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
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