Sales Management MCQs and Notes

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📊 Sales Management
Q. The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as………….
  • (A) Selling
  • (B) Sales policy
  • (C) Sales programme
  • (D) Sales planning
💬 Discuss
✅ Correct Answer: (D) Sales planning
📊 Sales Management
Q. A…………….Is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.
  • (A) retailer
  • (B) wholesaler
  • (C) distribution channel
  • (D) middleman
💬 Discuss
✅ Correct Answer: (C) distribution channel
📊 Sales Management
Q. The difference between transactional selling and relationship selling is
  • (A) In transaction, selling buyers must pay cash
  • (B) In relationship selling, buyers and sellers must be related
  • (C) In transaction selling, sellers provide greater service
  • (D) In relationship selling, sellers work to provide value to their customers
💬 Discuss
✅ Correct Answer: (D) In relationship selling, sellers work to provide value to their customers
📊 Sales Management
Q. ……………….Is a marketing channel that has no intermediary levels.
  • (A) direct marketing channel
  • (B) indirect marketing channel
  • (C) forward channel
  • (D) hybrid channel
💬 Discuss
✅ Correct Answer: (A) direct marketing channel
📊 Sales Management
Q. Which of the following statements about the sales force in the 21st century is true?
  • (A) Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
  • (B) Transactional exchanges no longer occur
  • (C) Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
  • (D) Salespeople make little use of the Internet because they realize the importance of the personal touch
💬 Discuss
✅ Correct Answer: (A) Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
📊 Sales Management
Q. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….
  • (A) Corporate vertical marketing systems
  • (B) Contractual vertical marketing systems
  • (C) Administered vertical
  • (D) None of the above
💬 Discuss
✅ Correct Answer: (B) Contractual vertical marketing systems
📊 Sales Management
Q. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel.
  • (A) width
  • (B) depth
  • (C) length
  • (D) similarity
💬 Discuss
✅ Correct Answer: (C) length
📊 Sales Management
Q. Which of the following statements about sales force management is true?
  • (A) The sales force is the firm's most direct link to the customer
  • (B) The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
  • (C) As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
  • (D) Personal selling is usually less expensive than advertising
💬 Discuss
✅ Correct Answer: (C) As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
📊 Sales Management
Q. ……………..is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer.
  • (A) A direct marketing channel
  • (B) An indirect marketing channel
  • (C) A channel level
  • (D) A channel switching system
💬 Discuss
✅ Correct Answer: (C) A channel level
📊 Sales Management
Q. Who sells to the customers?
  • (A) Semi wholesalers
  • (B) Wholesalers
  • (C) Retailer
  • (D) Distributor
💬 Discuss
✅ Correct Answer: (C) Retailer

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