Top 150+ Solved Sales Management MCQ Questions Answer
Q. The organization is headed by the managing director who has reporting to him linemanagers called …………….
a. Reginal Manager
b. Deputy Manager
c. Head of the department
d. None of the above
Q. Which is not a way that sales forces differs from other employees?
a. Salespeople set their hours of working
b. Salespeople represent their company to customers and to society in general
c. The Sales Force is largely responsible for implementing a firm's marketing strategies in the field
d. Sales people are among the few employees authorized to spend company funds
Q. _________ is actually support the sales persons, perform the promotional activities andwork with training and education (may work directly with customer).
a. Sales support
b. Key account seller
c. Delivery seller
d. Missionary seller
Q. ________ facilitate sales to established accounts, they do not actually sell, per se, butrather 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
Q. Which is the following is the correct sequence for coporate selling.
a. Pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment, and follow up
b. Follow up, prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gain commitment
c. Presentation, prospecting, pre-approach, approach, need assessment, meeting objective, gain commitment and follow up
d. Prospecting, pre-approach, approach, need assessment, presentation, meeting objective, gaining commitment and follow up
Q. Which one is not a multiple realtionship strategies.
a. Multiple Relationship Strategy
b. All our multiple relationship strategies
c. Consultative Selling
d. Transactional Selling
Q. ………………involves identifying activities management feels the salespeople should performto produce the desired results.
a. SWOT analysis
b. Environmental audit
c. Training analysis
d. Needs assessment
Q. Which of the following is NOT an example of behavioral measures used to evaluatesalespeople?
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
Q. Which are the most basic forms of the sales organization?
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Q. Companies engage in sales training to:
a. increase absenteeism and turnover
b. increase selling costs
c. decrease sales volume
d. change or reinforce behavior that makes salespeople more efficient
Q. The formula N = S/P (1 + T) is for………………
a. Workload
b. Sales potential (or breakdown)
c. Incremental
d. None of the above
Q. The sales force can play a central role in achieving a marketing orientation strategy, by
a. Maintaining infrequent contact with customer
b. Collecting and disseminating market information
c. Focusing on cutting costs
d. Following the competition's lead
Q. From management's point of view, what is the advantage of a straight salary compensationplan?
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.
Q. The most critical impact to a sales organization affected by down-sizing is that:
a. The sales team is de-motivated
b. The company must recalculate sales budgets
c. The sales workload must be redistributed
d. Customers may change suppliers due to severed relationship with salesperson
Q. The three major tasks involved in the implementation stage of the sales management process are:
a. salesforce recruitment and selection, salesforce training, and salesforce motivation and compensation.
b. Developing account management policies, implementing the account management policies, correcting the account management policies.
c. Setting sales objectives, organizing the salesforce, and developing account management policies.
d. Organizing the salesforce, quantitative assessment, and follow-up.