Smt Kesharbai Lahoti Mahvidyalaya, Amravati

BBA DEPARTMENT
Class :- BBA III Subject :- Sales and Distribution Management

1. _______is the process of making a product available to the end consumer or business.

A. Sales

B. Distribution

C. Exchange

D. Barter

2. In Sales Management, SFA System stands for ________

A. Sales Force Activation

B. Sales Force Automation

C. Sales Factor Automation

D. Sales Force Achievement

3. Sales and Distribution Management majorly focuses on the___________ .

A. Buying aspect of an organization

B. Selling aspect of an organization

C. Negotiating aspect of an organization

D. Producing aspect of an organization

4. _________ is the responsibility of the sales manager.

A. Sales Management
B. Distribution Management

C. Marketing Management

D. Both A & B

5. The oral presentation of a company’s products, or services to one or more prospective

purchasers for the purpose of making a sale is known as ______.

A. Sales Planning

B. Personal Selling

C. Sales & Distribution Management

D. Oral Selling

6. Personal selling is used extensively in ___________.

A. Simple and less technical products

B. Complex and non technical products

C. Complex and highly technical products

D. Simple & highly technical products

7. Personal selling has ________ .

A. One Way Communication

B. Two Way Communication

C. Indirect Communication

D. Direct Communication

8. _______ is the geographical area a sales person is assigned.

A. Vertical integration
B. Territory

C. Marketplace

D. Quarter

9. ________ is a financial plan depicting how resources should best be allocated to achieve
the forecasted sales.

A. Sales Budget

B. Sales Audit

C. Sales Control

D. Sales P&L plan

10. ________directly purchase goods from the manufacturer in large quantity at a discounted
price.

A. Consumers

B. Wholesalers

C. Retailers

D. Affiliates

11. _______involves all the activities involved in selling goods and services to those buying
for resale or business use.

A. Manufacturing

B. Wholesaling

C. Retailing

D. Distributing
12. ______bring buyers and sellers together and assist in negotiation.

A. Affiliate

B. Brokers

C. Agents

D. Drop shippers

13. Most producers use _______ to bring their products to market or end users.

A. Brokers

B. Retailers

C. Intermediaries

D. Distributors

14. __________is a distribution system in which the ultimate buyer acquires the title directly
from the manufacturer of the product.

A. Direct Distribution

B. Indirect Distribution

C. Exclusive Distribution

D. Intensive Distribution

15. ________is a distribution system that involves territorial protection for authorised dealers.

A. Direct Distribution

B. Indirect Distribution

C. Exclusive Distribution

D. Intensive Distribution
16. _______is a distribution strategy that strives to have the firm represented in the
maximum number of outlets.

A. Direct Distribution

B. Indirect Distribution

C. Exclusive Distribution

D. Intensive Distribution

17. _________ sells to the customers or consumers.

A. Wholesaler

B. Retailer

C. Broker

D. Drop-shipper

18. Marketing channel that has no intermediary levels is known as ________ .

A. Exclusive Marketing Channel

B. Personal Marketing Channel

C. Direct Marketing Channel

D. Indirect Marketing Channel

19. ________ means actual transfer of possession.

A. Virtual Distribution

B. Exclusive Distribution

C. Direct Distribution

D. Physical Distribution
20. ____ marketing is responsible for ensuring that product in distributor and reseller
locations gets sold out.

A. Channel

B. Tele

C. Online

D. POS

21. By maintaining contact after the sale the seller is in a position to become more accepted by
the customer, which invariably leads to the ____

A. Learn about competitors

B. Learn about Society

C. Learn about Market

D. Salesperson learn more about the customer and its choice

22. What is the role of the sales manager is an effective pathway to generate sales.

A. Manage Sales

B. Manage Employees

C. Manage Resources

D. Manage Records

23. CRM stands for ____.

A. Customer Resource Management

B. Customer Retention Management

C. Customer Relation Management

D. Client Retention Management

24. One of the objective of sales organization is ………….

A. To build team work

B. To maintain co-relation

C. To increase managerial efficiency

D. None of the above

25. Sales organization is needed for ……………….

A. Providing insight into avenues or advancement

B. Increasing morale

C. Increasing profitability

D. To build team work

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

A. Slows

B. Grows

C. Diminishing

D. Increasing

27. ……………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.

A. Staff sales organisation

B. Functional sales organization

C. Line sales organization

D. None of the above

28.. ………………method is based on marginal -analysis theory of economics. Its basic concept
Is that net profit will increase in the amount of sales revenue exceed the incremental costs.

A. Breakdown method

B. Incremental method

C. None of the above

D. Potential method

29.. ……………….and ………….are the source of recruitment in the sales organization .

A. Company Executive and placement agencies

B. Managers and salesmen

C. Trustee and Manager

D. Partners

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

A. Personal

B. Formal

C. Stress

D. None of the above

31.. ……………measures how well a person can perform particular tasks with maximum
motivation.

A. Projective tests

B. Test of ability

C. Interest test

D. Test of habitual characteristic

32.. A good sales organization is a ……………….for effective sales planning.

A. Planning

B. Organising

C. Decision making

D. Foundation

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

A. Sales organization

B. Joint venture

C. Sole trader

D. None of the above

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

A. Sub division

B. Group

C. Countries

D. Different peoples

35. The principle of ‘Right man on right job’ is followed for assigning these activities to
different…………

A. Persons

B. Cities

C. States

D. Departments
36. Sales organization helps in developing …………….

A. Group activity

B. Different task

C. Sales force

D. None of the above

37. If the goods are sold on credit bases,………..the amount of ………………is to be collected.

A. Credit sales

B. Credit purchase

C. Cash Sales

D. Bad-debts

38. Effective and courteous correspondence with customers reflects ……………of the
organization to the prospective customer.

A. Good image

B. Depreciation

C. Sales

D. Net profit

39. Sales department helps the organization in increasing …………………

A. Raw material Purchase

B. Decision making

C. Credit sales

D. Sales Volume
40. …………………..bridges the gap between the market and the productive capacity of thefirm.

A. Sales Organization

B. Purchase Department

C. General Manager

D. All of the above

41. Sales organization defines the relationship between people in the organization in term of
authority, responsibility and ……………

A. Accountability

B. Management

C. Controlling the expenses

D. Process

42. The … …………….organization is the basic form of sales organization.

A. Line sales

B. Credit sales

C. Credit purchase

D. Co-operative societies

43. The process of planning, analysing, controlling and implementing the activities of sales force
is classified as

A. indirect sales management

B. direct sales management

C. sales force management

D. persuasion management
44. The field sales force is also called as

A. inside sales force

B. outside sales force

C. channel intermediaries

D. none of the above

45. The tools of sales promotion that are used to trigger short term customer involvement or to
build customer relationships are classified as

A. inbound promotion

B. outbound promotion

C. organizational promotion

D. consumer promotions

46. To maximize the performance of their field sales forces, companies should

A. review staff expense accounts

B. retrain staff in sales techniques

C. develop a strong marketing plan

D. develop a strong advertising plan

47. Which of the following is an advantage of using a commission form of sales compensation?

A. The salesperson will be highly motivated.

B. The salesperson will regularly collect sales data.

C. Accounts will be serviced on a regular basis.

D. Accounts will be more productive.

48. Projection on the basis of past records is a method of

A. value analysis

B. sales forecasting

C. standard appraisal

D. sales MBO

49. Matching the capabilities of the sales recruit to the needs of the organization is known as

A. congruence

B. realism

C. selection

D. socialization

50. 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
51. 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

52. Sales performance evaluations are necessary to

A. ensure management meets its goals

B. supplement and enhance training

C. provide feedback to salespeople

D. keep salespeople on their toes

53. He who works with hands, his head, his heart and his feet is a

A. Labourer

B. Artist

C. Craftsman

D. Salesman

54. Sales management achieves personal selling objectives through _________

A. Personal Selling Strategy

B. Interpersonal Selling Strategy

C. Selling Strategy

D. None of the above

55. Which of the following are functions of Sales Management.

A. Previous Performance and Setting Targets

B. Improving process efficiency

C. Monitor salespeople‟s performance

D. All of the above

56. Which of the following is the largest retail enterprise in the world?

A. K mart.

B. Wal-Mart.

C. Shoppers shop.

D. None of these.

57. A ______________ operates multiple retail outlets under common ownership in different
cities and towns.

A. Departmental Stores

B. Destination store

C. Shopping malls.

D. Retail chain.

58. Tele- marketing is a part of ______________.

A. Direct marketing.

B. Social marketing.

C. Viral marketing.

D. Relationship marketing.
59. Direct marketing refers to a communication between the ______________ and
______________ directly.

A. Seller and the buyer.

B. Firm and suppliers

C. Society and target market

D. price and service.

60. Direct marketing is sometimes called ______________.

A. Self-service.

B. Retail stores.

C. Armchair shopping.

D. None of these

61. …………… is teaching how to do the jobs.

A. Sales personnel

B. Sales target

C. Sales force training

D. Induction

62. Which of the following is NOT one of the major factors affecting how compensation is
structured for a sales force?

A. wage level in relation to salespeople in other organizations in the industry

B. salesperson's individual wage

C. wage structure for the sales force

D. number of new customers in each sales territory

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

A. Number of salespeople.

B. Number of customers.

C. Length of an average call.

D. Number of years in sales experience

64. Choose the correct statement.

A. Marketing management is a broader concept and sales management is a part of

marketing management.

B. Sales management is a broader concept and marketing management is a part of

marketing management.

C. Marketing management and sales management are equivalent.

D. There is no connection between sales management and marketing management

65. Sales and Distribution Management majorly focuses on the___________ aspect of an

organization.

A. Buying

B. Selling

C. Negotiating

D. Producing
66. The oral presentation of a company’s products, or services to one or more prospective
purchasers for the purpose of making a sale is known as ______.

A. Sales Planning

B. Personal Selling

C. Sales & Distribution Management

D. Oral Selling

67. Personal selling is used extensively in ___________ products.

A. Simple and less technical

B. Complex and non-technical

C. Complex and highly technical

D. Simple & highly technical

68. Personal selling has ________ communication.

A. One Way

B. Two Way

C. Indirect

D. Direct

69. Companies engage in sales training to:

A. increase absenteeism and turnover

B. increase selling costs

C. decrease sales volume

D. change or reinforce behavior that makes salespeople more efficient

70. In which stage of evolution of sales management the salesman tend to develop an attitude of
„‟I‟ m only supposed to sell. That‟s all my job entails”.

A. Stage I

B. Stage II

C. Stage III

D. Stage IV

71. Which stage sales manager only hires and fires

A. Stage I

B. Stage II

C. Stage III

D. Stage IV

72. Which stage sales manager is a proper businessman capable of transforming the team

A. Stage I

B. Stage II

C. Stage III

D. Stage IV

73. _______________ is the ability to persuade people to want the things which they already
need.

A. Craftsmanship

B. Entrepreneurship

C. Stewardship

D. Salesmanship
74. ___________ is transferring the ownership of goods in exchange for money.

A. Business

B. Agreement

C. Contract

D. Salesmanship

75. _________ suits best when the producer intends to maintain control on the service level
offered by the resellers.

A. Exclusive distribution

B. Selective distribution

C. Intensive distribution

D. None of the above