Top 50+ Solved Introduction to Sales Management MCQ Questions Answer
Q. 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
Q. According to ………………sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.
a. Rachman & Romane
b. R.Canfield
c. Hampton & Zubin
d. American marketing Association
Q. 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
Q. Sales management achieves personal selling objectives through ……………
a. Personal Selling Strategy
b. Interpersonal selling strategy
c. Selling strategy
d. None of the above
Q. Sales management is the …………….of a sales staff, and the tracking and reporting of thecompany’s sales.
a. Strategy
b. Training and management
c. Management
d. None of the above
Q. Sales management is the ………………….of sales staff, and the tracking and reporting of thecompany’s sales.
a. Management
b. Selling strategy
c. Demonstration
d. Development of human resources
Q. The scope of sales management is confined not only to self centered corporate goal profitand sales maximization but also to ……………..
a. Good welfare
b. Consumer welfare
c. Organization welfare
d. Individual welfare
Q. ………….is the fundamental guiding principle of sales management.
a. Customer delight
b. Customer orientation
c. Client satisfacation
d. None of the above
Q. 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
Q. One of the element of sales planning is to ………for selling activities.
a. Set objectives
b. Schedule objectives
c. Track Objectives
d. None of the above
Q. Avon, Amway, and Tupperware use which of the following forms of channel distribution?
a. direct marketing channel
b. indirect marketing channel
c. forward channel
d. fashion channel
Q. From the economic system’s point of view, the role of marketing intermediaries is totransform:
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.
Q. 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
Q. 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
Q. Through their contacts, experience, specialization, and scale of operation,usually offer thefirm more than it can achieve on its own.
a. manufacturers
b. producers
c. direct marketers
d. intermediaries