Top 150+ Solved Sales Management MCQ Questions Answer
Q. In which type of compensation plan there is no incentives?
a. Commission based compensation plans
b. Straight salary compensation plan
c. Territory volume compensation plans
d. Profit margin/ revenue based sales compensation plans
Q. Tests of intelligence tests are known as…………………
a. Projective tests
b. Tests of habitual characteristics
c. Tests of ability
d. Achievement tests
Q. There are three interrelated elements of rewards for salespeople. One of the elements isdirect financial rewards and includes:
a. Salary, commission, and career advancement
b. Merit salary increases, commission, and better territory
c. Merit salary increases, bonuses, and commissions
d. Larger sales territories, bonuses, insurance, and a certificate of achievement
Q. Which is of these is how sales is in the 21st Century?
a. Keep tabs on changing technologies
b. Treat sales personnel as equals
c. Executive selling for high level accounts
d. Work closely with internal departments
Q. Which is a way to move toward relationship selling versus transactional selling?
a. All of the above a ways to move toward relationship selling
b. Price for profit
c. Retain Accounts
d. Preferred Suppliers
Q. ______ is business sell lists of prospects.
a. Cold canvassing
b. Company sources
c. External referral agencies
d. Published directories
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