Sales Management Mock Test

1. Sales management is discipline of ...........benefits a company and its customers receive from the efforts of its sales force.

2. According to ............sales management includes recruitment, selection, training, motivation, supervision on the urork, and evaluation of performance of sales force.

3. ............is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer.

4. Sales management achieves personal selling objectives through ..........

5. Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms?

6. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as.......

7. What is the full form of CIS?

8. Sales organization is needed for .............

9. The amin objective of sales management are ............

10. Using manufacturer's representatives or sales branches is usually a characteristic of which of the following channel forms?

11. Line and staff organization usually result as the size of the operations .............

12. Which of the following statements about the sales force in the 21st century is true?

13. Sales management is the ...........of a sales staff, and the tracking and reporting of the company's sales.

14. ..........is the most basic forms of sales organization, characterized by a chain of command running from the top sales executive down to the level of salesman.

15. Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

16. The organization is headed by the managing director who has reporting to him line managers called ...........

17. Which of the following elements is NOT used for determining the size of a sales force in the workload method?

18. What is the full form of VMS?

19. Sales management is the ...............of sales staff, and the tracking and reporting of the company's sales.

20. Which of the following statements about sales force management is true?

21. large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as..............

22. .............and .........are thee source of recruitment in the sales organisation.

23. A sound sales organization increases ...........

24. Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

25. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the of a channel.

26. The scope of sales management is confined not only to self centered corporate goal profit and sales maximization but also to ............

27. Through their contacts, experience, specialization, and scale of operation,usually offer the firm more than it can achieve on its own.

28. ..........is the group of individual striving jointly to reach certain goals and bearing formal as well as informal relation to each other.

29. No two companies have ..............sales organization structure.

30. One of the long term objectives of forecasting is to provide........

31. To handle all the jobs and work of sales department is divided into division and ..........

32. .........The interview simulates the applicant would meet in actual selling situated and provides a way to observe the application's reaction to them.

33. One of the purpose of sales quota is to evaluate the .............

34. The most frequently used type of compensation plan is a:

35. Which is not a way that sales forces differs from other employees?

36. Define forecasting as a systematic attempt to people the future by interference from known facts.

37. The flow of information may be both horizontal and ............

38. In sales organization the work of sales department is divided in ........

39. One of the objectives of forecasting is to determine..........

40. The three major tasks involved in the implementation stage of the sales management process are:

41. Who sells to the customers?

42. .........is the fundamental guiding principle of sales management.

43. ..................bridges the gap between the market and the productive capacity of the firm.

44. _________ is actually support the sales persons, perform the promotional activities and work with training and education (may work directly with customer).

45. The sales force can play a central role in achieving a marketing orientation strategy, by

46. In medium and large firms, one would find the............types of organization

47. Transporting and storing goods is part of which of the following marketing channel functions?

48. The most critical impact to a sales organization affected by down-sizing is that:

49. The first step in determining how a firm's sales force compensation program will be structured is to determine the:

50. From management's point of view, what is the advantage of a straight salary compensation plan?