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.
| 351. |
Prospecting involves two components _____________ and ___________. |
| A. | Task finding and task orientation |
| B. | Identifying leads and qualifying leads |
| C. | Task finding and qualifying leads |
| D. | Identifying leads, task finding |
| Answer» C. Task finding and qualifying leads | |
| 352. |
Which are the most basic forms of the sales organization? |
| A. | Line sales organization |
| B. | Line and staff sales organization |
| C. | Functional sales organization |
| D. | None of the above |
| Answer» B. Line and staff sales organization | |
| 353. |
J.A Howard gave a formula for ‘’Behavioral Equation”B=P*D*K*V What D 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» D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer | |
| 354. |
In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________ |
| A. | Original questions |
| B. | None of the answers |
| C. | Task oriented questions |
| D. | Confirmatory questions |
| Answer» E. | |
| 355. |
Sales forecasting involves study of |
| A. | Sales planning |
| B. | Distribution outlets |
| C. | Consumer needs and demands |
| D. | All of the above |
| Answer» E. | |
| 356. |
No two companies have ………………..sales organization structure. |
| A. | Identical |
| B. | Different |
| C. | Very few similar |
| D. | None of the above |
| Answer» B. Different | |
| 357. |
Effective and courteous correspondence with customers reflects ……………of theorganization to the prospective cutomer. |
| A. | Good image |
| B. | Depreciation |
| C. | Sales |
| D. | Net profit |
| Answer» B. Depreciation | |
| 358. |
For making advertisement s more effective, the manufacturers improve ____________and launch new products. |
| A. | Existing products |
| B. | Advertisement style |
| C. | Marketing channel |
| D. | Sponsors |
| Answer» B. Advertisement style | |
| 359. |
……………..is a layer of intermediaries that performs some work in bringing the product andits ownership closer to the buyer. |
| A. | A direct marketing channel |
| B. | An indirect marketing channel |
| C. | A channel level |
| D. | A channel switching system |
| Answer» D. A channel switching system | |
| 360. |
The first step in determining how a firm's sales force compensation program will bestructured is to determine the: |
| A. | Wage level relative to salespeople in other organizations in the industry |
| B. | Salesperson's individual wage |
| C. | Wage structure for the sales force |
| D. | Number of new customers in each sales territory |
| Answer» B. Salesperson's individual wage | |
| 361. |
What is the full form of VMS? |
| A. | Velocity moving system |
| B. | Vertical marketing system |
| C. | Vertical moving system |
| D. | Very moveable system |
| Answer» C. Vertical moving system | |
| 362. |
To handle all the jobs and work of sales department is divided into division and ………….. |
| A. | Sub division |
| B. | Group |
| C. | Countries |
| D. | Different peoples |
| Answer» B. Group | |
| 363. |
Designing sales force strategy and structure, recruit and select, training, compensation,supervise and evaluation are the major steps of |
| A. | Designing sales force |
| B. | Sales force management |
| C. | Sales force strategy |
| D. | Structure of sales force |
| Answer» C. Sales force strategy | |
| 364. |
……………….specialist do not share direct responsibility for result is also resented by someline executives. |
| A. | Staff |
| B. | Manager |
| C. | Department head |
| D. | None of the above |
| Answer» B. Manager | |
| 365. |
The analytics and statistical method of sales forecasting include |
| A. | Extrapolation method |
| B. | Moving average method |
| C. | Time series analysis |
| D. | All of the above |
| Answer» E. | |
| 366. |
Mobile Commerce can be defined as – |
| A. | M-Phil |
| B. | M-Business |
| C. | M-Com. |
| D. | M-organization |
| Answer» D. M-organization | |
| 367. |
The formula N = S/P (1 + T) is for……………… |
| A. | Workload |
| B. | Sales potential (or breakdown) |
| C. | Incremental |
| D. | None of the above |
| Answer» C. Incremental | |
| 368. |
……………………..bridges the gap between the market and the productive capacity of thefirm. |
| A. | Sales Organization |
| B. | Purchase Department |
| C. | General Manager |
| D. | All of the above |
| Answer» B. Purchase Department | |
| 369. |
Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________. |
| A. | Approach |
| B. | Pre-approach |
| C. | Follow-up |
| D. | Closing |
| Answer» E. | |
| 370. |
Sales organization is the ………….through which a sales manager’s philosophy is translatedinto action |
| A. | Mechanism |
| B. | Tool |
| C. | Technique |
| D. | Strategy |
| Answer» B. Tool | |
| 371. |
Which of the following is not the benefit of online stoke trading? |
| A. | Handy tools |
| B. | Proper information |
| C. | Time consuming |
| D. | Flexibility |
| Answer» D. Flexibility | |
| 372. |
……… and ………….organization sometimes generates problems of interpersonal relation |
| A. | Staff And Line |
| B. | Staff and Square |
| C. | Vertical and horizonal |
| D. | Sales and manufacturing |
| Answer» B. Staff and Square | |
| 373. |
Which of the following is a part of pre-approach process? |
| A. | Knowing customer’s need |
| B. | Learning relevant background. |
| C. | Researches prospects |
| D. | All of the above. |
| Answer» E. | |
| 374. |
The first stage in creating the sales forecasting is to estimate |
| A. | Market demand |
| B. | Profit |
| C. | Wealth |
| D. | Prospect |
| Answer» B. Profit | |
| 375. |
All of the following would be major sales force management decision steps EXCEPT: |
| A. | Designing sales force strategy and structure. |
| B. | Supervising salespeople. |
| C. | Global management and marketing structures. |
| D. | Recruiting and selecting salespeople. |
| Answer» D. Recruiting and selecting salespeople. | |
| 376. |
Sales organization helps in developing ……………. |
| A. | Group activity |
| B. | Different task |
| C. | Sales force |
| D. | None of the above |
| Answer» D. None of the above | |
| 377. |
In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs? |
| A. | Workload |
| B. | Sales potential (or breakdown) |
| C. | Incremental |
| D. | None of the above |
| Answer» D. None of the above | |
| 378. |
Which of the following is the benefit of online stoke trading? |
| A. | Cost benefit |
| B. | Flexible |
| C. | Full control |
| D. | All of the above |
| Answer» E. | |
| 379. |
_________ is when unannounced calls are made |
| A. | Cold canvassing |
| B. | Published directories |
| C. | Company sources |
| D. | Networking |
| Answer» B. Published directories | |
| 380. |
One of the objectives of forecasting is to determine…………… |
| A. | Regular supply of raw materials |
| B. | A Suitable production policy |
| C. | Best utilization of machines |
| D. | None of the above |
| Answer» C. Best utilization of machines | |
| 381. |
__________________ involves the use of satisfied customers to convince the buyer of theeffectiveness of the salesperson’s product. |
| A. | Demonstration |
| B. | Guarantees |
| C. | Trail orders |
| D. | Reference selling |
| Answer» E. | |
| 382. |
_________ is actually support the sales persons, perform the promotional activities andwork with training and education (may work directly with customer). |
| A. | Sales support |
| B. | Key account seller |
| C. | Delivery seller |
| D. | Missionary seller |
| Answer» B. Key account seller | |
| 383. |
Sales forecasting can be based on which of the following information? |
| A. | What customers say about the product |
| B. | What customers are actually doing |
| C. | What customers have done in the past |
| D. | All of the above |
| Answer» E. | |
| 384. |
Define forecasting as a systematic attempt to people the future by interference fromknown facts. |
| A. | Allen |
| B. | Henry fayol |
| C. | American Marketing Association |
| D. | None of the above |
| Answer» B. Henry fayol | |
| 385. |
Providing knowledge of product, personality development, communicating the criteria tothe salesperson are _____________________ in sales force management. |
| A. | Formal evaluation |
| B. | Qualitative evaluation |
| C. | Product evaluation |
| D. | Training evaluation |
| Answer» C. Product evaluation | |
| 386. |
Tests of intelligence tests are known as………………… |
| A. | Projective tests |
| B. | Tests of habitual characteristics |
| C. | Tests of ability |
| D. | Achievement tests |
| Answer» D. Achievement tests | |
| 387. |
Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of: |
| A. | Determining compensation and incentives |
| B. | Equal treatment in hiring and promotion |
| C. | Respect for individuals in supervisory and training programs |
| D. | Fairness in the design of sales territories |
| Answer» B. Equal treatment in hiring and promotion | |
| 388. |
Mr. Narayan, the new national sales manager is learning about the internal organizationalenvironment in her company. She will learn about all of the following EXCEPT |
| A. | Human resources |
| B. | Financial resources |
| C. | Service capabilities |
| D. | Social and cultural environment |
| Answer» E. | |
| 389. |
The salesperson meets the prospective to get the relationship off to make a good start,opening lines, follow-up remarks, is __________________________step of personal marketing. |
| A. | Approach |
| B. | Handling objections |
| C. | Pre-approach |
| D. | Prospecting and qualifying |
| Answer» B. Handling objections | |
| 390. |
Which is of these is how sales is in the 21st Century? |
| A. | Keep tabs on changing technologies |
| B. | Treat sales personnel as equals |
| C. | Executive selling for high level accounts |
| D. | Work closely with internal departments |
| Answer» D. Work closely with internal departments | |
| 391. |
A sales force organization under which salespeople sells their product only to the certaincustomers or industries is |
| A. | Product sales force |
| B. | Customer sales force |
| C. | Complex structure |
| D. | Territorial sales force |
| Answer» C. Complex structure | |
| 392. |
The salesperson gives the description of the product, showing how the product will make or save the money for the buyer, need satisfaction approach, concentrate on customer benefits, requirement of good listening and problem solving-skills, demonstration aids is ________________________________step of personal marketing. |
| A. | Approach |
| B. | Presentation and demonstration |
| C. | Pre-approach |
| D. | Prospecting and qualifying |
| Answer» C. Pre-approach | |
| 393. |
From management's point of view, what is the advantage of a straight salary compensationplan? |
| A. | With a straight salary plan, selling costs are kept in proportion to sales. |
| B. | The straight salary plan is simple and economical to administer. |
| C. | With a straight salary plan, salespeople have the assurance of positive feedback. |
| D. | A straight salary plan links performance to leadership style. |
| Answer» C. With a straight salary plan, salespeople have the assurance of positive feedback. | |
| 394. |
What is the full form of CIS? |
| A. | Channel information system |
| B. | Channel induced system |
| C. | Channel information system |
| D. | Channel incorporated system |
| Answer» D. Channel incorporated system | |
| 395. |
Which among the following explains “Behavioral Theory Equation”? |
| A. | Drives |
| B. | Cues |
| C. | Response |
| D. | All of these |
| Answer» E. | |
| 396. |
A good sales organization is a ……………….for effective sales planning. |
| A. | Planning |
| B. | Organising |
| C. | Decision making |
| D. | Foundation |
| Answer» E. | |
| 397. |
In medium and large firms, one would find the………………types of organization |
| A. | Line sales organization |
| B. | Line and staff sales organization |
| C. | Functional sales organization |
| D. | None of the above |
| Answer» C. Functional sales organization | |
| 398. |
Which is a way to move toward relationship selling versus transactional selling? |
| A. | All of the above a ways to move toward relationship selling |
| B. | Price for profit |
| C. | Retain Accounts |
| D. | Preferred Suppliers |
| Answer» B. Price for profit | |
| 399. |
The principle of ‘Right man on right job’ is followed for assigning these activities todifferent………… |
| A. | Persons |
| B. | Cities |
| C. | States |
| D. | Departments |
| Answer» B. Cities | |
| 400. |
Sales organization defines the relation ship between people in the organization in term ofauthority, responsibility and …………… |
| A. | Accountability |
| B. | Management |
| C. | Controlling the expenses |
| D. | Process |
| Answer» B. Management | |