Sales and Distribution Management MCQ with Answers

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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