Smt. Kesharbai Lahoti Mahavidyalaya, Amravati.
College Code 103
Academic Year 2021-2022
UNIT TEST I
Total Marks: 30 Time: 12:30 P.M to 01:30 P.M
B.B.A SEM III
Subject:- Sales and Distribution Management
I. Multiple Choice Questions (½ marks each)
(Attempt All Questions)
1. „„The planning, direction and control of personal selling, including recruiting, selecting,
equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the
personal sales force.‟‟ defined by AMA (American Marketing Association) is definition of
______________.
a. Work Force Management
b. Sales Organization
c. Sales Management
d. Personal Selling
2. Sales Management is the discipline of _______________ benefits a company receive from the
efforts of its sales force.
a. Maximizing
b. Controlling
c. Minimizing
d. None of the above
3. The main objective of sales Management are _____________.
a. Decrease in profit and continuous growth
b. Increase in profit and stagnant growth
c. Increase in profits and continuous growth
d. Decrease in profit and stagnant growth
4. 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
5. Which stage sales manager only hires and fires
a. Stage I
b. Stage II
c. Stage III
d. Stage IV
6. 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
7. Which of the following are the objectives of sales management.
A. Public Welfare
B. Revenue Generation
C. Organization Growth
D. Converting Prospects to Customers
Which of the following from the above is true ?
a. A,B,C Above
b. C,D,A Above
c. B,C,D Above
d. All A,B,C and D Above
8. Sales Management is
a. Backbone of Marketing
b. Related to Production Process
c. Part of Logistics Management
d. None of the Above
9. 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
10. He who works with hands, his head, his heart and his feet is a
a. Labourer
b. Artist
c. Craftsman
d. Salesman
11. _______________ is the ability to persuade people to want the things which they already need.
a. Craftsmanship
b. Entrepreneurship
c. Stewardship
d. Salesmanship
12. ___________ is transferring the ownership of goods in exchange for money.
a. Business
b. Agreement
c. Contract
d. Salesmanship
13. Creating demand for a product by high-pressure tactics or by playing on the ignorance or
weakness of the customers is _________.
a. Salesmanship
b. Normal Business Practice
c. Unethical
d. All of the Above
14. The local peddler was the middleman who specialized in the transaction of
a. Agriculture Surplus
b. Luxury Goods
c. High Value Goods
d. Durable Goods
15. „„Salesmanship is in attempt to induce people to buy goods‟‟, according to
a. W.G Carter
b. Knox
c. Rachman and Romano
d. Hain- R. Tosdal
16. Who was aware of the minutest details of the material and workmanship involved in the
manufacture of articles they sold ?
a. Shopkeeper
b. Chapman
c. Commercial Adventurer
d. Merchant Adventurer
17. Commercial adventurers may be described as _________
a. Chapman
b. Commercial Craftsman
c. Travelling Salesmen
d. Sales Manager
18. Which qualities enable a salesman to create good first impression on the customer and handle the
stress strains of the job effectively and efficiently.
a. Physical Qualities
b. Psychological Qualities
c. Social Qualities
d. Academic Qualities
19. Which of the following is not Psychological Qualities of Salesman?
a. Alertness
b. Enthusiasm
c. Self-Confidence
d. Pleasant Voice
20. Sales personality encapsulates positive characteristics that leads to selling success which are
A. Knowledge about industry
B. Knowledge about company
C. Knowledge about product
D. Knowledge about banking
Which of the following from the above is true?
a. A,B,C Above
b. C,D,A Above
c. B,C,D Above
d. All A,B,C and D Above
21. Sales management the ___________ of a sales staff, and the tracking and reporting of the
company‟s sales.
a. Strategy
b. Training and Management
c. Management
d. None of the above
22. The scope of sales management is confined no only to centered corporate goal profit and sales
maximization but also to ________________
a. Good Welfare
b. Consumer Welfare
c. Organization Welfare
d. Individual Welfare
23. Sales management achieves personal selling objectives through _________
a. Personal Selling Strategy
b. Interpersonal Selling Strategy
c. Selling Strategy
d. None of the above
24. The main features of personal selling are:
A. It is a face to face communication between buyer and seller.
B. It is written communication.
C. It is a two way communication.
D. It is an oral communication
E. It is mass communication
Which of the following from the above is true?
a. A,B,C, E Above
b. A,C,D Above
c. B,C,D Above
d. All A,B,C ,D and E Above
25. _____________ is persuading the customers instead of pressurizing him.
a. Personal Selling
b. Direct Selling
c. Passive Selling
d. Online Selling
26. Which of the following is Seller oriented theory
a. AIDAS theory of personal selling
b. “Right Set of Circumstances” theory of selling
c. Both a & b above
d. None of the above
27. AIDAS in theory of personal selling refers to
a. Attention Getting, Interest Creating, Desire Stimulating, Action Inducing, Satisfaction
b. Abstract Thinking, Interest Creating, Desire Stimulating, Action Orientation, Selling
c. Attention Getting, Interest Creating, Developing Sales Team , Action Inducing, Satisfaction
d. Attention Getting, Interest Creating, Desire Stimulating, Action Inducing, Selling
28. Sophisticated version of the “right set of circumstances” theory of selling is
a. AIDAS theory of personal selling
b. “Right Set of Circumstances” theory of selling
c. “Buying Formula” theory of selling
d. “Behavioral Equation” theory
29. __________is also called the “situation-response” theory.
a. Right set of circumstances” Theory of Selling
b. “Buying Formula” theory of selling
c. “Behavioral Equation” theory
d. AIDAS theory of personal selling
30. The process of _______________includes prospecting and evaluating, preparing, approach and
presentation, overcoming objections, closing the sale and a follow up service
a. Salesmanship
b. Sales Forecasting
c. Sales Organization
d. Personal Selling
II. State whether the following statements are True or False (1 Marks each)
(Attempt All Questions)
1. The sales organization is concerned with planning, controlling of activities such of
recruitment of employee, training the employees, equipping, assigning, rating, supervising,
paying and motivating the sales force.
True / False
2. Line organizations are the oldest and simplest form of sales organization structure.
True / False
3. Horizontal organizations are found to extend management levels and departmental
boundaries.
True / False
4. Sales Department is connected with effecting and expanding sales on a continuous basis.
True / False
5. It is unnecessary for the sales organization to have a separate credit department.
True / False
III. Write short note on :- (2.5 Marks each )
(Solve Any 2 out of 4)
1. Meaning and Concept of sales management?
2. What is sales personality?
3. Meaning, Concept of sales organization?
4. What are the main features of personal selling?
IV. Write in brief note on :- (5 Marks each )
(Solve Any 1 out of 2)
Explain functions of Sales Management
OR
Explain about Department of Sales Organization
