Sales and Distribution Management MCQ with Answers for Marketing Management Courses of Regular and Distance Education Institutes
Sales and Distribution Management MCQ with Answers
1. Two commonly faced problems in the service business are:
a. Lack of training
b. Resistance to selling
c. Making the service tangible
d. Sales promotion
Answer: (a & b)
2. Sales promotion tools aimed at three are:
a. Customers
b. Incentives
c. Intermediaries
d. Salesforce
Answer: (a, c, d)
3. The most important objective of ___ is to convince customers to make a purchase.
a. Direct marketing
b. The person selling
c. Person-to-person communication
d. Integrating programs
Answer: (b)
4. How profitable a given customer is over time defines your ___.
a. Assessment
b. Cycle efficiency
c. Follow up
d. Lifetime value
Answer: (d)
5. When a player assumes more of a leadership role on a team, it is called ___.
a. Stepping up
b. Stepping stone
c. Follow the leader
d. None of the above
Answer: (a)
6. We should lead from the right brain and manage from the ___.
a. Central brain
b. Whole-brain
c. Left brain
d. Right brain
Answer: (c)
7. The second critical skill for personal management is ___.
a. Thread
b. Producer
c. Subordinates
d. Delegation
Answer: (d)
8. Delegation can be classified into:
a. Gofer delegation
b. Supervision of efforts
c. Stewardship
d. Micromanaging
e. Scheduling
Answer: (a & b)
9. The ___ multiyear program and framework for training and measuring standards of capability are operated for all store staff.
Answer: The signet jewellery academy
10. ___ is a flexible program consisting of six elements that better enable store staff to meet the needs of customers.
a. BCD
b. LME
c. ACE
d. EPS
Answer: (c)
11. The system has helped companies to ___.
a. Increase sales
b. Expand more efficiently
c. Reducing training and development cost
d. All of the above
Answer: (d)
12. No hype, no pressure, just excellent ___ built around credibility and integrity.
a. Goods
b. Services
c. Talk
d. Think
Answer: (b)
13. A new retired sales consultant for a daily newspaper trip came to mind.
a. Gallatin
b. Fred
c. Rich
d. None of the above
Answer: (b)
14. Fish believes in the concept of ___.
a. Cooperation
b. Coordination
c. Teamwork
d. Mutual trust
Answer: (d)
15. The two criteria for sales compensation use are ___ and ___.
a. Customer perception
b. Customer persuasion
c. Customer retention
d. Customer contact
Answer: (b & d)
16. Paying for the point of persuasion is the rule of ___.
a. Finger
b. Purchase
c. Thumb
d. Satisfaction
Answer: (c)
17. E-commerce is the primary sales link with the customer, but customers must be convinced to sign up is known as ___.
a. Signing up
b. Matriculation selling
c. Forward selling
d. Cross-selling
Answer: (b)
18. The two most common errors are:
a. Land lording
b. Appeasement pay
c. Sales expenses
d. Buying decisions
Answer: (a & b)
19. Once monetary needs are realized, _____ needs can be realized with sales incentives.
a. Social acceptance
b. Personal esteem
c. Psychic income
d. Self-realization
Answer: (c)
20. A behavioral model is given by ___.
a. B.F. Skinner’s
b. Fried
c. Meredith
d. Maritz
Answer: (a)
21. ___ is the companion of a surprising number of sales professionals.
a. Negotiation
b. Fear
c. Desire
d. Pride
Answer: (b)
22. ___ is a routine job.
a. Negotiation
b. Desire for recognition
c. Sales
d. Incentive program
Answer: (c)
23. ___ are important & provide accountability to promote entrepreneurial spirit and reduce turnover.
a. Trends
b. Projections
c. Benchmarks
d. Territories
Answer: (d)
24. Finding and visualizing groups of facts not previously known is
a. Sequences
b. Clustering
c. Forecasting
d. Associations
Answer: (b)
25. ___ contains department- or division-wide information.
a. Data mining
b. Data warehousing
c. Datamart
d. Data clustering
Answer: (c)
26. Logistics can be classified into –
a. One that is linked to operations
b. That is linked to strategy
c. That is linked to forecasting
d. That is linked to responsibility
Answer: (a & b)
27. Modes of transaction available in logistics are not included –
a. Rail
b. Road
c. Air
d. Water
e. Ship
f. Pipeline
Answer: (e)
28. Transportation is used by businesses for the delivery of goods from distant suppliers.
a. Air
b. Sea
c. Rail
d. Road
Answer: (b)
29. The philosophy of ___ is based on the principle that less quantity is less interval, resulting in more deliveries.
a. VMI
b. JIT
c. TQM
d. SCM
Answer: (b)
30. Basic functions in warehousing are:
a. Handling
b. Storage
c. Information transfer
d. All of the above
Answer: (d)
31. Key influencers for consumer services and entertainment can be:
a. Family & friends
b. Retailers & store staff
c. Specifiers
d. None of the above
Answer: (a)
32. Priceline.com is a market for ___.
a. BZC operation
b. BZB auctions
c. CZB auctions
d. CZC format
Answer: (c)
33. ___ are at the end of the supply chain.
a. Distributor
b. Customer
c. Retailers
d. Wholesaler
Answer: (c)
34. ___ based on early, frequent, and proactive involvement with key suppliers to develop a partnership for improvement.
a. GSE approach
b. SER approach
c. HR’s approach
d. HP’s approach
Answer: (d)
35. This is not the type of supply chain.
a. Ripe supply chains
b. Internal supply chain
c. network-oriented supply chain
d. Value chains
Answer: (c)
36. ___ bridges the gap between consumer demand and producer supply.
a. Courier
b. Transportation
c. Inventory
d. Logistics
Answer: (d)
37. ___ becomes the amount a customer is willing to pay for the product or service provided by the supplier.
a. Value
b. Money
c. Cost
d. Interest
Answer: (a)
38. Information flows can be categorized as:
a. Strategy
b. Tactical
c. Functional
d. Operational
Answer: (a, b, d)
39. Make versus buy:
a. Operational decision
b. Strategic decision
c. Functional decision
d. Tactical decision
Answer: (b)
40. Capturing, analyzing, and disseminating the right ___ is key to the success of any operation.
a. Data
b. Information
c. Demand and supply
d. None of the above
Answer: (b)
41. ___ and sourcing are important elements in the packages as they reflect specific aspects of the product.
a. Packaging
b. Pricing
c. Distribution
d. Supplying
Answer: (b)
42. The ___ is that the value chain may be used to identify and understand the specific sources of competitive advantages.
a. Kotler’s agreement
b. Fried agreement
c. Porter’s agreement
d. None of the above
Answer: (c)
43. ___ is a tool that estimates inventory requirements at stocking locations.
a. ERP
b. DRP
c. SCM
d. MRP-II
Answer: (b)
44. ___ is defined as the development of a long-term relationship with a limited number of suppliers on the basis of mutual confidence.
a. Third-party logistics
b. Use of ERP/DRP technique
c. Co-makers
d. Postponement
Answer: (c)
45. E-business, or SCM, can be classified as:
a. E-commerce
b. E-procurement
c. E-collaboration
d. All of the above
Answer: (d)
46. Selling services involves guidelines:
a. Facilitation of equality assessment by customer
b. Making service intangible
c. Use of references from internal sources
d. Recognition of importance of customer contact personnel
Answer: (a & d)
47. Public relations is concerned with the marketing tasks involved.
a. Reinforcing positioning
b. Building and maintaining image
c. Handling problems and issues smoothly
d. All of the above
Answer: (d)
48. Personal selling’s objective of promotion should include ___.
a. Building product awareness
b. Creating interest
c. Providing information
d. Stimulating supply
Answer: (a, b, c)
49. Personal selling strategy involves these three key elements.
a. Sales team
b. Understanding of clients
c. Sales performance
d. Sales structure
Answer: (a, b, d)
50. It is a method for communicating with corporate customers due to increasing costs in the direct sales force.
a. Mass marketing
b. Target marketing
c. Direct marketing
d. Personal marketing
Answer: (c)
51. The duties and responsibilities of a sales executive are not
a. Conducts cols calls prospects and qualities and qualities account opportunities
b. Develop a detailed territory plan
c. Develop a detailed budgeting plan
d. Act as a resource for multiple industries
Answer: (d)
52. Stewardship delegation requires five areas of commitment to expectations.
a. Guidelines
b. Consequences
c. Productivity
d. Desired results
Answer: (c)
53. Recruitment procedures involve –
a. Online facilities
b. Continue to improve the suitability of new stores personnel
c. Training
d. Development of training software’s
Answer: (a, b, c)
54. ___ is a graphic depiction of the normal distribution of employee performance is an organization.
a. The behavioural model
b. The bell curve
c. Psychological model
d. Imagination model
Answer: (b)
55. ___ is a systematic plan for the utilization of manpower and material resources.
a. Human resource
b. Financial planning
c. Budget
d. Material planning
Answer: (c)
56. Advantages of the budget does not include:
a. It serves as a basis for evaluating the performance of the supervisor
b. Efficiency and improvement in the workings of the organization
c. IT helps in developing a team spirit where participation in budgeting is encouraged
d. Minimizes the possibilities of buck-passing if the budget figures are not met
Answer: (a)
57. The functions of logistics management involve:
a. Right time
b. Right price
c. Right quality
d. Right product
Answer: (a, b, c)
58. The disadvantages of SEA transportation are:
a. High cost
b. Longer lead/delivery times
c. Suitable for a product with long lead times
d. Ideal for transporting heavy and bulky goods
Answer: (a, b)
59. Strategies and decisions that are required in managing the supply chain are:
a. Warehousing
b. Transportation
c. Make various buy
d. Information technology solutions and information
e. All of the above
Answer: (e)
60. Material handling consists
a. Receiving
b. Storing
c. Information transfer
d. Shipping
e. Handling
Answer: (a, b, d)
61. Minimization of conflict can be done by:
a. Segment the products
b. Setup exclusive or limited territories
c. Provide MDF / Co-op levels and let the resellers choose to establish their own competitive advantage.
d. None of the above
Answer: (a, b, c)
62. Tools that will help suppliers reach key influencers are not included.
a. Product and technical information
b. Perform a marketing channels audit
c. Recognition
d. Sponsorships
e. Regular communication
Answer: (b)
63. ___ is responsible for ensuring that products in distribution and reseller locations get sold out.
a. Channel marketing
b. Companies
c. Clear segmentation
d. VAR’S
Answer: (a)
64. ___ consists of the sale of goods or merchandise for personal or household consumption from a fixed location.
a. Wholesaling
b. Retailing
c. Distribution
d. Selling
Answer: (b)
65. The logistics partner usually takes care of everything.
a. Outbound logistics
b. Inbound logistics
c. Relationships
d. Information
e. All of the above
Answer: (e)
66. ___ is a network of manufacturer suppliers and suppliers. Suppliers on the one hand, and customers and customer’s customers on the other hand.
a. ERP
b. SCM
c. DRP
d. SCI
e. BPR
Answer: (b)
67. The ___ identifies the linkages and interdependencies between suppliers, buyers, intermediaries, and end-users.
a. SCM
b. BPR
c. ERP
d. CRM
e. Value chain
Answer: (e)
68. Delaying the final labeling, assembly, or packaging until the last moment is known as the principle of ___.
a. DRP
b. Co-maker ship
c. Postponement
d. Outsourcing logistics
Answer: (c)
69.___ is a means of distributing information.
a. Internet
b. Intranet
c. VPN
d. WAN
Answer: (b)
70. The data warehouse concept is gaining acceptance in part because of the possibility of fruitful ___.
a. Datamart
b. Data mining
c. Data replication
d. Data redundancy
Answer: (b)
71. The system has helped companies in
a. Increase sales
b. Reduce turnover of personnel
c. Expand more efficiently
d. Reduce training and development costs
e. Generate a significant return on investment
f. All of the above
Answer: (f)
72. Sales psychology factors include:
a. Pride
b. Need to desired
c. Fear
d. Desire for recognition
e. Conscience
f. Boredom avoidance
g. All of the above
Answer: (g)
73. Match the following:
a. Association i. The recognition of patterns and a resulting new organization to data
b. Clustering ii. When one event can be correlated to another event
c. Sequences iii. Finding and visualizing groups of facts not previously known
d. Classification iv. The event led to another later event
A. a-ii, b-i, c-iv, d-iii
B. a-iii, b-ii, c-iv, d-i
C. a-i, b-ii, c-iii, d-iv
D. a-iv, b-iii, c-ii, d-i
Answer: (a)
74. Problems and obstacles faced by a company in reaching to its key influencers are:
a. Key influencers do not respond to supplier’s approach
b. Reluctance by a company of dealing with all the industry’s key influences
c. Key influencers are already aligned with a competitor
d. Talk to end customers and channel partners
e. Analyze business sources
Answer: (a, b, c)
75. Supply chain performances do not include –
a. IT solution
b. Manufacturing support
c. Global freight management
d. Warehousing and distribution
e. Consolidation
f. Development of shipment strategies
Answer: (a, b, c, d, e)
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