Top 50+ Solved Introduction to Sales Management MCQ Questions Answer
Q. 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
Q. Using manufacturer’s representatives or sales branches is usually a characteristic of whichof the following channel forms?
a. business marketing channels
b. customer marketing channels
c. service marketing channels
d. direct marketing channels
Q. Transporting and storing goods is part of which of the following marketing channelfunctions?
a. negotiation
b. physical distribution
c. contact
d. matching
Q. The benefits of marketing channels are………..
a. Cost saving
b. Time saving
c. Financial support given
d. All of above
Q. ……………..is a layer of intermediaries that performs some work in bringing the product andits ownership closer to the buyer.
a. A direct marketing channel
b. An indirect marketing channel
c. A channel level
d. A channel switching system
Q. Which of the following statements about sales force management is true?
a. The sales force is the firm's most direct link to the customer
b. The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
c. As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
d. Personal selling is usually less expensive than advertising
Q. With respect to a channel of distribution, the number of intermediary levels within thechannel indicates the of a channel.
a. width
b. depth
c. length
d. similarity
Q. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
a. Corporate vertical marketing systems
b. Contractual vertical marketing systems
c. Administered vertical
d. None of the above
Q. Which of the following statements about the sales force in the 21st century is true?
a. Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
b. Transactional exchanges no longer occur
c. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
d. Salespeople make little use of the Internet because they realize the importance of the personal touch
Q. ……………….Is a marketing channel that has no intermediary levels.
a. direct marketing channel
b. indirect marketing channel
c. forward channel
d. hybrid channel
Q. The difference between transactional selling and relationship selling is
a. In transaction, selling buyers must pay cash
b. In relationship selling, buyers and sellers must be related
c. In transaction selling, sellers provide greater service
d. In relationship selling, sellers work to provide value to their customers
Q. A…………….Is a set of interdependent organizations involved in the process of making aproduct or service available for use of consumption by the consumer or business user.
a. retailer
b. wholesaler
c. distribution channel
d. middleman
Q. The work of setting up objectives for selling activities, determining and scheduling thesteps necessary to achieve these objectives is known as………….
a. Selling
b. Sales policy
c. Sales programme
d. Sales planning
Q. .Karen is studying the potential for selling her company's products in China. As part of heranalysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's
a. Natural conditions
b. Technological feasibility
c. Social and cultural norms
d. Distribution structure