MCQ’S on Sales

Management
MBA IB
SEMESTER III
1. All of the following would be major sales force management
decision steps (as shown in the model in the text) EXCEPT:
Global management and marketing structures.
Supervising salespeople.
Designing sales force strategy and structure.
Recruiting and selecting salespeople.

2. Which of the following WOULD NOT be a method of establishing

sales force structure?
Customer sales force structure.
Product sales force structure.
Territorial sales force structure.
Lifestyle sales force structure.
3. salespeople spend most of their time doing which of the
following activities?

Face-to-face selling.
Waiting and traveling.
Administrative tasks.
Telephone selling.

4. A company's compensation plan should reflect its overall marketing

strategy. For example, if the strategy is to grow rapidly and gain
market share, the compensation plan might include:
Rewards for account management.
Encouragement for team selling.
A larger commission component coupled with a new-account
bonus to encourage high sales performance.
Incentives to manage the product mix.
5. After a salesperson goes through a prospecting and qualifying
stage in the effective selling process, what does he or she do
next?
Approach.
Presentation and demonstration.
Pre approach.
Handling objections.

6. What step in the effective selling process model usually follows the
presentation and demonstration?
Pre approach.
Handling objections.
Approach.
Closing.
 7. The step in the effective selling process model in which the
salesperson asks the customer for an order is the __________
step.
approach
follow-up
handling objections
closing

8. Effective marketing begins with a good customer __________.

promotion
price
service
database
 9. Direct marketers are increasingly using all of the following
customer contact forms EXCEPT:
E-mail.
Fax mail.
Voice mail.

Two-way radio

10. An integrated direct-marketing campaign usually ends with which

of the following?
Direct mail.
Face-to-face sales call.
Outbound marketing.
Continuing communication.