Top 150+ Solved Sales Management MCQ Questions Answer

From 121 to 135 of 180

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

  • a. Performance

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

  • b. Sales volumes quotas

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

  • c. Sales Targets

Q. ………………..is a detailed examination of salts volume by territory.

a. Sales control

b. Sales target

c. Sales attribute

d. Sales analysis

  • 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

  • a. Sales records

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

  • b. predisposition or the inward response tendency, that is, force of habit

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

  • d. Territorial sales force

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

  • c. Complex structure

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

  • 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

  • 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

  • c. Closing the sale
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