Sales Management MCQs and Notes

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📊 Sales Management
Q. Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called
  • (A) Approach
  • (B) Follow- up
  • (C) Closing
  • (D) Pre-approach
💬 Discuss
✅ Correct Answer: (B) Follow- up
📊 Sales Management
Q. A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is
  • (A) Product sales force
  • (B) Customer sales force
  • (C) Complex structure
  • (D) Territorial sales force
💬 Discuss
✅ Correct Answer: (D) Territorial sales force
📊 Sales Management
Q. What P stands for?
  • (A) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
  • (B) predisposition or the inward response tendency, that is, force of habit
  • (C) present drive level
  • (D) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
💬 Discuss
✅ Correct Answer: (B) predisposition or the inward response tendency, that is, force of habit
📊 Sales Management
Q. Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________.
  • (A) Approach
  • (B) Pre-approach
  • (C) Follow-up
  • (D) Closing
💬 Discuss
✅ Correct Answer: (D) Closing
📊 Sales Management
Q. A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.
  • (A) Organization report
  • (B) Sales Audit
  • (C) Organization forecast
  • (D) Sales report
💬 Discuss
✅ Correct Answer: (B) Sales Audit
📊 Sales Management
Q. ………………..are maintained by accounting department sales organization. These records are made of salesmen’s reports.
  • (A) Sales records
  • (B) Sales reports
  • (C) Sales analysis
  • (D) None of the above
💬 Discuss
✅ Correct Answer: (A) Sales records
📊 Sales Management
Q. ………………..is a detailed examination of salts volume by territory.
  • (A) Sales control
  • (B) Sales target
  • (C) Sales attribute
  • (D) Sales analysis
💬 Discuss
✅ Correct Answer: (D) Sales analysis
📊 Sales Management
Q. A………is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time.
  • (A) Sales forecasting
  • (B) Sales quotas
  • (C) Sales Targets
  • (D) None of the above
💬 Discuss
✅ Correct Answer: (C) Sales Targets
📊 Sales Management
Q. …………….is set for an individual salesperson, geographical areas, product lines or distributive outlet or for any one or more of these on combination.
  • (A) Past sales
  • (B) Sales volumes quotas
  • (C) None of the above
  • (D) Total market estimates
💬 Discuss
✅ Correct Answer: (B) Sales volumes quotas
📊 Sales Management
Q. One of the purpose of sales quota is to evaluate the ……………….
  • (A) Performance
  • (B) Goals and incentives
  • (C) Salesperson activities
  • (D) None of the above
💬 Discuss
✅ Correct Answer: (A) Performance

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