Top 50+ Solved Managing the Sales Force MCQ Questions Answer
Q. Earning 20% return on investment is an example of which strategic marketing planning.
a. Objective
b. Tactics
c. Neither
d. Strategy
Q. __________ is how the products will benefit the company.
a. New business seller
b. Key account seller
c. Missionary seller
d. Consultative seller
Q. In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names.
a. Company source
b. External referral agencies
c. Published directories
d. Customer referrals
Q. _________ is work for a manufacturer and call on customers to provide productinformation, may be involved in promotional activities. (Ex: pharmaceutical reps)
a. Sales support
b. New business seller
c. Delivery seller
d. Missionary seller
Q. ___________ is the planning stage, learning about the customer and learning about whomakes the final decision.
a. Pre-approach
b. Approach
c. The Needs assessment
d. Prospecting
Q. Selling has been around for years, according to history, which one is not a form of selling?
a. Canvassers
b. Book Agents
c. Bookies
d. Peddlers
Q. Which is a level that is found amongst sales managers?
a. Coordinator
b. CEO
c. District Manager
d. Regional President
Q. ________ 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
Q. _______ 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
Q. Prospecting involves two components _____________ and ___________.
a. Task finding and task orientation
b. Identifying leads and qualifying leads
c. Task finding and qualifying leads
d. Identifying leads, task finding
Q. _________ is the meet the needs of key (usually lare accounts), the goal is to maintainthe account.
a. Key account seller
b. Delivery seller
c. Consultative seller
d. New business seller
Q. _________ is when unannounced calls are made
a. Cold canvassing
b. Published directories
c. Company sources
d. Networking
Q. ________ is knowing what is needed as new products are being developed
a. Significant teamwork
b. Open Communication
c. Customers and the planning process
d. Integration of Marketing
Q. A manager are team leaders but can fail if _____________________________
a. Treat sales personnel as equals
b. Exceed customer expectations by bringing additional value
c. Don't have structure and discipline
d. Work closely with internal departments
Q. In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________
a. Original questions
b. None of the answers
c. Task oriented questions
d. Confirmatory questions