Sales and Distribution Management

Sales and Distribution Management

LIST OF ATTEMPTED NEW PATTREN QUESTIONS AND ANSWERS -2010-11

1.      Question:-                                            Correct Answer

                   1-Physiological needs -     1- Food, shelter, love etc

                           2-Safety needs -                2- Security of jobs, medical

                           3- Social needs -                3- Acceptance among peers and

                           4-Esteem needs -              4- Recognition status

2. Question:-In companies in which date-----------in business units, the implementation of a key account program passes though the account selection problem.

Correct Answer:-Decentralized

3. Question:-It includes not only information about activities but also information about number of customers, volumes of sales, diversity of products sold, and geographical area covered is

Correct Answer:-Sales job description

4. Question;- in full staff contests, a sales is competing against_______ .

Correct Answer:-  Itself

5. Question:  Distribution of the company`s expected total sales into various territories as budget is called as

Correct Answer: - distribution approach

6. Question : Multimodal transport implies the safe and efficient movement of goods

Correct Answer :- TRUE

7. Question:-  Retailing is defined -----------to consumers for their personal use

Correct Answer :- Selling products

8. Question:- Sales training improves the overall effectiveness of training by

Correct Answer;- 1 Applying it universally throughout the companies entire sales

                            2 Sales support

                            3 Marketing organization

9. Question:- In order to deliver a broader base of value effectively, the interpersonal contact between the buying and selling firms must extend beyond the. 

Correct Answer;- salesperson- purchaser relationship

10. Question:- The supporting functions of promotion are.

Correct Answer;- advertising

                           Sales promotion

                           Product development

11. Question:- A  key account can be defined as customer in a B2B market identified by a selling as of

Correct Answer;-Strategic importance

12. Question:-Direct expenses can ne separately traced to individual.

Correct Answer; Sales personnel

                           Sales territories

                            Deparments

13. Question:- A warehouse does not provide protection to goods from loss or damage

Correct Answer; FALSE

14. Question:-sales analysis lays the foundation for more extensive analysis of----------- form which performance efficiency and profitability can be determined.

Correct Answer; sales cost

15. Question:- very few companies use job evaluation systems to determine the relative values of individual jobs

Correct Answer; TRUE

16. Question:-                                Correct Answer

(1 ) Preventative main tainence      -  1) ensures un broken production

(2) Revised plant layout                 – 2) redesigned to minimize handing .

(3) Supplier liaison                          – 3) extension of JIT to suppliers.

(4) Total quality control                - 4) systems for identifying and.

17. Question:- physical distribution involves all activities involved in

Correct Answer;

1) Planning

2) Implementing

                         3) Controlling

18. Question:- Physical distribution involves all activities involved in

Correct Answer; 1) planning

                           2) Controlling

19. Question:- When certain popular items were in short supply the prices automatically raised.

Correct Answer; TRUE

20. Question:- Wifi allows the salesperson to retrieve the needed information at any time.

Correct Answer- TRUE

21. Question:- ________ is a set of individuals who come together and jointly strive to achieve qualitative and quantitative objectives.

Correct Answer- sales organization

22. Question:- Sales people are trained to sell effectively and sales managers are trained to

Correct Answer- manages effectively.

23. Question:- the role of a field sales manager is expanding to

Correct Answer- 1) sales forecasters

                          2) Market analysis and planners

                          3) Establishing long –term relationships

24. Question:- The competitive environment mandates that sellers not only sell but also

Correct Answer- Serve

25 Question:- More number of salespersons are required for ………….then any other selling

Correct Answer- Promotion

26 Question:- Some of the objectives of KAM for customers are

Correct Answer-  1 ability to raise individual profile

                           2. increased end users

                           3. provide resource input

27 Question:- Sales analysis can be done on the basis of

Correct Answer- Total sales volume

28 Question:- Many retailers find traditional mass primitive methods of advertising such as

Correct Answer-  1, through newspaper

                           2, through television

                           3,  internet

29 Question:- sales force size is the forecasted sales divided by

Correct Answer- sales per salesperson

29 Question:-  the major applications of sales analysis are

Correct Answer- 1, development of sale performance measures

                          2 ,  evaluation of market position

                         3, production planning and inventory control

30 Question:- in a structure with geographic specialization each …………. Can be treated as a separate profit centre

Correct Answer- territorial unit

31 Question:- One of the disadvantages of product specialization is that it increases

Correct Answer- cost of executives and sales personnel

32 Question:- Railway transport involves heavy of life as well as goods in case of accident

Correct Answer- FALSE

33 Question:- The exercise of influence over others by some one in an official position of authority is

Correct Answer- Formal leadership

34 Question:- KAM provides a simple method for increasing profits by correct

Correct Answer- customer and relationship management

35 Question:- span of executive control should be reasonable

Correct Answer- TRUE

36 Question:- Represent the small individually owned and operated retail outlets

Correct Answer- morn –and pop

36 Question:-the supporting functions of promotion are:-

Correct Answer- 1, advertising

                           2, sales proration

                           3, product development

36 Question:- controlled _________ Marketing leading to personal selling is a useful mechanism for introducing consumers to new products.

Correct Answer- word-of-mouth

37 Question:- Retailers invest considerably in the inventory of large varieties running into thousands of stock keeping units

Correct Answer- TRUE

38 Question:- the account screening criteria can be

Correct Answer- 1, we can create considerable barrier to entry by serving the customer

                           2, customer relationship based on more then price negotiation

                           3, potential for growth greater then the current major clients

39 Question:- Examples of activity quotas include

Correct Answer-1,  number of letters to potential accounts

                       2, number of product demonstrations

                         3,  number of calls on new accounts, number of submitted propasals

40 Question:- modern selling and management techniques were refined by

Correct Answer- John Henry Paterson

41 Question:- The unofficial exercise of influence over others through competence, trust and respect is

Correct Answer- informal leadership

42 Question:- To make sales jobs more interesting and fun is the purpose of holding sales contests

Correct Answer- TRUE

43 Question:- 1,  Product line …………….1, Product mix

                            2, 80-20 principle…………2, pareto principle

                            3, performance index……3, percentage achievement of the

                            4, variance analysis………4, Assess contribution of each

44 Question:- the sales analysis starts with the analysis of the …………for the organization for the current as wall as past years.

Correct Answer- total sales

45 Question:- A sales organization is place for…………and a structure of human relationships

Correct Answer- team and cooperative efforts

46 Question:-  Iceberg problems usually arise when marketing and sales activities are evaluated using

Correct Answer-aggregate or general sales figures

47 Question:-Pareto,s principle can be a very effective tool to help

Correct Answer- manage effectively

48 Question:- market surveys are conducted to establish

Correct Answer-1, demand

                         2, customer needs

                        3, preferences