From the economic system s point of view, the role of marketing intermediaries is to transform:

raw products into finished products.

consumer needs into producer needs.

consumer needs and wants into product desires.

assortments of products made by producers into the assortments wanted by consumers.

measures how well a person can perform particular tasks with maximum motivation.

Test of habitual characteristics

There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes:

Larger accounts and sales territories

Recognition dinners, certificates of achievement, and features in sales newsletters

Larger accounts and sales territories

Personal development opportunities, merit salary increases, and promotions

Promotions, certificates of achievement, and larger sales territories

From management's point of view, what is the advantage of a straight salary compensation plan?

With a straight salary plan, salespeople have the assurance of positive feedback.

With a straight salary plan, selling costs are kept in proportion to sales.

The straight salary plan is simple and economical to administer.

With a straight salary plan, salespeople have the assurance of positive feedback.

A straight salary plan links performance to leadership style.

________ is with there is a buying center,team selling and the use of total quality management.

Customers and the planning process

Integrating of production and sales

Customers and the planning process

J.A Howard gave a formula for Behavioral Equation B=P*D*K*V What V stands for?

response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier

predisposition or the inward response tendency, that is, force of habit

intensity of all cues: triggering, product, or informational

Which of the following elements is NOT used for determining the size of a sales force in the workload method?

Number of years in sales experience

J.A Howard gave a formula for Behavioral Equation B=P*D*K*V What D stands for?

incentive potential, that is, the value of the product or its potential Satisfaction to the buyer

response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier

predisposition or the inward response tendency, that is, force of habit

incentive potential, that is, the value of the product or its potential Satisfaction to the buyer

There are three interrelated elements of rewards for salespeople. One of the elements is direct financial rewards and includes:

Larger sales territories, bonuses, insurance, and a certificate of achievement

Salary, commission, and career advancement

Merit salary increases, commission, and better territory

Merit salary increases, bonuses, and commissions

Larger sales territories, bonuses, insurance, and a certificate of achievement

Which of the following is NOT an example of behavioral measures used to evaluate salespeople?

assessment of salesperson's attitude and attention to customers

product knowledge and selling and communication skills

appearance and professional demeanor

accounts generated and profit achieved

76 + Mcqs in Sales Management in Bachelor of Business Administration (BBA) Page 1 McqOptions

1.	Sales management is discipline of .benefits a company and its customers receive from the efforts of its sales force.
A.	Minimizing
B.	Maximizing
C.	Controlling
D.	None of the above
Answer» C. Controlling

Discussion

2.	Sales management is the .of a sales staff, and the tracking and reporting of the company s sales.
A.	Strategy
B.	Training and management
C.	Management
D.	None of the above
Answer» C. Management

Discussion

3.	Sales management is the .of sales staff, and the tracking and reporting of the company s sales.
A.	Management
B.	Selling strategy
C.	Demonstration
D.	Development of human resources
Answer» E.

Discussion

4.	In an organization ..is also very useful when technically complex products are in the process to sell.
A.	Individual selling approach
B.	Group selling approach
C.	Team based selling approach
D.	None of the above
Answer» D. None of the above

Discussion

5.	The scope of sales management is confined not only to self centered corporate goal profit and sales maximization but also to ..
A.	Good welfare
B.	Consumer welfare
C.	Organization welfare
D.	Individual welfare
Answer» C. Organization welfare

Discussion

6.	From the economic system s point of view, the role of marketing intermediaries is to transform:
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.

Discussion

7.	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

Discussion

8.	Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms?
A.	direct marketing channel
B.	indirect marketing channel
C.	horizontal channel
D.	synthetic channel
Answer» C. horizontal channel

Discussion

9.	Through their contacts, experience, specialization, and scale of operation,usually offer the firm more than it can achieve on its own.
A.	manufacturers
B.	producers
C.	direct marketers
D.	intermediaries
Answer» E.

Discussion

10.	Transporting and storing goods is part of which of the following marketing channel functions?
A.	negotiation
B.	physical distribution
C.	contact
D.	matching
Answer» C. contact

Discussion

11.	..is a layer of intermediaries that performs some work in bringing the product and its 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

Discussion

12.	..bridges the gap between the market and the productive capacity of the firm.
A.	Sales Organization
B.	Purchase Department
C.	General Manager
D.	All of the above
Answer» B. Purchase Department

Discussion

13.	The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as .
A.	Selling
B.	Sales policy
C.	Sales programme
D.	Sales planning
Answer» E.

Discussion

14.	________ facilitate sales to established accounts, they do not actually sell, per se, but rather leave the selling to the key account personnel or the consultative sales personnel.
A.	Sales support
B.	Key account seller
C.	Delivery seller
D.	New business seller
Answer» D. New business seller

Discussion

15.	measures how well a person can perform particular tasks with maximum motivation.
A.	Projective tests
B.	Test of ability
C.	Interest test
D.	Test of habitual characteristics
Answer» C. Interest test

Discussion

16.	..organization becomes inappropriate in case of rapidly growing organization 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

Discussion

17.	Sales organization defines the relation ship between people in the organization in term of authority, responsibility and
A.	Accountability
B.	Management
C.	Controlling the expenses
D.	Process
Answer» B. Management

Discussion

18.	Sales organization is the .through which a sales manager s philosophy is translated into action
A.	Mechanism
B.	Tool
C.	Technique
D.	Strategy
Answer» B. Tool

Discussion

19.	The principle of Right man on right job is followed for assigning these activities to different
A.	Persons
B.	Cities
C.	States
D.	Departments
Answer» B. Cities

Discussion

20.	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

Discussion

21.	is the group of individual striving jointly to reach certain goals and bearing formal as 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

Discussion

22.	There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial 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

Discussion

23.	Which type of e-commerce focuses on consumers dealing with each others?
A.	B2B
B.	B2C
C.	C2B
D.	C2C
Answer» E.

Discussion

24.	Which of the following activity is explaining how the product meets that person or company s need?
A.	Presentation
B.	Follow-up
C.	Qualifying
D.	Prospective
Answer» B. Follow-up

Discussion

25.	From management's point of view, what is the advantage of a straight salary compensation plan?
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.

Discussion

26.	_________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account.
A.	Key account seller
B.	Delivery seller
C.	Consultative seller
D.	New business seller
Answer» B. Delivery seller

Discussion

27.	Define forecasting as a systematic attempt to people the future by interference from known facts.
A.	Allen
B.	Henry fayol
C.	American Marketing Association
D.	None of the above
Answer» B. Henry fayol

Discussion

28.	________ is with there is a buying center,team selling and the use of total quality management.
A.	Integration of marketing
B.	Integrating of production and sales
C.	Significant teamwork
D.	Customers and the planning process
Answer» D. Customers and the planning process

Discussion

29.	J.A Howard gave a formula for Behavioral Equation B=PDK*V What 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.

Discussion

30.	Which of the following elements is NOT used for determining the size of a sales force in the workload method?
A.	Number of salespeople.
B.	Number of customers.
C.	Length of an average call.
D.	Number of years in sales experience
Answer» E.

Discussion

31.	The organization is headed by the managing director who has reporting to him line managers called .
A.	Reginal Manager
B.	Deputy Manager
C.	Head of the department
D.	None of the above
Answer» B. Deputy Manager

Discussion

32.	Fringe benefit, variable amount, fixed amount, expenses are the part of ___________________ in Salesforce Management.
A.	Recruiting
B.	Training
C.	Supervising
D.	Compensating
Answer» E.

Discussion

33.	J.A Howard gave a formula for Behavioral Equation B=PDK*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

Discussion

34.	___________ is the planning stage, learning about the customer and learning about who makes the final decision.
A.	Pre-approach
B.	Approach
C.	The Needs assessment
D.	Prospecting
Answer» B. Approach

Discussion

35.	Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________
A.	Approach
B.	Pre-approach
C.	Handling objections
D.	Prospecting and qualifying
Answer» D. Prospecting and qualifying

Discussion

36.	Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is
A.	AIDA
B.	Buying formula theory
C.	Selling theory
D.	Marketing theory
Answer» C. Selling theory

Discussion

37.	Effective and courteous correspondence with customers reflects of the organization to the prospective cutomer.
A.	Good image
B.	Depreciation
C.	Sales
D.	Net profit
Answer» B. Depreciation

Discussion

38.	Which among the following is a type of cue in Behavioral Theory Equation in personal selling?
A.	No triggering cues
B.	Triggering cues
C.	Information cues
D.	All of these
Answer» E.

Discussion

39.	A .Is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.
A.	retailer
B.	wholesaler
C.	distribution channel
D.	middleman
Answer» D. middleman

Discussion

40.	Which among the following are the methods for handling and overcoming objections in personal selling?
A.	Third party compensation
B.	Turn an objective into benefit
C.	Deny objections tactfully
D.	All of these
Answer» E.

Discussion

41.	.specialist do not share direct responsibility for result is also resented by some line executives.
A.	Staff
B.	Manager
C.	Department head
D.	None of the above
Answer» B. Manager

Discussion

42.	_______ is simply a full listing of the names and contact information for all prospects, categorized by how likely they are to purchase the product.
A.	Customer research
B.	Adaptive selling
C.	Sales pipeline
D.	Need assessment
Answer» D. Need assessment

Discussion

43.	There are three interrelated elements of rewards for salespeople. One of the elements is direct financial rewards and includes:
A.	Salary, commission, and career advancement
B.	Merit salary increases, commission, and better territory
C.	Merit salary increases, bonuses, and commissions
D.	Larger sales territories, bonuses, insurance, and a certificate of achievement
Answer» D. Larger sales territories, bonuses, insurance, and a certificate of achievement

Discussion

44.	involves identifying activities management feels the salespeople should perform to produce the desired results.
A.	SWOT analysis
B.	Environmental audit
C.	Training analysis
D.	Needs assessment
Answer» E.

Discussion

45.	_________ is actually support the sales persons, perform the promotional activities and work 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

Discussion

46.	__________________ involves the use of satisfied customers to convince the buyer of the effectiveness of the salesperson s product.
A.	Demonstration
B.	Guarantees
C.	Trail orders
D.	Reference selling
Answer» E.

Discussion

47.	Which of the following is NOT an example of behavioral measures used to evaluate salespeople?
A.	assessment of salesperson's attitude and attention to customers
B.	product knowledge and selling and communication skills
C.	appearance and professional demeanor
D.	accounts generated and profit achieved
Answer» E.

Discussion

48.	Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing.
A.	Approach
B.	Handling objections
C.	Pre-approach
D.	Prospecting and qualifying
Answer» E.

Discussion

49.	__________________________ is the most effective promotional tool in making buyers preferences, convictions and most importantly actions.
A.	Personal selling
B.	Promotion mix
C.	Dealers promotion method
D.	Sales promotion
Answer» B. Promotion mix

Discussion

50.	Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell its product to wholesaler and cities is an example of
A.	Public relation
B.	Personal selling
C.	Promotion mix
D.	Trade promotion
Answer» C. Promotion mix

Discussion

Explore topic-wise MCQs in Bachelor of Business Administration (BBA).

Sales management is discipline of .benefits a company and its customers receive from the efforts of its sales force.

Sales management is the .of a sales staff, and the tracking and reporting of the company s sales.

Sales management is the .of sales staff, and the tracking and reporting of the company s sales.

In an organization ..is also very useful when technically complex products are in the process to sell.

The scope of sales management is confined not only to self centered corporate goal profit and sales maximization but also to ..

From the economic system s point of view, the role of marketing intermediaries is to transform:

When the manufacturer establishes two or more channels catering to the same market, then occurs.

Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms?

Through their contacts, experience, specialization, and scale of operation,usually offer the firm more than it can achieve on its own.

Transporting and storing goods is part of which of the following marketing channel functions?

..is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer.

..bridges the gap between the market and the productive capacity of the firm.

The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as .

________ facilitate sales to established accounts, they do not actually sell, per se, but rather leave the selling to the key account personnel or the consultative sales personnel.

measures how well a person can perform particular tasks with maximum motivation.

..organization becomes inappropriate in case of rapidly growing organization are those with large sales staff, as growing departments necessitate additional layers of executives to be added.

Sales organization defines the relation ship between people in the organization in term of authority, responsibility and

Sales organization is the .through which a sales manager s philosophy is translated into action

The principle of Right man on right job is followed for assigning these activities to different

Designing sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of

is the group of individual striving jointly to reach certain goals and bearing formal as well as informal relation to each other.

There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes:

Which type of e-commerce focuses on consumers dealing with each others?

Which of the following activity is explaining how the product meets that person or company s need?

From management's point of view, what is the advantage of a straight salary compensation plan?

_________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account.

Define forecasting as a systematic attempt to people the future by interference from known facts.

________ is with there is a buying center,team selling and the use of total quality management.

J.A Howard gave a formula for Behavioral Equation B=P*D*K*V What V stands for?

Which of the following elements is NOT used for determining the size of a sales force in the workload method?

The organization is headed by the managing director who has reporting to him line managers called .

Fringe benefit, variable amount, fixed amount, expenses are the part of ___________________ in Salesforce Management.

J.A Howard gave a formula for Behavioral Equation B=P*D*K*V What D stands for?

___________ is the planning stage, learning about the customer and learning about who makes the final decision.

Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________

Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is

Effective and courteous correspondence with customers reflects of the organization to the prospective cutomer.

Which among the following is a type of cue in Behavioral Theory Equation in personal selling?

A .Is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.

Which among the following are the methods for handling and overcoming objections in personal selling?

.specialist do not share direct responsibility for result is also resented by some line executives.

_______ is simply a full listing of the names and contact information for all prospects, categorized by how likely they are to purchase the product.

There are three interrelated elements of rewards for salespeople. One of the elements is direct financial rewards and includes:

involves identifying activities management feels the salespeople should perform to produce the desired results.

_________ is actually support the sales persons, perform the promotional activities and work with training and education (may work directly with customer).

__________________ involves the use of satisfied customers to convince the buyer of the effectiveness of the salesperson s product.

Which of the following is NOT an example of behavioral measures used to evaluate salespeople?

Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing.

__________________________ is the most effective promotional tool in making buyers preferences, convictions and most importantly actions.

Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell its product to wholesaler and cities is an example of

J.A Howard gave a formula for Behavioral Equation B=PDK*V What V stands for?

J.A Howard gave a formula for Behavioral Equation B=PDK*V What D stands for?