Top 150+ Solved Sales Management MCQ Questions Answer
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
Q. ________ is with there is a buying center,team selling and the use of total qualitymanagement.
a. Integration of marketing
b. Integrating of production and sales
c. Significant teamwork
d. Customers and the planning process
Q. Which of the following provides the backbone of marketing?
a. Sales forecasting
b. Profit forecasting
c. Market targeting
d. Market segmentation
Q. The types of sales forecasting include
a. Micro forecasting
b. Macro forecasting
c. Both (1) and (2)
d. Minor forecasting
Q. Macro forecasting is concerned with forecasting markets in
a. Fragmentation
b. Segmentation
c. Totality
d. Partiality
Q. Micro forecasting determines
a. Product's market share
b. Price's market share
c. Place's market share
d. Product's price
Q. The type of forecasting is selected on the basis of
a. Degree of accuracy
b. Availability of data
c. Time horizon
d. All of the above
Q. Which of the following is/are the type of sales forecast on the basis of time frame
a. Short range
b. Long range
c. Perspective planning forecast
d. All of the above
Q. Sales forecasting involves study of
a. Sales planning
b. Distribution outlets
c. Consumer needs and demands
d. All of the above
Q. Sales forecasting involves
a. Sales Planning
b. Sales Pricing
c. Distribution channels
d. Consumer tastes