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Dr.G.R.Damodaran College of Science

(Autonomous, affiliated to the Bharathiar University, recognized by the UGC)Reaccredited at the 'A' Grade Level by the NAAC and ISO 9001:2008 Certified
CRISL rated 'A' (TN) for MBA and MIB Programmes
II MBA [2014-2017]
Smester IV
Elective: Sales and Distribution Management - 452V2
Multiple Choice Questions.
1. The number of subordinates a superior can effectively handle is called______.
A. Cooperation.
B. Coordination.
C. Supervision.
D. Span of control.
ANSWER: D
2. A company can add new products through acquisition or development. The acquisition route can take
three forms. The company can buy other companies, it can acquire patents from other companies, or it
can buy a ________ from another company.
A. License/franchise.
B. License/receive permission.
C. Franchise/co-brand.
D. Franchise/acquire rights.
ANSWER: A
3. New product lines are ________.
A. New products that create an entirely new market.
B. New products that allow a company to enter an established market for the first time.
C. New products that supplement established product lines (package sizes, flavors ).
D. New products that provide improved performance or greater perceived value and replace existing
products.
ANSWER: B
4. A _____________ is a configuration of current and potential accounts, for which responsibility has
been assigned to a particular sales representative.
A. Sales territory.
B. Prospect.
C. Database.
D. Sales role.
ANSWER: A
5. Additions to existing product lines are ________.
A. New products that create an entirely new market.
B. New products that allow a company to enter an established market for the first time.
C. New products that supplement established product lines (package sizes, flavors, and so on.
D. New products that provide improved performance or greater perceived value and replace existing
products.
ANSWER: C
6. Improvements and revisions of existing products are ________.

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A. New products that create an entirely new market.

B. New products that allow a company to enter an established market for the first time.
C. New products that supplement established product lines (package sizes, flavors).
D. New products that provide improved performance or greater perceived value and replace existing
products.
ANSWER: D
7. Modified version of executive opinion approach in Sales forecasting is called _____.
A. Delphi method.
B. Moving average technique.
C. Exponential smoothing.
D. Decomposition method.
ANSWER: A
8. Repositioning is ________.
A. New products that create an entirely new market.
B. Existing products that are targeted to new markets or market segments.
C. New products that supplement established product lines (package sizes, flavors).
D. New products that provide improved performance or greater perceived value and replace existing
products.
ANSWER: B
9. Company ________ and intermediaries are a particular good source of ideas. These groups have
first-hand exposure to customers and are often the first to learn about competitive developments.
A. Marketing departments.
B. Competitors.
C. Sales representatives.
D. Top management.
ANSWER: C
10. Total estimated sales are the sum of estimated first-time sales, replacement sales, and ________ for
the new product.
A. Repeat sales.
B. One-time purchases.
C. Infrequently purchased items.
D. Consumer products.
ANSWER: A
11. _________ is the effect one person has on anothers attitude or purchase probability.
A. Personal influence.
B. Direct influence.
C. Market influence
D. Brand influence.
ANSWER: A
12. ______ investment ________ risk products, where the chance of failure is high, need to be market
tested.
A. High, low.
B. Low, high.
C. High, high.
D. Low, low.
ANSWER: C
13. Of the following, which is the least creative sales position?

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A. Order getter.
B. Account executive.
C. Order taker.
D. Agent.
ANSWER: C
14. The extent to which an individual determines and chooses efforts focused on a particular goal is
__________.
A. Intensity.
B. Direction.
C. Extensity.
D. Persistence.
ANSWER: B
15. ________ involves two-way, personal communication between salespeople and individual
customers, whether face-to-face, by telephone, through video or Web conferences, or by other means.
A. Advertising.
B. Direct marketing.
C. Persuasive selling.
D. Personal selling.
ANSWER: B
16. Members of a companys ________ travel to call on customers in the field.
A. Inside sales force.
B. Outside sales force.
C. Complex sales force.
D. Product sales force.
ANSWER: B
17. Which activity is not typical for a sales assistant?
A. Provide technical support.
B. Follow- up on deliveries.
C. Complete administrative tasks.
D. Answer customers questions.
ANSWER: A
18. In many cases today, a major reason to adopt team selling stems from changes in
A. Competition.
B. Rising costs.
C. Fewer skilled salespeople.
D. Customers buying organizations.
ANSWER: A
19. A salespersons compensation plan is typically made up of several elements a fixed amount,
________, expenses, and fringe benefits.
A. Recognition.
B. Variable amount.
C. Non-monetary rewards.
D. Bonuses.
ANSWER: B
20. Sales quota is fixed to achieve_______.
A. More image in the market.
B. Better market coverage and more sales.

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C. Better brand equity.

D. Lesser turnover.
ANSWER: B
21. Management sets standards that state the amount each salesperson should sell and how sales should
be divided among the companys products with ________.
A. Sales contests.
B. Sales incentives.
C. Sales quotas.
D. Company quotas.
ANSWER: C
22. Which of the following is an example of a positive incentive that management might use to motivate
the sales force?
A. Return on sales investment.
B. Weekly call plans.
C. Organizational climate.
D. Sales meetings.
ANSWER: A
23. The first step in the selling process is ________.
A. Prospecting.
B. Demonstration.
C. Approach.
D. Pre-approach.
ANSWER: A
24. The step that follows pre-approach in the selling process is ________.
A. Presentation.
B. Demonstration.
C. Approach.
D. Qualifying.
ANSWER: C
25. Which of the following is the least relevant characteristic that a salesperson should consider when
qualifying a prospect?
A. Financial ability.
B. Special needs.
C. Volume of business.
D. Location.
ANSWER: D
26. Which type of salesperson fits best with todays relationship marketing focus and solutions
approach?
A. Salesperson on commission and not on salary.
B. Hard-sell salesperson.
C. Salesperson on salary and not on commission.
D. Problem-solver salesperson.
ANSWER: D
27. The qualities buyers dislike most in salespeople include all except which of the following?
A. Being deceitful.
B. Being pushy.
C. Being too early for an appointment.

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D. Being disorganized.
ANSWER: C
28. A salesperson should seek out hidden objections, asks the buyer to clarify any objections, take
objections as opportunities to provide more information, and ________.
A. Turn the objections into humor.
B. Move on to closing the sale.
C. Turn the objections into reasons for buying.
D. Seek to minimize or play down the objections.
ANSWER: C
29. ________ consists of short-term incentives to encourage the purchase or sale of a product or
service. This offers reasons to buy it now.
A. Advertising.
B. Publicity.
C. Sales promotion.
D. A segmented promotion.
ANSWER: C
30. Of the main consumer promotion tools, which is the most effective for introducing a new product or
creating excitement for an existing one?
A. Cash refunds.
B. Rebates.
C. Coupons.
D. Advertising.
ANSWER: D
31. Manufacturers direct more sales promotion expenditure toward ________ than to
A. Consumers; retailers.
B. Retailers and wholesalers; consumers.
C. Retailers; wholesalers.
D. Customers; wholesalers.
ANSWER: B
32. Rewards such as pay and formal recognition act as _______motivators.
A. Intrinsic.
B. Exclusive.
C. Extrinsic.
D. Inclusive.
ANSWER: C
33. In the sales process, follow-up is done to ensure ________.
A. That they are fully satisfied.
B. That they do not call to the company.
C. That other do not approach.
D. They do not buy from others.
ANSWER: A
34. Deciding more number of intermediaries to be employed by a producer is called____.
A. Extensive distribution.
B. Intensive distribution.
C. Exclusive distribution.
D. Inclusive distribution.
ANSWER: B

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35. ________ distribution is used when a small percentage of customers account for a large part of sale.
A. Selective.
B. Exclusive.
C. Extensive.
D. Intensive.
ANSWER: A
36. Profits are negative in which stage of product life cycle?
A. Introductory.
B. Growth.
C. Maturity.
D. Decline.
ANSWER: A
37. Profits are more in which stage of product life cycle?
A. Introductory.
B. Growth.
C. Maturity.
D. Decline.
ANSWER: C
38. Recovery stage in business cycle is also called _________.
A. Downswing.
B. In swing.
C. Upswing.
D. Swing.
ANSWER: C
39. Which utility gives greatest amount of satisfaction?
A. Form.
B. Paying.
C. Position.
D. Possession.
ANSWER: D
40. Physical distribution management does not include________.
A. Manufacturer.
B. Middlemen.
C. Warehouse operators.
D. Buyers.
ANSWER: D
41. Who provides time and place utility?
A. Intermediary.
B. Buyer.
C. Manufacturer.
D. Sales man.
ANSWER: A
42. ________ allowance is used to communicate about the values of the product and special event.
A. Sales.
B. Promotion.
C. Marketing.

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D. Production.
ANSWER: B
43. The elasticity of sales to sales promotion is __________ that of advertising.
A. Less than.
B. Equal to.
C. Greater than.
D. Inversely proportional to.
ANSWER: C
44. A mix of different communication tools has a better chance of achieving_____.
A. Objectives.
B. Synergy.
C. Efficiency.
D. Effectiveness.
ANSWER: B
45. A companys own retail outlets are meant_______.
A. To avoid distributors.
B. To have better control of the market.
C. To offset the competition.
D. Increase sales.
ANSWER: B
46. Sales force effectiveness can be improved through ____________.
A. Assigning small territory.
B. Training.
C. Appointment.
D. Creativity.
ANSWER: B
47. The estimate, how much the company is expected to sell in the coming period is called ________.
A. Sales projection.
B. Total sales.
C. Turnover.
D. Sales forecasting.
ANSWER: D
48. The power based on a channel members superior knowledge and information about his products is
called______.
A. Expert power.
B. Legitimate power.
C. Coercion.
D. Retailer power.
ANSWER: A
49. A good channel system must automatically offer _____ to the customer.
A. Transaction services.
B. After-sales services.
C. Transaction and after sales services.
D. Low price and after sales services.
ANSWER: C
50. _________ refers to the amount of mental and physical effort put forth by the salesperson

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A. Intensity.
B. Direction.
C. Extensity.
D. Persistence.
ANSWER: A
51. Mostly, the major source of power throughout the distribution channel is_____.
A. The company.
B. The brand.
C. The distributor.
D. The customer.
ANSWER: B
52. ___ is a mode of direct marketing where communication takes place with the customer.
A. Telemarketing.
B. Sales promotion.
C. Advertising.
D. Publicity.
ANSWER: A
53. Advertising is part of promotion mix which is known as_________.
A. Pull strategy.
B. Push strategy.
C. Attraction strategy.
D. Diffusion strategy.
ANSWER: A
54. The technique in sales forecasting where weighted sum of all past numbers used is_____.
A. Delphi method.
B. Moving average technique.
C. Exponential smoothing.
D. Decomposition method.
ANSWER: C
55. A position, in which a company is in a strong but not foremost position, that is satisfied to live at this
level and enjoys its market shares is called _________.
A. Market leader.
B. Market follower.
C. Market challenger.
D. Market niche.
ANSWER: B
56. When the customer asks a specific product from the retailer, it can be an impact of
A. Cost pull strategy.
B. Demand push strategy.
C. Demand pull strategy.
D. Product line strategy.
ANSWER: C
57. A fundamental part of the distribution function is to get the product _________.
A. To the right place at the right time.
B. Launched into new markets.
C. To intermediaries.
D. To market to avoid channel conflict.

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ANSWER: A
58. The goods from the producer first go to ________, who in turn sells the products to retail outlets.
A. Distributor.
B. Customer.
C. Shops.
D. Sales executive.
ANSWER: A
59. Which of the following is most likely to stimulate customer loyalty?
A. Coupons.
B. Sweepstakes.
C. Frequent-user incentives.
D. Samples.
ANSWER: C
60. Relationships among channel members, ie. Producers, wholesalers and retailers are
usually__________.
A. Short-term commitments.
B. Long-term commitments.
C. Expensive resource commitments.
D. Only minor commitments.
ANSWER: B
61. Personal selling tries to achieve 3 general goals: finding prospects, convincing prospects to buy and
_________.
A. Being aware of competitors sales activities.
B. Depending on one-sale customers.
C. Avoiding repeat sales.
D. Keeping customers satisfied.
ANSWER: D
62. In overcoming objection from the customer/prospect a sales person should make true promises and
also __________.
A. Should immediately argue.
B. Should not immediately argue.
C. Should avoid objections.
D. Should complain against the customer.
ANSWER: B
63. It is important to actively listen to the other party so as to ____________.
A. Select, refine and craft an agreement.
B. Explore their underlying needs.
C. Set your tone.
D. Argue on the right point.
ANSWER: B
64. Slow feedback, high costs and difficulty in measuring effect on sales are disadvantages of which
promotion mix?
A. Public relations.
B. Sales management.
C. Advertising.
D. Sales promotion.
ANSWER: C

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65. The _____ is the central instrument for directing and coordinating the marketing effort.
A. Marketing plan.
B. Strategic marketing plan.
C. Tactical marketing plan.
D. Mission statement.
ANSWER: A
66. _______ refers to how well the product or service is brought to the customer.
A. Service differentiation.
B. Design.
C. Performance quality.
D. Delivery.
ANSWER: D
67. Positioning refers to_________.
A. Creating market.
B. Creating customers.
C. Creating an image for the brand.
D. Position the product in the shelf.
ANSWER: C
68. Some products that require the use of other products are called ______ products.
A. Captive.
B. Required.
C. Complementary.
D. Coordinated.
ANSWER: A
69. The 20-80 rule tells marketers about ______.
A. The top 80% of customers generate 20% of the companys profits.
B. The top 20% of customers generate 80% of the company profits.
C. The bottom 20% of customer generates 80% of the company profits.
D. 20-80% of profits are generated by 20-80% of the customers.
ANSWER: B
70. Customer churn is called ________.
A. Customer loyalty.
B. Customer defection.
C. Customer relationship.
D. Customer mix.
ANSWER: B
71. An organized collection of comprehensive information about individual customer or prospects is
called __________.
A. Customer database.
B. Marketing database.
C. Business database.
D. Data mine.
ANSWER: A
72. It is a systematic study and evaluation of the organizations social performance as distinguished from
its economic performance is called as ______.
A. Brand audit.

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B. Branch audit.
C. CSR audit.
D. Social audits.
ANSWER: D
73. The contents of sales training programme derived from specific_________.
A. Aims.
B. Rules.
C. Procedures.
D. Company mission.
ANSWER: A
74. To achieve ________ objectives, effective sales presentation is required.
A. Marketing.
B. Price.
C. Discounts.
D. Offer.
ANSWER: B
75. Which is an essential part of the total program for motivating sales personnel?
A. Sales strategy plan.
B. Sales target plan.
C. Sales compensation plan.
D. Sales incentive plan.
ANSWER: C
76. What is not the suppliers focus of objectives?
A. Value.
B. Profit.
C. Distribution.
D. More Stock.
ANSWER: D
77. _________ main task is to measure profitability and returns in relation to various operational tasks
undertaken.
A. Sales control.
B. Competitor control.
C. Operational control.
D. Strategic control.
ANSWER: C
78. Multiple ________ is a tool, can be employed to forecast the effect of sales on several independent
variables.
A. Regression.
B. Delphi method.
C. Moving average technique.
D. Exponential smoothing.
ANSWER: A
79. In reference approach, names of ________customers are referred to the prospect.
A. Dissatisfied.
B. Satisfied.
C. Angry.
D. Prospective.

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ANSWER: B
80. The trade promotion________.
A. Involves barter rather than an exchange of funds for goods.
B. Usually involves international channel partners.
C. Usually targets retailers or distributors.
D. Cannot be implemented without the written consent of its target audience.
ANSWER: C
81. Our class discussion and the textbook both make the point that logistics decisions have marketing
consequences, particularly in terms of ________.
A. Transportation costs.
B. Sales lost due to delays.
C. Fixed warehouse costs.
D. Variable warehouse costs.
ANSWER: B
82. The extent to which the goal-directed effort is put forth over time is __________.
A. Intensity.
B. Direction.
C. Extensity.
D. Persistence.
ANSWER: D
83. Pricing decisions are important because _________.
A. They are the most difficult to change.
B. They are independent of channel, product, or promotional decisions.
C. Even small changes can lead to large profit consequences.
D. They are made only once for a given product.
ANSWER: C
84. Which of the following groups is the largest group of adopters?
A. The early adopters.
B. The innovative majority.
C. The early majority.
D. The opinion leaders.
ANSWER: C
85. Because services are difficult to standardize, __________.
A. It is important to standardize their pricing.
B. It is impossible to standardize their pricing.
C. They lack variability.
D. It makes difficult for buyers to judge in quality.
ANSWER: D
86. A zero-level channel ________.
A. Has three members.
B. May also be called a backward channel.
C. Refers to intensive distribution channels where there are an indeterminate number of channel
members.
D. Is the same as a direct marketing channel.
ANSWER: D
87. Coupon can do double duty, for example by __________.

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A. Including favorable information about the product.

B. Telling the potential customer about other products offered by the same company.
C. Telling the potential customer about other products offered in similar product categories.
D. Listing uses for the product that the coupon can be used for.
ANSWER: A
88. In an unhealthy competition, ___________will dominate the purchase decision.
A. Price.
B. Quality.
C. Advertisement.
D. Publicity.
ANSWER: A
89. Mr.X is a successful Nissan salesman. He is the type of salesperson who has many regular customers
return and buy their next car with him. His ability to retain customers would lead you to believe that
Mr.X is effectively performing the __________ stage of the personal selling process.
A. Prospecting and qualifying.
B. Follow up and maintenance.
C. Presentation and demonstration.
D. Closing.
ANSWER: B
90. Which is true?
A. Actual face-to-face selling is as little as 29 percent of total sales force working time.
B. Additional calls do not generally produce more sales.
C. The average salesperson makes about 10 sales calls per day.
D. An increase in sales always justifies an increase in sales costs.
ANSWER: A
91. The textbook makes the statement that ___________.
A. Salesperson morale is harmed by creating special teams to serve key accounts.
B. Sales force size and compensation should drive the decisions involving sales force strategy and
structure.
C. A properly implemented relationship management program lets a firm focus as much on managing
its customers as managing its products.
D. Sales force turnover is healthy, since a compensation system based on commissions enables a
company to lose its least effective salespersons.
ANSWER: C
92. An example of transformational advertising would be ________.
A. A message from a religious denomination.
B. A funny scene of buyers using the product.
C. An explanation of how to use the product.
D. An explanation of why the advertised brand is superior to competitive brands.
ANSWER: B
93. A retailer helps the company in________.
A. Passing information about the customers and competitors.
B. Placing advertisements.
C. Solving the problems.
D. Tele-marketing.
ANSWER: A
94. Message strategy in the context of marketing communications involves ________.

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A. Deciding what products to promote.

B. Selecting the reward for a prospective buyer to visualize.
C. Choosing media in which to advertise or seek publicity.
D. Finding the appropriate communicator to be the source of a message.
ANSWER: B
95. FMCG marketers use ___________distribution to distribute the products.
A. Intensive.
B. Channel.
C. Selective.
D. Retailer.
ANSWER: A
96. In estimating how demand for a product will be affected by its price by _____.
A. Setting different prices in different geographic areas, to see how demand is affected.
B. Varying other parts of the marketing mix along with price, to ascertain interaction effects.
C. Consulting with competitors, so that price changes are coordinated.
D. Charging the lowest price possible, unless the product is price elastic.
ANSWER: A
97. Service missteps can hurt customer relationships. When something goes wrong, the company should
listen to the customer, apologize when appropriate, offer a solution, and follow up. These are major
steps in ___________.
A. Good service recovery.
B. Making the sale.
C. After-sale service.
D. Meeting company goals.
ANSWER: A
98. Sales force is a must in________.
A. Mass marketing.
B. Channel marketing.
C. Industrial product marketing.
D. Segment marketing.
ANSWER: C
99. In an ideal world the __________ is the preferred method of setting a promotion budget.
A. Objective-and-task method.
B. Percentage-of-sales method.
C. Affordable method.
D. Competitive-parity method.
ANSWER: A
100. A company with a new product will benefit from the role of divisibility in speeding adoption if
__________.
A. The market has few potential buyers.
B. The product is one that a prospect can borrow and try.
C. The product is regulated by some governmental entity.
D. The adoption curve is a long one.
ANSWER: B
101. The use of mail, telephone, fax, email, or the Internet to communicate directly with or solicit a
response or dialogue from specific customers or prospects is a good way to describe ____________.
A. Personal selling.

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B. Direct marketing.
C. Viral marketing.
D. Sales promotion.
ANSWER: B
102. Company can maintain good relationship with retailers by providing ________ to them.
A. Training and marketing support.
B. More money.
C. More products.
D. More advertising.
ANSWER: A
103. For reducing potential channel conflict, manufacturer can consider ________.
A. Adding one or more employees of their industrial distributor to their own organization for a period
of time.
B. Selling direct to the ultimate buyer, even if it means setting up retail stores to do so.
C. Using more channels through which it sells a product, to increase competition.
D. Keeping members of the distribution channel on short-term contracts, so that it will be easy to
substitute another channel partner in case of a problem.
ANSWER: A
104. __________ marketing describes the work done by the company to train and motivate its
employees to serve the customers well.
A. Consultative.
B. Internal.
C. External.
D. Interactive.
ANSWER: B
105. Most common complaint by customers concerning salespeople involves ______.
A. Pushy salespeople.
B. Exaggerated claims.
C. Failure to listen.
D. Failure to follow the companys buying process.
ANSWER: D
106. Marketers who want to increase purchases of their products by channel members such as
distributors and retailers will _________.
A. Employ a push strategy if they can afford to do so.
B. Decide between push and pull strategies based on legal requirements for their industry.
C. Employ a pull strategy if they believe their promotional dollars are best spent targeting consumers.
D. Employ neither strategy if they target channel members.
ANSWER: C
107. Retired people whose only income is derived from interest and equities ______.
A. Should be referred to as yuppies.
B. Represent a group uninterested in new products.
C. Should be targeted for vacation travel and similar services.
D. Are particularly price sensitive.
ANSWER: C
108. Sales job becomes more difficult __________.
A. They have to travel a lot..
B. They have to meet the target.

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C. They have to meet large number of customers.

D. They often face rejection from the customer end and result sometimes may not be based on the
efforts put in.
ANSWER: D
109. Sales forecasting is difficult because________.
A. It is difficult to use the statistical techniques.
B. Market is highly competitive.
C. Environment is highly dynamic and unpredictable.
D. No past data is available.
ANSWER: C
110. The controllable factors are those elements of the internal business environment that the firm
can____________.
A. Mismanage.
B. Manage.
C. Avoid.
D. Expect.
ANSWER: B
111. The modern sales approach like partnering includes sharing of values between vendors &
__________.
A. Sellers.
B. Buyers.
C. Producers.
D. Sales man.
ANSWER: B
112. A marketing company is called ________ marketing company, when marketing function is treated
as crucial.
A. Serious.
B. Progressive.
C. Subjective.
D. Objective.
ANSWER: B
113. Which is not a trend in organizing distribution network ?.
A. Globalization or one market.
B. Territories.
C. Minimum number of warehouses.
D. Maximum number of warehouses.
ANSWER: D
114. One of the aspect of business ethics is ______.
A. Fair competition.
B. Unfair competition.
C. Social irresponsibility.
D. Casual behavior.
ANSWER: A
115. Seeking prospect includes ___________.
A. Finding existing customers.
B. Finding inactive customers.
C. Finding potential customers.

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D. Finding angry customers.

ANSWER: C
116. The performance of the organization depends on the Sales persons tasks due to increasing ______
from domestic & foreign companies.
A. Competition.
B. Support.
C. Contribution.
D. Monopoly.
ANSWER: A
117. Creating performance standards & take remedial actions is called _________.
A. Organizing.
B. Analyzing.
C. Planning.
D. Evaluating.
ANSWER: D
118. The value added selling approach includes selling services that exceed customer _______.
A. Value.
B. Expectations.
C. Contribution.
D. Belief.
ANSWER: B
119. _________ of a leader comes from the ability of the leader to punish or withhold reward
A. Convincing power.
B. Coercive power.
C. Control power.
D. Cruel.
ANSWER: B
120. Cold Consulting includes securing appointments & then calling the _________.
A. Customers.
B. Prospects.
C. Players.
D. People.
ANSWER: B
121. Managing about the channel partners through mail, telephone, sales people is called _______.
A. Warehousing.
B. Inventory management.
C. Transportation.
D. Logistics information management.
ANSWER: D
122. After making any sale, the sales person should make special efforts to __________ with the
customer.
A. Forget.
B. Finalize.
C. Fix.
D. Follow up.
ANSWER: D

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123. The sales persons, as intelligence gatherers are conscious about providing feedback from the field,
to plan different _________.
A. Attributes.
B. Policies.
C. Mission.
D. Strategies.
ANSWER: D
124. Two or more companies at one channel level join together to follow a new marketing opportunity is
called as __________.
A. Horizontal Marketing System.
B. Hybrid Marketing System.
C. Vertical Marketing System.
D. Conservative Marketing System.
ANSWER: A
125. ________ generates increased revenue and profits for no additional investment in stock.
A. Space management.
B. Full stock situation.
C. Out stock situation.
D. Floor management.
ANSWER: A
126. Evolution of a new type of intermediary is called __________.
A. New concept.
B. Re-intermediation.
C. Creativity.
D. Research.
ANSWER: B
127. The Sales person assumes that prospect will purchase & conveys this assumption through his
actions is called ________ technique.
A. Deliberate close.
B. Signature close.
C. Assumption close.
D. Forceful close.
ANSWER: C
128. Key accounts manager collects information about the buying organization on subject except
__________.
A. Buying organization business.
B. The market environment in which buyers organization operates.
C. Buying motives.
D. Buyers salary.
ANSWER: D
129. Non Major responsibilities of sales are _________.
A. Planning & control.
B. Budgeting & control of costs.
C. Planning & control of activities.
D. Credit control.
ANSWER: D
130. Selection of ___________ has become an important activity of sales management because it

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decides the type of volume of business, one will have on the future.
A. Subsidiaries.
B. Subordinates.
C. Subvention.
D. Subcontract.
ANSWER: A
131. Sales people must identify ___________ of the clients buying centre.
A. Share value.
B. Key members.
C. Share holders.
D. Partners.
ANSWER: B
132. In the absence of training, job performance improves with ________.
A. Knowledge.
B. Creativity.
C. Communication.
D. Experience.
ANSWER: D
133. It involves activities of reviewing sales records & sales persons performance.
A. Organizing.
B. Analyzing.
C. Planning.
D. Evaluating.
ANSWER: B
134. It is a collection of principles and rules of conduct based on beliefs about what is right and wrong
in business behavior.
A. Business plan.
B. Business ethics.
C. Business culture.
D. Business value.
ANSWER: B
135. When a number of outlets already exists, the factors not to be analysed for distribution is
___________.
A. What is competition doing?
B. Is there an opportunity for competition to be created?
C. Is technical selling & after sales service critical?
D. How to reduce competitors outlets?
ANSWER: D
136. Point-of-purchase is a form of __________.
A. Consumer-Oriented Promotions.
B. Specialty Advertising.
C. Trade-Oriented Promotions.
D. Manufacturer Oriented Promotion.
ANSWER: C
137. A sales person not only sells but also ________.
A. Complete many tasks along with sales activities such as coordinating and service to the
middlemen..

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B. Is now required to manage a segment four business.

C. He is required to assist in production.
D. He is required to help in logistics.
ANSWER: A
138. Many of the responsibilities listed in job description, must be stated in _______.
A. Qualitative terms.
B. Quantitative terms.
C. Tough terms.
D. Confusing terms.
ANSWER: B
139. The retail chain observes how the product will appeal to the customer in the showroom except
____________.
A. The appearance.
B. The aesthetic.
C. The merchandising.
D. The price.
ANSWER: D
140. The word scheduling in sales refers to _________.
A. Finance.
B. Good time management.
C. Production.
D. Creativity.
ANSWER: B
141. For ineffective code of ethics across the company, it should ________.
A. Be communicated to all employees.
B. Have solid backing by top management.
C. Have not communicated to all the employees.
D. Be consistent with corporate culture.
ANSWER: C
142. Rates that remain unchanged over the pay period is called __________.
A. Constant rates.
B. Progressive rates.
C. Regressive rates.
D. Variable rates.
ANSWER: A
143. Chocolates, chewing gum follow _________ distribution strategy.
A. Intensive.
B. Selective.
C. Exclusive.
D. Stand alone.
ANSWER: A
144. For firms that experience a high rate of turnover, the recruiting program should be ______.
A. Continuous.
B. Not regular.
C. Avoided.
D. Stopped.
ANSWER: A

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145. Action desired by the supplier from the trade can be achieved through following except
___________.
A. Image creation.
B. Product leadership.
C. Advertising and sales promotion.
D. Generating more invoices.
ANSWER: D
146. Standardization of goods is called ____________.
A. Standards.
B. Routinisation.
C. Distribution.
D. Management.
ANSWER: B
147. Producers who do establish their own channels, their investment is ________.
A. Low.
B. High.
C. Medium.
D. Nil.
ANSWER: B
148. Reduction of number of intermediaries is called _________.
A. Conflict.
B. Disintermediation.
C. Channel close.
D. Discounting.
ANSWER: B
149. Anyone in a firm or organization who is involved in marketing channel decision making is called
__________.
A. Sales manager.
B. Channel manager.
C. Territory manager.
D. Product manager.
ANSWER: B
150. The group of channel members to which a set of distribution tasks has been allocated is called
_____________.
A. Channel manager.
B. Ancillary structure.
C. Channel structure.
D. Retail structure.
ANSWER: A

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