MCQOPTIONS
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MCQOPTIONS
This section includes 76 Mcqs, each offering curated multiple-choice questions to sharpen your Bachelor of Business Administration (BBA) knowledge and support exam preparation. Choose a topic below to get started.
| 1. |
Sales management is discipline of .benefits a company and its customers receive from the efforts of its sales force. |
| A. | Minimizing |
| B. | Maximizing |
| C. | Controlling |
| D. | None of the above |
| Answer» C. Controlling | |
| 2. |
Sales management is the .of a sales staff, and the tracking and reporting of the company s sales. |
| A. | Strategy |
| B. | Training and management |
| C. | Management |
| D. | None of the above |
| Answer» C. Management | |
| 3. |
Sales management is the .of sales staff, and the tracking and reporting of the company s sales. |
| A. | Management |
| B. | Selling strategy |
| C. | Demonstration |
| D. | Development of human resources |
| Answer» E. | |
| 4. |
In an organization ..is also very useful when technically complex products are in the 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 | |
| 5. |
The scope of sales management is confined not only to self centered corporate goal profit and sales maximization but also to .. |
| A. | Good welfare |
| B. | Consumer welfare |
| C. | Organization welfare |
| D. | Individual welfare |
| Answer» C. Organization welfare | |
| 6. |
From the economic system s point of view, the role of marketing intermediaries is to transform: |
| A. | raw products into finished products. |
| B. | consumer needs into producer needs. |
| C. | consumer needs and wants into product desires. |
| D. | assortments of products made by producers into the assortments wanted by consumers. |
| Answer» E. | |
| 7. |
When the manufacturer establishes two or more channels catering to the same market, then occurs. |
| A. | Vertical channel conflict |
| B. | Horizontal channel conflict |
| C. | Multi channel conflict |
| D. | None of the above |
| Answer» D. None of the above | |
| 8. |
Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms? |
| A. | direct marketing channel |
| B. | indirect marketing channel |
| C. | horizontal channel |
| D. | synthetic channel |
| Answer» C. horizontal channel | |
| 9. |
Through their contacts, experience, specialization, and scale of operation,usually offer the firm more than it can achieve on its own. |
| A. | manufacturers |
| B. | producers |
| C. | direct marketers |
| D. | intermediaries |
| Answer» E. | |
| 10. |
Transporting and storing goods is part of which of the following marketing channel functions? |
| A. | negotiation |
| B. | physical distribution |
| C. | contact |
| D. | matching |
| Answer» C. contact | |
| 11. |
..is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer. |
| A. | A direct marketing channel |
| B. | An indirect marketing channel |
| C. | A channel level |
| D. | A channel switching system |
| Answer» D. A channel switching system | |
| 12. |
..bridges the gap between the market and the productive capacity of the firm. |
| A. | Sales Organization |
| B. | Purchase Department |
| C. | General Manager |
| D. | All of the above |
| Answer» B. Purchase Department | |
| 13. |
The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as . |
| A. | Selling |
| B. | Sales policy |
| C. | Sales programme |
| D. | Sales planning |
| Answer» E. | |
| 14. |
________ facilitate sales to established accounts, they do not actually sell, per se, but rather 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 | |
| 15. |
measures how well a person can perform particular tasks with maximum motivation. |
| A. | Projective tests |
| B. | Test of ability |
| C. | Interest test |
| D. | Test of habitual characteristics |
| Answer» C. Interest test | |
| 16. |
..organization becomes inappropriate in case of rapidly growing organization are those with large sales staff, as growing departments necessitate additional layers of executives to be added. |
| A. | Staff organization |
| B. | Line Organization |
| C. | Parallel organization |
| D. | None of the above |
| Answer» C. Parallel organization | |
| 17. |
Sales organization defines the relation ship between people in the organization in term of authority, responsibility and |
| A. | Accountability |
| B. | Management |
| C. | Controlling the expenses |
| D. | Process |
| Answer» B. Management | |
| 18. |
Sales organization is the .through which a sales manager s philosophy is translated into action |
| A. | Mechanism |
| B. | Tool |
| C. | Technique |
| D. | Strategy |
| Answer» B. Tool | |
| 19. |
The principle of Right man on right job is followed for assigning these activities to different |
| A. | Persons |
| B. | Cities |
| C. | States |
| D. | Departments |
| Answer» B. Cities | |
| 20. |
Designing sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of |
| A. | Designing sales force |
| B. | Sales force management |
| C. | Sales force strategy |
| D. | Structure of sales force |
| Answer» C. Sales force strategy | |
| 21. |
is the group of individual striving jointly to reach certain goals and bearing formal as well as informal relation to each other. |
| A. | Sales organization |
| B. | Joint venture |
| C. | Sole trader |
| D. | None of the above |
| Answer» B. Joint venture | |
| 22. |
There are three interrelated elements of rewards for salespeople. One of the elements is nonfinancial compensation and includes: |
| A. | Recognition dinners, certificates of achievement, and features in sales newsletters |
| B. | Larger accounts and sales territories |
| C. | Personal development opportunities, merit salary increases, and promotions |
| D. | Promotions, certificates of achievement, and larger sales territories |
| Answer» B. Larger accounts and sales territories | |
| 23. |
Which type of e-commerce focuses on consumers dealing with each others? |
| A. | B2B |
| B. | B2C |
| C. | C2B |
| D. | C2C |
| Answer» E. | |
| 24. |
Which of the following activity is explaining how the product meets that person or company s need? |
| A. | Presentation |
| B. | Follow-up |
| C. | Qualifying |
| D. | Prospective |
| Answer» B. Follow-up | |
| 25. |
From management's point of view, what is the advantage of a straight salary compensation plan? |
| A. | With a straight salary plan, selling costs are kept in proportion to sales. |
| B. | The straight salary plan is simple and economical to administer. |
| C. | With a straight salary plan, salespeople have the assurance of positive feedback. |
| D. | A straight salary plan links performance to leadership style. |
| Answer» C. With a straight salary plan, salespeople have the assurance of positive feedback. | |
| 26. |
_________ is the meet the needs of key (usually lare accounts), the goal is to maintain the account. |
| A. | Key account seller |
| B. | Delivery seller |
| C. | Consultative seller |
| D. | New business seller |
| Answer» B. Delivery seller | |
| 27. |
Define forecasting as a systematic attempt to people the future by interference from known facts. |
| A. | Allen |
| B. | Henry fayol |
| C. | American Marketing Association |
| D. | None of the above |
| Answer» B. Henry fayol | |
| 28. |
________ is with there is a buying center,team selling and the use of total quality management. |
| 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 | |
| 29. |
J.A Howard gave a formula for Behavioral Equation B=P*D*K*V What V 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. | intensity of all cues: triggering, product, or informational |
| Answer» E. | |
| 30. |
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 |
| Answer» E. | |
| 31. |
The organization is headed by the managing director who has reporting to him line managers called . |
| A. | Reginal Manager |
| B. | Deputy Manager |
| C. | Head of the department |
| D. | None of the above |
| Answer» B. Deputy Manager | |
| 32. |
Fringe benefit, variable amount, fixed amount, expenses are the part of ___________________ in Salesforce Management. |
| A. | Recruiting |
| B. | Training |
| C. | Supervising |
| D. | Compensating |
| Answer» E. | |
| 33. |
J.A Howard gave a formula for Behavioral Equation B=P*D*K*V What D 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» D. incentive potential, that is, the value of the product or its potential Satisfaction to the buyer | |
| 34. |
___________ is the planning stage, learning about the customer and learning about who makes the final decision. |
| A. | Pre-approach |
| B. | Approach |
| C. | The Needs assessment |
| D. | Prospecting |
| Answer» B. Approach | |
| 35. |
Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________ |
| A. | Approach |
| B. | Pre-approach |
| C. | Handling objections |
| D. | Prospecting and qualifying |
| Answer» D. Prospecting and qualifying | |
| 36. |
Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is |
| A. | AIDA |
| B. | Buying formula theory |
| C. | Selling theory |
| D. | Marketing theory |
| Answer» C. Selling theory | |
| 37. |
Effective and courteous correspondence with customers reflects of the organization to the prospective cutomer. |
| A. | Good image |
| B. | Depreciation |
| C. | Sales |
| D. | Net profit |
| Answer» B. Depreciation | |
| 38. |
Which among the following is a type of cue in Behavioral Theory Equation in personal selling? |
| A. | No triggering cues |
| B. | Triggering cues |
| C. | Information cues |
| D. | All of these |
| Answer» E. | |
| 39. |
A .Is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user. |
| A. | retailer |
| B. | wholesaler |
| C. | distribution channel |
| D. | middleman |
| Answer» D. middleman | |
| 40. |
Which among the following are the methods for handling and overcoming objections in personal selling? |
| A. | Third party compensation |
| B. | Turn an objective into benefit |
| C. | Deny objections tactfully |
| D. | All of these |
| Answer» E. | |
| 41. |
.specialist do not share direct responsibility for result is also resented by some line executives. |
| A. | Staff |
| B. | Manager |
| C. | Department head |
| D. | None of the above |
| Answer» B. Manager | |
| 42. |
_______ is simply a full listing of the names and contact information for all prospects, categorized by how likely they are to purchase the product. |
| A. | Customer research |
| B. | Adaptive selling |
| C. | Sales pipeline |
| D. | Need assessment |
| Answer» D. Need assessment | |
| 43. |
There are three interrelated elements of rewards for salespeople. One of the elements is direct financial rewards and includes: |
| A. | Salary, commission, and career advancement |
| B. | Merit salary increases, commission, and better territory |
| C. | Merit salary increases, bonuses, and commissions |
| D. | Larger sales territories, bonuses, insurance, and a certificate of achievement |
| Answer» D. Larger sales territories, bonuses, insurance, and a certificate of achievement | |
| 44. |
involves identifying activities management feels the salespeople should perform to produce the desired results. |
| A. | SWOT analysis |
| B. | Environmental audit |
| C. | Training analysis |
| D. | Needs assessment |
| Answer» E. | |
| 45. |
_________ is actually support the sales persons, perform the promotional activities and work with training and education (may work directly with customer). |
| A. | Sales support |
| B. | Key account seller |
| C. | Delivery seller |
| D. | Missionary seller |
| Answer» B. Key account seller | |
| 46. |
__________________ involves the use of satisfied customers to convince the buyer of the effectiveness of the salesperson s product. |
| A. | Demonstration |
| B. | Guarantees |
| C. | Trail orders |
| D. | Reference selling |
| Answer» E. | |
| 47. |
Which of the following is NOT an example of behavioral measures used to evaluate salespeople? |
| 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. | |
| 48. |
Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing. |
| A. | Approach |
| B. | Handling objections |
| C. | Pre-approach |
| D. | Prospecting and qualifying |
| Answer» E. | |
| 49. |
__________________________ is the most effective promotional tool in making buyers preferences, convictions and most importantly actions. |
| A. | Personal selling |
| B. | Promotion mix |
| C. | Dealers promotion method |
| D. | Sales promotion |
| Answer» B. Promotion mix | |
| 50. |
Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell its 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 | |