MCQOPTIONS
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MCQOPTIONS
This section includes 2331 Mcqs, each offering curated multiple-choice questions to sharpen your UGC-NET knowledge and support exam preparation. Choose a topic below to get started.
| 451. |
A………is a goal set for a salesperson or sales department measured in revenue or unitssold for a specific time. |
| A. | Sales forecasting |
| B. | Sales quotas |
| C. | Sales Targets |
| D. | None of the above |
| Answer» D. None of the above | |
| 452. |
………………is teaching how to do the jobs. |
| A. | Sales personnel |
| B. | Sales target |
| C. | Sales force training |
| D. | Induction |
| Answer» D. Induction | |
| 453. |
According to ……………..Training is the act of increasing the knowledge and skill of an employee for doing a particular job. |
| A. | Edwin. B.Flippo |
| B. | H.R. Tosdal |
| C. | C.L. Bolling |
| D. | Peter Drucker |
| Answer» B. H.R. Tosdal | |
| 454. |
___________ is the planning stage, learning about the customer and learning about whomakes the final decision. |
| A. | Pre-approach |
| B. | Approach |
| C. | The Needs assessment |
| D. | Prospecting |
| Answer» B. Approach | |
| 455. |
From the economic system’s point of view, the role of marketing intermediaries is totransform: |
| A. | raw products into finished products. |
| B. | consumer needs into producer needs. |
| C. | consumer needs and wants into product desires. |
| D. | assortments of products made by producers into the assortments wanted by consumers. |
| Answer» E. | |
| 456. |
__________________________ is the most effective promotional tool in making buyerspreferences, convictions and most importantly actions. |
| A. | Personal selling |
| B. | Promotion mix |
| C. | Dealers promotion method |
| D. | Sales promotion |
| Answer» B. Promotion mix | |
| 457. |
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for? |
| A. | response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier |
| B. | predisposition or the inward response tendency, that is, force of habit |
| C. | present drive level |
| D. | “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer |
| Answer» B. predisposition or the inward response tendency, that is, force of habit | |
| 458. |
Companies engage in sales training to: |
| A. | increase absenteeism and turnover |
| B. | increase selling costs |
| C. | decrease sales volume |
| D. | change or reinforce behavior that makes salespeople more efficient |
| Answer» E. | |
| 459. |
……………is the most basic forms of sales organization, characterized by a chain of commandrunning from the top sales executive down to the level of salesman. |
| A. | Staff sales orgainisation |
| B. | Functional sales organization |
| C. | Line sales organization |
| D. | None of the above |
| Answer» D. None of the above | |
| 460. |
Sales management is the ………………….of sales staff, and the tracking and reporting of thecompany’s sales. |
| A. | Management |
| B. | Selling strategy |
| C. | Demonstration |
| D. | Development of human resources |
| Answer» E. | |
| 461. |
It is advisable to use ____________________ as a source of advertising. |
| A. | Social media |
| B. | |
| C. | Radio |
| D. | Television |
| Answer» E. | |
| 462. |
………………method is based on marginal -analysis theory of economics. Its basic conceptIs that net profit will increase in the amount of sales revenue exceed the incremental costs. |
| A. | Breakdown method |
| B. | Incremental method |
| C. | None of the above |
| D. | Potential method |
| Answer» C. None of the above | |
| 463. |
Which of the following are included in sales forecasting? |
| A. | Sales pricing |
| B. | Sales planning |
| C. | Distribution channels |
| D. | All of the above |
| Answer» E. | |
| 464. |
………………………..organization becomes inappropriate in case of rapidly growingorganization are those with large sales staff, as growing departments necessitate additional layers of executives to be added. |
| A. | Staff organization |
| B. | Line Organization |
| C. | Parallel organization |
| D. | None of the above |
| Answer» C. Parallel organization | |
| 465. |
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*VWhat V stands for? |
| A. | response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier |
| B. | predisposition or the inward response tendency, that is, force of habit |
| C. | present drive level |
| D. | intensity of all cues: triggering, product, or informational |
| Answer» E. | |
| 466. |
In which organizational structure, all sales personnel receive direction from, and areaccountable to different executives, on different aspects of their work? |
| A. | Line sales organization |
| B. | Line and staff sales organization |
| C. | Functional sales organization |
| D. | None of the above |
| Answer» D. None of the above | |
| 467. |
Sales organization is needed for ………………. |
| A. | Providing insight into avenues or advancement |
| B. | Increasing morale |
| C. | Increasing profitability |
| D. | To build team work |
| Answer» B. Increasing morale | |
| 468. |
.Karen is studying the potential for selling her company's products in China. As part of heranalysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's |
| A. | Natural conditions |
| B. | Technological feasibility |
| C. | Social and cultural norms |
| D. | Distribution structure |
| Answer» E. | |
| 469. |
Fringe benefit, variable amount, fixed amount, expenses are the part of___________________ in Salesforce Management. |
| A. | Recruiting |
| B. | Training |
| C. | Supervising |
| D. | Compensating |
| Answer» E. | |
| 470. |
Advertisement through radio was very popular till the middle of last century because of _______________. |
| A. | Its effectiveness |
| B. | More popular than newspaper |
| C. | Mass reach |
| D. | Cost of advertisement |
| Answer» D. Cost of advertisement | |
| 471. |
The most frequently used type of compensation plan is a: |
| A. | Straight salary compensation plan. |
| B. | Straight commission compensation plan. |
| C. | Combination compensation plan. |
| D. | Weighted compensation plan. |
| Answer» D. Weighted compensation plan. | |
| 472. |
One of the purpose of sales quota is to evaluate the ………………. |
| A. | Performance |
| B. | Goals and incentives |
| C. | Salesperson activities |
| D. | None of the above |
| Answer» B. Goals and incentives | |
| 473. |
The salespeople of sales force sell their product may be relevant to a wide variety ofproducts, types of customers, and broad geographic area. |
| A. | Product sales force |
| B. | Customer sales force |
| C. | Complex structure |
| D. | Territorial sales force |
| Answer» D. Territorial sales force | |
| 474. |
……………is the group of individual striving jointly to reach certain goals and bearing formalas well as informal relation to each other. |
| A. | Sales organization |
| B. | Joint venture |
| C. | Sole trader |
| D. | None of the above |
| Answer» B. Joint venture | |
| 475. |
When the manufacturer establishes two or more channels catering to the same market,then …………… occurs. |
| A. | Vertical channel conflict |
| B. | Horizontal channel conflict |
| C. | Multi channel conflict |
| D. | None of the above |
| Answer» D. None of the above | |
| 476. |
Which type deals with auction ? |
| A. | B2B |
| B. | C2B |
| C. | C2B |
| D. | C2C |
| Answer» E. | |
| 477. |
Which theory is summarized as “Everything was Right” theory? |
| A. | Situation Response Theory |
| B. | Right set of circumstances theory |
| C. | Buying formula theory of selling |
| D. | Both 1 and 2 |
| Answer» E. | |
| 478. |
The salespeople who travel to call on customers is known as |
| A. | Outside sales force |
| B. | Field sales force |
| C. | Inside sales force |
| D. | Both 1 and 2 |
| Answer» E. | |
| 479. |
________________________ is a specialist form of personal selling. |
| A. | Point of selling |
| B. | Mis-selling |
| C. | Group selling |
| D. | Face to face selling |
| Answer» E. | |
| 480. |
If the goods are sold on credit bases,………..the amount of ………………is to be collected. |
| A. | Credit sales |
| B. | Credit purchase |
| C. | Cash Sales |
| D. | Bad-debts |
| Answer» B. Credit purchase | |
| 481. |
An effective sales plan objective should be: |
| A. | Precise, measurable, and time specific. |
| B. | General, measurable, and flexible. |
| C. | Profitable, subjective, and measurable. |
| D. | Precise, profitable, and flexible. |
| Answer» B. General, measurable, and flexible. | |
| 482. |
_________ is work for a manufacturer and call on customers to provide productinformation, may be involved in promotional activities. (Ex: pharmaceutical reps) |
| A. | Sales support |
| B. | New business seller |
| C. | Delivery seller |
| D. | Missionary seller |
| Answer» E. | |
| 483. |
A sales force organization under which salespeople sells only a portion or particularproduct of the company's product. |
| A. | Product sales force |
| B. | Customer sales force |
| C. | Complex structure |
| D. | Territorial sales force |
| Answer» B. Customer sales force | |
| 484. |
There are three interrelated elements of rewards for salespeople. One of the elements isnonfinancial compensation and includes: |
| A. | Recognition dinners, certificates of achievement, and features in sales newsletters |
| B. | Larger accounts and sales territories |
| C. | Personal development opportunities, merit salary increases, and promotions |
| D. | Promotions, certificates of achievement, and larger sales territories |
| Answer» B. Larger accounts and sales territories | |
| 485. |
Which theory is also known as “Situation Response Theory”? |
| A. | AIDAS theory |
| B. | Buying formula theory of selling |
| C. | Behavioral equation theory |
| D. | Right set of circumstances theory |
| Answer» E. | |
| 486. |
Which is the following is the correct sequence for coporate selling. |
| A. | Pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment, and follow up |
| B. | Follow up, prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gain commitment |
| C. | Presentation, prospecting, pre-approach, approach, need assessment, meeting objective, gain commitment and follow up |
| D. | Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up |
| Answer» E. | |
| 487. |
Selling has been around for years, according to history, which one is not a form of selling? |
| A. | Canvassers |
| B. | Book Agents |
| C. | Bookies |
| D. | Peddlers |
| Answer» D. Peddlers | |
| 488. |
The sales force can play a central role in achieving a marketing orientation strategy, by |
| A. | Maintaining infrequent contact with customer |
| B. | Collecting and disseminating market information |
| C. | Focusing on cutting costs |
| D. | Following the competition's lead |
| Answer» C. Focusing on cutting costs | |
| 489. |
The scope of sales management is confined not only to self centered corporate goal profitand sales maximization but also to …………….. |
| A. | Good welfare |
| B. | Consumer welfare |
| C. | Organization welfare |
| D. | Individual welfare |
| Answer» C. Organization welfare | |
| 490. |
Which of the following WOULD NOT be a method of establishing sales force structure? |
| A. | Territorial sales force structure. |
| B. | Lifestyle sales force structure. |
| C. | Product sales force structure. |
| D. | Customer sales force structure. |
| Answer» C. Product sales force structure. | |
| 491. |
Salespeople who sells their product directly to the customers on telephone is called |
| A. | Outside sales force |
| B. | Inside sales force |
| C. | Telemarketing |
| D. | Team selling |
| Answer» D. Team selling | |
| 492. |
Advertising creates employment as it increases the volume of sales and___________ |
| A. | Production |
| B. | Marketing |
| C. | Promotion |
| D. | Personal selling |
| Answer» B. Marketing | |
| 493. |
Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called |
| A. | Approach |
| B. | Follow- up |
| C. | Closing |
| D. | Pre-approach |
| Answer» C. Closing | |
| 494. |
Sales forecasting involves |
| A. | Sales Planning |
| B. | Sales Pricing |
| C. | Distribution channels |
| D. | Consumer tastes |
| Answer» B. Sales Pricing | |
| 495. |
Which of the following activity is explaining how the product meets that person orcompany’s need? |
| A. | Presentation |
| B. | Follow-up |
| C. | Qualifying |
| D. | Prospective |
| Answer» B. Follow-up | |
| 496. |
Which among the following are the methods for handling and overcoming objections inpersonal selling? |
| A. | Third party compensation |
| B. | Turn an objective into benefit |
| C. | Deny objections tactfully |
| D. | All of these |
| Answer» E. | |
| 497. |
………….The interview simulates the applicant would meet in actual selling situated and provides a way to observe the application’s reaction to them. |
| A. | Personal |
| B. | Formal |
| C. | Stress |
| D. | None of the above |
| Answer» D. None of the above | |
| 498. |
In which type of compensation plan there is no incentives? |
| A. | Commission based compensation plans |
| B. | Straight salary compensation plan |
| C. | Territory volume compensation plans |
| D. | Profit margin/ revenue based sales compensation plans |
| Answer» C. Territory volume compensation plans | |
| 499. |
With respect to a channel of distribution, the number of intermediary levels within thechannel indicates the of a channel. |
| A. | width |
| B. | depth |
| C. | length |
| D. | similarity |
| Answer» D. similarity | |
| 500. |
What is the next step after “the opening” in personal selling process? |
| A. | negotiation |
| B. | Need and problem identification |
| C. | Closing the sale |
| D. | Dealing with objectives |
| Answer» C. Closing the sale | |