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true/false
question the key to successful leaders is their non-commitment.
correct answer false
your answer false
true/false
question merchandising policies for key accounts at the retail outlets display layout and point of
sale material.
correct answer true
your answer true
your answer order - delivery cycle time , consistency & reliability of delivery
true/false
question accuracy of forecasts are not analysed to determine how forecasting techniques can be
improved & & better forecasts obtained in the future months.
correct answer true
your answer true
manufacturer's representative. manufacturer's agents, who are paid commission on sales they
generate. manufacturer's agents, who are paid commission on sales they generate.
technical specialists work with sales representative to provide technical advice & information before,
during & after the purchase. work with sales representative to provide technical advice & information
before, during & after the purchase.
customer service representative. assist in installation, maintenance & regular servicing of products.
assist in installation, maintenance & regular servicing of products.
inside sales person. sell from office via telephone. sell from office via telephone.
your answer credibility in the society , collecting relevant information , analyzing the information
true/false
question a 'sales territory' is a configuration of current and potential accounts, for which
responsibility has been assigned to a particular sales representative.
correct answer true
your answer true
true/false
question there has to be a reciprocal relationship between the leader and his followers.
correct answer true
your answer true
true/false
question compensation levels for sales personnel are related to external supply and demand
factors.
correct answer true
your answer false
select the blank
question the retail outlets have location advantage in that they save the consumer's ________.
true/false
question quality of display influences consumer purchasing decisions.
correct answer true
your answer true
your answer foreign market subsidiary , independent export company , foreign branch office network
to facilitate performance evaluation.set daily / weekly / monthly goals. set daily / weekly / monthly goals.
sales territories. provide intensive market coverage. provide intensive market coverage.
inadequate sales territories. split territories. split territories.
true/false
question extended socialization involves long term training, job rotation and corporate social
activities.
correct answer true
your answer true
true/false
question direct costs allocation to various product groups should be done in a logical fashion.
true/false
question in semi structured interviews, the interviewer has a pre-planned list of major questions
but allows time for interaction and discussion.
correct answer true
your answer true
true/false
question marketing & sales have been revolutionized by the concepts like unitization, palletisation
& containerization.
correct answer false
your answer false
true/false
question the sales potential is the minimum sales that can be attained with perfect selling
conditions.
correct answer false
your answer true
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
labour relations option of flexible working hours public seats on board of directors
government relations business control through political action business control through political
action
true/false
question distribution points are independent vending centers rather than buying centers.
correct answer false
your answer true
true/false
question marketing & sales have been revolutionized by the concepts like unitization, palletisation
& containerization.
correct answer false
your answer false
true/false
question major accounts are called 'lock accounts'.
correct answer false
your answer true
true/false
question in centralized training programs, the trainees do not quickly get acquainted with each
other.
correct answer false
your answer true
true/false
question bonus always appear with one of the three main sales compensation methods.
correct answer true
your answer true
multiple choice single answer
question heavy expenditure on selling & travel to collect the orders, lead-time between receiving
orders, manufacturing & supply, orders do not come in time, non accuracy of forecasts are the drawbacks of
:-
correct answer supplier inventory management system
your answer supplier processing management system
organizing creating job description & recruiting sales people creating job description & recruiting
sales people
analyzing involves activities of reviewing sales records & sales persons performance involves
activities of reviewing sales records & sales persons performance
planning establishing & transmitting to the sales people objectives & strategies establishing & transmitting
to the sales people objectives & strategies
evaluating creating performance standards & take remedial actions creating performance
standards & take remedial actions
true/false
question in 'salary plus incentive' compensation plan, income includes expense allowance also.
true/false
question prospecting is providing products to customers.
correct answer false
your answer false
true/false
question the sales potential is the minimum sales that can be attained with perfect selling
conditions.
correct answer false
your answer true
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
labour relations option of flexible working hours public seats on board of directors
government relations business control through political action business control through political
action
true/false
question distribution points are independent vending centers rather than buying centers.
correct answer false
your answer true
true/false
question new recruits need not be taught company's policies.
correct answer false
your answer false
true/false
question in a relationship of equality, either of the party projects a dominant or submissive role or
attitude towards the other.
correct answer false
your answer false
true/false
question ecr is emergency control report.
correct answer false
your answer false
true/false
question an organisation's socially responsible actions will depend on the moral and ethical value
systems upon which executive decisions are based.
correct answer true
your answer true
true/false
question specialization should to be in skill, e.g. forecasting, merchandising, rather than in
products.
correct answer true
your answer false
true/false
question there should be no focus on product innovations by the organization.
correct answer false
your answer false
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
multiple choice single answer
question it is a systematic study and evaluation of the organization's social performance as
distinguished from its economic performance :-
correct answer social audits
your answer social audits
utilizing loads reduces material handling & transport time reduces material handling & transport time
improvement in weight bulk ratio reduces transportation costs bulk ratio reduces transportation
costs
larger the load less the cost of transportation less the cost of transportation
true/false
question integrated logistics management includes transaction systems, short term scheduling
systems, flow planning, network design optimisation.
correct answer true
your answer true
true/false
question training programs & seminars don't help in effective performance by sales person.
true/false
question posters, stickers, leaflets etc are all merchandising tools.
correct answer true
your answer false
true/false
question bonus always appear with one of the three main sales compensation methods.
correct answer true
your answer true
true/false
question no analyzing of situation is required by field sales managers.
correct answer false
your answer false
true/false
question the 'forecasting method' must provide results that are not accurate.
correct answer false
your answer false
true/false
question as distribution & logistics cost forms a substantial % of the sales volume, credit control is
essential to make sure the organization is getting value for the money paid.
correct answer false
your answer true
true/false
question colour blocking' is a tool used by retailers.
correct answer true
your answer true
box-jenkins method mathematical technique that uses computer analysis. mathematical technique
that uses computer analysis.
regression analysis study of how one variable affects another. study of how one variable affects
another.
true/false
question a sales job is different from other jobs.
correct answer true
your answer true
true/false
question the modern marketing concept is based on profit consideration.
correct answer true
your answer false
management of flow of goods & services logistics chain management logistics chain
management
network of suppliers & customers suppliers chain management suppliers chain management
true/false
question to sell products that do not earn reasonable profit is acceptable.
correct answer true
your answer true
true/false
question companies usually turn to external expert' help, because of difficulty in constructing large
input - output models.
correct answer true
your answer true
true/false
question selection of subsidiaries has become an important activity of sales management because it
decides the type of volume of business, one will have on the future.
correct answer false
your answer false
true/false
question the key accounts manager must work overtime to build business and personal rapport in
terms of respect and equality with his account.
correct answer true
your answer true
true/false
question socio human obligation should see that economic consequences of its actions should not
adversely effect public welfare.
correct answer false
your answer true
true/false
question accuracy of forecasts are not analysed to determine how forecasting techniques can be
improved & & better forecasts obtained in the future months.
correct answer true
your answer true
true/false
question "roam" denotes return on analysis management.
correct answer false
your answer false
select the blank
question psychological tests are one of the last steps in selection system because of ________
costs.
correct answer high
your answer high
true/false
question the fringe benefits do not improve performance of the sales people.
correct answer false
your answer false
true/false
question in business, most ethical questions fall into four levels viz. societal, stakeholders,
customer and competition and which are mutually exclusive to each other.
correct answer false
your answer false
organizing creating job description & recruiting sales people creating job description & recruiting
sales people
analyzing involves activities of reviewing sales records & sales persons performance involves
activities of reviewing sales records & sales persons performance
planning establishing & transmitting to the sales people objectives & strategies establishing & transmitting
to the sales people objectives & strategies
evaluating creating performance standards & take remedial actions creating performance
standards & take remedial actions
true/false
question sales persons must be thoroughly familiar with the client's decision making process.
true/false
question partnership marketing is the stage in selling where the product is so placed that it can be
seen touched, smelt, heard, tried & finally picked up as a purchase.
correct answer false
your answer false
true/false
question a 'sales territory' is a configuration of current and potential accounts, for which
responsibility has been assigned to a particular sales representative.
correct answer true
your answer false
delphi method modified version of executive opinion approach. modified version of executive
opinion approach.
moving average technique projects the average of the sales over the previous time periods. projects
the average of the sales over the previous time periods.
exponential smoothing weighted sum of all past numbers in time series. weighted sum of all past
numbers in time series.
decomposition method four components of time series data are isolated. four components of time
series data are isolated.
true/false
question an organization supplying products on the strength of its performance, quality & demand
is called product leadership.
correct answer true
your answer true
true/false
question 'too big' shelf display encourages customer approach and thereby purchasing.
correct answer false
your answer false
true/false
question marketing & sales have been revolutionized by the concepts like unitization, palletisation
& containerization.
correct answer false
your answer false
true/false
question leaders realize that nothing in the world is permanent but change.
correct answer true
your answer true
true/false
question the lecture sessions should be short and interspersed with other activities to avoid lack of
enthusiasm.
correct answer true
your answer true
true/false
question there should be no focus on product innovations by the organization.
correct answer false
your answer false
true/false
question brand management is a system of promoting the sales of a product.
correct answer true
your answer true
true/false
question colour blocking' is a tool used by retailers.
correct answer true
your answer true
true/false
question sales people must not identify key members of the client's buying centre.
correct answer false
your answer false
organizing creating job description & recruiting sales people creating job description & recruiting
sales people
analyzing involves activities of reviewing sales records & sales persons performance involves
activities of reviewing sales records & sales persons performance
planning establishing & transmitting to the sales people objectives & strategies establishing & transmitting
to the sales people objectives & strategies
evaluating creating performance standards & take remedial actions creating performance
standards & take remedial actions
sales total number of units sold * price total number of units sold * price
capital employed working capital + fixed assets working capital + fixed assets
costs of goods sold administrative costs + product cost + marketing cost administrative costs +
product cost + marketing cost
correct answer what is competition doing? , is there an opportunity for competition to be created ? , is
technical selling & after sales service critical?
your answer what is competition doing? , is there an opportunity for competition to be created ? , is
technical selling & after sales service critical?
true/false
question the modern marketing concept is based on profit consideration.
correct answer true
your answer true
true/false
question the efficiency in selling activities is measured from the sales call plan.
correct answer true
your answer false
true/false
question favoritism is an unethical issue in business dealings.
correct answer true
your answer true
true/false
question specialization should to be in skill, e.g. forecasting, merchandising, rather than in
products.
correct answer true
your answer true
true/false
question the 'top-down approach' is also called the 'breaking down' approach.
correct answer true
your answer true
true/false
question in business, most ethical questions fall into four levels viz. societal, stakeholders,
customer and competition and which are mutually exclusive to each other.
correct answer false
your answer false
true/false
question favoritism is an unethical issue in business dealings.
correct answer true
your answer true
true/false
question the total time consumed from order preparation till delivery is indicated by cost of
carriage.
correct answer false
your answer false
c cycle i.e. due to variations in business cycle. cycle i.e. due to variations in business cycle.
t trend i.e. long term changes. trend i.e. long term changes.
true/false
question all functional areas in organization, should not be involved in forecasting and planning.
true/false
question routing is establishing the sequence of locations sales person will visit.
correct answer true
your answer true
organizing creating job description & recruiting sales people creating job description & recruiting
sales people
analyzing involves activities of reviewing sales records & sales persons performance involves
activities of reviewing sales records & sales persons performance
planning establishing & transmitting to the sales people objectives & strategies establishing & transmitting
to the sales people objectives & strategies
evaluating creating performance standards & take remedial actions creating performance
standards & take remedial actions
true/false
question an organization supplying products on the strength of its performance, quality & demand
is called product leadership.
correct answer true
your answer true
true/false
question extended socialization involves long term training, job rotation and corporate social
activities.
correct answer true
your answer false
true/false
question ordering, invoicing & payments are controlled on a month-to-month basis rather than on
an order-to-order basis.
correct answer true
your answer false
true/false
question training programs & seminars don't help in effective performance by sales person.
true/false
question logistics system is formed by the integration adaptation, the principles of physical
movement of goods & people.
correct answer true
your answer true
true/false
question to adopt successfully to the changing marketing scenario, sales & marketing functions
should be integrated on a large scale.
correct answer true
your answer true
true/false
question a sales job is different from other jobs.
correct answer true
your answer true
true/false
question quantitative sales forecasting techniques' employ sophisticated mathematics and
statistics.
correct answer true
your answer false
true/false
question in business, most ethical questions fall into four levels viz. societal, stakeholders,
customer and competition and which are mutually exclusive to each other.
correct answer false
your answer false
true/false
question reciprocal trading opportunities can be undermined by encouraging value analysis.
true/false
question sales people can enhance or detract from the seller's image in the market for they are the
critical contact with the customers.
correct answer true
your answer true
true/false
question socio human obligation should see that economic consequences of its actions should not
adversely effect public welfare.
correct answer false
your answer true
in distribution & logistics - overall performance sales per sq.mtr. employed paper work activities
in distribution & logistics - overheads fixed costs as % of total costs fixed costs as % of total
costs
in distribution & logistics - productivity 10 kms per direct man hour employed 10 kms per direct
man hour employed
in distribution & logistics - useful maximum load carried as % gross weight sales per sq.mtr. employed
true/false
question many firms do not deploy informal ways of socialization.
correct answer false
your answer false
true/false
question specialization should to be in skill, e.g. forecasting, merchandising, rather than in
products.
correct answer true
your answer true
true/false
question the sales potential is the minimum sales that can be attained with perfect selling
conditions.
correct answer false
your answer true
true/false
question a sales manager does not conduct sales volume, cost and profit analysis.
correct answer false
your answer false
true/false
question a 'sales territory' is a configuration of current and potential accounts, for which
responsibility has been assigned to a particular sales representative.
correct answer true
your answer false
true/false
question 'too big' shelf display encourages customer approach and thereby purchasing.
correct answer false
your answer false
true/false
question distribution is the process by which the product is made available at the retail outlet for
easy identification & pickup by the customer.
correct answer false
your answer true
true/false
question brand management is a system of promoting the sales of a product.
correct answer true
your answer true
true/false
question size & demand given are a leadership position.
correct answer true
your answer false
labour relations option of flexible working hours public seats on board of directors
government relations business control through political action business control through political
action
true/false
question leadership process is a function of the leader, the follower and other situational variables.
true/false
question the modern marketing concept is based on profit consideration.
correct answer true
your answer false
true/false
question if there is a higher margin on one product category, the buyer should allocate more space
to that product category.
correct answer false
your answer true
delphi method modified version of executive opinion approach. modified version of executive
opinion approach.
moving average technique projects the average of the sales over the previous time periods. projects
the average of the sales over the previous time periods.
exponential smoothing weighted sum of all past numbers in time series. four components of time
series data are isolated.
decomposition method four components of time series data are isolated. weighted sum of all past
numbers in time series.
true/false
question input - output models, are less tedious and less expensive.
correct answer false
your answer true
true/false
question letter of indemnity is given by buyer if he does not have original bill of lading.
correct answer false
your answer true
true/false
question both large and small firms use job specification to expose sales persons to corporate
culture.
correct answer false
your answer false
true/false
question the word 'tiger' is topologically inverted, geographically encoded records.
correct answer false
your answer false
true/false
question merchandising policies for key accounts at the retail outlets display layout and point of
sale material.
correct answer true
your answer true
your answer are conscious about providing feedback from the field, to plan different strategies.
true/false
question all functional areas in organization, should not be involved in forecasting and planning.
true/false
question the widening of product life cycle will demand greater flexibility & adaptability.
correct answer false
your answer true
true/false
question the 'sales forecasting methods' should be flexible to adopt changing conditions.
correct answer true
your answer true
true/false
question rural telephony has gone much ahead as compared to urban telephony.
correct answer false
your answer false
true/false
question leaders realize that nothing in the world is permanent but change.
correct answer true
your answer true
intelligence test measure of raw intelligence and trainability. measure of raw intelligence and trainability.
knowledge test measure of what applicant knows about product or service. measure of person's innate
or acquired social skills.
sales aptitude test measure of person's innate or acquired social skills. measure of what applicant
knows about product or service.
multiple choice single answer
question the 'breakdown approach' is generally valid for a period of :-
correct answer 6 months or more.
your answer less than 6 months.
true/false
question compensation levels for sales personnel are related to external supply and demand
factors.
correct answer true
your answer false
true/false
question judgement in time is called jit.
correct answer false
your answer false
true/false
question time devoted to non selling activities should not be evaluated.
correct answer false
your answer false
true/false
question there has to be a reciprocal relationship between the leader and his followers.
correct answer true
your answer true
distribution objective for retail buyer cost control growth without direct investment in brand
development input reliability and availability
product maintenance and servicing industrial and commercial products industrial and commercial products
distribution objective for industrial buyer input reliability and availability cost control growth
without direct investment in brand development
true/false
question companies usually turn to external expert' help, because of difficulty in constructing large
input - output models.
correct answer true
your answer true
true/false
question direct costs allocation to various product groups should be done in a logical fashion.
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
true/false
question non-quantitative techniques' are consistent.
correct answer false
your answer false
supplier's objective brands, market share of product category brands, market share of product
category
retail buyer's objective growth without direct investment multiple sourcing policies
true/false
question in deciding the placement, the physical activities associated with the product must be kept
in mind.
correct answer true
your answer true
true/false
question quality of display influences consumer purchasing decisions.
correct answer true
your answer true
true/false
question leaders realize that nothing in the world is permanent but change.
correct answer true
your answer true
true/false
question in communication process, effective listening is very important.
correct answer true
your answer true
true/false
question 'too big' shelf display encourages customer approach and thereby purchasing.
correct answer false
your answer true
intelligence test measure of raw intelligence and trainability. measure of raw intelligence and trainability.
knowledge test measure of what applicant knows about product or service. measure of person's innate
or acquired social skills.
sales aptitude test measure of person's innate or acquired social skills. measure of what applicant
knows about product or service.
true/false
question space management planning is a merchandising support.
correct answer false
your answer true
true/false
question to sell products that do not earn reasonable profit is acceptable.
correct answer true
your answer false
true/false
question accuracy of forecasts are not analysed to determine how forecasting techniques can be
improved & & better forecasts obtained in the future months.
correct answer true
your answer false
true/false
question all functional areas in organization, should not be involved in forecasting and planning.
account potential. share of an accounts business that the firm can expect to get. share of an accounts
business that the firm can expect to get.
routing. establishing the sequence of locations a sales person will visit. establishing the sequence of
locations a sales person will visit.
account load. number of actual and potential customers assigned to a given sales person. number
of actual and potential customers assigned to a given sales person.
moving average technique projects the average of the sales over the previous time periods. projects
the average of the sales over the previous time periods.
exponential smoothing weighted sum of all past numbers in time series. weighted sum of all past
numbers in time series.
decomposition method four components of time series data are isolated. four components of time
series data are isolated.
true/false
question a level of mutual trust needs to be maintained between the key account and the account
manager.
correct answer true
your answer true
your answer order - delivery cycle time , consistency & reliability of delivery , inventory availability
true/false
question non-quantitative techniques' are consistent.
correct answer false
your answer false
true/false
question negotiations will be successful if based on reasonable expectations.
correct answer true
your answer true
true/false
question in centralized training programs, the trainees do not quickly get acquainted with each
other.
correct answer false
your answer false
bottom of form
true/false
question colour blocking' is a tool used by retailers.
correct answer true
your answer false
true/false
question export manager needs to have linguistic skills in addition to other personal skills for better
business performance.
correct answer true
your answer true
true/false
question there has to be a reciprocal relationship between the leader and his followers.
correct answer true
your answer true
true/false
question the lecture sessions should be short and interspersed with other activities to avoid lack of
enthusiasm.
correct answer true
your answer true
sales aids. preparing of audiovisuals, flip charts & other material. preparing of audiovisuals, flip
charts & other material.
product publicity preparing & distributing news releases to various media about products & services.
support for entering new markets.
market development support for entering new markets. developing new products.
marketing research. collecting & interpreting data related to products & services. collecting &
interpreting data related to products & services.
true/false
question corporate social activity aimed at socialization need not be elaborate or expensive.
true/false
question the widening of product life cycle will demand greater flexibility & adaptability.
correct answer false
your answer true
true/false
question in business, most ethical questions fall into four levels viz. societal, stakeholders,
customer and competition and which are mutually exclusive to each other.
correct answer false
your answer true
true/false
question an organization supplying products on the strength of its performance, quality & demand
is called product leadership.
correct answer true
your answer true
management of flow of goods & services logistics chain management demand schedule
network of suppliers & customers suppliers chain management suppliers chain management
select the blank
question many companies run ________ on applicants for sales positions.
correct answer credit checks
your answer counter checks
true/false
question many large companies use long term training programs to educate sales people about the
firm's products, customers, competitors etc.
correct answer true
your answer true
true/false
question direct costs allocation to various product groups should be done in a logical fashion.
true/false
question a leader must not be accepted by his followers.
correct answer false
your answer false
true/false
question in centralized training programs, the trainees do not quickly get acquainted with each
other.
correct answer false
your answer false
true/false
question referent power of a leader is based on some expertise, knowledge or special skill of the
leader.
correct answer false
your answer true
true/false
question extended socialization involves long term training, job rotation and corporate social
activities.
correct answer true
your answer true
true/false
question the scope of initial training programs is not broader than refresher training program.
in distribution & logistics - overall performance sales per sq.mtr. employed sales per sq.mtr. employed
in distribution & logistics - productivity 10 kms per direct man hour employed maximum load
carried as % gross weight
in distribution & logistics - useful maximum load carried as % gross weight 10 kms per direct man
hour employed
correct answer what is competition doing? , is there an opportunity for competition to be created ? , is
technical selling & after sales service critical?
your answer what is competition doing? , is there an opportunity for competition to be created ? , is
technical selling & after sales service critical?
true/false
question integrated logistics management includes transaction systems, short term scheduling
systems, flow planning, network design optimisation.
correct answer true
your answer true
sales aids. preparing of audiovisuals, flip charts & other material. preparing of audiovisuals, flip
charts & other material.
product publicity preparing & distributing news releases to various media about products & services.
preparing & distributing news releases to various media about products & services.
market development support for entering new markets. support for entering new markets.
marketing research. collecting & interpreting data related to products & services. collecting &
interpreting data related to products & services.
true/false
question input - output models are more appropriate for selling industrial goods.
correct answer true
your answer true
true/false
question size & demand given are a leadership position.
correct answer true
your answer true
true/false
question negotiations will be successful if based on reasonable expectations.
correct answer true
your answer true
network of suppliers & customers suppliers chain management suppliers chain management
management of flow of goods & services logistics chain management demand schedule
true/false
question in semi structured interviews, the interviewer has a pre-planned list of major questions
but allows time for interaction and discussion.
correct answer true
your answer true
true/false
question direct accounts are small accounts that do not involve any special arrangements in terms
of pricing, credit etc.
correct answer false
your answer true
true/false
question market research deals with collection & interpretation of data concerning products,
customers, etc.
correct answer true
your answer true
true/false
question bonus always appear with one of the three main sales compensation methods.
correct answer true
your answer true
true/false
question it is not critical that sales manager select the candidates, who meet the qualifications
established by company.
correct answer false
your answer true
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
true/false
question the widening of product life cycle will demand greater flexibility & adaptability.
correct answer false
your answer true
true/false
question quantitative sales forecasting techniques' employ sophisticated mathematics and
statistics.
correct answer true
your answer true
your answer stock outs not to occur in more than 5% of the orders , hit ratio on sales calls to show a
20% improvement , on time deliveries to be made as less as possible
your answer longer time for sales call indicates better profits.
true/false
question a sales manager does not conduct sales volume, cost and profit analysis.
correct answer false
your answer true
true/false
question routing is establishing the sequence of locations sales person will visit.
correct answer true
your answer true
network of suppliers & customers suppliers chain management suppliers chain management
management of flow of goods & services logistics chain management demand schedule
true/false
question in semi structured interviews, the interviewer has a pre-planned list of major questions
but allows time for interaction and discussion.
correct answer true
your answer true
true/false
question direct accounts are small accounts that do not involve any special arrangements in terms
of pricing, credit etc.
correct answer false
your answer true
to facilitate performance evaluation.set daily / weekly / monthly goals. review cost figures.
true/false
question market research deals with collection & interpretation of data concerning products,
customers, etc.
correct answer true
your answer true
true/false
question bonus always appear with one of the three main sales compensation methods.
correct answer true
your answer true
true/false
question it is not critical that sales manager select the candidates, who meet the qualifications
established by company.
correct answer false
your answer true
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
true/false
question the widening of product life cycle will demand greater flexibility & adaptability.
correct answer false
your answer true
true/false
question quantitative sales forecasting techniques' employ sophisticated mathematics and
statistics.
correct answer true
your answer true
your answer stock outs not to occur in more than 5% of the orders , hit ratio on sales calls to show a
20% improvement , on time deliveries to be made as less as possible
your answer longer time for sales call indicates better profits.
true/false
question a sales manager does not conduct sales volume, cost and profit analysis.
correct answer false
your answer true
true/false
question routing is establishing the sequence of locations sales person will visit.
correct answer true
your answer true
network of suppliers & customers suppliers chain management suppliers chain management
management of flow of goods & services logistics chain management demand schedule
true/false
question in semi structured interviews, the interviewer has a pre-planned list of major questions
but allows time for interaction and discussion.
correct answer true
your answer true
true/false
question direct accounts are small accounts that do not involve any special arrangements in terms
of pricing, credit etc.
correct answer false
your answer true
to facilitate performance evaluation.set daily / weekly / monthly goals. review cost figures.
true/false
question market research deals with collection & interpretation of data concerning products,
customers, etc.
correct answer true
your answer true
true/false
question bonus always appear with one of the three main sales compensation methods.
correct answer true
your answer true
true/false
question it is not critical that sales manager select the candidates, who meet the qualifications
established by company.
correct answer false
your answer true
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
true/false
question the widening of product life cycle will demand greater flexibility & adaptability.
correct answer false
your answer true
true/false
question quantitative sales forecasting techniques' employ sophisticated mathematics and
statistics.
correct answer true
your answer true
your answer stock outs not to occur in more than 5% of the orders , hit ratio on sales calls to show a
20% improvement , on time deliveries to be made as less as possible
your answer longer time for sales call indicates better profits.
true/false
question a sales manager does not conduct sales volume, cost and profit analysis.
correct answer false
your answer true
true/false
question routing is establishing the sequence of locations sales person will visit.
correct answer true
your answer true
network of suppliers & customers suppliers chain management suppliers chain management
management of flow of goods & services logistics chain management demand schedule
true/false
question in semi structured interviews, the interviewer has a pre-planned list of major questions
but allows time for interaction and discussion.
correct answer true
your answer true
true/false
question direct accounts are small accounts that do not involve any special arrangements in terms
of pricing, credit etc.
correct answer false
your answer true
to facilitate performance evaluation.set daily / weekly / monthly goals. review cost figures.
true/false
question market research deals with collection & interpretation of data concerning products,
customers, etc.
correct answer true
your answer true
true/false
question bonus always appear with one of the three main sales compensation methods.
correct answer true
your answer true
true/false
question it is not critical that sales manager select the candidates, who meet the qualifications
established by company.
correct answer false
your answer true
true/false
question the retail chain observe how the product will appeal to the customer in the showroom - the
appearance, the aesthetic, the merchandising & the packaging
correct answer true
your answer true
true/false
question the widening of product life cycle will demand greater flexibility & adaptability.
correct answer false
your answer true
true/false
question quantitative sales forecasting techniques' employ sophisticated mathematics and
statistics.
correct answer true
your answer true
your answer stock outs not to occur in more than 5% of the orders , hit ratio on sales calls to show a
20% improvement , on time deliveries to be made as less as possible
your answer longer time for sales call indicates better profits.
true/false
question a sales manager does not conduct sales volume, cost and profit analysis.
correct answer false
your answer true
true/false
question routing is establishing the sequence of locations sales person will visit.
correct answer true
your answer true
true/false
question the word 'tiger' is topologically inverted, geographically encoded records.
correct answer false
your answer true
true/false
question the l/c can be amended if both the buyer and seller agree to it.
correct answer true
your answer true
true/false
question judgement in time is called jit.
correct answer false
your answer false
true/false
question the total time consumed from order preparation till delivery is indicated by cost of
carriage.
correct answer false
your answer true
organizing creating job description & recruiting sales people establishing & transmitting to the
sales people objectives & strategies
analyzing involves activities of reviewing sales records & sales persons performance obtain
strategic information about the prospect
planning establishing & transmitting to the sales people objectives & strategies creating job description &
recruiting sales people
evaluating creating performance standards & take remedial actions involves activities of
reviewing sales records & sales persons performance
your answer packing & unpacking , breaking bulk , handling and collection / delivery of material
your answer credibility in the society , collecting relevant information , analyzing the information
true/false
question a sales manager does not conduct sales volume, cost and profit analysis.
correct answer false
your answer false
true/false
question prospecting is providing products to customers.
correct answer false
your answer false
true/false
question quantitative sales forecasting techniques' employ sophisticated mathematics and
statistics.
correct answer true
your answer true
true/false
question letter of indemnity is given by buyer if he does not have original bill of lading.
correct answer false
your answer true
true/false
question the living habits of consumers changes continuously because of changes of residence,
working hours, employment, income & also due to evolution of the nuclear family from the joint family.
true/false
question the modern marketing concept is based on profit consideration.
correct answer true
your answer true
true/false
question ratio information should be user friendly within the company.
correct answer true
your answer true
true/false
question direct accounts are small accounts that do not involve any special arrangements in terms
of pricing, credit etc.
correct answer false
your answer false
true/false
question a leader must not be accepted by his followers.
correct answer false
your answer false
true/false
question negotiations will be successful if based on reasonable expectations.
correct answer true
your answer true
c cycle i.e. due to variations in business cycle. cycle i.e. due to variations in business cycle.
t trend i.e. long term changes. trend i.e. long term changes.
true/false
question companies usually turn to external expert' help, because of difficulty in constructing large
input - output models.
correct answer true
your answer true
true/false
question many firms do not deploy informal ways of socialization.
correct answer false
your answer false
true/false
question partnership marketing is the stage in selling where the product is so placed that it can be
seen touched, smelt, heard, tried & finally picked up as a purchase.
correct answer false
your answer true
true/false
question new recruits need not be taught company's policies.
correct answer false
your answer false
true/false
question supplies to be made should be equal to forecasted sales + opening inventory - closing
inventory.
correct answer false
your answer true
working sales presentation. opening sales call and actual presentation. opening sales call and
actual presentation.
planning sales call. gathering of information regarding customer, competitor and product.
gathering of information regarding customer, competitor and product.
approaching the prospect. trying to establish rapport with customer. trying to establish rapport with
true/false
question direct accounts are small accounts that do not involve any special arrangements in terms
of pricing, credit etc.
correct answer false
your answer true
true/false
question the scope of initial training programs is not broader than refresher training program.
true/false
question marketing & sales have been revolutionized by the concepts like unitization, palletisation
& containerization.
correct answer false
your answer false
true/false
question space management planning is a merchandising support.
correct answer false
your answer false
true/false
question portfolio profit management adds value to accounts business for retail products.
correct answer true
your answer true
manufacturer's representative. manufacturer's agents, who are paid commission on sales they
generate. people from manufacturer involved in closing the deal.
technical specialists work with sales representative to provide technical advice & information before,
during & after the purchase. work with sales representative to provide technical advice & information
before, during & after the purchase.
customer service representative. assist in installation, maintenance & regular servicing of products.
sell from office via telephone.
inside sales person. sell from office via telephone. top level sales person involved in taking
decisions.
true/false
question sales persons must be thoroughly familiar with the client's decision making process.
analyzing involves activities of reviewing sales records & sales persons performance involves
activities of reviewing sales records & sales persons performance
planning establishing & transmitting to the sales people objectives & strategies establishing & transmitting
to the sales people objectives & strategies
evaluating creating performance standards & take remedial actions creating performance
standards & take remedial actions
true/false
question leaders realize that nothing in the world is permanent but change.
correct answer true
your answer true
true/false
question selection of subsidiaries has become an important activity of sales management because it
decides the type of volume of business, one will have on the future.
correct answer false
your answer false
your answer are conscious about providing feedback from the field, to plan different strategies.
true/false
question integrated logistics management includes transaction systems, short term scheduling
systems, flow planning, network design optimisation.
correct answer true
your answer true
correct answer what is competition doing? , is there an opportunity for competition to be created ? , is
technical selling & after sales service critical?
your answer is there an opportunity for competition to be created ? , is technical selling & after sales
service critical? , select only limited no. of outlets
true/false
question a sales job is different from other jobs.
correct answer true
your answer true
management of flow of goods & services logistics chain management logistics management
network of suppliers & customers suppliers chain management suppliers chain management
true/false
question the word 'tiger' is topologically inverted, geographically encoded records.
correct answer false
your answer true
true/false
question an organization supplying products on the strength of its performance, quality & demand
is called product leadership.
correct answer true
your answer true
true/false
question if there is a higher margin on one product category, the buyer should allocate more space
to that product category.
correct answer false
your answer true
true/false
question space management planning is a merchandising support.
correct answer false
your answer true
true/false
question leaders realize that nothing in the world is permanent but change.
correct answer true
your answer true
true/false
question logistics system is formed by the integration adaptation, the principles of physical
movement of goods & people.
correct answer true
your answer true
true/false
question letter of indemnity is given by buyer if he does not have original bill of lading.
correct answer false
your answer true
true/false
question portfolio profit management adds value to accounts business for retail products.
correct answer true
your answer true
true/false
question the behaviour habits of consumers changes because of frequent changes of residence,
working hours, employment, etc..
correct answer false
your answer true
improvement in weight bulk ratio reduces transportation costs bulk ratio reduces transportation
costs
larger the load less the cost of transportation higher can be the transportation cost
for effective logistics total cost to be considered gives the best space utilization
utilizing loads reduces material handling & transport time reduces material handling & transport time