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

Today, a growing number of firms now outsource some or all of their logistics to ________.

third-party logistics providers

A conventional marketing channel is formed of

Independent producer and wholesaler

Independent producer, wholesaler and retailer

Qualifying a prospect is

identical with checking references for an applicant

determining which applicant to hire

determining if a prospect is interested in a product

The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale is known as ______.

Sales & Distribution Management

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

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.

Long-term compensation plans:

Must be developed so that short-term compensation plans will not be necessary

Should be evaluated and modified quarterly

Should be well thought out, so that few changes will be needed from year to year

Must be developed so that short-term compensation plans will not be necessary

A channel alternative is described by

Types of available business intermediaries

Responsibilities and terms of each channel member

In medium and large firms, one would find the…………….types of organization

Line and staff sales organization

279 + Mcqs in Sm in Company QA Page 1 McqOptions

1.	When a manufacturer threatens to terminate a relationship or withdraw a resource if intermediaries fail to cooperate it is
A.	Channel power
B.	Coercive power
C.	Reward power
D.	Legitimate power
E.	one of the above
Answer» C. Reward power

Discussion

2.	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
E.	one of the above
Answer» E. one of the above

Discussion

3.	Direct marketing refers to a communication between the ______________ and______________ directly.
A.	Seller and the buyer.
B.	Firm and suppliers
C.	Society and target market.
D.	price and service.
E.	one of the above
Answer» B. Firm and suppliers

Discussion

4.	__________refers to the administration of the personal selling component of a company’s marketing program.
A.	Sales management
B.	Distribution Management
C.	Promotion Management
D.	Marketing Management
E.	one of the above
Answer» B. Distribution Management

Discussion

5.	Which of the following is not a key function that intermediaries play in completingtransactions?
A.	financing
B.	negotiation
C.	negotiation
D.	promotion
E.	one of the above
Answer» B. negotiation

Discussion

6.	Today, a growing number of firms now outsource some or all of their logistics to ________.
A.	channel members
B.	third-party logistics providers
C.	intermediaries
D.	competitors
E.	one of the above
Answer» C. intermediaries

Discussion

7.	Ensuring the availability of the products and services as and when required by thecustomers is ______________ utility.
A.	Time.
B.	Place.
C.	Form.
D.	Profession
E.	one of the above
Answer» B. Place.

Discussion

8.	A ______________ operates multiple retail outlets under common ownership in different cities and towns.
A.	Departmental Stores
B.	Destination store.
C.	Shopping malls.
D.	Retail chain.
E.	one of the above
Answer» E. one of the above

Discussion

9.	To reduce inventory management costs, many companies use a system called ________, which involves carrying only small inventories of parts or merchandise, often only enough fora few days of operation.
A.	limited inventory logistics
B.	reduction-inventory management
C.	economic order quantity
D.	just-in-time logistics
E.	one of the above
Answer» E. one of the above

Discussion

10.	Direct marketing is sometimes called ______________.
A.	Self-service.
B.	Retail stores.
C.	Armchair shopping.
D.	None of these.
E.	one of the above
Answer» D. None of these.

Discussion

11.	A conventional marketing channel is formed of
A.	Independent producer and wholesaler
B.	Wholesaler and retailer
C.	Independent producer, wholesaler and retailer
D.	None of the above
E.	one of the above
Answer» D. None of the above

Discussion

12.	Personal selling is used extensively in ___________ products.
A.	Simple and less technical
B.	Complex and non-technical
C.	Complex and highly technical
D.	Simple & highly technical
E.	one of the above
Answer» D. Simple & highly technical

Discussion

13.	Qualifying a prospect is
A.	identical with checking references for an applicant
B.	determining which applicant to hire
C.	conducting an exit interview
D.	determining if a prospect is interested in a product
E.	one of the above
Answer» E. one of the above

Discussion

14.	The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale is known as ______.
A.	Sales Planning
B.	Personal Selling
C.	Sales & Distribution Management
D.	Oral Selling
E.	one of the above
Answer» C. Sales & Distribution Management

Discussion

15.	The major disadvantage of a multichannel system is that it is harder to control and it can generate ________.
A.	less net profit
B.	fewer domestic sales
C.	greater conflict
D.	inefficiency
E.	one of the above
Answer» D. inefficiency

Discussion

16.	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
E.	one of the above
Answer» E. one of the above

Discussion

17.	When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________.
A.	value delivery network
B.	supply chain
C.	demand chain
D.	supply and demand chain
E.	one of the above
Answer» B. supply chain

Discussion

18.	The four elements; channels of distribution, transportation, warehousing and inventory constitute ______________.
A.	Promotion mix.
B.	Marketing mix.
C.	Distribution mix.
D.	Product mix.
E.	one of the above
Answer» D. Product mix.

Discussion

19.	_________ suits best when the producer intends to maintain control on the service leveloffered by the resellers.
A.	Exclusive distribution
B.	Selective distribution
C.	Intensive distribution
D.	None of the above
E.	one of the above
Answer» B. Selective distribution

Discussion

20.	Tele- marketing is a part of ______________.
A.	Direct marketing.
B.	Social marketing.
C.	Viral marketing.
D.	Relationship marketing.
E.	one of the above
Answer» B. Social marketing.

Discussion

21.	The step of personal selling process in which the sales person learns about potential buyerbefore making a call for sale is classified as
A.	pre-approach
B.	sales nomination
C.	qualifying
D.	prospecting
E.	one of the above
Answer» B. sales nomination

Discussion

22.	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.
E.	one of the above
Answer» C. Geography, market size, and product.

Discussion

23.	The process of planning, analysing, controlling and implementing the activities of sales force is classified as
A.	indirect sales management
B.	direct sales management
C.	sales force management
D.	persuasion management
E.	one of the above
Answer» D. persuasion management

Discussion

24.	Long-term compensation plans:
A.	Include bonuses and contests
B.	Should be evaluated and modified quarterly
C.	Should be well thought out, so that few changes will be needed from year to year
D.	Must be developed so that short-term compensation plans will not be necessary
E.	one of the above
Answer» D. Must be developed so that short-term compensation plans will not be necessary

Discussion

25.	Personal selling has ________ communication.
A.	One Way
B.	Two Way
C.	Indirect
D.	Direct
E.	one of the above
Answer» C. Indirect

Discussion

26.	The last step in personal selling process is
A.	present and demonstrate
B.	follow up
C.	closing
D.	approach
E.	one of the above
Answer» C. closing

Discussion

27.	Sales and Distribution Management majorly focuses on the___________ aspect of an organization.
A.	Buying
B.	Selling
C.	Negotiating
D.	Producing
E.	one of the above
Answer» C. Negotiating

Discussion

28.	Marketing is a ______________ function of transferring goods from producers toconsumers.
A.	Systematic.
B.	Commercial.
C.	Management.
D.	Economic.
E.	one of the above
Answer» C. Management.

Discussion

29.	Which of the following is the largest retail enterprise in the world?
A.	K mart.
B.	Wal-Mart.
C.	Shoppers shop.
D.	None of these.
E.	one of the above
Answer» C. Shoppers shop.

Discussion

30.	The strategy of using as many outlets as possible is called ______________.
A.	Selective distribution.
B.	Exclusive distribution
C.	Intensive distribution.
D.	None of these.
E.	one of the above
Answer» D. None of these.

Discussion

31.	A channel alternative is described by
A.	Types of available business intermediaries
B.	Number of intermediaries
C.	Responsibilities and terms of each channel member
D.	All of the above
E.	one of the above
Answer» E. one of the above

Discussion

32.	…………… is teaching how to do the jobs.
A.	Sales personnel
B.	Sales target
C.	Sales force training
D.	Induction
E.	one of the above
Answer» D. Induction

Discussion

33.	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
E.	one of the above
Answer» C. Functional sales organization

Discussion

34.	........................ was a civil rights leader in South Africa.
A.	Nelson Mandela
B.	Nasser
C.	Anwar Sadat
D.	Yasser Arafat
Answer» B. Nasser

Discussion

35.	In 1964 its leader, ....................., was sentenced to life in prison, and the leadershipwas forced into exile.
A.	Nelson Mandela
B.	Jacob Zuma
C.	Kgalema Motlanthe
D.	Saad Zaghlul
Answer» B. Jacob Zuma

Discussion

36.	..................... founded Cominform in the year 1947 with the purpose of bringingtogether the European communist parties
A.	Joseph Stalin
B.	Lenin
C.	Khrushchev
D.	Nixon
Answer» B. Lenin

Discussion

37.	The Truman Doctrine was an ....................foreign policy to stop Soviet imperialismduring the Cold War.
A.	American
B.	Poland
C.	French
D.	German
Answer» B. Poland

Discussion

38.	................................ was born on July 18, 1918 in Mvezo, South Africa.
A.	Yasser Arafat
B.	Nasser
C.	Anwar Sadat
D.	Nelson Mandela
Answer» E.

Discussion

39.	.......................... led Egypt to secular independence in the 1950s and held the officeof president from 1956 until his death in 1970.
A.	Gamal Abdel Nasser
B.	Saad Zaghlul
C.	Lenin
D.	Yasser Arafat
Answer» B. Saad Zaghlul

Discussion

40.	The competition between the Super Powers led to the.......................
A.	Cold War
B.	Civil War
C.	First World War
D.	Second World War
Answer» B. Civil War

Discussion

41.	On October 1, 1949, Chinese Communist leader ....................declared the creationof the People’s Republic of China (PRC).
A.	Chiang Kai-shek
B.	Lenin
C.	Yasser Arafat
D.	Mao Zedong
Answer» E.

Discussion

42.	Following the Chinese Civil War and the victory of Mao Zedong's Communistforces over the Kuomintang forces of Chiang Kai-shek, who fled to......................
A.	Canada
B.	Pakistan
C.	Taiwan
D.	France.
Answer» D. France.

Discussion

43.	..................... succeeded Motlanthe as South Africa's president in 2009.
A.	Zuma
B.	Nelson Mandela
C.	Kgalema Motlanthe
D.	Saad Zaghlul
Answer» B. Nelson Mandela

Discussion

44.	....................promoted the construction of the Aswan High Dam (completed theyear he died) and challenged British, French and Israeli forces for control of the Suez Canal, nationalizing the canal in 1956.
A.	Nasser
B.	Saad Zaghlul
C.	Anwar Sadat
D.	Yasser Arafat
Answer» B. Saad Zaghlul

Discussion

45.	..........................took the leadership of all the Communist Countries.
A.	Soviet Russia
B.	Poland
C.	India
D.	Germany
Answer» B. Poland

Discussion

46.	........................ originally known as the Baghdad Pact or the Middle East TreatyOrganization(METO) was formed in 1955 by Iran, Iraq, Pakistan, Turkey, and the United Kingdom.
A.	CENTO
B.	SEATO
C.	MEDO
D.	WARSAW PACT
Answer» B. SEATO

Discussion

47.	In 1953 Stalin died and Khrushchev became the President of................
A.	Poland
B.	Russia
C.	America
D.	Germany
Answer» C. America

Discussion

48.	In 1959 the Russian President ...................went on a historical tour to America.
A.	Khrushchev
B.	Stalin
C.	Lenin
D.	Mao
Answer» B. Stalin

Discussion

49.	In 1954 .............................took control of Egypt.
A.	Gamal Abdel Nasser
B.	Lyndon Johnson
C.	Richard Nixon
D.	David Ben Gurion
Answer» B. Lyndon Johnson

Discussion

50.	The Suez Canal was built by ...................developer Ferdinand de Lesseps.
A.	French
B.	British
C.	American
D.	Egypt
Answer» B. British

Discussion

Explore topic-wise MCQs in Company QA.

When a manufacturer threatens to terminate a relationship or withdraw a resource if intermediaries fail to cooperate it is

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

Direct marketing refers to a communication between the ______________ and______________ directly.

__________refers to the administration of the personal selling component of a company’s marketing program.

Which of the following is not a key function that intermediaries play in completingtransactions?

Today, a growing number of firms now outsource some or all of their logistics to ________.

Ensuring the availability of the products and services as and when required by thecustomers is ______________ utility.

A ______________ operates multiple retail outlets under common ownership in different cities and towns.

To reduce inventory management costs, many companies use a system called ________, which involves carrying only small inventories of parts or merchandise, often only enough fora few days of operation.

Direct marketing is sometimes called ______________.

A conventional marketing channel is formed of

Personal selling is used extensively in ___________ products.

Qualifying a prospect is

The oral presentation of a company’s products, or services to one or more prospective purchasers for the purpose of making a sale is known as ______.

The major disadvantage of a multichannel system is that it is harder to control and it can generate ________.

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

When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________.

The four elements; channels of distribution, transportation, warehousing and inventory constitute ______________.

_________ suits best when the producer intends to maintain control on the service leveloffered by the resellers.

Tele- marketing is a part of ______________.

The step of personal selling process in which the sales person learns about potential buyerbefore making a call for sale is classified as

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

The process of planning, analysing, controlling and implementing the activities of sales force is classified as

Long-term compensation plans:

Personal selling has ________ communication.

The last step in personal selling process is

Sales and Distribution Management majorly focuses on the___________ aspect of an organization.

Marketing is a ______________ function of transferring goods from producers toconsumers.

Which of the following is the largest retail enterprise in the world?

The strategy of using as many outlets as possible is called ______________.

A channel alternative is described by

…………… is teaching how to do the jobs.

In medium and large firms, one would find the…………….types of organization

........................ was a civil rights leader in South Africa.

In 1964 its leader, ....................., was sentenced to life in prison, and the leadershipwas forced into exile.

..................... founded Cominform in the year 1947 with the purpose of bringingtogether the European communist parties

The Truman Doctrine was an ....................foreign policy to stop Soviet imperialismduring the Cold War.

................................ was born on July 18, 1918 in Mvezo, South Africa.

.......................... led Egypt to secular independence in the 1950s and held the officeof president from 1956 until his death in 1970.

The competition between the Super Powers led to the.......................

On October 1, 1949, Chinese Communist leader ....................declared the creationof the People’s Republic of China (PRC).

Following the Chinese Civil War and the victory of Mao Zedong's Communistforces over the Kuomintang forces of Chiang Kai-shek, who fled to......................

..................... succeeded Motlanthe as South Africa's president in 2009.

....................promoted the construction of the Aswan High Dam (completed theyear he died) and challenged British, French and Israeli forces for control of the Suez Canal, nationalizing the canal in 1956.

..........................took the leadership of all the Communist Countries.

........................ originally known as the Baghdad Pact or the Middle East TreatyOrganization(METO) was formed in 1955 by Iran, Iraq, Pakistan, Turkey, and the United Kingdom.

In 1953 Stalin died and Khrushchev became the President of................

In 1959 the Russian President ...................went on a historical tour to America.

In 1954 .............................took control of Egypt.

The Suez Canal was built by ...................developer Ferdinand de Lesseps.

Direct marketing refers to a communication between the and directly.