MCQOPTIONS
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MCQOPTIONS
This section includes 657 Mcqs, each offering curated multiple-choice questions to sharpen your Testing Subject knowledge and support exam preparation. Choose a topic below to get started.
| 1. |
method is based on marginal -analysis theory of economics. Its basic concept Is 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 | |
| 2. |
A sales force organization under which salespeople sells their product only to the certain customers or industries is |
| A. | Product sales force |
| B. | Customer sales force |
| C. | Complex structure |
| D. | Territorial sales force |
| Answer» C. Complex structure | |
| 3. |
Companies using team of salespeople specialized in sales, marketing, engineering, finance and technical support used for managing complex accounts is known as |
| A. | Outside sales force |
| B. | Inside sales force |
| C. | Telemarketing |
| D. | Team selling |
| Answer» E. | |
| 4. |
Salespeople who conduct business from their offices through telephones and visiting to customers site is known as |
| A. | Outside sales force |
| B. | Inside sales force |
| C. | Telemarketing |
| D. | Team selling |
| Answer» C. Telemarketing | |
| 5. |
The first step in determining how a firm's sales force compensation program will be structured 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 | |
| 6. |
While developing ________________________ salesperson must know about the characteristics desired of the salespeople by buyers. |
| A. | Presentation skills |
| B. | Selling skills |
| C. | Personal selling skills |
| D. | Marketing skills |
| Answer» D. Marketing skills | |
| 7. |
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 | |
| 8. |
In which organizational structure, all sales personnel receive direction from, and are accountable 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 | |
| 9. |
If a company chooses to employ its own sales force, the three organizational structures it may use are: |
| A. | Dollar volume, geography, and customer. |
| B. | Geography, customer, and product. |
| C. | Geography, market size, and product. |
| D. | Market size, product, and customer. |
| Answer» C. Geography, market size, and product. | |
| 10. |
Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to |
| A. | Respond to current crises |
| B. | Identify future threats and opportunities |
| C. | Determine personnel performance |
| D. | Allocate financial resources |
| Answer» C. Determine personnel performance | |
| 11. |
A sales force organization under which salespeople sells only a portion or particular product 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 | |
| 12. |
.is set for an individual salesperson, geographical areas, product lines or distributive outlet or for any one or more of these on combination. |
| A. | Past sales |
| B. | Sales volumes quotas |
| C. | None of the above |
| D. | Total market estimates |
| Answer» C. None of the above | |
| 13. |
A is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time. |
| A. | Sales forecasting |
| B. | Sales quotas |
| C. | Sales Targets |
| D. | None of the above |
| Answer» D. None of the above | |
| 14. |
Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management. |
| A. | Training evaluation |
| B. | Qualitative evaluation |
| C. | Formal evaluation |
| D. | Product evaluation |
| Answer» D. Product evaluation | |
| 15. |
Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force? |
| A. | wage level in relation 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» E. | |
| 16. |
..are maintained by accounting department sales organization. These records are made of salesmen s reports. |
| A. | Sales records |
| B. | Sales reports |
| C. | Sales analysis |
| D. | None of the above |
| Answer» B. Sales reports | |
| 17. |
The salespeople of sales force sell their product may be relevant to a wide variety of products, 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 | |
| 18. |
_________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps) |
| A. | Sales support |
| B. | New business seller |
| C. | Delivery seller |
| D. | Missionary seller |
| Answer» E. | |
| 19. |
.organization is extensively used in similar firms are those dealing in a narrow product line, or selling in a limited geographic area. |
| A. | Line organization |
| B. | Sales department |
| C. | Management |
| D. | Joint venture companies |
| Answer» B. Sales department | |
| 20. |
Mr. Narayan, the new national sales manager is learning about the internal organizational environment 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. | |
| 21. |
Providing knowledge of product, personality development, communicating the criteria to the salesperson are _____________________ in sales force management. |
| A. | Formal evaluation |
| B. | Qualitative evaluation |
| C. | Product evaluation |
| D. | Training evaluation |
| Answer» C. Product evaluation | |
| 22. |
Selecting time, choosing media types, deciding on reach of frequency and media vehicle for advertisements are part of |
| A. | Media strategy |
| B. | Media execution |
| C. | Selecting media |
| D. | Measuring communication |
| Answer» D. Measuring communication | |
| 23. |
is the most basic forms of sales organization, characterized by a chain of command running 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 | |
| 24. |
large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as .. |
| A. | Wholesaler |
| B. | Sole selling agent |
| C. | Direct marketing channel |
| D. | Semi-wholesalers |
| Answer» B. Sole selling agent | |
| 25. |
.Karen is studying the potential for selling her company's products in China. As part of her analysis, 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. | |
| 26. |
With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel. |
| A. | width |
| B. | depth |
| C. | length |
| D. | similarity |
| Answer» D. similarity | |