The first step in determining how a firm's sales force compensation program will be structured is to determine the:

Wage level relative to salespeople in other organizations in the industry

Wage structure for the sales force

Number of new customers in each sales territory

In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work?

Line and staff sales organization

If a company chooses to employ its own sales force, the three organizational structures it may use are:

Geography, market size, and product.

Dollar volume, geography, and customer.

Geography, customer, and product.

Geography, market size, and product.

Market size, product, and customer.

Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

Determine personnel performance

Identify future threats and opportunities

Determine personnel performance

Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force?

wage level in relation to salespeople in other organizations in the industry

wage structure for the sales force

number of new customers in each sales territory

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

Social and cultural environment

76 + Mcqs in Sales Management in Bachelor of Business Administration (BBA) Page 2 McqOptions

51.	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

Discussion

52.	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

Discussion

53.	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.

Discussion

54.	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

Discussion

55.	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

Discussion

56.	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

Discussion

57.	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

Discussion

58.	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

Discussion

59.	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.

Discussion

60.	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

Discussion

61.	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

Discussion

62.	.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

Discussion

63.	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

Discussion

64.	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

Discussion

65.	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.

Discussion

66.	..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

Discussion

67.	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

Discussion

68.	_________ 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.

Discussion

69.	.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

Discussion

70.	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.

Discussion

71.	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

Discussion

72.	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

Discussion

73.	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

Discussion

74.	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

Discussion

75.	.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.

Discussion

76.	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

Discussion

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

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 sales force organization under which salespeople sells their product only to the certain customers or industries is

Companies using team of salespeople specialized in sales, marketing, engineering, finance and technical support used for managing complex accounts is known as

Salespeople who conduct business from their offices through telephones and visiting to customers site is known as

The first step in determining how a firm's sales force compensation program will be structured is to determine the:

While developing ________________________ salesperson must know about the characteristics desired of the salespeople by buyers.

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.

In which organizational structure, all sales personnel receive direction from, and are accountable to different executives, on different aspects of their work?

If a company chooses to employ its own sales force, the three organizational structures it may use are:

Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

A sales force organization under which salespeople sells only a portion or particular product of the company's product.

.is set for an individual salesperson, geographical areas, product lines or distributive outlet or for any one or more of these on combination.

A is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time.

Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management.

Which of the following is NOT one of the major factors affecting how compensation is structured for a sales force?

..are maintained by accounting department sales organization. These records are made of salesmen s reports.

The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.

_________ is work for a manufacturer and call on customers to provide product information, may be involved in promotional activities. (Ex: pharmaceutical reps)

.organization is extensively used in similar firms are those dealing in a narrow product line, or selling in a limited geographic area.

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

Providing knowledge of product, personality development, communicating the criteria to the salesperson are _____________________ in sales force management.

Selecting time, choosing media types, deciding on reach of frequency and media vehicle for advertisements are part of

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.

large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as ..

.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

With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel.