Top 150+ Solved Sales Management MCQ Questions Answer
Q. One of the purpose of sales quota is to evaluate the ……………….
a. Performance
b. Goals and incentives
c. Salesperson activities
d. None of the above
Q. …………….is set for an individual salesperson, geographical areas, product lines ordistributive outlet or for any one or more of these on combination.
a. Past sales
b. Sales volumes quotas
c. None of the above
d. Total market estimates
Q. A………is a goal set for a salesperson or sales department measured in revenue or unitssold for a specific time.
a. Sales forecasting
b. Sales quotas
c. Sales Targets
d. None of the above
Q. ………………..is a detailed examination of salts volume by territory.
a. Sales control
b. Sales target
c. Sales attribute
d. Sales analysis
Q. ………………..are maintained by accounting department sales organization. These recordsare made of salesmen’s reports.
a. Sales records
b. Sales reports
c. Sales analysis
d. None of the above
Q. A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.
a. Organization report
b. Sales Audit
c. Organization forecast
d. Sales report
Q. Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________.
a. Approach
b. Pre-approach
c. Follow-up
d. Closing
Q. What P stands for?
a. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
b. predisposition or the inward response tendency, that is, force of habit
c. present drive level
d. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Q. A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is
a. Product sales force
b. Customer sales force
c. Complex structure
d. Territorial sales force
Q. Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called
a. Approach
b. Follow- up
c. Closing
d. Pre-approach
Q. Companies using team of salespeople specialized in sales, marketing, engineering, financeand technical support used for managing complex accounts is known as
a. Outside sales force
b. Inside sales force
c. Telemarketing
d. Team selling
Q. The salespeople of sales force sell their product may be relevant to a wide variety ofproducts, types of customers, and broad geographic area.
a. Product sales force
b. Customer sales force
c. Complex structure
d. Territorial sales force
Q. The salespeople who travel to call on customers is known as
a. Outside sales force
b. Field sales force
c. Inside sales force
d. Both 1 and 2
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*VWhat V stands for?
a. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
b. predisposition or the inward response tendency, that is, force of habit
c. present drive level
d. intensity of all cues: triggering, product, or informational
Q. What is the next step after “negotiation” in personal selling process?
a. The opening
b. Need and problem identification
c. Closing the sale
d. Dealing with objectives