Multiple Choice Questions for Sales Management

SALES MANAGEMENT

QUESTION BANK OF MULTIPLE CHOICES FOR QUIZ

1. Sales management has an important position in the organisation because it is:
1. One of the oldest function
2. Closer to customer
3. The only income generating function
4. None of the above

2. Organisations many times use relationship selling approach to:
1. Large number of customers
2. Medium number of customers
3. Few number of customers
4. None of the above

3. The method of sales forecasting that gives a detailed break-down of the sales forecast by product is:
1. Exponential smoothing
2. Regression analysis
3. Delphi method
4. Sales force composite

4. In a flat organisation structure the span of control, as compared to hierarchical organisation structure, is:
1. More
2. Less
3. Same
4. None of the above

5. Line sales organisation structure is most suitable for:
1. Small-size organisation
2. Medium-size organisation
3. Large-size organisation
4. None of the above

6. A sales manager in line position has an authority over the immediate subordinates to:
1. Recruit and select
2. Direct and control
3. Recommend and advise
4. None of the above


7. A company can avoid geographic or customer duplication in one of the following sales organisation:
1. Functional
2. Geographic
3. Product
4. Market/Customer

8. The first stage in buying decision process, in both consumer and business markets, is:
1. Information search
2. Deciding the characteristics and quality of needed products
3. Problem or need recognition
4. None of the above

9. Buying situation for business or industrial buyers are new purchase, modified rebuy and one of the following:
1. Routine purchase
2. Straight rebuy
3. Limited purchase
4. Extensive purchase

10.  A prospect, who needs the product and has an ability to buy, is also referred to as a:
1. Suspect
2. Sales lead
3. Probable prospect
4. Potential customer

11. Trial close questions are used to check the prospects:
1. Attitude
2. Decision
3. Both of the above
4. None of the above

13. A sales budget consists of estimates of:
1. Sales volume
2. Selling expenses
3. Sales administration costs
4. All of the above

14. Sales budgets are generally set slightly:
1. Lower
2. Higher
3. Same with respect to the sales forecasts
4. None of the above
15. Increasing number of companies are using assessment centres as a tool of selection process because:
1. They conduct simulated exercises
2. Use outside experts in addition to company executives
3. It is a recent trend
4. Quality of people selected is high

16. Studies have found that one of the following types of interviews is far superior for predicting subsequent success of applicants than other types of interviews:
1. Structured interviews
2. Unstructured interviews
3. Semi-structured interviews
4. Behavioural and performance based interviews

17. The most important and frequently used method of training salespeople is:
1. Lectures
2. Demonstrations
3. Case Studies
4. On-the-job training

18. Motivation is originally derived from:
1. Persian word
2. French word
3. Latin word
4. Greek word

19. The first step in designing an effective sales compensation plan is:
1. Set up specific objectives
2. Examine the existing job descriptions
3. Decide the level of pay or compensation
4. Decide indirect payment plan

20. The most commonly used evaluation method or form of sales organisation for evaluating salespeople is:
1. Descriptive statements
2. Management by objectives (MBO)
3. Graphic rating scales
4. Ranking

Long Answer Question for Research Methodology

QUESTION BANK

UNIT I

1.      What are the steps involved in the research process? Why is the selection of problem for research a problem in itself?

2.      What are the criteria or factors to be considered while selecting a research problem? Discuss the process and classification of research problem.

3.      What are the criteria for a good research?

4.      What is an experiment? Distinguish between natural and controlled experiments.

5.      What are the different types of variables defined in an research? Discuss the characteristics of each variable with suitable example.

6.      Briefly explain the types of errors in an experiment and research. How these errors could be controlled?

7.      Discuss about the different types of research.

8.      What are the problems with secondary data faced by researchers?  How can they deal with them?

9.      What are the differences between scientific and non-scientific research?

10.  What do you mean by action research? What are the categories of action research? What aspects are evaluated in action research?

UNIT II

1.      Distinguish between followings

a)      Sample frame & population

b)      Statistics & Parameter

c)      Restricted & Unrestricted sampling

d)     Standard deviation & Standard error

e)      Estimator & Estimate

f)       Sample precision & Sample accuracy

g)      Sampling error & sampling bias

h)      Homogeneous & Heterogeneous populations

2.      Differentiate between primary & secondary data. What are the limitations and merits of each data in research?

3.      Differentiate between survey and observational methods of data collection.

4.      What is sampling? What are the characteristics of a good sample?

5.      What are the methods of sampling? Discuss.

6.      Explain the differences between the data collection through questionnaire & data collection through schedules. What are the criteria for a good questionnaire?

7.      Comment on the statement that “a large sample does not necessarily mean that it is a representative sample”.  Also express your view that a large sample be selected when standard deviation of population tends to be larger. Why or why not?

8.      What is a cluster sample? In what way it is similar and different from stratified sample?

9.      How Likert Scale developed? What are its advantages and limitations? Compare it with Thurston scale.

UNIT III

1.      What is factor analysis?  What are the methods of factor analysis? Discuss with example.

2.      Distinguish between followings:

a)      Parametric & Non Parametric Test

b)      Type I error and Type II error

c)      Null hypothesis and Alternative hypothesis

d)     Acceptance region and Rejection region

e)      One tailed test & Two tailed test

3.      What is meant by ‘sampling distribution of the mean’? What are its characteristics?

4.      What are the tools in MS Excel used for statistical analysis in a research? Discuss with example.

5.      Explain the meaning of analysis of variance. Describe briefly th technique of analysis of variance for one-way and two-way classifications.

6.      What do you mean by additive property of the technique of analysis of variance? How this technique s superior as compared to sampling?

UNIT IV

1.      Write down the characteristics of different types of charts used in presentation of data.

2.      Explain the significance of research report and narrate the steps involved in writing a good research report.

3.      Write down the characteristics of Histogram, Frequency Polygon, Ogive and Lorentz Curve.

4.      What is Content Analysis? What are the procedure and uses of content analysis?

5.      “Interpretation is an art of drawing inferences, depending upon the skill of the researcher”. Elucidate this statement by explaining the technique of interpretation. What are the precautions should be taken by researcher while interpreting the findings?

6.      Briefly discuss the layout of a good research report. What are the precautions a researcher should take while preparing a research report?

7.      How should the conclusion, recommendations, suggestions and limitations be presented in a research report?

8.      What should be included in the appendix section of a research report? Also explain the purpose of bibliography.

9.      What are the different bases of classifying the research reports? Are these mutually exclusive?

Multiple Choice Questions for Research Methodology (Answer key included)

QUESTION BANK OF MULTIPLE CHOICES FOR QUIZ

CHOOSE THE CORRECT ANSWER:

UNIT I

Q1. Which of the following defines the correlational study in best way?                                         

a. It describes the variables of research questions                       

b. It studies the relationships of two variables

c. It tends to find the central tendency                                             

d. None of these

(Ans – b)

Q2. Which of the following is NOT used in field research?                                                              

a. Questionnaire                                                b. Participant observation

            c. Role Play                                                     d. Personal interview

(Ans – c)

Q3. Which of the following statement correctly describes the requirement for a good scientific research?            

a.       Good scientific research must have precise hypotheses, replicability, falsifiable theories and hypotheses, and parsimonious explanations

b.      Good scientific research must have precise hypotheses, non- replicability, falsifiable theories and hypotheses, and parsimonious explanations

c.       Good scientific research must have precise hypotheses, replicability, falsifiable theories and hypotheses, and prudent explanations

d.      None of these.

(Ans – a)

Q4. According to Katz what are the two levels of exploratory studies?                                                      

a.       Discovery of significant variables & discovery of relationships between these variables

b.      Finding the central tendency of data and calculating the dispersion

c.       Formulation of hypotheses and testing of these hypotheses

d.      None of these

(Ans – a)

Q5. Researchers conducted an experiment on test anxiety with three groups. In the first group, the

students studied for only 20 minutes and then took an exam. The second group studied for one hour and then took an exam. The third group spent several hours studying before taking the exam. In this experiment, the independent variable is:                                                      

a.       The amount of time spent for studying

b.      The score in the examination

c.       The student

d.      The examination questions

(Ans – a)

Q6. The behavior that is measured during an experiment is known as the:                                        a. confounding variables                                              b. Dependent variables

            c. Independent variables                                             d. Control variables

(Ans –b)

Q7. Which of the following is a type of criterion–related validity evidence?                                   a. Concurrent evidence

b. Predictive evidence

c. Internal consistency

d. Both a and b are correct answers

(Ans – d)

Q8. In an experiment, researchers wanted to learn the effects of television viewing on grades. Researchers discovered that as the number of hours spent watching television increased, grades decreased. This study is an example of what type of research method?   

            a. Experimental                                               b. Correlation

            c. Case                                                             d. Naturalistic observation

(Ans – b)

Q9. The different conditions under which experimental and control groups are put are usually referred to as                   

a. Testing                     b. Treatment                c. Experiment              d. Conclusion

(Ans – b)

Q10. When a group is exposed to some novel or special condition, it is termed as ________.        

a. Control group          b. Experimental group             c. Confounding group d. None of these        

(Ans –b)

Q11.  Which of the following is NOT an example of experimental design?                         

a. C. R. Design            b.  R. B. Design          c. L. S. Design                 d. After only with control design 

(Ans – d)

Q12. There is a condition of experimental design Where the extraneous variables is made to vary deliberately over a necessary wide range is such a way that the variability it causes can be measured and hence eliminated from the experimental error. What is the name of this condition?

a. Principle of replication                                b. Principle of local control                

c. Principle of randomization                          d. None of these

(Ans – b)

Q13. If the data on a numbers of characteristics from sample are collected and analysed, it is called as________

a.       Longitudinal studies                     b. Cross Sectional studies

c.       Casual studies                               d. None of these

(Ans – b)

Q14. When we describe the relationship between variables as ‘confounded relationship’?             

a.       When the dependent variable is not free from the influence of extraneous variables

b.      When the dependent variable is free from the influence of extraneous variables

c.       In both cases

d.      None of these

(Ans – a)

Q15. Which research paradigm is least concerned about generalizing its findings ?

            a. Quantitative                        b. Qualitative              c. Mixied         d. None of these

(Ans – b)

Q16. When the data is collected for certain interval of time it is called as                                        a. Longitudinal studies             b. Cross sectional studies

c. Experiment                                      d. None of these

(Ans – a)

Q17. Which of the following is the best hypothesis statement to address the research question as "What impact will the new advertising campaign have on use of brand B?"                                                      

a.       The new advertising campaign will increase brand B usage.

b.      The new advertising campaign will impact brand B usage.

c.       The new advertising campaign will increase brand B trial.

d.      The new advertising campaign will cause increased use of Brand B usage at the expense of advertising cost,

(Ans – a)

Q18. The statement of purpose in a research study should_____.                                                     a. Identify the design of the study

b. Identify the intent or objective of the study

c. Specify the type of people to be used in the study

d. Describe the study

(Ans – b)

Q19. According to the standard, which of the following orders is the recommended in the flowchart of the development of a research idea?

a. Research topic, research problem, research purpose, research question, hypothesis           b. Research topic, research purpose, research problem, research question, hypothesis

c. Research topic, research problem, research purpose, research question, hypothesis

d. Research topic, hypothesis, research problem, research question, research purpose

(Ans – b)

Q20. Sources of researchable problems can include:                                                              a. Researchers’ own experiences as educators

b. Practical issues that require solutions

c. Theory and past research

d. All of the above

(Ans – d)

UNIT II

Q1. What is the purpose of a control group?                                                                         

a.    Make the experiment easier to analyze

b.    show the value of the dependent variable when the independent variable is not being manipulated

c.    to be able to better evaluate the effect of the independent variable

d.    to control all variables

(Ans – a)

Q2. Quantitative data is:                                                                                                        

            a. Expressed in numeric form                         b. Expressed in relative form

            c. Is concern with how things are expressed  d. None of these

(Ans – a)

Q3. How is nominal data presented?                                                                                                  a. In order                               b. In discrete category

            c. Unit of equal distance         d. All of these

(Ans – b)

Q4.  What is ordinal data?                                                                                                                 

a. Ordinary data                      b. Ranked data                        c. Numbers                  d. All of these

(Ans - c)

Q5. What is the best advantage of laboratory experiment?                                                                           

a. Control of variables             b. Not replicable                     

c. Less expensive                    d. None of these

(Ans – c)

Q6. Which of the following correctly defines the intervening variables?                                                     

            a. The variables that are measured     

b. A confounding variable     

c. The variables which are manipulated to observe the effect                       

d. None of these

(Ans – c)

Q7. What is the use of Counterbalancing?                                                                

            a. Improve the validity of experiment                                    b. To weight participants

            c. To control order effect                                            d. All of these

(Ans – c)

Q8. Which method of sampling is least likely to produce biasing?                                                    a. Random sampling                                  b. Stratified sampling

            c. Quota Sampling                              d. Opportunity Sampling

(Ans – a)

Q9. The advantages of a matched pairs design are                                                                           

            a. No order effects                              b. The participant variables are partly controlled

            c The experiment is fun                       d. Both a and c

(Ans – d)

Q10. Pilot studies could be used for?                                                                                                 a. To check the standardized procedure                      b. To test the research design

            c. Any problem can be adjusted                                 d. All of these

(Ans – d)

Q11. The green spot effect is                                                                                                 

a.       The participants are ‘spoon feed’ the answer

b.      Participants are subtly reinforced by the experimenter's comments

c.       Participants are given the correct answers in coded form

d.      None of the above\

(Ans – c)

Q12. A statement that predicts a cause-and-effect relationship between variables is known as the _____________.            

            a. Null hypotheses                               b. Experimental hypothesis

            c. Independent variables                     d. Dependent variables

(Ans – b)

Q13. Which research method is most appropriate if you are looking for a causal relationship?        a. Experimental                                    b. Case study

            c. Correlational study                          d. Naturaistic observation

(Ans – a)

Q14. Information about the market that has already collected and published, then it is called as:              

a.       Primary research                            b. Secondary research

c.      Tertiary research                         d. Outdated research

(Ans – b)

Q15. What is the problem(s) with this set of response categories to the question “What is your current age?”                   

1-5 ,     5-10 ,   10-20 ,             20-30 ,             30-40

a. The categories are not mutually exclusive

b. The categories are not exhaustive

c. Both a and b are problems

d. There is no problem with the above set of response categories

(Ans – c)

Q16. A business suffering from high level of customers compliant about a product and want to understand about what is going wrong. Which of the following research would be best in identifying the customers’ complaints?                          

            a. Focus group                                     b. Telephony survey

            c. Secondary data                               d. collecting press cuttings

(Ans – a)

Q17. Which sampling method involves selecting individuals in such a way that anyone in the population has an equal chance of being chosen?                                                                                 a. Random                   b. Quota                      c. Stratified                 d. Cluster

(Ans – a)

Q18. Why might it be problematic to rely only on self-report data when doing research?                           

a.       Self-report data can be misleading.

b.      People sometimes intentionally lie,

c.       Give answers based on wishful thinking,

d.      All of these 

(Ans – d)

 Q19. Why is it problematic to draw cause-and-effect conclusions based on correlative data?                   

a.                         We cannot draw cause-and-effect conclusions about correlative data because one factor can be related to another factor without causing it.

b.                         The correlative data does not show dependencies

c.                         Both a & b

d.                        None of these

(Ans – c)

Q20. If the object of the survey is disclosed to the respondent in administration of a formal list of questions in a questionnaire, it is called as:                                                                                      

a.       Structured Non disguised questionnaire

b.      Structure Disguised questionnaire

c.       Non structured Non disguised questionnaire

d.      Non structured disguised questionnaire

(Ans – a)

UNIT III

Q1. Hypothesis refers to:                                                                                                       

            a. The outcome of an experiment                                                       

b. A conclusion drawn from an experiment

            c. A form of bias in which the subject tries to outguess the experimenter    

d. A tentative statement about the relationship

(Ans – d)

Q2. Which type of validity refers to the ability to infer that the independent and dependent variables are related and that the measured strength of the relationship is accurate?                                       

a. Internal validity                                           b. Population validity

c. Ecological validity                                      d. Statistical conclusion validity

(Ans – a)

Q3. One tailed hypothesis predicts_.                                                                                     

a. The direction of effect                                b. The frequency of effect                 

c. The future                                                    d. The inconclusive statement

(Ans – a)

Q4. Which of the following is/are the measure of central tendencies?                                                         

            a. Mean                       b. Median        c. Mode                      d. All of these

(Ans – d)

Q5. Ecological validity refers to:                                                                                          

a.       The extent to which findings can be generalised to other settings, in particular real life

b.       When the experiment is done outside of the laboratory

c.        The same as face validity

d.       Something which makes your results more reliable

(Ans – a)

Q6. The standard deviation is:                                                                                               

a. The square root of the variance

b. A measure of variability

c. An approximate indicator of how numbers vary from the mean

d. All of the above

(Ans – d)

Q7. What is a statistical inference?                                                                                        

a. A decision, estimate, prediction, or generalization about the population based on information contained in a sample.

b. A statement made about a sample based on the measurements in that sample.

c. A set of data selected from a larger set of data.

d. A decision, estimate, prediction or generalization about sample based on information contained in a population.

(Ans – a)

Q8. Another name for a Likert Scale is a(n):                                                                                     

a. Interview protocol                                       b. Event sampling      

c. Summated rating scale                                d. Ranking

(Ans – c)

Q9. Many people describe hypothesis testing as counterintuitive because   

a.       we test whether something happened in order to conclude that nothing happened

b.      we test whether nothing happened in order to conclude that something happened

c.       we can only conclude that nothing happened when we are 100% sure that something did not happen

d.      we test whether something happened but can still conclude that nothing happened

e.       (Ans – b)

Q10. Type I error occurs when we:                                                                                       

            a. incorrectly reject a false null hypothesis

            b. Correctly reject a false null hypothesis

            c. Incorrectly reject a true null hypothesis.

            d. Correctly fail to reject a false null hypothesis

(Ans – c)

Q11. Type II error occurs when we:                                                                                      

            a. we correctly fail to reject a false null hypothesis

            b. we incorrectly reject a true null hypothesis

            c. we correctly reject a false null hypothesis

            d. we incorrectly fail to reject a false null hypothesis

(Ans – d)

Q12. Analysis of covariance is:                                                                                             

a. A statistical technique that can be used to help equate groups on specific variables

b. A statistical technique that can be used to control sequencing effects

c. A statistical technique that substitutes for random assignment to groups

d. Adjusts scores on the independent variable to control for extraneous variables

(Ans – a)

 Q13. Statistical power is the probability of:                                                                         

            a. Making a Type I error.

b Rejecting the null when it is false

c. Making a Type II error..

d Rejecting the null when it is false.

(Ans – d)

Q14. The recommended retail price of a brand of designer bag is Rs 150. The price of the bag in a sample of 16 retailers is on average Rs.141 with a sample standard deviation of 4. If this is a ‘random’ sample and the prices can be assumed to be normally distributed, construct a 95% confidence interval for the average sale price.                                                          

            a. Rs141 ± Rs 2.13                                          b Rs141 ± Rs2.12.                 

c. Rs141 ± Rs1.96.                                          d Rs141 ± Rs1.56.

(Ans – a)

Q15. When a test measures the variable or dimension it is supposed to measure, then it has:

            a. Validity                                                       b. Reliability

            c. Dependability                                              d. Credibility

(Ans – a)

Q16. In a correlational study, when one variable goes up as another goes down is known as a                   

            a. Positive                    b. Negative                  c. Illisionary                d. No relation

(Ans – b)

Q17.  Which design would use analysis of covariance during data analysis?                                    a. Nonequivalent comparison-group design

b. Interrupted time-series design

c. Changing criterion design

d. A-B-A-B design

(Ans – a)

Q18.  What does it mean if two variables have a positive correlation?                                 

a.       An one variable increases, so does the other

b.      As one variable increases, the other decreases

c.       The correlation between the two variables is 0.

d.      The correlation between the two variables is greater than 1.

(Ans – a)

Q19. A type of error that occurs when a sample isn’t representative of the population from which it is drawn is called as_____.

a.       Hello Effect                      b. Sampling bias

c.     Type II Error                   d. None of these

(Ans – b)

 Q20. Which of the following(s)  is/are parametric tests?                                                                   a. Z- Test                     b. F-Test                      c.  X²                d. All are parametric tests

(Ans – d)

 UNIT IV

Q1. A fallacy in interpretation of data arises when the researcher thinks that all differences in numbers are______                      

            a. Meaningful                                                  b. Not meaningful                  

c. Insignificant                                                            d. None of these

(Ans – a)

Q2. Which type of following report is a factual report on a particular subject and it neither contains an analysis nor conclusion?

a. Analytical         b. Examination                   c. Informational          d. None of these

(Ans – c)

Q3. Which one of the following types of research usually yields the most objective information?                         

            a. Observation             b. Survey                     c. Interview                 d. All

(Ans – a)

Q4. Which of the following texts of research report is designed to convince the readers of the reality of the events and situations described, and the plausibility of the analyst explanation?                                         

            a. Conclusion              b. Ethnography text           c. Analysis                        d. Abstract

(Ans - b)

Q5. An approach to the relationship between theory and research in which later is conducted with reference to hypothesis and ideas inferred from the former is called as_______                                                

            a. Deductive                b. Inductive                 c. Content Analysis     d. Factor Analysis

(Ans – a)

Q6. A detailed chronicle by an ethnographer of events, conversations and behaviour, and researcher’s initial reflections on them is called as_.                                                       

 a. Field notes              b. Index                                   c. Preface                    d. Conclusion

(Ans – a)

Q7. Which of the following term is used by Blumer to refer to a preference for testing a concept as a guide in an investigation, so that it points in a general way to what is relevant or important?                                                    

a. Scale definition                                           b. Sensitizing Concept           

c. Construct definition                                                d. None of these

(Ans – b)

Q8. Which of the following terms is used to define the approach to the study of reality that suggest that only knowledge gained through experiences and the senses is acceptable?                                                        

            a. Hedonism                b. Empiricism              c. Positivism                d. None of these

(Ans – b)

Q9. A brief summary of the research report is called as:                                                                    a. Acknowledgment                   b. Conclusions             c. Abstract       d. None of these

(Ans – c)

Q10. A way in which attempts to convince or persuade the audience is formulated is called as___                                   

a. Reflexivity              b. Rhetoric                  c. Persuasive                d. None of these

(Ans – b)

Q11. Which of the following could be attached as appendices in the research report?                                       

a.       Questionnaire                                            b. Copy of letters to samples 

c. Observation schedule                                  d. All of these

(Ans – d)

Q12. Which of the following term correctly describe the meaning of the statement “ the business researchers should be reflective about the implications of methods, values, biases and decisions for the knowledge of the social world they generate.”                            

a. Pluralism                      b. Reflexivity                      c. Postmodernism        d None of these  (Ans – b)

Q13. A concern with the question of whether or not the results of study can be generalized beyond the specific research context in which it was conducted is called as_______                                            

a. Face validity                        c. External validity      c. Content validity      d. None of these

(Ans – c)

Q14. 16. Which of the following is used when you want to visually examine the relationship between two quantitative variables?           

            a. Bar graphs               b. Pie graphs                c. Line graphs              d. Scatter plots

 (Ans – d)

Q15. What do you mean by ‘Desk Research’?                                                                                  

a. Primary Research    b. Secondary Research            c. Field research          d. None of these

(Ans – b)

Q16. When asking consumers about their socio-economic group, what might the interviewer ask about?  

a. Their income                                                            b. Their gender                       

c. Their family size                                                      d. Their age

(Ans – a)

Q17. Where do you provide a step-by-step account of what the researcher and participants did during the research study?

a.       Introduction                      b. Abstract                  c. Procedure                d. Design

(Ans – c)

Q 18. The factor that should determine whether you decide to prepare a research report of you study for a conference or for publication is

a. Whether the study is free from flaws                                                                                 b. Whether the study is important enough to justify presentation or publication

c. Whether others would be interested in the work

d. All of the above

(Ans – d)

Q19. When referencing other works you have cited within the text of the report you should                     

a. State the first and last name of the author

b. Use the author, date citation method

c. Use an asterisk and a footnote

d. Insert the complete citation in parenthesis

(Ans – d)

Q20. Research that is done to examine the findings of someone else using the "same variables but different people" is which of the following?                                                                                         

a. exploration              b. hypothesis               c. replication                d. empiricism

(Ans – a)