leadership is :-
Correct Answer Exercise of influence over other by someone in official position of authority.
Your Answer Exercise of influence over other by someone in official position of authority.
Select The Blank


is called as :-

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

Select The Blank

Your Answer Price
True/False
Correct Answer True
Your Answer True


Your Answer The subordinates know exactly what is excepted of them. , The leader gives specific directions.

Question Which is the process by which, the product is made available at the retail outlet for easy
identification & pickup by the customer?
Correct Answer Merchandising

Select The Blank

Match The Following
Materials & physical distribution logistics management Logistics chain management
Physical distribution Physical network Physical network
Management of flow of goods & services Logistics chain management logistics management

Question In a functional organization :-
Correct Answer Each manager is a highly qualified specialist.
Your Answer The sales people respond to only a single boss.

Question The most frequently used sources for recruitment are :-
Correct Answer Persons within the firm. , Competitor firms.
Your Answer Persons within the firm. , Competitor firms. , Internet.

Select The Blank

Question ________ for social decision making avoids poorly executed social action.
Correct Answer Flowchart
Your Answer Flowchart
Select The Blank

the market.
Your Answer Product
True/False
Your Answer True
True/False
product leadership.
Correct Answer True
Your Answer True
True/False
Question If there is a higher margin on one product category, the buyer should allocate more space to that
product category.
Your Answer True

Question Buying intentions for industrial goods, are subject to multiple factors, because :-
Correct Answer Demand for industrial goods is derived from the demand for consumer goods.
Your Answer Demand for industrial goods is derived from the demand for consumer goods.
Select The Blank

Question A marketing company is called ________ marketing company, when marketing function is treated
as crucial.
Correct Answer Progressive
Your Answer Progressive

Your Answer In depth interviews. , Physical examination. , Recitation.
Select The Blank

Question The ________ resource for a Sales executive is time.
Correct Answer Unique
Your Answer Unique

Your Answer Social contribution

Question The sales people and sales managers have accurate methods of developing sales forecasts, because
:-
Correct Answer They have a wide array of sales aids. , The modern computer technology and multivariate data
analysis enables them to do so.
Your Answer They repeatedly perform sales forecasting. , The modern computer technology and multivariate
data analysis enables them to do so.
True/False
Your Answer True

Question The concept of 'controls' is fundamental to a sound management, because :-
Correct Answer It increases the effectiveness of an organization. , It enables the manager to take proper decisions.
Your Answer It increases the effectiveness of an organization. , It enables the manager to take proper decisions.
Select The Blank

Question All meetings should have a ________ purpose.
Correct Answer Selling
Your Answer Selling


Your Answer Sharing of values between employees of different companies
Select The Blank

Your Answer Total
Select The Blank

Your Answer Personal selling

True/False
Correct Answer True
Your Answer True
True/False
Question Logistics system is formed by the integration adaptation, the principles of physical movement of
goods & people.
Correct Answer True
Your Answer True

Your Answer Products and markets. , Work of sales personnel. , Procedures of competing organization.

Question To establish a relationship with the outlet
Correct Answer Who are the decision makers? , What would be the most appropriate time to call? , What would be
the call frequency?
Your Answer Who are the decision makers? , What would be the most appropriate time to call? , What would be
the call frequency?

Your Answer Sales activities. , Territory management. , Total management.

Question The obligation of an organization to protect and enhance the welfare of society within which the
organization operates is :-
Correct Answer Social responsibility
Your Answer Social responsibility

Question Logistics system comprises :-
Correct Answer Handling , Storage , Transportation & documentation
Your Answer Handling , Storage , Number of vehicles , Transportation & documentation
Select The Blank

Question ________ is provided to technicians, retail sales staff and distributor's sales team.
Correct Answer Training
Your Answer Training
True/False
Your Answer True

Question Sales managers are paid to plan, lead and control :-
Correct Answer Personal selling activities.
Your Answer Personal selling activities.
Select The Blank


Question Control feedback cycle consists of :-
Correct Answer Raw material control plan & status , Production control plan & status , Finished goods control plan &
status
Your Answer Raw material control plan & status , Production control plan & status , Finance control plan & status

Question In informal organization structure :-
Correct Answer Efficient methods are developed to accomplish jobs.
Your Answer Employees do not adopt to change.

Question To gain competitive advantage in distribution & logistics, following points are considered :-
Correct Answer In store merchandising , Quality of sales representation , Replenishment strategy
Your Answer In store merchandising , Replenishment strategy , Maximum load carried as % of gross weight
True/False
Correct Answer True
Your Answer True

Question Every initial training program for sales personnel must cover :-
Correct Answer Product data. , Sales technique.
Your Answer Product data. , Production data. , Sales technique.

Question What is been revolutionized by unitization, palletisation & containerization?
Your Answer Purchase & materials
True/False
Question The behaviour habits of consumers changes because of frequent changes of residence, working
hours, employment, etc..
Your Answer True
Match The Following
Improvement in weight Bulk ratio reduces transportation costs Bulk ratio reduces transportation costs
Larger the load Less the cost of transportation Higher can be the transportation cost
For effective logistics Total cost to be considered Gives the best space utilization
Utilizing loads Reduces material handling & transport time Reduces material handling & transport time

Question Sales quotas, are the :-
Correct Answer Sales goals assigned to individual sales people.
Your Answer Sales goals assigned to individual sales people.

Question In a 'circular pattern' routing, the sales person :-
Correct Answer Plans the visits in circle shape starting from his office. , Completes his visits, when he returns to the
office.
Your Answer Plans the visits in circle shape starting from his office. , Completes his visits, when he returns to the
office.
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
False
Select The Blank
Question
Many companies run ________ on applicants for sales positions.
Correct Answer
Credit checks
Your Answer
Credit checks
Match The Following
Question
Correct Answer
Your Answer
Delphi method
Modified version of executive opinion approach.
Moving average technique
Projects the average of the sales over the previous time periods.
Exponential smoothing
Weighted sum of all past numbers in time series.
Decomposition method
Four components of time series data are isolated.

Select The Blank
Question
The goods from the producer first go to ________, who in turn sells the products to retail
outlets.
Correct Answer
Distributor
Your Answer
Distributor
Question
In overcoming objection from the customer/prospect a Sales person :-
Correct Answer
Should not immediately argue. , Should make true promises.

Your Answer
Should not immediately argue. , Should make true promises.
Question
Various merchandising tools are :-
Correct Answer
Stickers , Posters , Branded racks on display units
Your Answer
Stickers , Posters , Branded racks on display units
Question
The frequency of purchasing & the source of purchases are the measures to analyse :-
Correct Answer
Buying habits of consumers

Your Answer
Question
Positions available for P.O.S.and displays are :-
Correct Answer
Roofs and canopies , Windows , Door
Your Answer
Roofs and canopies , Windows , Door
True/False
Question
An organization supplying products on the strength of its performance, quality & demand
is called product leadership.
Correct Answer
True
Your Answer
True
Question
The approaches to locate the prospect include :-
Correct Answer
Center of influence , Advertising
Your Answer
Question
Identifying potential of an outlet consists :-

Correct Answer
How much of the competing product sold thought outlet? , What is the sale to similar
shops in the area? , What is the sale of endues equipment?
Your Answer
What is the sale to similar shops in the area? , What is the sale of endues equipment? ,
How much of the competing product sold thought outlet?
Select The Blank
Question
Improved stock management reduces ________.
Correct Answer
Outstock situation
Your Answer
Outstock situation
True/False
Question
'Too big' shelf display encourages customer approach and thereby purchasing.
Correct Answer
False
Your Answer
False
True/False
Question
Marketing & sales have been revolutionized by the concepts like Unitization, palletisation
& containerization.
Correct Answer
False
Your Answer
False
True/False
Question
Leaders realize that nothing in the world is permanent but change.
Correct Answer
True
Your Answer
True
Question
Sales force effectiveness can be improved through :-
Correct Answer
Training.
Your Answer
Training.
Select The Blank
Question
The 'Box-Jenkins' application has been successful in ________, inventory control and
finance.
Correct Answer
Production.
Your Answer
Production.
Question
Sales forecasting in simple terms is :-
Correct Answer
The estimate, how much the company is expected to sell in the coming period.
Your Answer
The estimate, how much the company is expected to sell in the coming period.
Question
It is a systematic study and evaluation of the organization's social performance as

distinguished from its economic performance :-
Correct Answer
Social audits
Your Answer
Social audits
Select The Blank
Question
________ management is a system of promoting the sales of a product.
Correct Answer
Brand
Your Answer
Brand
Question
Offer letter contains the following information :-
Correct Answer
Country of origin , Shipping details , Product specification
Your 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 the people with a set of beliefs. , Provide a social organization in which people
feel secure. , Provide independence.
True/False
Question
The lecture sessions should be short and interspersed with other activities to avoid lack of
enthusiasm.
Correct Answer
True
Your Answer
True
Select The Blank
Question
The formulation of ________ begins when the individual is a small child.
Correct Answer
Ethics
Your Answer
Ethics
Question
The contents of sales training programmer, derived from specific :-
Correct Answer
Aims.
Your Answer
Aims.
Select The Blank

Question
The ________ approach involves two way communication with the prospect.
Correct Answer
Question
Your Answer
Question
Select The Blank
Question
To achieve ________ objectives, effective sales presentation is required.
Correct Answer
Price
Your Answer
Price
Match The Following

Question
Correct Answer
Your Answer
Playing favorites
Deceptive morality
Deceptive morality
Managing ethical standards
Legislation
Legislation
Short weight of products
Unethical pricing
Unethical pricing
Dewey's framework
Reflective morality
Reflective morality
Question
Which is an essential part of the total program for motivating sales personnel?
Correct Answer
Sales compensation plan
Your Answer
Sales incentive plan
Select The Blank
Question
A lead can be declared as ________ when it qualifies on all the criterias.
Correct Answer
Prospect
Your Answer
Prospect
Question
The result of formal job analysis is :-
Correct Answer
Job description.
Your Answer
Job description.
Question
What are the supplier's focus of objectives?

Correct Answer
Value , Profit , Distribution
Your Answer
Profit , Distribution , Cost-control
Select The Blank
Question
Managing key accounts is a ________ function.
Correct Answer
Specialist
Your Answer
Specialist
Question
Measures to be adopted in cost control in distribution & logistics costs :-

Correct Answer
Identify the similarities & common features between inbound & outbound logistics , Study
materials handling methods at every point of loading & unloading , Analyze in CUBE
UTILIZATION
Your Answer
UTILIZATION
Question
In case of companies selling industrial goods, customers :-
Correct Answer
Mostly follow their past buying patterns.
Your Answer
Mostly follow their past buying patterns.

Question
The objective of "volume" for an industrial buyer is achieved by :-
Correct Answer
Profit from trading opportunities
Your Answer
Question
It's main task is to measure profitability and returns in relation to various operational tasks
undertaken :-
Correct Answer
Operational control
Your Answer
Strategic control
Question
In a functional organization :-
Correct Answer
Each manager is a highly qualified specialist.
Your Answer
Each manager is a highly qualified specialist.
True/False
Question
There should be no focus on product innovations by the organization.
Correct Answer
False
Your Answer
False
Question
The leads obtained by the Sales person must be qualified in terms of :-
Correct Answer
Needs , Ability to buy
Your Answer
True/False
Question
Brand management is a system of promoting the sales of a product.
Correct Answer
True
Your Answer
True
Select The Blank
Question
Multiple ________ is a tool, that can be employed to forecast the effect of sales on several
independent variables.
Correct Answer
Regression.
Your Answer
Regression.
Question
"Directive leadership" means :-
Correct Answer
The subordinates know exactly what is excepted of them. , The leader gives specific
directions.
Your Answer
The subordinates know exactly what is excepted of them. , The leader gives specific
directions. , The participation of subordinates is nil.
Question
The Sales person must learn about certain things, which can be strategically used. These
are :-
Correct Answer
Buyers educational background & Technical knowledge , Life style of the prospect
Your Answer
Select The Blank
Question
In reference approach, names of ________customers are referred to the prospect.

Correct Answer
Satisfied
Your Answer
Satisfied
Question
This view's slogan is " enjoy the wealth by renouncing it" :-
Correct Answer
Trusteeship view
Your Answer
Trusteeship view
Question
Check list for analyzing warehousing are :-
Correct Answer
Conditions , Safety & security , Communications
Your Answer
Safety & security , Communications , Location
True/False
Question
Favoritism is an unethical issue in business dealings.
Correct Answer
True
Your Answer
True
Question
Buying habits of customers are analysed by studying :-
Correct Answer
The frequency of purchasing & the source of purchases
Your Answer
The frequency of purchasing & the source of purchases
Question
In the 'success story close' technique,-
Correct Answer
The Sales person cites examples where other prospects have benefited using that
particular product & has succeeded.
Your Answer
The Sales person cites examples where other prospects have benefited using that
particular product & has succeeded.
Question
Company information, is knowledge in relation to :-
Correct Answer
Image of company.
Your Answer
Image of company.
Question
When approaching a prospect, sales person needs to understand :-
Correct Answer
Total buying situation
Your Answer
Total buying situation

True/False
Question
The total time consumed from order preparation till delivery is indicated by Cost of
carriage.
Correct Answer
False
Your Answer
False
Question
Offer letter contains the following information :-
Correct Answer

Your Answer
Country of origin , Certificate of quality , Product specification
Match The Following
Question
Correct Answer
Your Answer
Cycle i.e. due to variations in business cycle.
Cycle i.e. due to variations in business cycle.
BPI
Buying Power Index
Buying Power Index
SIC
Standard industrial classification system
Standard industrial classification system
Trend i.e. long term changes.
Trend i.e. long term changes.
Select The Blank
Question
Leadership is the activity of ________ people and strive willingly for group objectives.
Correct Answer
Influencing
Your Answer
Influencing
Question
Size, profit, technological, leadership etc are which types of motives?
Correct Answer
Operational
Your Answer
Business
Question
"Cold Consulting" includes :-
Correct Answer
Securing appointments & then calling the prospects
Your Answer

Question
The term 'BPI' stands for :-
Correct Answer
Buying power index.
Your Answer
Buying power index.
Question
When the formal order and offer letter conditions match, the next letter that follows is :-
Correct Answer
Order confirmation letter
Your Answer
Order confirmation letter

Select The Blank
Question
The goods from the producer first go to ________, who in turn sells the products to retail
outlets.
Correct Answer
Distributor
Your Answer
Distributor
Question
One definition of 'leadership' is to establish :-
Correct Answer
A dependent relationship on the leader.
Your Answer
A confident relationship among people.
True/False
Question
All functional areas in organization, should not be involved in forecasting and planning.
Correct Answer
False
Your Answer
False
Question
Measures to be adopted in cost control in distribution & logistics costs :-
Correct Answer
UTILIZATION
Your Answer
UTILIZATION
Question
In the 'Jury of executive opinion', the jury may consist of :-
Correct Answer
Company president. , Several of different functional areas.
Your Answer
Company president. , Several of different functional areas.
Question
Computer based production & inventory control system that attempts to minimize
inventory is :-
Correct Answer
MRP
Your Answer
MRP
Question
Tangible benefits of merchandising to consumers are :-
Correct Answer
Time saving , Better quality of choice , Improve loyalty
Your Answer
Time saving , Better quality of choice , Improve loyalty
True/False
Question
Routing is establishing the sequence of locations sales person will visit.
Correct Answer
True
Your Answer
True
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
Match The Following

Question
Correct Answer
Your Answer
Organizing
Creating Job description & recruiting Sales people
Analyzing
Involves activities of reviewing Sales records & Sales persons performance
Planning
Establishing & transmitting to the Sales people objectives & Strategies
Evaluating
Creating performance standards & take remedial actions

Question
Deliverables of strategic category assessment are :-
Correct Answer
Research gaps , Strategic assessment document
Your Answer
Research gaps , Strategic assessment document , Category management document
Select The Blank
Question
Information passes rapidly through ________ without going through formal channals &
helps in getting feedback.
Correct Answer
Grapevine
Your Answer
Grapevine
Question
A sales training is usually built on the basis of :-
Correct Answer
Execution. , Evaluation.
Your Answer
Execution. , Evaluation.
Question
Closing inventory must take into account :-

Correct Answer
Plan changed in the product, packaging & price , Shelf life & expiry date
Your Answer
Quality of packaging , Plan changed in the product, packaging & price , Shelf life & expiry
date
Question
The continuing training needs usually arise due to change in :-
Correct Answer
Products and markets. , Work of sales personnel.
Your Answer
Products and markets. , Work of sales personnel. , Policies of Government.
Select The Blank

Question
Good leaders are ________ communicators.
Correct Answer
Effective
Your Answer
Effective
Question
Approaches to collect and report social audits are :-
Correct Answer
Inventory , Cost , Program management
Your Answer
Inventory , Cost , Program management
True/False
Question
An organization supplying products on the strength of its performance, quality & demand
is called product leadership.
Correct Answer
True
Your Answer
True
Question
Seeking "prospect" includes :-
Correct Answer
Finding new or potential customers
Your Answer

True/False
Question
Extended socialization involves long term training, job rotation and corporate social
activities.
Correct Answer
True
Your Answer
False
True/False
Question
Ordering, invoicing & payments are controlled on a month-to-month basis rather than on
an order-to-order basis.
Correct Answer
True
Your Answer
False
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
Select The Blank
Question
________ generates increased revenue and profits for no additional investment in stock.
Correct Answer
Space management
Your Answer
Space management
Question
Hiring decision is also based on :-
Correct Answer
Temperament. , Creativity.
Your Answer
Temperament. , Creativity. , Complexity.
Result for this Assignment
Assignment Date 08/12/2005
Number of Correct Questions 36
Number of Skipped Questions 5
Number of Wrong Questions 11
Total Questions attempted 52
80 Out of
Total Marks obtained
100.
Result Pass

Question The most important function in any organisation is :-
Correct Answer Recruitment.
Your Answer Marketing.
Select The Blank

________.

Your Answer Good time management.

Question In a 'straight line' routing pattern :-
Correct Answer The sales person calls on all customers in one continuous direction. , The sales person on his way
Your Answer The sales person calls on all customers in one continuous direction. , The sales person draws a
straight line in his planner. , The sales person on his way back calls on the customer on the same line.


Question Account goals, organisation structure, procedures etc are which motives?

Question Job analysis is done to identify :-
Correct Answer Duties. , Responsibilities.
Your Answer Directions. , Duties. , Responsibilities.

True/False
Correct Answer True
Your Answer True

Your Answer Social contribution
True/False
Question Distribution requirements of key accounts are central.
Correct Answer True
Your Answer True

Question In the 'turnover close' technique :-
Correct Answer The Sales person transfers the closing technique to some other Sales person for a fresh approach or
Your Answer The Sales person transfers the closing technique to some other Sales person for a fresh approach or
Select The Blank

Question Category, portfolio management advice is a ________ support to the account's business.
Correct Answer Technical
Select The Blank

Question ________ is about team work, both linking to the buying team and within one's own organisation.
Correct Answer Key accounts management
Your Answer Maintaining relationships

Your Answer Alternative process
True/False
Question ECR is emergency control report.
Your Answer False

Your Answer Diplomatic skills , Negotiating , Interpersonal skills

Correct Answer Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved &
result in at least 10% increase in retail sale , Hit ratio on sales calls to show a 20% improvement
Your Answer Stock outs not to occur in more than 5% of the orders , Quality of merchandising to be improved &
result in at least 10% increase in retail sale , Hit ratio on sales calls to show a 20% improvement
Match The Following

Question Correct Answer Your Answer
Fixed assets Plant, land Plant, land
Sales Total number of units sold * price Total number of units sold * price
Capital employed Working capital + fixed assets Raw material, labour
Costs of goods sold Administrative costs + Product cost + Marketing cost Working capital + fixed assets

Your Answer Is insurance cover taken when it not required or vice versa? , Are rates comparable with other

Question "Co-ercive power" of a leader comes from :-
Correct Answer The ability of the leader to punish or withhold reward.
Your Answer Ability to provide benefits to subordinates.
Match The Following

Question Correct Answer Your Answer
Small unit needing a wide distribution for its products Uniqueness & the quality of the large distribution network
How much should the organization spend to develop the product
Distribution network Supplier to - distributor - wholesaler - retailer Supplier to - distributor -

wholesaler - retailer
Large supplier How much should the organization spend to develop the market How much should the
organization spend to develop the market
Products for remote, interior markets How much can the distribution expenses be to service such markets?
Uniqueness & the quality of the large distribution network
True/False
Correct Answer True
Your Answer True

Question The qualifications and abilities of a person, should always :-
Correct Answer Match the job assigned to him.
Your Answer Match the job assigned to him.

Question Job description, helps in :-
Correct Answer Preparing description of sales person's duties.
Your Answer Preparing description of sales person's duties.
True/False
Question Referent power of a leader is based on some expertise, knowledge or special skill of the leader.
Your Answer True
True/False
Question Selecting good applicants is an extremely important and challenging task for the sales manager.
Correct Answer True
Your Answer True
Select The Blank

Select The Blank


Question Which theory holds that all people have right to freedom of speech, conscience etc?
Correct Answer Theory based on Right
Your Answer Theory of Justice
Select The Blank

Question The test of ability, includes test of ________ ability.
Correct Answer Mental
Your Answer Factual
True/False
Correct Answer True
Your Answer True

Question This sales promotion activity encourages buyers to support one manufacturer rather than
competitors :-
Correct Answer Performance allowances
Your Answer Promotional aspects of packaging
Select The Blank
Question All meetings should have a ________ purpose.
Correct Answer Selling
Your Answer Selling
Select The Blank

Question A good leader must have keen power of ________ and analysis.
Correct Answer Observation
Your Answer Observation
True/False
Your Answer False


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. , Nature of competition. , Nature of competitors products.

Your Answer De-centralised , Branch promotions

sales potentials.
policies. , The sales managers are aware of their sales potentials.
True/False
Your Answer True

Question Identifying potential of an outlet consists :-
Correct Answer What is the sale to similar shops in the area? , What is the sale of endues equipment? , How much
of the competing product sold thought outlet?
Your Answer What is the sale to similar shops in the area? , How much of the competing product sold thought
outlet? , Total turnover of the outlet

Question Training is a means of upgrading :-
Correct Answer Performance.
Your Answer Performance.
Select The Blank

Question ________ planning & control is important when the product is made for stock & there are large
number of outlets to be catered to with a variety of items.
Select The Blank

Question Apart from validity, tests' ________ is also important.
Correct Answer Consistency
Your Answer Competency
True/False
Your Answer False

Your Answer To motivate the sales people. , To monitor the sales force. , To ensure that profits meet projected
goals.
Question
Training' is a :-
Correct Answer
Planned process.
Your Answer
Planned process.
Question
The roll of Sales Manager as an analyzer includes :-
Correct Answer
Reviewing Sales Records & Sales persons performance
Your Answer
Question
The compensation plan is to :-
Correct Answer
Reward the salesman for his performance.
Your Answer
Reward the salesman for his performance.
Match The Following

Question
Correct Answer
Your Answer
Inflate price first and then give discounts
Unethical pricing
Unethical pricing
Over promising
Ethical violation
Ethical violation
Corporate spying
High tech industries
Deceptive sales promotion
Stereotyped portrayal of women
Deceptive advertising
Deceptive advertising
Select The Blank
Question
Sales development is concerned with ________ of new customers, and not just additional sales.
Correct Answer
Creation
Your Answer
Creation
Question
Public relations is an important activity because of the following reasons :-
Correct Answer
Awareness & desire about product is created. , It helps to build brand image.
Your Answer
Awareness & desire about product is created. , It deals with involving many people & public. , It
Question
It is designed to measure result and effectiveness :-
Correct Answer
Control
Your Answer
Feedback
Question
The 'Sales call plan' is used to set the course of action for :-
Correct Answer
A week as well as day
Your Answer
A week as well as day
Question
The steps involved in the selection process of intermediaries are :-
Correct Answer
Determine the distribution chain for a particular territory , Estimate the total volume of business
to be obtained from the intermediaries , Identify right kind of intermediaries
Your Answer
Determine the distribution chain for a particular territory , Estimate the total volume of business
to be obtained from the intermediaries , Identify right kind of intermediaries

Question
It is a systematic study and evaluation of the organization's social performance as distinguished

Correct Answer
Social audits
Your Answer
Social contribution
Question
The 'super sales people' have the following attributes :-
Correct Answer
Self-confidence. , Self-defence.
Your Answer
Natural tendency to be competitive. , Self-confidence. , Self-defence.

Select The Blank
Question
The most important characteristic of sales training program is ________ orientation.
Correct Answer
Career
Your Answer
Goal
Question
Job description can be organized into :-
Correct Answer
Sales activities. , Territory management.
Your Answer
Sales activities. , Total management.

Question
Bureaucracy theorists are interested in developing theory based on :-
Correct Answer
Set of logical principles.
Your Answer
Mission of the organization.
Match The Following
Question
Correct Answer
Your Answer
Account potential.
Share of an accounts business that the firm can expect to get.
Number of actual and potential customers assigned to a given sales person.

Routing.
Establishing the sequence of locations a sales person will visit.
Establishing the sequence of locations a sales person will visit.
Scheduling.
Sequencing of appointments for maximum territory management cycle.
Sequencing of appointments for maximum territory management cycle.
Account load.
Number of actual and potential customers assigned to a given sales person.
Share of an accounts business that the firm can expect to get.
True/False
Question
Negotiation becomes a deciding factor to achieve when the other pre-requisitions are met.
Correct Answer
False
Your Answer
True
True/False
Question
An organisation's socially responsible actions will depend on the moral and ethical value
systems upon which executive decisions are based.
Correct Answer
True
Your Answer
True

Question
The modern marketing concept is based on :-
Correct Answer
Customer orientation
Your 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.
Question
The interest rate for the credit period is expressed in terms of :-
Correct Answer
LIBOR
Your Answer
Rupee
True/False
Question
Prospecting is providing products to customers.
Correct Answer
False
Your Answer
False
Question
Measures to control advertising efficiency :-
Correct Answer
Media effectiveness comparison , Message's retention rate , Impact on customers
Your Answer
Media effectiveness comparison , Message's retention rate , Impact on customers
True/False
Question
Referent power of a leader is based on some expertise, knowledge or special skill of the leader.
Correct Answer
False
Your Answer
True
Question
Correct Answer
Your Answer
Question
Correct Answer
Your Answer
Only calling the prospects

Question
The Sales person must learn about certain things, which can be strategically used. These are :-
Correct Answer
Your Answer
Buyers educational background & Technical knowledge , Competitor's product
Question
Leadership requirement need following points :-
Correct Answer
Vision to see the market , Setting aims, objectives & strategies , Ability to organize
comprehensively
Your Answer
Vision to see the market , Setting aims, objectives & strategies , Ability to organize
comprehensively
Question
Organisational barriers in communications arise because of :-
Correct Answer
Hierarchy between employee & supervisor.
Your Answer
Lack of proper channal for communication.
Question
Intangible benefits of merchandising to consumers are :-
Correct Answer
Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout
Your Answer
Increased satisfaction , Better relationship with retailer
Select The Blank
Question
Casual methods' attempt to find the factors that affect ________ and to determine inter-relation.
Correct Answer
Sales.
Your Answer
Sales.
Select The Blank
Question
________ is a partnership between vendors and retailers.
Correct Answer
Category management
Your Answer
Product management
Question
Recruitment process involves :-
Correct Answer
Finding applicants, who are potentially good employees.
Your Answer
Finding applicants, who are potentially good employees.
True/False
Question
The 'sales forecasting methods' should be flexible to adopt changing conditions.

Correct Answer
True
Your Answer
True
Question
The modern sales approach like partnering includes :-
Correct Answer
Sharing of values between vendors & buyers
Your Answer
True/False
Question
A sales job is different from other jobs.

Correct Answer
True
Your Answer
True
Select The Blank
Question
A good leader must have keen power of ________ and analysis.
Correct Answer
Observation
Your Answer
Observation
True/False
Question
A level of mutual trust needs to be maintained between the key account and the Account
manager.
Correct Answer
True
Your Answer
True
Select The Blank
Question
Some tests measure special abilities, like ________ ability.
Correct Answer
Perceptual
Your Answer
Conceptual
Select The Blank

Question
The 'Marketing Vice-president', is responsible for ________ marketing strategy.
Correct Answer
Creative
Your Answer
Overall
Question
The "value added" selling approach includes :-
Correct Answer
Selling services that exceed customer expectations
Your Answer

True/False
Question
The 'top-down approach' is also called the 'breaking down' approach.
Correct Answer
True
Your Answer
False
Question
Forecasting is done in a number of ways, such as :-
Correct Answer
Simulation , Exponential smoothing , Econometric model building
Your Answer
Conversion of company forecast in to an industry forecast , Exponential smoothing ,

Econometric model building
Select The Blank
Question
More effective use of Advertising and Promotion funds is a tangible benefit to the ________.
Correct Answer
Manufacturer
Your Answer
Manufacturer
Question
The 'contingency theory' of leadership is based on :-
Correct Answer
The leader - member relationship. , The degree of task structure.
Your Answer
The leader controlling a situation. , The leader - member relationship.

True/False
Question
The Sales potential is the minimum Sales that can be attained with perfect selling conditions.
Correct Answer
False
Your Answer
False
Select The Blank
Question
Control procedures put the ________ for future planning cycle.
Correct Answer
Input
Your Answer
Process
Select The Blank
Question
In participative style of leadership, the group ________ the responsibility with their leader.
Correct Answer
Shares
Your Answer
Shares
Select The Blank
Question
Knowledge about the buyer and about the account takes time to build up and the
knowledge is added as ________.
Correct Answer
Blocks
Your Answer
Blocks
True/False
Question
Input - Output models are more appropriate for selling industrial goods.
Correct Answer
True
Your Answer
True
Question
Successful sales operation is :-

Correct Answer
Selection of good sales people.
Your Answer
Selection of good sales people.
Question
The purpose of sales training program is to achieve improved :-
Correct Answer
Job performance.
Your Answer
Job performance.
Question
The controllable factors are those elements of the internal business environment that the
firm can :-
Correct Answer
Manage.
Your Answer
Manage.
Select The Blank
Question
The 'Box-Jenkins' application has been successful in ________, inventory control and
finance.
Correct Answer
Production.
Your Answer
Production.
Question
Correct Answer
Your Answer
Match The Following
Question
Correct Answer
Your Answer
Fixed assets
Plant, land
Plant, land
Sales
Total number of units sold * price
Total number of units sold * price
Capital employed
Working capital + fixed assets
Working capital + fixed assets
Costs of goods sold
Administrative costs + Product cost + Marketing cost
Administrative costs + Product cost + Marketing cost
Question
Leadership is of two types :-

Correct Answer
Formal. , Informal.
Your Answer
Formal. , Informal.
True/False
Question
A sales job is different from other jobs.
Correct Answer
True
Your Answer
True
True/False
Question
Market Research deals with collection & interpretation of data concerning products,
customers, etc.
Correct Answer
True
Your Answer
True
Select The Blank
Question
A marketing company is called ________ marketing company, when marketing function is

treated as crucial.
Correct Answer
Progressive
Your Answer
Subjective

Question
Correct Answer
Control
Your Answer
Control
Question
Trends in organizing distribution network :-
Correct Answer
Globalization or one market , Territories , Minimum number of warehouses
Your Answer
Globalization or one market , Territories , Warehousing capacity

True/False
Question
Portfolio profit management adds value to accounts business for retail products.
Correct Answer
True
Your Answer
True
Question
Various aspects of business ethics are :-
Correct Answer
Fair competition , Corporate behavior
Your Answer
Fair competition , Corporate behavior , Social responsibility

Question
Correct Answer
Your Answer
True/False
Question
The performance of the organization depends on the Sales person's tasks due to
increasing competition from domestic & foreign companies.
Correct Answer
True
Your Answer
True
Question
Correct Answer
Your Answer
Question
"Co-ercive power" of a leader comes from :-
Correct Answer
The ability of the leader to punish or withhold reward.
Your Answer
The ability of the leader to punish or withhold reward.

Question
Correct Answer
Your Answer
Match The Following
Question
Correct Answer
Your Answer
Delphi method
Moving average technique
Exponential smoothing
Decomposition method

Question
After making any Sale, the sales person :-
Correct Answer
Should make special efforts to follow up with the customer. , Should ensure that the
customers are satisfied.
Your Answer
Should make special efforts to follow up with the customer. , Should ensure that the
customers are satisfied.
Select The Blank
Question
The ________ plan is undoubtedly to reward the salesman for his performance.
Correct Answer
Compensation
Your Answer
Compensation
Question
Today Sales people & Sales Manager are involved in :-
Correct Answer
Total Marketing process , Also handling the customer complaints
Your Answer
Total Marketing process , Also handling the customer complaints , Promotion of the
product
True/False
Question
There has to be a reciprocal relationship between the leader and his followers.
Correct Answer
True
Your Answer
True
Question
Costs of goods sold includes what all heads?
Correct Answer
Product cost , Administrative cost , Marketing cost
Your Answer
Question
The sales persons, as intelligence gatherers :-
Correct Answer
Are conscious about providing feedback from the field, to plan different strategies.
Your Answer
Are conscious about providing feedback from the field, to plan different strategies.
Select The Blank
Question
________ generates increased revenue and profits for no additional investment in stock.
Correct Answer
Space management
Your Answer
Outstock situation
Question
Features of product promotion policies for the key account at the retail outlet are :-
Correct Answer
Centralised , Branch promotions

Your Answer
Centralised , De-centralised , Branch promotions
Question
Correct Answer
Your Answer
Question
Correct Answer

Your Answer
Question
Checklist to select an intermediary are :-
Correct Answer
Physical facilities, capabilities & desire for further investment , Financial strength &
backing , Reputation & credibility of the intermediary in the market
Your Answer
Physical facilities, capabilities & desire for further investment , Financial strength &
backing , Reputation & credibility of the intermediary in the market
Question
In the follow up, basically the Sales person :-

Correct Answer
Frequently contacts the customer to spot any problems the customer faces. , Reassure
that he is there to solve the problems.
Your Answer
Frequently contacts the customer to spot any problems the customer faces. , Reassure
that he is there to solve the problems.
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.
Select The Blank
Question
Correct Answer
Prospect
Your Answer
Prospect
Select The Blank
Question
________ systems provide the link between vendors & the internal production process of
the firm.
Correct Answer
MRP
Your Answer
MRP
Question
FIFO is :-
Correct Answer
First In First Out
Your Answer
First In First Out
True/False
Question
Direct costs allocation to various product groups should be done in a logical fashion.
Correct Answer
False
Your Answer
True
Question
Key accounts manager collects information about the buying organisation on subjects
like :-
Correct Answer
Buying organisation business , The market environment in which buyer's organisation

operates , Buying motives
Your Answer

Question
The planned recruiting is important because of :-
Correct Answer
Costs associated with the system.

Your Answer
Costs associated with the system.
Question
Qualification of objectives of distribution & logistics are
Correct Answer
Order delivery cycle to be completed in 7 days , Weighted avg. order delivery cycle time to
be reduced by 20% during the year , On time deliveries to be made at least 95% of the
occasions
Your Answer
Weighted avg. order delivery cycle time to be reduced by 20% during the year , On time
deliveries to be made at least 95% of the occasions
True/False
Question
Ratio information should be user friendly within the company.

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
Reciprocate
Question
Major responsibilities of sales are :-
Correct Answer
Planning & control , Budgeting & control of costs , Planning & control of activities
Your Answer
Planning & control , Budgeting & control of costs , Credit control
Select The Blank
Question
________ is the process of reaching the products / services to the ultimate consumers at
the right time in the cheapest possible manner.
Correct Answer
Distribution
Your Answer
Distribution
Select The Blank

Question
Realistically sales are associated with several ________ variables, such as advertising
expenditures etc.
Correct Answer
Independent.
Your Answer
Independent.
Question
After deciding the needed traits, the management must :-
Correct Answer
Recruit.
Your Answer
Recruit.
True/False
Question
In a relationship of equality, either of the party projects a dominant or submissive role or

attitude towards the other.
Correct Answer
False
Your Answer
False
Question
The leads obtained by the Sales person must be qualified in terms of :-
Correct Answer

Your Answer
Question
The variable components of a sales compensation plan are :-
Correct Answer
Profit sharing , Commission
Your Answer
Profit sharing , Commission , Paid vacations
Question
Key accounts manager collects information about the buying organisation on subjects
like :-
Correct Answer
Your Answer

Select The Blank
Question
________ helps to prevent job dissatisfaction but do not add to job satisfaction.
Correct Answer
Fringe benefits
Your Answer
Fringe benefits
Select The Blank
Question
Product promotion policies of key accounts are ________.
Correct Answer
Centralised
Your Answer
Centralised
Question
For industrial and commercial products, relationship should be built and cultivated with
managers involved in :-
Correct Answer
Buying , Product specification , Product use
Your Answer
Buying , Product specification , Product range distribution policies
True/False
Question
ECR is emergency control report.
Correct Answer
False
Your Answer
False
Question
Correct Answer
Your Answer

True/False
Question
An organisation's socially responsible actions will depend on the moral and ethical value
systems upon which executive decisions are based.
Correct Answer
True
Your Answer
True
Question
Correct Answer
Your Answer
Question
Informal leadership is the :-
Correct Answer
Unofficial exercise of influence through competence.
Your Answer
Unofficial exercise of influence through competence.
Question
In 'standing-room -close' technique :-
Correct Answer
A psychological pressure is applied to the customer, that the product may not be available
later on.
Your Answer
A psychological pressure is applied to the customer, that the product may not be available
later on.
True/False
Question
Partnership marketing is the stage in selling where the product is so placed that it can be
seen touched, smelt, heard, tried & finally picked up as a purchase.
Correct Answer
False
Your Answer
True
Select The Blank
Question
The Sales person should frequently contact the customers to spot ________ & solve
them.
Correct Answer
Problems
Your Answer
Problems
Question
Correct Answer
Your Answer
Select The Blank
Question
________ is a major source of customer complaints.
Correct Answer
Advertising
Your Answer
Personal selling
Question
This type of sales promotion activity is used where specialist services are being
marketed :-
Correct Answer
Introduction incentives
Your Answer
Performance allowances
Select The Blank
Question
To achieve ________ objectives, effective sales presentation is required.

Correct Answer
Price
Your Answer
Sales
Question
Ways to manage company's ethical standards are :-
Correct Answer
Legislation , Managerial feedback , Adoption of business code of ethics
Your Answer
Legislation , Managerial feedback , Adoption of business code of ethics
Select The Blank
Question
Correct Answer
Prospect
Your Answer
Prospect
Question
Correct Answer
Your Answer
Select The Blank

Question
The organizations are trying to reduce raising costs by ________ the Sales Management
Information systems. (SMIS).
Correct Answer
Improving
Your Answer
Increasing
Question
Many of the responsibilities listed in job description, must be stated in :-
Correct Answer
Quantitative terms.
Your Answer
Quantitative terms.
True/False
Question
Specialization should to be in skill, e.g. forecasting, merchandising, rather than in

products.
Correct Answer
True
Your Answer
False
True/False
Question
There should be no focus on product innovations by the organization.
Correct Answer
False
Your Answer
False
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
Question
It is a systematic study and evaluation of the organization's social performance as

distinguished from its economic performance :-
Correct Answer
Social audits
Your Answer
Social audits
Question
It is a process of two way communication between the account manager and key
account :-
Correct Answer
Business rapport
Your Answer
Business rapport
Question
The word 'scheduling' refers to :-
Correct Answer
Good time management.

Your Answer
Production.
Select The Blank
Question
Unitization, palletisation & containerization are concepts which have revolutionized

________.
Correct Answer
Distribution & logistics
Your Answer
Distribution & logistics
Match The Following
Question
Correct Answer
Your Answer
Utilizing loads
Reduces material handling & transport time
Reduces material handling & transport time
Improvement in weight
Bulk ratio reduces transportation costs
Bulk ratio reduces transportation costs
Larger the load
Less the cost of transportation
Less the cost of transportation
For effective logistics
Total cost to be considered
Total cost to be considered

Select The Blank
Question
In recent years more and more companies have tended to rely less on ________ tests.
Correct Answer
Psychological
Your Answer
Psychological
True/False
Question
Integrated logistics management includes transaction systems, short term scheduling

systems, flow planning, network design optimisation.
Correct Answer
True
Your Answer
True
True/False
Question
Training programs & seminars don't help in effective performance by Sales person.
Correct Answer
False
Your Answer
False
Match The Following
Question
Correct Answer
Your Answer
Playing favorites
Deceptive morality
By bribing
Managing ethical standards
Legislation
Legislation
Short weight of products
Unethical pricing
Deceptive morality
Dewey's framework
Reflective morality
Reflective morality
Select The Blank

Question
Correct Answer
Career
Your Answer
Goal
Question
"Counting methods" include :-
Correct Answer
Test marketing. , surveys of customer's buying intentions and.
Your Answer
Test marketing. , Moving averages. , surveys of customer's buying intentions and.

Question
Functions performed in logistics are :-
Correct Answer
Packing & unpacking , Breaking bulk , Handling and collection / delivery of material
Your Answer
Breaking bulk , Handling and collection / delivery of material
Question
Correct Answer
Control
Your Answer
Pyramid
Select The Blank
Question
Sales is one of the most exciting, financially rewarding and ________ careers.
Correct Answer
Challenging
Your Answer
Challenging
Question
The approaches to locate the prospect include :-
Correct Answer
Your Answer

Question
The objective of "volume" for an industrial buyer is achieved by :-
Correct Answer
Your Answer
Question
Globalization, territories, warehousing & transshipment points, greater centralization in

planning & control, the levels in the distribution chain are the parameters of organizing :-
Correct Answer
Distribution
Your Answer
Distribution
Question
The frequency of purchasing & the source of purchases are the measures to analyse :-
Correct Answer
Your Answer
True/False
Question
Posters, stickers, leaflets etc are all merchandising tools.
Correct Answer
True
Your Answer
False
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
Question
The 'time-series techniques' include :-
Correct Answer
Exponential smoothing. , Decomposition.
Your Answer
Exponential smoothing. , Decomposition.
Select The Blank
Question
To design an effective sales training program, one should know what is to be ________
with the program.
Correct Answer
Accomplished
Your Answer
Accomplished

Question
It is a process of two way communication between the account manager and key
account :-
Correct Answer
Business rapport
Your Answer
Business rapport
Question
Management process is described as a :-
Correct Answer
Learned process.
Your Answer
Learned process.
True/False
Question
Export manager needs to have linguistic skills in addition to other personal skills for better
business performance.
Correct Answer
True
Your Answer
True
True/False
Question
The key accounts manager must work overtime to build business and personal rapport in
terms of respect and equality with his account.
Correct Answer
True
Your Answer
True
Select The Blank
Question
Correct Answer
Career
Your Answer
Career
Question
For firms that experience a high rate of turnover, the recruiting program should be :-
Correct Answer
Continuous.
Your Answer
Continuous.
Match The Following
Question
Correct Answer
Your Answer
AWB
Aeroplane
Aeroplane
BL
Bill of Lading (ship cargo)
Bill of Lading (ship cargo)
RR
Railway receipt
Railway receipt
LR
Lorry receipt
Lorry receipt
Question
Correct Answer
Your Answer
True/False
Question
Socio human obligation should see that economic consequences of its actions should not
adversely effect public welfare.
Correct Answer
False
Your Answer
True
Question
Correct Answer
Your Answer

Question
It is the development of overall market for a group of products which can be grouped in
one category :-
Correct Answer
Category management
Your Answer
Category management
Select The Blank
Question
Box-Jenkins' can provide an ________ forecast over a short run period.
Correct Answer
Excellent.
Your Answer
Excellent.
Question
Correct Answer
Your Answer
Question
The sales forecast will be realistic if weightage is given to the company's :-
Correct Answer
Proposed marketing plan.
Your Answer
Proposed marketing plan.

Question
Action desired by the supplier from the trade can be achieved through following :-
Correct Answer
Image creation , Product leadership , Advertising and sales promotion
Your Answer
Image creation , Advertising and sales promotion , Generating more invoices
Question
Intangible benefits of merchandising to consumers are :-
Correct Answer
Gain information on retailer , Increased satisfaction , Easier to shop from a logical layout
Your Answer
Increased satisfaction , Easier to shop from a logical layout
Question
The criteria used for evaluating the forecasting techniques, are :-
Correct Answer
Comprehensibility. , Accuracy.
Your Answer
Comprehensibility. , Accuracy.
Question
Costs of goods sold includes what all heads?
Correct Answer

Your Answer
Question
The 'Casual methods' include :-
Correct Answer
Correlation-regressional analysis. , Econometric models.
Your Answer
Correlation-regressional analysis. , Econometric models.
Select The Blank
Question
________ is a major source of customer complaints.
Correct Answer
Advertising
Your Answer
Advertising
Question
Correct Answer
Your Answer
Question
The view acknowledges both the importance of profits and the need for social
responsibility is :-
Correct Answer
Pragmatic view
Your Answer
Pragmatic view
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
Question
Today Sales people & Sales Manager are involved in :-
Correct Answer
Your Answer
Question
Planning the use of one's time involves :-
Correct Answer
Principle of time analysis. , Principle of flexibility.
Your Answer
Principle of time analysis. , Principle of flexibility.
Select The Blank

Question
The 'Sales Vice-president' ________ sales volume through selling tactics.
Correct Answer
Improves
Your Answer
Improves
Select The Blank
Question
________ products particularly benefit from advertising and promotional support.
Correct Answer
Consumer
Your Answer
Consumer
True/False
Question
"ROAM" denotes Return on analysis management.
Correct Answer
False
Your Answer
False
Select The Blank
Question
Psychological tests are one of the last steps in selection system because of ________
costs.
Correct Answer
High
Your Answer
High
Question
For industrial and commercial products, relationship should be built and cultivated with
managers involved in :-
Correct Answer
Your Answer
True/False
Question
The fringe benefits do not improve performance of the sales people.
Correct Answer
False
Your Answer
False
Question
Correct Answer
Your Answer
True/False
Question
In business, most ethical questions fall into four levels viz. societal, stakeholders,
customer and competition and which are mutually exclusive to each other.
Correct Answer
False
Your Answer
False
Select The Blank
Question
________ availability must be ensured while over stocking must be avoided despite the
changes in the market.
Correct Answer
Product
Your Answer
Materials
Select The Blank
Question
When all techniques fail to close the Sale, best way is to ________ for not being able to
satisfy the customer.
Correct Answer
Apologize.
Your Answer
Apologize.
Match The Following
Question
Correct Answer
Your Answer
Organizing
Analyzing

Planning
Evaluating
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.

Question
Correct Answer
Your Answer
Select The Blank
Question
The Sales person should frequently contact the customers to spot ________ & solve
them.
Correct Answer
Problems
Your Answer
Problems
Question
The word 'scheduling' refers to :-
Correct Answer
Your Answer
True/False
Question
Sales persons must be thoroughly familiar with the client's decision making process.
Correct Answer
True
Your Answer
True
True/False
Question
Partnership marketing is the stage in selling where the product is so placed that it can be
seen touched, smelt, heard, tried & finally picked up as a purchase.
Correct Answer
False
Your Answer
False
Question
Correct Answer
Your Answer
Question
Which motive includes the satisfaction of customer wants through customer satisfaction?
Correct Answer
Service motive
Your Answer
Service motive

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Multiple Choice Single Answer

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Multiple Choice Single Answer

Correct Answer Business rapport

Multiple Choice Single Answer

Match The Following

QuestionCorrect Answer Your Answer

Multiple Choice Multiple Answer

Multiple Choice Multiple Answer

Select The Blank

Select The Blank

Correct Answer Delegate

Multiple Choice Single Answer

Select The Blank

Select The Blank

Multiple Choice Single Answer

Multiple Choice Multiple Answer

Multiple Choice Single Answer

Correct Answer True

Select The Blank

Multiple Choice Single Answer

Select The Blank

Multiple Choice Single Answer

Select The Blank

Correct Answer State

Multiple Choice Multiple Answer

Multiple Choice Single Answer

Multiple Choice Multiple Answer

Select The Blank

Match The Following

QuestionCorrect Answer Your Answer

Inadequate sales territories. Split territories. Split territories.

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

Multiple Choice Multiple Answer

Select The Blank

Multiple Choice Multiple Answer

Select The Blank

Multiple Choice Multiple Answer

Correct Answer True

Multiple Choice Single Answer

Select The Blank

Multiple Choice Multiple Answer

Select The Blank

Correct Answer False

Multiple Choice Multiple Answer

Match The Following

QuestionCorrect Answer Your Answer

Consumerism Product warranty and service Product warranty and service

Community needs Service in voluntary groups Pollution cleanup and prevention

Multiple Choice Multiple Answer

Multiple Choice Multiple Answer

Select The Blank

Select The Blank

Select The Blank

Multiple Choice Multiple Answer

LIST OF ATTEMPTED QUESTIONS AND ANSWERS

Select The Blank

Multiple Choice Multiple Answer

Multiple Choice Single Answer