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The selling process for cold canvassing includes all of the following EXCEPT
a. beginning with blind prospecting b. using a pre-approach c. following a
lead from an inquiry d. utilizing close and follow-up
2. To determine which customer accounts to call on, companies need to
evaluate a. geographic closeness to other accounts b. territory allocation
c. commission schedules d. reference checks
3. To maximize the performance of their field sales forces, companies a.
review expense accounts b. retrain in sales techniques c. develop a strong
marketing plan d. develop a strong advertising plan
4. What aspect of an employment application should be scrutinized by the
sales manager? a. Physical impairments b. Ethnic background c. Personal
characteristics d. None of the above
5. Which of the following is an advantage of using a commission form of
sales compensation? a. The salesperson will be highly motivated. b.
Marketing information will be regularly collected by the salesperson. c. The
account will be serviced on a regular basis. d. All of the above

All of the following are appropriate means for selecting salespeople

EXCEPT a. interviews b. aptitude test scores c. political connections d.
previous experience


Which of the following topics is NOT usually included in a sales training

course? a. Sales technique b. Customer buying habits c. Company
financial information d. Accounting techniques

8. Qualifying a prospect is a. identical with checking references for an

applicant b. determining which applicant to hire c. conducting an exit
interview d. determining if a prospect is interested in a product
9. Projection on the basis of past records is a method of a. value analysis b.
sales forecasting c. standard appraisal d. MBO
10.Matching the capabilities of the sales recruit to the needs of the
organization is called a. congruence b. realism c. selection d. Socialization
11.Which of the following personal selling approaches is designed to help
customers reach strategic goals through use of products, services, and
sales organization expertise? a. Problem solving b. Consultative c. Need
satisfaction d. Mental states
12.Which of the following areas of training for sales managers is most
frequently neglected? a. Forecasting and budgeting techniques b.
Accounting principles c. Marketing principles d. Management principles

13.Which of the following communication strategies does NOT involve direct

communication between sales managers and salespeople? a. Manipulation
b. Threats c. Persuasion d. Promises
14.Sales performance evaluations are necessary a. as a way for management
to obtain their bonuses b. to supplement training c. to provide feedback to
salespeople d. none of the above
15.Which of the following is NOT part of the sales process? a. The preapproach b. Planning the sales presentation c. Prospecting d. Evaluating
sales effectiveness
16. Avon, Amway, and Tupperware use which of the following forms of
a. direct marketing channel
b. indirect
marketing channel
c. forward channel
d. fashion channel
17.From the economic systems point of view, the role of marketing
intermediaries is to
a. raw products into finished
b. consumer needs into producer needs.
c. consumer
needs and wants into product desires.
d. assortments of products
made by producers into the assortments wanted by
18. When the manufacturer establishes two or more channels catering to the
same market, then occurs. (a) Vertical channel conflict (b)
Horizontal channel conflict (c) Multi channel conflict (d) None of the above
19.A distribution channel moves goods and services from producers to
consumers. It
overcomes the major time, place, and ______________
gaps that separate goods and
services from those who would use
a. possession
b. profit
c. image
d. psychological
20. Through their contacts, experience, specialization, and scale of operation,
______________ usually offer the firm more than it can achieve on its own.
a. manufacturers
b. producers
c. direct marketers
21.Makers of televisions, cameras, tires, furniture, and major appliances
normally use
which of the following distribution channel forms?
direct marketing channel
b. indirect marketing channel
horizontal channel
d. synthetic channel
22.Using manufacturers representatives or sales branches is usually a
characteristic of
which of the following channel forms?
a. business
marketing channels
b. customer marketing channels
c. service
marketing channels
d. direct marketing channels
23.Transporting and storing goods is part of which of the following marketing
a. negotiation
b. physical distribution
d. matching

24.Who sells to the customers? (a) Semi wholesalers (b) Wholesalers (c)
Retailer (d) Distributor
25.The benefits of marketing channels are.. (a) Cost saving (b) Time
saving (c) Financial support given (d) All of above
26. _______________ is a layer of intermediaries that performs some work in
the product and its ownership closer to the buyer. a. A direct
marketing channel
b. An indirect marketing channel
c. A channel
d. A channel switching system
27.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 e. Sales management is no different from any other kind of
28.With respect to a channel of distribution, the number of intermediary
levels within
the channel indicates the ____________ of a channel. a.
b. depth
c. length
d. similarity
29.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
30.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 e. All of the above statements about
the sales force in the 21st century are true
31. ________________ is a marketing channel that has no intermediary levels.
a. direct marketing channel
b. indirect marketing channel
forward channel
d. hybrid channel
32.When channel members assume responsibility for one or more of the
marketing flows over at least two separate levels of distribution
manufacturing and wholesaling, in fact, such systems are synonymous
with both forward and backward vertical integration is known as
a. Corporate vertical marketing systems b. Contractual vertical marketing
systems c. Administered vertical marketing systems d. None of the above

33.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 e. In transaction selling, the transaction is the beginning
of a relationship
34.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
c. distribution channel
d. middleman
35.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
36.Karen is studying the potential for selling her company's products in China.
As part of her analysis, she is assessing the number, types and availability
of wholesalers and retailers. Karen is studying the country's a. Natural
conditions b. Technological feasibility c. Social and cultural norms d.
Distribution structure e. Legal and political constraints
37.Mr. Narayan, the new national sales manager is learning about the internal
organizational environment in her company. She will learn about all of the
following EXCEPT a. Human resources b. Financial resources c. Service
capabilities d. Social and cultural environment e. Research and
development activities
38.Which is not a strategic role of sales management? a. Tracking b.
Reporting c. Delivery d. Optimizes distribution
39.John, the sales manager for a building materials company, knows the
customers in one profitable sales territory, are particularly hostile to
women sales reps. John faces an ethical dilemma primarily in the area of:
a. Determining compensation and incentives b. Equal treatment in hiring
and promotion c. Respect for individuals in supervisory and training
programs d. Fairness in the design of sales territories e. Fairness in the
assignment of sales territories
40.A large marketing intermediary, but not as large as a sole selling agent in
terms of size, resources and territory of operation is known as..
a. Wholesaler b. Sole selling agent c. Direct marketing channel d. Semiwholesalers
41.Many firms use environmental scanning to assess their external
environment. Environmental scanning should be used to a. Respond to
current crises b. Identify future threats and opportunities c. Determine

personnel performance d. Allocate financial resources e. Assist with

service delivery
42.Sarah and Steve are sales reps for a major pharmaceutical company in the
same geographic area. Sarah calls on private practice physicians, while
Steve calls on hospital groups. Their sales manager would likely have an
ethical dilemma in the area of: a. Determining compensation and
incentives b. Equal treatment in hiring and promotion c. Respect for
individuals in supervisory and training programs d. Fairness in the design
of sales territories e. Fairness in the assignment of sales territories
43.What is the full form of CIS? a. Channel information system b. Channel
induced system c. Channel information system d. Channel incorporated
44.Which of the following is an example of the external natural environment
for a manufacturer of metal lawn furniture? a. A longer than usual
distribution channel due to a rail strike b. Consumer trend toward treating
gardens like another room c. The popularity of metal lawn furniture that
looks vintage rather than newly bought d. A flood at the manufacturer's
main warehouse e. Inflationary pricing by competitors
45.What is the full form of VMS? a. Velocity moving system b. Vertical
marketing system c. Vertical moving system d. Very moveable system
46.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
Type of sales person who work from their offices through internet or telephone are classified
A. channel intermediaries
B. nominal sales force
C. inside sales force
D. outside sales force
Answer C

MCQ. Standard amount that must be sold by salesperson of company's total product is
classified as
A. sales contest
B. expense quota
C. production quota
D. sales quota
Answer D
MCQ. Kind of sales people who travel to call all customers in field is classified as
A. inside sales force
B. outside sales force
C. channel intermediaries
D. nominal sales force
Answer B
MCQ. Sales force structure in which salespeople are designated to sell company's product
to certain industries or customers is classified as
A. customer sales force structure
B. product sales force structure
C. indirect sales force structure
D. territorial sales force structure

1. c 2. a 3. b 4. c 5. a 6. c 7. d 8. d 9. b 10. a 11. b 12. d 13. a 14. c 15. d 16. a

17. d 18. c 19. a 20. d 21. b 22. a 23. b 24. c 25. d 26. c 27. a 28. c 29. b 30. c
31. a 32. a 33. d 34. c 35. d 36. d 37. d 38. c 39. e 40. a 41. b 42. a 43. c 44. d
45.b 46. d 47. c 48. d 49. b 50. a