Top 150+ Solved Sales Management MCQ Questions Answer
Q. In which method does the net profits will increase when additional salespeople are added, If the increase in the amount of sales revenue exceed the incremental costs?
a. Workload
b. Sales potential (or breakdown)
c. Incremental
d. None of the above
Q. An effective sales plan objective should be:
a. Precise, measurable, and time specific.
b. General, measurable, and flexible.
c. Profitable, subjective, and measurable.
d. Precise, profitable, and flexible.
Q. If a company chooses to employ its own sales force, the three organizational structures itmay use are:
a. Dollar volume, geography, and customer.
b. Geography, customer, and product.
c. Geography, market size, and product.
d. Market size, product, and customer.
Q. ………………is teaching how to do the jobs.
a. Sales personnel
b. Sales target
c. Sales force training
d. Induction
Q. Which of the following is NOT one of the major factors affecting how compensation isstructured for a sales force?
a. wage level in relation to salespeople in other organizations in the industry
b. salesperson's individual wage
c. wage structure for the sales force
d. number of new customers in each sales territory
Q. Which of the following elements is NOT used for determining the size of a sales force inthe workload method?
a. Number of salespeople.
b. Number of customers.
c. Length of an average call.
d. Number of years in sales experience
Q. The most frequently used type of compensation plan is a:
a. Straight salary compensation plan.
b. Straight commission compensation plan.
c. Combination compensation plan.
d. Weighted compensation plan.
Q. In medium and large firms, one would find the………………types of organization
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Q. The first step in determining how a firm's sales force compensation program will bestructured is to determine the:
a. Wage level relative to salespeople in other organizations in the industry
b. Salesperson's individual wage
c. Wage structure for the sales force
d. Number of new customers in each sales territory
Q. When commission is combined with a base salary it is known as………………
a. Commission based compensation plans
b. Straight salary compensation plan
c. Territory volume compensation plans
d. Profit margin/ revenue based sales compensation plans
Q. There are three interrelated elements of rewards for salespeople. One of the elements isnonfinancial compensation and includes:
a. Recognition dinners, certificates of achievement, and features in sales newsletters
b. Larger accounts and sales territories
c. Personal development opportunities, merit salary increases, and promotions
d. Promotions, certificates of achievement, and larger sales territories
Q. Research relating sales people’s personal characteristics to sales aptitude and job performance suggests there is no single set of traits and abilities that sales managers can use as criteria for deciding what kind of recruits to hire is known as…………..
a. Job analysis
b. Physical examination
c. Projective tests
d. Training
Q. All of the following would be major sales force management decision steps EXCEPT:
a. Designing sales force strategy and structure.
b. Supervising salespeople.
c. Global management and marketing structures.
d. Recruiting and selecting salespeople.
Q. In which organizational structure, all sales personnel receive direction from, and areaccountable to different executives, on different aspects of their work?
a. Line sales organization
b. Line and staff sales organization
c. Functional sales organization
d. None of the above
Q. Which of the following WOULD NOT be a method of establishing sales force structure?
a. Territorial sales force structure.
b. Lifestyle sales force structure.
c. Product sales force structure.
d. Customer sales force structure.