2331 + Mcqs in Management Page 7 McqOptions

301.	What are the objectives of personal selling?
A.	Distinguish the various phase of selling process.
B.	Close a sale
C.	Know how to deal with buyer
D.	All of these
Answer» E.

Discussion

302.	Which of the following elements is NOT used for determining the size of a sales force inthe 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

303.	______ is business sell lists of prospects.
A.	Cold canvassing
B.	Company sources
C.	External referral agencies
D.	Published directories
Answer» D. Published directories

Discussion

304.	Which of the following is NOT one of the major factors affecting how compensation isstructured 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

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

Discussion

306.	………………..are maintained by accounting department sales organization. These recordsare made of salesmen’s reports.
A.	Sales records
B.	Sales reports
C.	Sales analysis
D.	None of the above
Answer» B. Sales reports

Discussion

307.	One of the objective of sales organization is ………….
A.	To build team work
B.	To maintain co-relation
C.	To increase managerial efficiency
D.	None of the above
Answer» D. None of the above

Discussion

308.	Which of the following are the way of approach?
A.	Phone
B.	email
C.	In person
D.	All of the above
Answer» E.

Discussion

309.	………….of the following are the steps of traditional selling strategy?
A.	Prospective
B.	Qualifying
C.	Approach
D.	All of the above.
Answer» E.

Discussion

310.	What is the purpose of alliances created by travel companies?
A.	Reduce purchasing cost
B.	Increase sales
C.	both a and b
D.	None of a and b
Answer» D. None of a and b

Discussion

311.	The selling concept by which sellers and buyers come in direct contact is
A.	Sales promotion
B.	Personal selling
C.	Public relation
D.	Promotion mix
Answer» C. Public relation

Discussion

312.	Which of the following provides the backbone of marketing?
A.	Sales forecasting
B.	Profit forecasting
C.	Market targeting
D.	Market segmentation
Answer» B. Profit forecasting

Discussion

313.	According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.
A.	Rachman & Romane
B.	B.R.Canfield
C.	Hampton & Zubin
D.	American marketing Association
Answer» B. B.R.Canfield

Discussion

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

Discussion

315.	In an organization ………………..is also very useful when technically complex products are inthe 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

316.	________ facilitate sales to established accounts, they do not actually sell, per se, butrather 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

317.	What P 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» C. present drive level

Discussion

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

Discussion

319.	Which of the following is NOT an example of behavioral measures used to evaluatesalespeople?
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

320.	What is the next step after “Need and Problem identification” in personal selling process?
A.	The opening
B.	Presentation and demonstration
C.	Dealing with objectives
D.	Negotiation
Answer» C. Dealing with objectives

Discussion

321.	A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is
A.	Product sales force
B.	Customer sales force
C.	Complex structure
D.	Territorial sales force
Answer» E.

Discussion

322.	A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ………….gaps that separate goods and services from those who would use them.
A.	possession
B.	profit
C.	image
D.	psychological
Answer» B. profit

Discussion

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

Discussion

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

Discussion

325.	While developing ________________________ salesperson must know about thecharacteristics desired of the salespeople by buyers.
A.	Presentation skills
B.	Selling skills
C.	Personal selling skills
D.	Marketing skills
Answer» D. Marketing skills

Discussion

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

Discussion

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

Discussion

328.	_________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson.
A.	Demonstration
B.	Guarantees
C.	Trail orders
D.	Reference selling
Answer» C. Trail orders

Discussion

329.	The amin objective of sales management are ………………
A.	Decrease in profits and continuous growth
B.	Increase in profits and stagnant growth
C.	Increase in profits and continuous growth
D.	Decrease in profits and stagnant growth
Answer» D. Decrease in profits and stagnant growth

Discussion

330.	Which among the following is not any stage of personal selling process?
A.	The opening
B.	Need and problem identification
C.	Selling the product
D.	Negotiation
Answer» D. Negotiation

Discussion

331.	…………….is set for an individual salesperson, geographical areas, product lines ordistributive 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

332.	Benchmark' means
A.	Sales performance measurement
B.	Marks given to salesperson
C.	Appraisal
D.	Standard values for comparison
Answer» E.

Discussion

333.	Which is a level that is found amongst sales managers?
A.	Coordinator
B.	CEO
C.	District Manager
D.	Regional President
Answer» D. Regional President

Discussion

334.	………………….organization is extensively used in similar firms are those dealing in a narrowproduct 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

335.	___________________ reduces risk because they prove the benefits of the product.
A.	Demonstration
B.	Guarantees
C.	Trail orders
D.	Reference selling
Answer» B. Guarantees

Discussion

336.	One of the long term objectives of forecasting is to provide…………
A.	Long term production
B.	Plant capacity
C.	Labour
D.	Short term production
Answer» D. Short term production

Discussion

337.	________ is realizing upon making the call that the information needs to be reassessed.
A.	Needs assessment
B.	Sales pipeline
C.	Adaptive selling
D.	Pre-approach
Answer» D. Pre-approach

Discussion

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

339.	What is the final step of traditional selling strategy?
A.	Following-up
B.	Closing the sales
C.	Approach
D.	Pre approach.
Answer» B. Closing the sales

Discussion

340.	Company XYZ is a manufacture of motors and pumps employs regional salesperson to sellits 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

341.	The … …………….organization is the basic form of sales organization.
A.	Line sales
B.	Credit sales
C.	Credit purchase
D.	Co-operative societies
Answer» B. Credit sales

Discussion

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

Discussion

343.	The type of forecasting is selected on the basis of
A.	Degree of accuracy
B.	Availability of data
C.	Time horizon
D.	All of the above
Answer» E.

Discussion

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

Discussion

345.	Sales department helps the organization in increasing …………………
A.	Raw material Purchase
B.	Decision making
C.	Credit sales
D.	Sales Volume
Answer» E.

Discussion

346.	Sales management achieves personal selling objectives through ……………
A.	Personal Selling Strategy
B.	Interpersonal selling strategy
C.	Selling strategy
D.	None of the above
Answer» B. Interpersonal selling strategy

Discussion

347.	………….is the fundamental guiding principle of sales management.
A.	Customer delight
B.	Customer orientation
C.	Client satisfacation
D.	None of the above
Answer» B. Customer orientation

Discussion

348.	Macro forecasting is concerned with forecasting markets in
A.	Fragmentation
B.	Segmentation
C.	Totality
D.	Partiality
Answer» D. Partiality

Discussion

349.	What is the next step after “closing the sale” in personal selling process?
A.	The opening
B.	Need and problem identification
C.	Closing the sale
D.	Follow up
Answer» E.

Discussion

350.	A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.
A.	Organization report
B.	Sales Audit
C.	Organization forecast
D.	Sales report
Answer» C. Organization forecast

Discussion

Explore topic-wise MCQs in UGC-NET.

What are the objectives of personal selling?

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

______ is business sell lists of prospects.

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

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

………………..are maintained by accounting department sales organization. These recordsare made of salesmen’s reports.

One of the objective of sales organization is ………….

Which of the following are the way of approach?

………….of the following are the steps of traditional selling strategy?

What is the purpose of alliances created by travel companies?

The selling concept by which sellers and buyers come in direct contact is

Which of the following provides the backbone of marketing?

According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.

The organization is headed by the managing director who has reporting to him linemanagers called …………….

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

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

What P stands for?

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

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

What is the next step after “Need and Problem identification” in personal selling process?

A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is

A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ………….gaps that separate goods and services from those who would use them.

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

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

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

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

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

_________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson.

The amin objective of sales management are ………………

Which among the following is not any stage of personal selling process?

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

Benchmark' means

Which is a level that is found amongst sales managers?

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

___________________ reduces risk because they prove the benefits of the product.

One of the long term objectives of forecasting is to provide…………

________ is realizing upon making the call that the information needs to be reassessed.

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

What is the final step of traditional selling strategy?

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

The … …………….organization is the basic form of sales organization.

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

The type of forecasting is selected on the basis of

Which among the following is a type of cue in “Behavioral Theory Equation” in personalselling?

Sales department helps the organization in increasing …………………

Sales management achieves personal selling objectives through ……………

………….is the fundamental guiding principle of sales management.

Macro forecasting is concerned with forecasting markets in

What is the next step after “closing the sale” in personal selling process?

A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.