Top 50+ Solved Introduction to Sales Management MCQ Questions Answer
Q. Mr. Narayan, the new national sales manager is learning about the internal organizationalenvironment in her company. She will learn about all of the following EXCEPT
a. Human resources
b. Financial resources
c. Service capabilities
d. Social and cultural environment
Q. Which is not a strategic role of sales management?
a. Tracking
b. Reporting
c. Delivery
d. Optimizes distribution
Q. John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily in the area of:
a. Determining compensation and incentives
b. Equal treatment in hiring and promotion
c. Respect for individuals in supervisory and training programs
d. Fairness in the design of sales territories
Q. large marketing intermediary, but not as large as a sole selling agent in terms of size,resources and territory of operation is known as………………..
a. Wholesaler
b. Sole selling agent
c. Direct marketing channel
d. Semi-wholesalers
Q. Many firms use environmental scanning to assess their external environment.Environmental scanning should be used to
a. Respond to current crises
b. Identify future threats and opportunities
c. Determine personnel performance
d. Allocate financial resources
Q. Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:
a. Determining compensation and incentives
b. Equal treatment in hiring and promotion
c. Respect for individuals in supervisory and training programs
d. Fairness in the design of sales territories
Q. What is the full form of CIS?
a. Channel information system
b. Channel induced system
c. Channel information system
d. Channel incorporated system
Q. Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?
a. A longer than usual distribution channel due to a rail strike
b. Consumer trend toward treating gardens like another room
c. The popularity of metal lawn furniture that looks vintage rather than newly bought
d. A flood at the manufacturer's main warehouse
Q. What is the full form of VMS?
a. Velocity moving system
b. Vertical marketing system
c. Vertical moving system
d. Very moveable system