QN1. From the sales management point of view, gross margin is equal to
a) Cost of sales + sales
b) Sales – cost of sales
c) Profit + cost of sales
d) None of these
Answer
Answer: b) Sales – cost of sales
QN2. From the sales management point of view, net profit is equal to
a) Gross margin + expenses
b) Sales – cost of sales
c) Gross margin – expenses
d) None of the above
Answer
Answer: c) Gross margin – expenses
QN3. Franklin Evan researched buyer-seller dyads in the ________ business.
a) Insurance
b) Banking
c) Communication
d) Aviation
Answer
Answer: b) Banking
QN4. From the sociologist’s point of view, ‘dyad’ means
a) A situation where only buyers are there.
b) A situation where only sellers are there.
c) A situation in which two people interact.
d) None of the above.
Answer
Answer: c) A situation in which two people interact.
QN5. From the salespersons point of view, the objective factors are
a) Education, age, income
b) Income, religion, education
c) Income, height, education
d) None of these
Answer
Answer: c) Income, height, education
QN6. AIDAS theory talks about
a) Attention, interests, desire, action and satisfaction
b) Attitudes, interests, desire, action and satisfaction
c) Agreement, interests, desire, action and satisfaction
d) None of the above
Answer
Answer: a) Attention, interests, desire, action and satisfaction
QN7. From the AIDAS theory point of view, the ____goal is to intensify the prospect’s attention so that it evolves into strong interest.
a) Attention.
b) Inducing actions.
c) Gaining interest.
d) None of the above.
Answer
Answer: a) Attention.
QN8. The mental process involved in a purchase is
a) Need (or problem) > solution > sale
b) Need (or problem) > solution > purchase
c) Need (or problem) > solution > output
d) None of these
Answer
Answer: a) Need (or problem) > solution > sale
QN9. Buying Formula is also known as
a) Theory of Buying
b) Theory of Selling
c) Theory of Profit
d) None of the above
Answer
Answer: a) Theory of Buying
QN10. The four essential elements of the learning process included in the stimulus response model are
a) Drive, cue, response and reinforcement
b) Response, drive, cue and enforcement
c) Reply, drive, cue, and reinforcement
d) None of the above
Answer
Answer: b) Response, drive, cue and enforcement
QN11. ________ is a weak stimuli that determines when the buyers will respond.
a) Drive
b) Cue
c) Response
d) None of the above
Answer
Answer: c) Response
QN12. ______ is any event that strengthens the buyer’s tendency to make a particular response.
a) Drive
b) Cue
c) Reinforcement
d) none of the above
Answer
Answer: c) Reinforcement
QN13. There are _______ steps in prospecting.
a) Three
b) Four
c) Two
d) None of the above
Answer
Answer: b) Four
QN14. Marketing management in consultation with sales management determines ___ exact role in the promotional program.
a) Publicity’s
b) Personal Selling’s
c) Sales Promotion’s
d) None of the above
Answer
Answer: c) Sales Promotion’s
QN15. Stocking and promoting the product line is a qualitative objective of
a) Publicity
b) Sales Promotion
c) Personal Selling
d) None of the above
Answer
Answer: c) Personal Selling
QN16. ________ is an estimate of the maximum possible sales opportunities present in a particular market segment and open to all sellers of a good or service during a stated future period.
a) Sales Potential
b) Sales forecast
c) Market Potential
d) None of the above
Answer
Answer: b) Sales forecast
QN17. The first step in analyzing a product’s market potential is to identify its
a) Product
b) Price
c) Promotion
d) Market
Answer
Answer: d) Market
QN18. Using market factors for analyzing market potential is a ___ process.
a) Two-step
b) Three-step
c) Four-step
d) One-step
Answer
Answer: c) Four-step
QN19. ________ is a procedure for estimating how much of a given product (or product line) can be sold if a given marketing program is implemented.
a) Buyers Interests
b) Sales Forecasting
c) Market Potential
d) None of the above
Answer
Answer: b) Sales Forecasting
QN20. ______ is one statistical technique for short-range sales forecasting,
a) Chi-square
b) Exponential Smoothing
c) Factor Analysis
d) none of these
Answer
Answer: c) Factor Analysis
QN21. _____ analysis is a statistical process, used in sales forecasting, determines and measures the association between company sales and other variables.
a) Conjoint
b) Regression
c) Chi-square
d) None of the above
Answer
Answer: c) Chi-square
QN22. Tasks of line administration are sub-divided among the new assists in one of _______ ways.
a) Four
b) Five
c) Three
d) None of the above
Answer
Answer: c) Three
QN23. A large firm with far-flung selling operations is likely to subdivide line authority ________.
a) Geographically
b) Politically
c) Economically
d) Socially
Answer
Answer: a) Geographically
QN24. The third scheme for subdividing line authority is by type of ________.
a) Customer or purchase channel
b) Seller or marketing channel
c) Customer or marketing channel
d) None of these
Answer
Answer: c) Customer or marketing channel
QN25. Non-personal selling techniques are the province of the ____ department.
a) Purchase
b) Advertising
c) Selling
d) None of the above
Answer
Answer: b) Advertising
QN26. Product Development Committee works in coordination between ___ and _____ departments.
a) Purchase and R&D
b) Sales and R&D
c) Sales and Finance
d) Sales and Accounting
Answer
Answer: b) Sales and R&D
QN27. Sales force management is a specialized type of _______ management.
a) Marketing
b) Personnel
c) Operations
d) None of the above
Answer
Answer: a) Marketing
QN28. The qualifications needed to perform the job are detailed in the ______.
a) Job Specifications
b) Job Analysis
c) Job Satisfaction
d) none of these
Answer
Answer: a) Job Specifications
QN29. The method that breaks down subject matter into numbered instructions units called frames, which are incorporated into a book or microfilmed for use with a teaching machine is
a) On the Job Training
b) Programmed Learning
c) Impromptu Discussion
d) None of the above
Answer
Answer: b) Programmed Learning
QN30. Initial sales training is a
a) Line function in some companies and staff function in other organizations.
b) Line function.
c) Staff function.
d) None of the above.
Answer
Answer: c) Staff function.
QN31. The three types of compensation plans are
a) Straight salary, straight commission, and a combination of salary and variable elements.
b) Salary, commission and other miscellaneous elements.
c) Salary, commission and perks.
d) None of the above.
Answer
Answer: a) Straight salary, straight commission, and a combination of salary and variable elements.
QN32. ______ is an auxiliary device capable of transmission of sight and/or sound stimuli.
a) Advance assignments.
b) Training aids.
c) Printed materials.
d) None of the above.
Answer
Answer: b) Training aids.
QN33. Needs that are inborn or physiological needs for food, water, rest, sleep, air to breathe, sex, and sun, the fulfillment of which are basic to life itself. These needs are
a) Secondary needs
b) Primary needs
c) Auxiliary needs
d) None of the above
Answer
Answer: b) Primary needs
QN34. A sales compensation plan has as many as ______ basic elements.
a) Two
b) Three
c) Four
d) None of the above
Answer
Answer: b) Three
QN35. ________ account provides the salesperson with a stipulated sum to cover all expenses during a given period, such as a month or week.
a) Flexible expense account.
b) Flat expense account.
c) Miscellaneous account.
d) None of the above.
Answer
Answer: b) Flat expense account.
QN36. ____ measures the effectiveness of sales personnel in securing orders.
a) Average cost ration
b) Call-frequency ration
c) Order call ration
d) None of the above
Answer
Answer: b) Call-frequency ration
QN37. ____ market share on a territory-by-territory basis.
a) General.
b) Territorial.
c) Augmented.
d) none of the above
Answer
Answer: b) Territorial.
QN38. From the emerging global retailing point of view, the “tough three” are
a) Italy, South Korea and Japan
b) South Korea, Japan and China
c) Japan, China and India
d) None of the above
Answer
Answer: c) Japan, China and India
QN39. From the emerging global retailing point of view, the “torrid three” are
a) Mexico, Argentina, India
b) Mexico, Turkey and Argentina
c) Turkey, India, Brazil
d) None of the above
(Torrid zone: Mexico; Pakistan; India; Malaysia; Singapore; SriLanka; Bangladesh; Phillipines; Brunei Dar-es-Salam; Thailand)
Answer
Answer: d) None of the above
QN40. “Formidable four” means
a) Greatest political and economic risks with a poor retail infrastructure, but
rapidly growing middle classes hungry for consumer goods.
b) Rapid but volatile economic growth with an undeveloped retail sector.
c) Strong economies with large middle classes.
d) None of the above.
Answer
Answer: c) Strong economies with large middle classes.
QN41: “Organizations plan, design, implement, and evaluate their marketing communication activities. These activities involve the delivery of messages either to or with target audiences, through various communication tools and media. This is known as”
(a)campaigns
(b)personal selling
(c)public relations
(d)publicity
Answer
Answer: (a)campaigns
QN42: This is a hierarchy of effects or sequential model used to explain how advertising works:
(a)ADD
(b)AIDA
(c)PESTLE
(d)SWOT
Answer
Answer: (b)AIDA
QN43: This is the sharing of meaning created through the transmission of information
(a)Communication
(b)Noise
(c)Transfer
(d)Understanding
Answer
Answer: (a)Communication
QN44: Promotion technique for consumers according to which demonstrations and displays of products made at place of sale is called
(a)point of purchase promotion
(b)Discounts
(c)sales premium
(d)advertising specialties
Answer
Answer: (a)point of purchase promotion
QN45: Personal selling step in which sales person asks for an order to customer is classified as
(a)shipper approach
(b)handling shipment
(c)closing
(d)follow up
Answer
Answer: (c)closing
QN46: Sales force structure in which a sales representatives works to sell specific items of product line is classified as
(a)indirect sales force structure
(b)territorial sales force structure
(c)customer sales force structure
(d)product sales force structure
Answer
Answer: (d)product sales force structure
QN47: Third step in personal selling process after completion of pre-approach step is to
(a)prospecting and qualifying
(b)handling objections
(c)approach
(d)presentation and demonstration
Answer
Answer: (c)approach
QN48: Step in personal selling process which consists of first meeting first meeting between customer and sales person is called
(a)qualifying
(b)prospecting
(c)follow up
(d)approach
Answer
Answer: (d)approach
QN49: Type of sales person who work from their offices through internet or telephone are classified as
(a)channel intermediaries
(b)nominal sales force
(c)inside sales force
(d)outside sales force
Answer
Answer: (c)inside sales force
QN50: “In personal selling process, step which consists of identifying potential customers is classified as”
(a)presenting quota
(b)demonstrating quota
(c)prospecting
(d)qualifying
Answer
Answer: (c)prospecting
QN51: “Sales promotion tools used to stimulate purchase, motivate salespeople and generate business leads are classified in category of”
(a)event promotion
(b)off deal promotion
(c)trade promotions
(d)business promotions
Answer
Answer: (d)business promotions
QN52: Consumer promotion technique through which brand marketing event is created by company or it participates in other sponsored event is classified as
(a)event marketing
(b)sponsored marketing
(c)branding
(d)premium marketing
Answer
Answer: (a)event marketing
QN53: Consumer promotion technique according to which seller sells two or three units of product at reduced price is classified as
(a)price packs
(b)Discounts
(c)advertising specialties
(d)Both 1 and 2
Answer
Answer: (d)Both 1 and 2
QN54: ‘Particular communication that must be achieve within definite target audience within specific time is classified as
(a)message decision
(b)media decision
(c)advertising objective
(d)advertising evaluation
Answer
Answer: (c)advertising objective
QN55: Possible objectives of advertising includes
(a)persuasive advertising
(b)reminder advertising
(c)Information advertising
(d)All of the above
Answer
Answer: (d)All of the above
QN56: “Approach of message execution which follows format of style, tone, words and format to execute message of advertising is classified as”
(a)rational style
(b)persuasive style
(c)creative style
(d)execution style
Answer
Answer: (d)execution style
QN57: Resources and dollars allocated to company’s or product’s promotional program are classified as
(a)advertising messages
(b)advertising budget
(c)advertising strategy
(d)advertising objective
Answer
Answer: (b)advertising budget
QN58: Strategic media planning is a complex challenge because advertises must use their knowledge of
(a)Psychographics
(b)Behavioural characteristics
(c)Demographics
(d)All of the above
Answer
Answer: (d)All of the above
QN59: Addressable media are used
(a)to deliver customised marketing messages to identifiable prospects
(b)for two-way communication
(c)for social media
(d)none of the above
Answer
Answer: (a)to deliver customised marketing messages to identifiable prospects
QN60: Media strategy is making media decisions based on
(a)Whims of the market
(b)Understanding customers wants and needs
(c)Brand awareness
(d)The client s wishes
Answer
Answer: (d)The client s wishes
QN61: Interactive media can be best described as
(a)Customized Marketing Messages
(b)Marketing Communications Mix
(c)Marketing Mix
(d)Media that allow two-way messages between company and consumer
Answer
Answer: (d)Media that allow two-way messages between company and consumer
QN62: Extensive local penetration and coverage is indicative of
(a)Magazines
(b)Online Advertising
(c)Social Media
(d)Newspapers
Answer
Answer: (d)Newspapers
QN63: One weakness in using out-of-home media is
(a)Demographic Flexibility
(b)Relatively Low Cost
(c)Delivers Excellent Reach
(d)Difficult to Measure and Control
Answer
Answer: (d)Difficult to Measure and Control
