True or false 1.

merchandising policies for key accounts at the retail outlets display layout and point of true 2. accuracy of forecasts are not analysed to determine how forecasting techniques can be improved & & better forecasts obtained in the future months. true 3. a 'sales territory' is a configuration of current and potential accounts, for which responsibility has been assigned to a particular sales representative. true 4. there has to be a reciprocal relationship between the leader and his followers. true 5. compensation levels for sales personnel are related to external supply and demand factors. true 6. quality of display influences consumer purchasing decisions. true 7. extended socialization involves long term training, job rotation and corporate social activities. true 8. direct costs allocation to various product groups should be done in a logical fashion. false 9. in semi structured interviews, the interviewer has a pre-planned list of major questions but allows time for interaction and discussion. true 10. marketing & sales have been revolutionized by the concepts like unitization, palletisation & containerization. false 11. the sales potential is the minimum sales that can be attained with perfect selling conditions. false 12. the retail chain observe how the product will appeal to the customer in the showroom the appearance, the aesthetic, the merchandising & the packaging true

13. distribution points are independent vending centers rather than buying centers. false 14. marketing & sales have been revolutionized by the concepts like unitization, palletisation & containerization. false 15. in centralized training programs, the trainees do not quickly get acquainted with each other. false 16. bonus always appear with one of the three main sales compensation methods. true 17. in 'salary plus incentive' compensation plan, income includes expense allowance also. false 18. prospecting is providing products to customers. false 19. the sales potential is the minimum sales that can be attained with perfect selling conditions. false 20. the retail chain observe how the product will appeal to the customer in the showroom the appearance, the aesthetic, the merchandising & the packaging true 21. distribution points are independent vending centers rather than buying centers. false 22. there should be no focus on product innovations by the organization. false 23. the retail chain observe how the product will appeal to the customer in the showroom the appearance, the aesthetic, the merchandising & the packaging true 24. colour blocking' is a tool used by retailers. true 25. companies usually turn to external expert' help, because of difficulty in constructing large input - output models. true 26. selection of subsidiaries has become an important activity of sales management because it decides the type of volume of business, one will have on the future.

false 27. export manager needs to have linguistic skills in addition to other personal skills for better business performance. true 28. the efficiency in selling activities is measured from the sales call plan. true 29. sales force effectiveness can be improved through :training.