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
