MCQ - Sales & Distribution Management

SALES & DISTRIBUTION MANAGEMENT (310)
Multiple Choice Questions – External Examination

UNIT – I
I TEST YOUR SKILLS
MULTIPLE CHOICE QUESTIONS:
1. The process of planning, analyzing, 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 ANSWER: C
2. The field sales force is also called as

A. inside sales force
B. outside sales force
C. channel intermediaries
D. none of the above ANSWER: B
3. 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 ANSWER: D
4. The step of personal selling process in which the sales person learns about potential buyer
before making a call for sale is classified as
A. pre-approach
B. sales nomination
C. qualifying
D. prospecting
ANSWER: A
5. The sales promotion tool through which resellers are persuaded to carry brand, provide shelf space,
promote advertising and push to final buyers is classified as
A. point of purchase promotion
B. trade promotion
C. event promotion
D. off deal promotion ANSWER: B
6. The last step in personal selling process is

A. present and demonstrate
B. follow up
C. closing
D. approach
ANSWER: B
7. Avon, Amway, and Tupperware use which of the following forms of channel distribut ion?
A. direct marketing channel
B. indirect marketing channel
C. forward channel
D. fashion channel
ANSWER: A
8. From the economic system’s point of view, the role of marketing intermediaries is to transform:
A. raw products into finished products.
B. consumer needs into producer needs.
C. consumer needs and wants into product desires.
D. assortments of products made by producers into the assortments wanted by consumers.
ANSWER: D
9. When the manufacturer establishes two or more channels catering to the same market, then
…………… occurs.
A. Vertical channel conflict
B. Horizontal channel conflict
C. Multi channel conflict
D. None of the above
ANSWER: C
10. A distribution channel moves goods and services from producers to consumers. It overcomes
the major time, place, and gaps that separate goods and services from those who
would use them.
A. Possession
B. profit
C. image
D. psychological
ANSWER: A
11. Through their contacts, experience, specialization, and scale of operation,

usually offer the firm more than it can achieve on its own.
A. Manufacturers
B. Producers
C. direct marketers
D. intermediaries
ANSWER: D
12. To determine which customer accounts to call on, a firm needs to evaluate
A. territory allocation
B. commission schedules
C. geographic proximity to other accounts
D. reference checks
ANSWER: C
13. 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
ANSWER: B
14. 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.
ANSWER: A
15. Qualifying a prospect is

A. identical with checking references for an applicant
B. determining which applicant to hire
C. conducting an exit interview
D. determining if a prospect is interested in a product
ANSWER: D
16. Makers of televisions, cameras, tires, furniture, and major appliances normally use which of
the following distribution channel forms?
C. horizontal channel
D. synthetic channel
ANSWER: B
17. Using manufacturer’s representatives or sales branches is usual y a characteristic of which of

the following channel forms?
A. business marketing channels
B. customer marketing channels
C. service marketing channels
D. direct marketing channels
ANSWER: D
18. Transporting and storing goods is part of which of the following marketing channel functio ns?
A. negotiation
B. physical distribution
C. contact
D. matching
ANSWER: B
19. Who sells to the customers?
A. Semi wholesalers
B. Wholesalers
C. Retailer
D. Distributor
ANSWER: C
20. The benefits of marketing channels are………..
A. Cost saving
B. Time saving
C. Financial support given
D. All of above
ANSWER: D
21. is a layer of intermediaries that performs some work in bringing the product and its ownership
closer to the buyer.
A. A direct marketing channels
B. An indirect marketing channels
C. A channel levels
D. A channel switching system
ANSWER: C
22. Which of the following statements about sales force management is true?
A. The sales force is the firm's most direct link to the customer
B. The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how
business operates today
C. As organizationsimplement the marketing concept, they soon realize how
important it is to be sales-oriented
D. Personal selling is usually less expensive than advertising
E. Sales management is no different from any other kind of management
ANSWER: A
23. With respect to a channel of distribution, the number of intermediary levels within the channel
indicates the of a channel.
A. Width
B. Depth
C. length
D. similarity
ANSWER: C
24. Independent firms at different channel levels integrate their programs on a contractual basis to
achieve systemic economies and increased market impact are known as……….
A. Corporate vertical marketing systems
B. Contractual vertical marketing systems
C. Administered vertical
ANSWER B
25. Which of the following statements about the sales force in the 21st century is true?
A. Sales managers will use a hands-off approach and let the professional salesperson be his or her own
boss
B. Transactional exchanges no longer occur
C. Sales management must be smart and nimble and provide technology-centered solutions to support the
sales effort
D. Salespeople make little use of the Internet because they realize the importance of the personal touch
E. All the above statements about the sales force in the 21st century is true
ANSWER C
UNIT – II
I TEST YOUR SKILLS MULTIPLE
CHOICE QUESTIONS :
1. The customer will judge the offering by three basic elements: , services mix and
quality, and price.
A. Performance
B. Salespeople
C. Price
D. Product features and quality
E. None of the above

ANSWER: D
2. The way of selling in which groups of people are involved from various departments such as
finance, engineering and marketing to serve large accounts is called
A. nominal selling
B. territorial selling
C. team selling
D. group selling
ANSWER: C
3. Marketers have traditionally classified products on the basis of three characterist ics:
, tangibility, and use.
A. Customer value hierarchy
B. Expected
C. Augmented
D. Durability
ANSWER: D
4. Promotion mix includes Sales Promotion, Personal Selling, Advertising and

A. Marketing
B. Sales
C. Publicity
D. None of these
ANSWER: C
5. Copy testing is also known as
A. Pre Testing
B. Copy writing
C. concurrent testing
D. Preview ANSWER: A
6. Consumer promotion, trade promotion and are the three forms of sales promotion
A. Media
B. Sales Force Promotion
C. Force Promotion
D. Core Promotion
E. Media Mix ANSWER: B
7. media can give 24 hour exposure to the public eye.

A. Television
B. Print
C. Internet
D. Flex Board ANSWER: D
8. It is popularly known as free form of promotion

A. Advertisement
B. Publicity
C. Personal Selling
D. Marketing ANSWER: B
9. Which among the following is an example of Trade promotion?

A. Coupons
B. Samples
C. Push Money
D. None of these ANSWER: C
10. Which among the following is a Pull Strategy?

A. Trade promotion
B. Consumer Promotion
C. Sales Force Promotion
D. None of these ANSWER: B
11. If a company gives false message to the customers, it is known as

A. Obscene ads
B. Subliminal ads
C. Deception
12. The strategy that encourages dealers and distributors to sell a product is known as
A. Push
B. Pull
C. Combination
D. Marketing ANSWER: A
13. Creating image of product in the minds of target group is called

A. Marketing
B. positioning
C. Branding
D. Popularising ANSWER: B
14. The process of purchasing space in a media is

A. Media Spacing
B. Media Scheduling
C. Media Purchasing
D. Media Buying ANSWER: D
15. The plan that show time, date and frequency of an advertisement is
A. Media Plan
B. Media Schedule
C. Media Time
D. Media Space ANSWER: B
16. Series of advertisement messages that share a single idea or theme is

A. Advertisement Campaign
B. Advertisement Group
C. Advertisement Cluster
D. Advertisement Series ANSWER: B
17. Point of Purchase Ads are also known as

A. In-Store Advertising
B. Built- in Advertising
C. Green Advertising
D. Stock Advertising ANSWER: A
18. The specific carrier within a medium is called
A. Media Carrier
B. Media Bus
C. Media Van
D. Media Vehicle ANSWER: D
19. Which among the following is not a mechanical test?

A. Psychogalvanometer
B. Techistoscope
C. Camera test
D. Consumer dairy test ANSWER: D
20. A series of actions that media planners take to attain the media objectives
A. Media Function
B. Media Strategy
C. Media Policy
D. Media Option ANSWER: B
21. The combination of media used for advertising in a target market is

A. Media Mix
B. Market-Media Match
C. Media Advertising
D. Media Option ANSWER: A
22. Selection of most appropriate cost-effective medium in advertisement is
A. Media Buying
B. Media Scheduling
C. Media Purchasing
D. Media Selection ANSWER: D
23. Direct mail advertising sends messages through
A. Audio
B. Video
C. Mail
24. Which of the following is more of personal medium of advertisement?

A. Internet Advertisement
B. Broadcast Media
C. Direct Mail Advertising
D. Print Media ANSWER: C
25. Independent organization of creative people for advertisement and promotional tools are called
A. Advertisement Makers
B. Advertisement Creators
C. Advertisement Developers
D. Advertisement Agency
ANSWER: D
UNIT – III
TEST YOUR SKILL
1. Marketing channel that involves no intermediaries to make their products available to final buyers is
classified as
A. direct channel
B. indirect channel
C. flexible channel
D. static channel
ANSWER: A
2. In marketing channels, conflict occurs in marketing channels working at same level is classified
as
A. steep conflict
B. slope conflict
C. vertical conflict
D. horizontal conflict
ANSWER: B
3. Network of delivering products to customer which is composed of distributors, suppliers and

manufacturing company is classified as
A. supply chain management
B. marketing channels
C. delivery channels
D. value delivery network
ANSWER: D
26. The process of purchasing space in a media is

A. Media Spacing
B. Media Scheduling
C. Media Purchasing
D. Media Buying ANSWER: D
27. The plan that show time, date and frequency of an advertisement is
A. Media Plan
B. Media Schedule
C. Media Time
D. Media Space ANSWER: B
28. Series of advertisement messages that share a single idea or theme is

A. Advertisement Campaign
B. Advertisement Group
C. Advertisement Cluster
D. Advertisement Series ANSWER: B
29. Point of Purchase Ads are also known as

A. In-Store Advertising
B. Built- in Advertising
C. Green Advertising
D. Stock Advertising ANSWER: A
30. The specific carrier within a medium is called
A. Media Carrier
B. Media Bus
C. Media Van
D. Media Vehicle ANSWER: D
31. Which among the following is not a mechanical test?

A. Psychogalvanometer
B. Techistoscope
C. Camera test
D. Consumer dairy test ANSWER: D
32. A series of actions that media planners take to attain the media objectives
A. Media Function
B. Media Strategy
C. Media Policy
D. Media Option ANSWER: B
33. The combination of media used for advertising in a target market is

A. Media Mix
B. Market-Media Match
C. Media Advertising
D. Media Option ANSWER: A
34. Selection of most appropriate cost-effective medium in advertisement is
A. Media Buying
B. Media Scheduling
C. Media Purchasing
D. Media Selection ANSWER: D
35. Direct mail advertising sends messages through
A. Audio
B. Video
C. Mail
36. Which of the following is more of personal medium of advertisement?

A. Internet Advertisement
B. Broadcast Media
C. Direct Mail Advertising
D. Print Media ANSWER: C
37. Independent organization of creative people for advertisement and promotional tools are called
A. Advertisement Makers
B. Advertisement Creators
C. Advertisement Developers
D. Advertisement Agency
ANSWER: D
UNIT – III
TEST YOUR SKILL
4. Marketing channel that involves no intermediaries to make their products available to final buyers is
classified as
A. direct channel
B. indirect channel
C. flexible channel
D. static channel
ANSWER: A
5. In marketing channels, conflict occurs in marketing channels working at same level is classified
as
A. steep conflict
B. slope conflict
C. vertical conflict
D. horizontal conflict
ANSWER: B
6. Network of delivering products to customer which is composed of distributors, suppliers and

manufacturing company is classified as
A. supply chain management
B. marketing channels
C. delivery channels
D. value delivery network
ANSWER: D
7. In marketing intermediaries, way of distribution in which few dealers distribute company's product in
selective territories is classified as
A. selective distribution
B. intensive distribution
C. inclusive distribution
D. exclusive distribution
ANSWER: D
8. From the economic system’s point of view, the role of marketing intermediaries is to transform:
B. consumer needs into producer needs.
C. consumer needs and wants into product desires.
D. assortments of products made by producers into the assortments wanted by consumers.
ANSWER: D
9. A distribution channel moves goods and services from producers to consumers. It overcomes the
major time, place, and gaps that separate goods and services from those
who would use them.
A. possession
B. profit
C. image
D. psychological D:ANSWER:
10. Through their contacts, experience, specialization, and scale of operation,

A. manufacturers
B. producers
C. direct marketers
D. intermediaries ANSWER:D
11. Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the
following distribution channel forms?
C. horizontal channel
ANSWER: B
12. Using manufacturer’s representatives or sales branches is usual y a characteristic of which of the
following channel forms?
A. business marketing channels
C. service marketing channels
D. direct marketing channels ANSWER: D
12. Transporting and storing goods is part of which of the following marketing channel
functions?
A. negotiation
C. contact
D. matching ANSWER: B
13. Who sells to the customers?
A. Semi wholesalers
B. Wholesalers
C. Retailer
D. Distributor ANSWER: C
14. The benefits of marketing channels are………..

A. Cost saving
B. Time saving
C. Financial support given
D. All of above ANSWER: D
15. With respect to a channel of distribution, the number of intermediary levels within the
channel indicates the of a channel.
A. width
B. depth
C. length
D. similarity ANSWER : C
16. Good marketing is no accident, but a result of careful planning and .

A. Execution
B. Selling
C. Strategies
D. Research ANSWER: A
17. Marketing management is .

A. managing the marketing process
B. monitoring the profitability of the company’s products and services
C. the art and science of choosing target markets and getting, keeping, and growing customers through
creating, delivering, and communicating superior customer value
D. developing marketing strategies to move the company forward ANSWER: C
18. Chimney Sweeps employs people to clean fireplaces and chimneys in homes and apartments.
A. The firm is primarily the marketer of which one of the following?
B. An image
C. A service
D. A good
E. An idea ANSWER: C
19 The sales force structure in which a sales representative works to sell specific items of
product line is classified as
A. indirect sales force structure
B. territorial sales force structure
C. customer sales force structure
D. product sales force structure
ANSWER: D
20. The type of sales person who work from their offices through internet or telephone are
classified as
A. channel intermediaries
B. nominal sales force
C. inside sales force
D. outside sales force
ANSWER: C
21. The standard amount that must be sold by salesperson of the company's total product is
classified as
A. sales contest
B. expense quota
C. production quota
D. sales quota ANSWER: D
22. The kind of sales people who travel to call all the customers in field is classified as
A. inside sales force
B. outside sales force
C. channel intermediaries
D. nominal sales force
ANSWER: B
23. The sales force structure in which salespeople are designated to sell the company's product to
certain industries or customers is classified as
A. customer sales force structure
B. product sales force structure
C. indirect sales force structure
D. territorial sales force structure
ANSWER: A
24 The promotion technique for consumers according to which demonstrations and displays of
products made at place of sale is called
A. point of purchase promotion
B. cents off deals
C. sales premium
D. advertising specialties
ANSWER: A
25. The personal selling step in which the sales person asks for an order to the customer is
classified as
A. shipper approach
B. handling shipment
C. closing
D. follow up
ANSWER: C
UNIT – IV
TEST YOUR SKILL
MULTIPLE CHOICE QUESTIONS :
1. Considering promotional mix, method of giving short term incentives to encourage sale of particular
market offering is classified as
A. sales promotion
B. personal selling
C. public relations
D. advertising
ANSWER: A
2. According to promotional mix, method which follows corporate image building, handling unfavorable
events and stories to get favorable publicity is called
A. sales promotion
B. personal selling
C. public relations
D. advertising ANSWER: C
3. Considering promotional mix, paid, non personal promotion of ideas or market offerings by some specific
sponsor is classified as
A. public relations
B. advertising
C. sales promotion
D. personal selling
ANSWER: C
4. Systematic blend of personal selling, sales promotion, advertising and public relations to communicate
customer value is called
A. promotion mix
B. marketing communication mix
C. strategic buyer behavior mix
D. both a &b
ANSWER: D
5. According to promotional mix, method which focuses on building relationships with individual
customers to maintain lasting relationship is called
A. sales promotion
B. offline promotion
C. direct channeling
D. direct marketing
ANSWER: D
6. Major strategies regarding promotion mix are
A. pull and push strategy
B. rational and moral selling strategy
C. direct strategy
D. indirect strategy
ANSWER: A
7. Promotion strategy in which producers promotes goods to final customers by using sales force is
classified as
A. rational selling strategy
B. push strategy
C. pull strategy
D. moral selling strategy
ANSWER: B
8. Promotional mix strategy in which advertisement and promotions are made to final customers to
induce them to buy products is classified as
A. pull strategy
B. moral selling strategy
C. rational selling strategy
D. push strategy
ANSWER: A
9. Method of managing promotion budget by defining objectives, determining tasks to achieve objectives
and estimating costs for activities is called
A. percentage of sales method
B. affordable method
C. competitive parity method
D. objective and task method
ANSWER: D
10. Method of managing advertising budget at a certain percentage of sales price per unit or forecasted
sales of products is classified as
ANSWER: A
11. Methods used to determine total budget for advertising its market offerings are
A. affordable method
B. competitive parity method
C. percentage of sales method
D. all of above
ANSWER: D
12. Method of managing promotional budget to match outlays of competitors is called

ANSWER: C
13. Method of managing advertising budget at level company can have money for is classified as
ANSWER: B
14. Another name for a company’s marketing communications mix is:
A. The advertising program.
B. The sales force.
C. The image mix.
D. The promotion mix.
ANSWER: D
15. Which tool of the promotional mix is defined as any paid form of non-personal presentation and
promotion of ideas, goods, or services by an identified sponsor?
A. Advertising
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: A
16. The is the specific mix of advertising, personal selling, sales promotion, public relations, and direct
marketing tools that the company uses to pursue its advertising and marketing objectives.
A. Value mix
B. Integrated dealer mix
C. Marketing communications mix
D. Marketing control mix
ANSWER: C
17. Which tool of the promotional mix consists of short-term incentives to encourage the purchase or
sale of a product or service?
A. Advertising
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: D
18. If a company wants to build a good “corporate image,” it wil probably use which of the following
marketing communications mix tools?
A. Advertising
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: B
19. is direct communications with carefully targeted individual consumers to obtain an immediate response.
A. Personal selling
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: C
20. There is an increasing amount of commerce being done via the Internet. With respect tto the promotional
mix, which of the following categories would be most directly concerned with Internet commerce?
A. Advertising
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: C
21. The personal presentation by the firm’s sales force for the purpose of making sales and building
customer relationships is called:
A. Personal selling.
B. Public relations.
C. Direct marketing.
D. Sales promotion.
ANSWER: A
22. Which of the following major promotional tools use press relations, product, Publicity, corporate
communications, lobbying, and public service to communicate Information?
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: B
23. Which of the following major promotional tools use the telephone, mail, fax, e-mail, and the Internet to
communicate directly with specific consumers?
A. Advertising
B. Public relations
C. Direct marketing
D. Sales promotion
ANSWER: C
24. Although the promotion mix is the company’s primary communication activity, the
must be coordinated for greatest communication impact.
A. Organizational culture
B. Entire marketing mix
C. Demand mix
D. Profit variables in a company ANSWER: B
25 Two major factors are changing the face of today’s communications. One of these factors is the
fact that:
A. Costs of promotion are rising.
B. Mass markets are fragmented and marketers are shifting away from mass marketing.
C. Global communications are not growing rapidly enough.
D. Marcom managers have achieved more power and control.
ANSWER: B
Part 1 – MCQ On Sales And Distribution Management

_______ refers to the exchange of goods or commodities against money or service.
A. Distribution
B. Place
C. Sales
D. Myopia
Sale has ________ function in an organization.
A. Only loss generating
B. only revenue generating
C. both loss as well as revenue generating
D. neither loss nor revenue generating
__________ is the provider of goods or services.
A. The Supplier
B. The Buyer
C. The Seller
D. The Consumer
_______is the process of making a product available to the end consumer or business.
A. Sales
B. Distribution
C. Exchange
D. Barter
In Sales Management, ERP stands for ________.
A. Enterprise Research Planning
B. Enterprise Resource Process
C. Enterprise Resource Planning
D. Enterprise Resale Planning
Even prior to the introduction of money, people used to exchange goods in order to fulfil the
needs, which is known as the _______.
A. Charter System
B. Marketing Myopia
C. Barter System
D. Bargain System
__________refers to the administration of the personal selling component of a company’s
marketing program.
A. Sales management
B. Distribution Management
C. Promotion Management
D. Marketing Management
In Sales Management, SFA System stands for ________
A. Sales Force Activation
B. Sales Force Automation
C. Sales Factor Automation
D. Sales Force Achievement
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, both are equivalent.
D. There is no connection between sales management and marketing management.
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
Part 2 – MCQ On Sales Organization & Personal Selling

_________ is the responsibility of the sales manager.
A. Sales Management
B. Distribution Management
C. Marketing Management
D. Both A & B
View Answer
D. Both A & B
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
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
Personal selling has ________ .
A. One Way Communication
B. Two Way Communication
C. Indirect Communication
D. Direct Communication
The ultimate objective of personal selling is to ________
A. increase the sales volumes
B. increase of sales revenue
C. increase the number of distribution channels to gain corporate clients
D. All of the above
A sales organisation bridges the gap between the market and the …………………..
A. Human Resource capacity of the firm
B. Financial capacity of the firm
C. Productive capacity of the firm
D. Marketing capacity of the firm
_______ is a group of people working together to achieve the objective of sales.
A. Salesforce
B. Sales Organization
C. Sales Team
D. Marketing Dept.
_________is the most basic forms of the sales organization.
A. Line sales organization
B. Functional sales organization
C. Line and staff sales organization
D. Both A & B
_______ is the geographical area a sales person is assigned.
A. Vertical integration
B. Territory
C. Marketplace
D. Quarter
________ 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
Part 3 – MCQ On Distribution Management

This section of Sales and Distribution Management MCQ covers distribution related questions.
Most producers use _______ to bring their products to market or end users.
A. Brokers
B. Retailers
C. Intermediaries
D. Distributors
__________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
________is a distribution system that involves territorial protection for authorised dealers.
_______ is a distribution system that uses middlemen i.e. wholesalers and retailers to reach the
ultimate buyer.
In distribution Management, VMS stands for _________.
A. Vertical Marketing System
B. Vertical Marketing Structure
C. Vertical Management System
D. Vocal Marketing System
In distribution Management, HMS stands for_________.
A. Horizontal Marketing Structure
B. Higher Marketing System
C. Horizontal Marketing System
D. Hyper Marketing Structure
_______is a distribution strategy that strives to have the firm represented in the maximum
number of outlets.
________ is a distribution system that involves territorial protection for authorized dealers.
_________ sells to the customers or consumers.
A. Wholesaler
B. Retailer
C. Broker
D. Drop-shipper
Even prior to the introduction of money, people used to exchange goods in order to fulfil the
needs, which is known as the ___________.
A. Charter System
B. Marketing Myopia
C. Barter System
D. Bargain System
________ means actual transfer of possession.
A. Virtual Distribution
B. Exclusive Distribution
C. Direct Distribution
D. Physical Distribution
Avon, Amway and Tupperware use ___________.
A. Direct Marketing Channel
B. Indirect Distribution Channel
C. Exclusive Distribution Channel
D. Intensive Marketing Channel
Members of the marketing channel system perform _______ function.
A. Production
B. Sensing
C. Negotiation
D. Bartering
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
Part 4 – SDM Multiple Choice Questions (Miscellaneous)

________directly purchase goods from the manufacturer in large quantity at a discounted price.
A. Consumers
B. Wholesalers
C. Retailers
D. Affiliates
______is directly connected to the customers or consumers.
A. Manufacturer
B. Wholesalers
C. Retailer
D. Distributor
_______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
_________do not carry inventory or handle the product.
A. Cash and Carry Wholesaler
B. Wholesale Merchants
C. Industrial Distributors
D. Drop shippers
______bring buyers and sellers together and assist in negotiation.
A. Affiliate
B. Brokers
C. Agents
D. Drop shippers
1. Two commonly faced problems in the services business are –

a. Lack of training
b. Resistance to selling
c. Making the service tangible
d. Sales promotion
Ans. a & b
2. Sales promotion tools aimed at three tools are –
a. Customers
b. Incentives
c. Intermediaries
d. Salesforce
Ans. a, c, d
3. The most important objectives of _____ is to convince customers to make a purchase.
a. Direct marketing
b. The person selling
c. Person to person communication
d. Integrating programs
Ans. B
4. How profitable a given customer is over time defines your _____.
a. Assessment
b. Cycle efficiency
c. Follow up
d. Lifetime value
Ans. D
5. When a player assumes more of a leadership role on a team, It is called_____.
a. Stepping up
b. Stepping stone
c. Follow the leader
d. None of the above
Ans. A
6. We should lead from the right brain and manage from the _____.
a. Central brain
b. Whole-brain
c. Left brain
d. Right brain
Ans. C
7. The second critical skill for personal management is _____.
a. Thread
b. Producer
c. Subordinates
d. Delegation
Ans. D
8. Delegation can b classified into –
a. Gofer delegation
b. Supervision of efforts
c. Stewardship
d. Micromanaging
e. Scheduling
Ans. a & b
9. The_____ multiyear programme and framework for training and measuring standards of capability
are operated for all store staff.
Ans. The signet jewellery academy
10. ____ is a flexible programme consisting of six elements that better enable store staff to meet the
needs of customers.
a. BCD
b. LME
c. ACE
d. EPS
Ans. C
11. System has helped companies to_____.
a. Increase sales
b. Expand more efficiently
c. Reducing training and development cost
d. All of the above
Ans. D
12. No hype no pressure just excellent_____ built around credibility and integrity.
a. Goods
b. Services
c. Talk
d. Think
Ans. B
13. A new retired sales consultant for a daily newspaper trips to mind was_____.
a. Gallatin
b. Fred
c. Rich
Ans. B
14. Fish believes in the concept of _____.
a. Cooperation
b. Coordination
c. Teamwork
d. Mutual trust
Ans. D
15. The two criteria for sales compensation use are_____ and_____.
a. Customer perception
b. Customer persuasion
c. Customer retention
d. Customer contact
Ans. b & d
16. Pay for the point of persuasion is the rule of_____.
a. Finger
b. Purchase
c. Thumb
d. Satisfaction
Ans. C
17. E-Commerce is the primary sales link with the customer, but customers must be convinced to sin up
is known as _____.
a. Signing up
b. Matriculation selling
c. Forward selling
d. Cross-selling
Ans. B
18. Two most common errors are –
a. Land lording
b. Appeasement pay
c. Sales expenses
d. Buying decisions
Ans. a & b
19. Once monetary needs are realized_____ needs can be realized with sales incentives.
a. Social acceptance
b. Personal esteem
c. Psychic income
d. Self realization
Ans. C
20. Behavioral model is given by _____.
a. B.F. Skinner’s
b. Fried
c. Meredith
d. Maritz
Ans. A
21._____ is the companion of a surprising number of sales professionals.
a. Negotiation
b. Fear
c. Desire
d. Pride
Ans. B
22. _____ is a routine job.
a. Negotiation
b. Desire for recognition
c. Sales
d. Incentive program
Ans. C
23._____ are important & provide accountability to promote entrepreneurial spirit and reduce turnover.
a. Trends
b. Projections
c. Benchmarks
d. Territories
Ans. D
24. Finding and visualizing groups of facts not previously known is –
a. Sequences
b. Clustering
c. Forecasting
d. Associations
Ans. B
25. _____ contains department or division-wide information.
a. Data mining
b. Data warehousing
c. Datamart
d. Data clustering
Ans. C
26. Logistics can be classified into –
a. One that is linked to operations
b. That is linked to strategy
c. That is linked to forecasting
d. That is linked to responsibility
Ans. a & b
27. Modes of transaction available in logistics are not include –
a. Rail
b. Road
c. Air
d. Water
e. Ship
f. Pipeline
Ans. E
28. Transportation is used by businesses for the delivery of goods from distant suppliers.
a. Air
b. Sea
c. Rail
d. Road
Ans. B
29. The philosophy of _____ is based on the principle of less quantity is lesser interval resulting in more
deliveries.
a. VMI
b. JIT
c. TQM
d. SCM
Ans. B
30. Basic functions in warehousing are –
a. Handling
b. Storage
c. Information transfer
d. All of the above
Ans. D
31. Key influencer for consumer services and entertainment can be –
a. Family & friends
b. Retailers & store staff
c. Specifiers
Ans. A
32. Priceline.com is a market of _____.
a. BZC operation
b. BZB auctions
c. CZB auctions
d. CZC format
Ans. C
33. _____ are at the end of supply chain.
a. Distributor
b. Customer
c. Retailers
d. Wholesaler
Ans. C
34._____ base on early, frequent and proactive involvement with key suppliers to develop a partnership
for improvement.
a. GSE approach
b. SER approach
c. HR’s approach
d. HP’s approach
Ans. D
35. This is not the type of supply chain.
a. Ripe supply chains
b. Internal supply chain
c. Network oriented supply chain
d. Value chains
Ans. C
36._____ bridges the gap between consumer demand and producer supply.
a. Courier
b. Transportation
c. Inventory
d. Logistics
Ans. D
37._____ becomes the amount a customer is willing to pay for the product/service provided by the
supplier.
a. Value
b. Money
c. Cost
d. Interest
Ans. A
38. Information flows can be categorized as –
a. Strategy
b. Tactical
c. Functional
d. Operational
Ans. a, b, d
39. Make versus buy –
a. Operational decision
b. Strategic decision
c. Functional decision
d. Tactical decision
Ans. B
40. Capturing, analyzing and disseminating the right _____ is key to the success of any operation.
a. Data
b. Information
c. Demand & supply
Ans. B
41._____ and sourcing are important elements in the packages as they reflect specific aspects of the
product.
a. Packaging
b. Pricing
c. Distribution
d. Supplying
Ans. B
42. The _____ is that the value chain may be used to identify and understand the specific sources of
competitive advantages.
a. Kotler’s agreement
b. Fried agreement
c. Porter’s agreement
Ans. C
43._____ is a tool which estimates inventory requirements at stocking locations.
a. ERP
b. DRP
c. SCM
d. MRP-II
Ans. B
44._____ is defined as the development of a long term relationship with a limited number of suppliers
on the basis of mutual confidence.
a. Third-party logistics
b. Use of ERP/DRP technique
c. Co makers
d. Postponement
Ans. C
45. E-business is SCM can be classified as –
a. E-commerce
b. E-procurement
c. E-collaboration
d. All of the above
Ans. D
46. Selling services involves guidelines –
a. Facilitation of equality assessment by customer
b. Making service intangible
c. Use of references from internal sources
d. Recognition importance of customer contact personnel
Ans. a & d
47. Public relations is concerned with marketing tasks involves.
a. Reinforcing positioning
b. Building and maintaining image
c. Handling problems and issues smoothly
d. All of the above
Ans. D
48. Personal selling’s objective of promotion should include_____.
a. Building product awareness
b. Creating interest
c. Providing information
d. Stimulating supply
Ans. a, b, c
49. Personal selling strategy involves these three key elements_____.
a. Sales team
b. Understanding of clients
c. Sales performance
d. Sales structure
Ans. a, b, & d
50. It is a method for communicating with corporate customers due to increasing cost in the direct sales
force.
a. Mass marketing
b. Target marketing
c. Direct marketing
d. Personal marketing
Ans. C
51. 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
Ans. D
52. Stewardship delegation requires five areas of the commitment to expectations.
a. Guidelines
b. Consequences
c. Productivity
d. Desired results
Ans. 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
Ans. 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
Ans. 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
Ans. 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 working 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
Ans. A
57. Functions of logistics management involves –
a. Right time
b. Right price
c. Right quality
d. Right product
Ans. a, b, c
58. 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
Ans. a & b
59. Strategies decisions are required in managing the supply chain are –
a. Warehousing
b. Transportation
c. Make varies buy
d. Information technology solution and information
e. All of the above
Ans. E
60. Material handling consists.
a. Receiving
b. Storing
c. Information transfer
d. Shipping
e. Handling
Ans. a, b, d
61. Minimization of conflict can do by –
a. Segments the products
b. Setup exclusive or limited territories
c. Provide MDF / Co-op level and let the resellers choose to establish their own competitive advantage
Ans. a, b, c
62. Tools which will help suppliers reach key influencers not include.
a. Product & technical information
b. Perform a marketing channels audit
c. Recognition
d. Sponsorships
e. Regular communication
Ans. B
63._____ is responsible for ensuring that product in distribution and reseller locations gets sold out.
a. Channel marketing
b. Companies
c. Clear segmentation
d. VAR’S
Ans. A
64._____ consists of the sale of goods or merchandise for personal or household consumption either
from a fixed location.
a. Wholesaling
b. Retailing
c. Distribution
d. Selling
Ans. B
65. The logistics partner usually take care of everything.
a. Outbound logistics
b. Inbound logistics
c. Relationships
d. Information
e. All of the above
Ans. E
66. _____ is a network of the manufacturer suppliers, and suppliers. Suppliers on the one hand and
customers and customer’s customer on the other hand.
a. ERP
b. SCM
c. DRP
d. SCI
e. BPR
Ans. 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
Ans. E
68. Delaying the final labelling, assembly or packaging until the last moment is known as the principal
of_____.
a. DRP
b. Co-maker ship
c. Postponement
d. Outsourcing logistics
Ans. C
69._____ is a means of distributing information.
a. Internet
b. Intranet
c. VPN
d. WAN
Ans. B
70. The data warehouse concept ids gaining acceptance in part because of the possibility of
fruitful_____.
a. Datamart
b. Data mining
c. Data replication
d. Data redundancy
Ans. B
71. 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
Ans. F
72. Sales psychology factors include –
a. Pride
b. Need to desired
c. Fear
d. Desire for recognition
e. Conscience
f. Boredom avoidance
g. Al of the above
Ans. 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 leading 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
Ans. D
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
Ans. a, b, c
75. Supply chain performances do not include –
a. IT solution
b. Manufacturing support
c. Global freight management
d. Warehousing & distribution
e. Consolidation
f. Development of shipment strategies
Ans. a, b, c, d, e
Selling at its core can be termed as the revenue generation activity for an organization.
a. True
b. False
Identify the missing link in the consumer decision making process; Problem/need recognition,
Information search, ___________, Purchase decision and Post-purchase
behavior.
a. Closing and Finalizing
b. Generating more information
c. Evaluation of alternatives
Test marketing is used for those products which have no historical sales figures.
a. True
b. False
The objective behind motivating sales force is to:

a. Increase the sales of the products
b. To capture more territories
c. Only b
d. Both a and b
______________ offer a wide assortment of products at substantial price cuts.

a. Discount houses and specialty stores
b. Factory outlets and Discount houses
c. Specialty stores
__________________ is about encouraging people to apply for the jobs of sales
associates in an organization.
a. Selection of sales associates
b. Recruitment for sales associates
c. Directing for sales associates
d. Both a and b
The aspect which deals with deciding the salary and commission for sales agent falls under
the broad umbrella of:
a. Compensation
b. Training
c. Motivation
d. All of the above
When products are stocked in as many as outlets as possible, it is known as:

a. Exclusive Distribution
b. Intensive Distribution
c. Selective Distribution
Temporal discrepancy relates to the difference in time with respect to when a product is
manufactured, and when it is consumed.
a. True
b. False
1. “Benchmark” means____________
(1) Benches for customers to sit
(2) Set standards
(3) Benches for salesmen to sit
(4) Products displayed on a bench
(5) All of the above
Ans. (2)
2. A call centre is____________
(1) A meeting place for DSAs
(2) A training centre for DSAs
(3) A meeting place for customers
(4) Data centre
(5) A back office set up where customer queries are answered
Ans. (5)
3. The sequence of a sales process is____________
(1) Lead generation, call, presentation & sale
(2) Sale, presentation, Lead generation & call
(3) Presentation, Lead generation, Sale & Call
(4) Lead generation, Call, Sale & Presentation
(5) There is no sequence required
Ans. (1)
4. ‘Value -added services’ means_____________
(1) Additional services
(2) Better value at a premium
(3) Costlier services
(4) Better value at a discount
(5) At services
Ans. (1)
5. To ‘Close a Call’ means____________
(1) To clinch the sale
(2) To end the conversation
(3) To put the phone down
(4) To close the doors
(5) To close the business
Ans. (1)
6. ‘Customization’ means__________
(1) Tailor-made products for each customer
(2) Customers selling goods
(3) Tailor-made products for each staff
(4) A selling process
(5) None of these
Ans. (1)
7. A ‘Call’ in marketing language means__________
(1) Calling on a salesperson
(2) Calling on a customer
(3) Making a phone-call
(4) Telemarketing
(5) None of these
Ans. (5)
8. A marketing survey is required for____________
(1) Deciding marketing strategies
(2) Deciding product strategies
(3) Deciding pricing strategies
(4) All of these
(5) None of these
Ans. (4)
9. The target group for Education loans is________
(1) Meritorious students seeking higher education
(2) All colleges
(3) All parents
(4) Research scholars
(5) All of these
Ans. (1)
10. Cross-selling means___________
(1) Selling with a cross face
(2) Cross country marketing
(3) Selling to friends
(4) Selling other products to existing customers
(5) Selling to employees
Ans. (4)
11. Marketing segmentation is useful for__________
(1) Preferential marketing
(2) Targeting existing clients
(3) Identifying prospects
(4) Knowing customers’ tastes
(5) All of these
Ans. (5)
12. The target Group for savings deposit Accounts is
(1) Newborn babies
(2) Students
(3) Parents
(4) Businessman
(5) All of these
Ans. (2)
13. Market Segmentation can be resorted to by means of
(1) Segmenting by age
(2) Segmenting by income
(3) Segmenting by geographically
(4) All of these
(5) None of these
Ans. (4)
14. The target group for a Car loan is_____________
(1) All auto drivers
(2) All auto dealers
(3) All car owners
(4) Any individual needing a car
(5) All of these
Ans. (4)
15. Market information means_____________
(1) Knowledge of industries
(2) Knowledge of households
(3) Knowledge of peers
(4) Knowledge of customer’s tastes
(5) All of these
Ans. (4)
16. Bancassurance means____________
(1) Banks promising to give loans
(2) Bank promising to pay interest
(3) Banks selling insurance products
(4) Assurance to repay loans
(5) None of these
Ans. (3)
17. The target group for agricultural loan is________
(1) Any farmer
(2) Farm labourers
(3) Any individual dealing in agricultural or related activity
(4) Farmers’ societies
(5) All of these
Ans. (3)
18. The target group for credit card is_____________
(1) Existing cardholders
(2) All graduates
(3) All minors
(4) Individuals with taxable income
(5) All of these
Ans. (4)
19. Market segmentation means_____________
(1) Segmenting the salesmen
(2) Segmenting the employees
(3) Segmentation the customers as per their needs
(4) Segmenting the products
(5) All of these
Ans. (3)
20. A ‘Target Group’ means___________
(1) A group of sellers
(2) A group of buyers
(3) A group of products
(4) A group of person to whom sales should be focused
(5) All of these
Ans. (4)
21. Marketing is the art of___________
(1) Buying more
(2) Paying more
(3) Selling more
(4) Talking more
(5) Only land 2
Ans. (3)
22. Marketing of services is resorted in____________
(1) Manufacturing concerns
(2) Insurance business
(3) Hostels
(4) Only land 2
(5) Only 2 and 3
Ans. (5)
23. Marketing is a__________
(1) One day effort
(2) Team effort
(3) One man effort
(4) All the above
(5) None of the above
Ans. (2)
24. Service marketing is the same as___________
(1) Transaction marketing
(2) Relationship marketing
(3) Internal marketing
(4) Outdoor marketing
(5) All the above
Ans. (2)
25. Good marketing requires one of the following
(1) Proper planning
(2) Good team work
(3) Good communication skills
(4) Knowledge of products
(5) All of these
Ans. (2)
26. Marketing in banks is a necessity today, due to
(1) Liberalisation
(2) Nationalisation
(3) Fashion
(4) Urbanisation
(5) Marketing in banks is not necessary, as banking in India is more than 200 years
old
Ans. (1)
27. Marketing is influenced by__________
(1) Product demand
(2) Public taste
(3) Buyer behaviour
(4) Brand image
Ans. (5)
28. Market share means__________
(1) Share of business among peers
(2) Share market
(3) Share prices
(4) IPOs
(5) Scope for marketing
Ans. (1)
29. Marketing helps in__________
(1) Boosting production
(2) Getting new clients
(3) Interacting with strangers
(4) All of these
(5) None of these
Ans. (4)
30. A DSA helps in________
(1) Boosting direct sales
(2) Boosting sales through the net
(3) Strengthening indirect marketing
(4) Strengthening telemarketing
Ans. (1)
31. A DSA (Direct Selling Agent) is one___________
(1) Who sells through the internet
(2) Who works on the bank counters
(3) Who works in bank office setup
(4) Who sells direct to the client
Ans. (4)
32. Selling is_________
(1) Different from marketing
(2) A sub-function of marketing
(3) Same as marketing
(4) More than marketing
(5) None of these
Ans. (5)
33. A ‘Lead’ in marketing jargon, means__________
(1) A likely consumer
(2) A metal
(3) A leash
(4) A team leader
(5) None of these
Ans. (1)
34. Good selling skills involve____________
(1) Patience
(2) Presence
(3) Empathy
(4) Knowledge
(5) All of these
Ans. (5)
35. EMI stands for:
(1) Earnest Monthly Instalment
(2) Equated Money Instalment
(3) Equated Monthly Instalment
(4) Equated Major Instalment
(5) Essential Monthly Instalment
Ans. (3)
36. A true marketing mindset requires___________
(1) Control mindset
(2) Command mindset
(3) Passive mindset
(4) Active mindset
(5) Inert mindset
Ans. (4)
37. Innovation means_________
(1) Inspiration
(2) Enthusiasm
(3) Compensation
(4) Creativity
(5) All of these
Ans. (4)
38. Internal marketing means__________
(1) Marketing to self
(2) Marketing to family members
(3) Marketing to the staff members
(4) Marketing inside India
(5) Marketing outside India
Ans. (3)
39. Modern styles of marketing are____________
(1) Telemarketing
(2) Web marketing
(3) Advertisement on the net
(4) E-mails
(5) All of these
Ans. (5)
40. A good and effective DSA should_____________
(1) Copy the competitor company
(2) Criticize the competitor company
(3) Join the competitor company
(4) Be passive
(5) Be more effective than the competitor company
Ans. (5)
41. Prior to the Industrial Revolution, selling was no problem and no sales
team is required because
(1) Marketing was not a subject then
(2) People was not a subject then
(3) People don’t want to sell anything
(4) Small-scale enterprises dominated the economic scene
(5) None of these
Ans. (4)
42. A form of distribution in which manufacturer makes an agreement, with a
middleman in each market area stipulating that the distribution of the
product within that is to be confined solely to that middleman is known as-
(1) Mass Distribution
(2) Exclusive agency distribution
(3) Selective distribution
(4) Price Distribution
(5) None of these
Ans. (2)
43. The long term objective of marketing is_________
(1) Customer Satisfaction
(2) Profit Maximisation
(3) Cost cutting
(4) Profit Maximisation with customer
(5) None of these
Ans. (4)
44. Which among the following is statistical indicator for equality in income
distribution?
(1) Gini Coefficient
(2) Price Indices
(3) GNP
(4) GDP
(5) None of these
Ans. (1)
45. Short term planning focuses on
(1) Functional Plans
(2) Long term objectives
(3) Specific Goals
(4) Both (1) and (3)
(5) None of these
Ans. (4)
46. In marketing terms, Attitude can best be defined as a
(1) Rude behaviour of salesperson
(2) Rude behaviour of Consumer
(3) Mental state of consumer
(4) Ego of the marketing executive
(5) None of these
Ans. (3)
47. The nominal scale used for marketing research, refers to
(1) Population characteristics based on age or sex or ownership of a specific
consumer durable
(2) Ordering of scale
(3) Both 1 and 2
(4) Neither 1 nor 2
(5) None of these
Ans. (1)
48. Reference group influences vis-a-vis consumption decision, is a function of
the
(1) Product category
(2) Group characteristics
(3) Group communication process
(5) None of these
Ans. (4)
49. Just in time (JIT) technique is getting wider acceptance world over, the
technique was first introduced in
(1) India
(2) Indonesia
(3) Japan
(4) America
(5) None of These
Ans. (3)
50. Gate Keepers___________
(1) Use the products
(2) Reports on product performance
(3) Control the flow of information into buying centre
(4) Issue challan for discharge of products
(5) None of these
Ans. (4)
51. Consumer Day is celebrated on____________
(1) 15th March
(2) 16th March
(3) 20th April
(4) 20th March
(5) None of these
Ans. (1)
52. A situation where by market is expanded by developing new products to
satisfy new consumer needs is called
(1) Market development
(2) Diversification
(3) Both land 2
(4) Neither 1 nor 2
(5) None of these
Ans. (2)
53. The level of commitment that consumers feel toward a given brand is
called
(1) Brand equity
(2) Brand name
(3) Brand loyalty
(4) Brand utility
(5) None of these
Ans. (3)
54. Assigning specific jobs and work places to the selected candidates is known
as____________
(1) Placement (2) Recruitment
(3) Transfer (4) Promotion
(5) None of these
Ans. (1)
55. As a counselor, a personnel manager__________
(1) Reminds the management of moral obligations towards employees
(2) Encourages the employees
(3) Tries to settle the disputes between labour and management
Ans. (2)
56. Which among the following is NOT included in fringe benefits available to
an employee?
(1) Old age survivors benefits
(2) Pensions
(3) Gratuities
(4) Both land 2
(5) None of these
Ans. (5)
57. Which among the following is an example of tele-conferencing?
(1) Computer conferencing
(2) Audio conferencing
(3) Video conferencing
Ans. (4)
58. Information systems can assist managers by
(1) Providing information
(2) Providing data on internal sources
(3) Directing
Ans. (4)
59. Which among the following is a disadvantage of an EDI system?
(1) Speed
(2) Errors
(3) Expensive
(4) Mismatch
(5) None of these
Ans. (3)
60. In online marketing, there is____________
(1) No exchange
(2) Exchange is the core of marketing
(3) Guarantee
(4) Only warranty
(5) None of these
Ans. (4)
61. EMI is marketing tool if
(1) It is very high
(2) It is very low
(3) It is increasing
(4) It is fluctuating
(5) It has no role as marketing tool
Ans. (2)
62. The target group for Home-loan is
(1) All body-builders
(2) Tiles manufacturers
(3) Housing societies
(4) Farmers’ societies
(5) Individuals not owning any house
Ans. (5)
63. Delivery Channels means:
(1) Sales outlets
(2) Purchased goods
(3) Product shelf-life
(4) Courier person
(5) Channel finance
Ans. (1)
64. Customer Relation can be ensured by:
(1) Offering freebies
(2) Offering loans at low rates
(3) Catchy slogans
(4) Giving incentives
(5) Personalized services
Ans. (5)
65. Standard marketing practices include
(1) Poaching
(2) Unhealthy competition
(3) Lowering the selling price
(4) Unhealthy discount scheme
(5) Phishing
Ans. (3)
66. Marketing of service is adopted in
(1) Grocery stores
(2) Garments trade
(3) Medicine shop
(4) Fruit stalls
(5) Hotels
Ans. (5)
67. Selling is _____________
(2) More than marketing
(3) Offering discounts
(5) Nothing to do with marketing
Ans. (4)
68. Indirect marketing is the same as
(1) Onsite selling
(2) Using a smart-phone
(3) Viral marketing
(4) Advertisements
(5) Online marketing
Ans. (4)
69. ‘To close a call’ means
(1) To look for a new clients
(2) Telemarketing
(3) To clinch the sale deal
(5) Indoor marketing
Ans. (3)
70. Market size also means
(1) Marketing planning
(2) Market pricing
(3) Market space
(4) Market distribution
(5) Market channels
Ans. (4)
71. Digital Marketing is the same as
(2) Cross-selling
(3) Website designing
(4) Road shows
(5) Door-to-door marketing
Ans. (1)
72. Service Marketing is resorted to in
(1) All MNCs
(2) All production houses
(3) Industrial units
(4) Insurance companies and banks
(5) Fish markets
Ans. (4)
73. Customization results in
(1) Customer exit
(2) Customer retention
(3) Customer complaints
(4) Better balance sheet figures
(5) Better technology
Ans. (4)
74. The sole aim of marketing is to
(1) improve the balance sheet figures
(2) increase recruitments
(3) increase profits
(4) increase production
(5) increase branch network
Ans. (3)
75. Efficient marketing style requires
(1) Proper planning
(2) Good debating skills
(3) Arrogant staff
(4) Knowledge of many languages
(5) Ignorant customers
Ans. (2)
76. Target group means
(1) All employers
(2) All sales persons
(3) Intended buyers
(4) All industries
(5) Call center persons
Ans. (3)
77. ‘Push’ marketing style requires
(1) Collective effort
(2) Good pushing strength
(3) Lengthy talks
(4) Ability to identify the leads
(5) Aggressive marketing
Ans. (1)
78. Web marketing involves
(1) Selling websites
(2) Door-to-door marketing
(3) E-mail chatting
(4) Browsing the yellow page
(5) Web advertisements
Ans. (5)
79. The task of marketing involves
(1) Opening new branches
(2) Buying a company
(3) Selling a company
(4) Selling products and services of a company
(5) Mergers
Ans. (4)
80. Market space means
(1) Place where goods are sold
(2) Trade fairs and meals
(3) Road shows
(4) Scope available for selling
(5) Competition
Ans. (4)
81. Which one of the following Is NOT a target group for saving accounts?
(1) Salaried persons
(2) Loss making companies
(3) Doctors
(4) Government employees
(5) Insurance agents
Ans. (2)
82. Target group for home loans is
(1) Existing creditors
(2) Persons having no house of their own
(3) Persons having one or more than one house
(4) Builders
(5) NRIs
Ans. (2)
83. Digital marketing is similar to
(1) Cold calling
(2) Web designing
(4) Market for cast
Ans. (3)
84. Full form of DSA is___________
(1) Delivery Staff Agency
(2) Direct Selling Agency
(3) Distributors and Supply Agency
(4) Driving Sales Ahead
Ans. (2)
85. In online marketing, there is____________
(1) Only warranty
(2) No exchange
(3) Exchange is the core of marketing
(4) Guarantee
Ans. (1)
86. Which of the following is a part of marketing?
(1) The Process of Creating Pricing
(2) Distribution
(3) Promotion
(4) All of these
(5) None of these
Ans. (4)
87. Marketing involves:
(1) Product
(2) Programme
(3) Problem
(4) All of these
(5) None of these
Ans. (1)
88. A total system of interacting business activities designed to plan, price,
promote and distribute want satisfying Products and Services to Present and
Potential Customers.
(1) A System of Production
(2) A system of Accounting
(3) A Product
(4) All of these
(5) None of these
Ans. (4)
89. Which is the essential of marketing?
(1) Marketing is a human activity
(2) Marketing is a Product
(3) Marketing is a knowledge
(4) All of these
(5) None of these
Ans. (1)
90. Marketing includes
(1) Consumer-oriented Process
(2) Certain market
(3) Socio-economic activity
(4) All of these
(5) None of these
Ans. (4)
91. Which is/are the functions of marketing?
(1) Pricing of goods and services
(2) Promotion
(3) Marketing Research
(4) Product Development
(5) All of these
Ans. (5)
92. What is the basis of marketing?
(1) Exchange
(2) Net Sales and Net Profit
(3) Profit
(4) Packaging
(5) All of these
Ans. (1)
93. Marketing is required in banks due to-
(1) Computerisation
(2) Increase in population
(3) Globalisation
(4) Government dictates
(5) None of these
Ans. (3)
94. Marketing is a Social-economic activity because:
(1) Marketing is related with Social Satisfaction
(2) It is a Social Person
(3) It is a Corporate Citizen
(4) All of these
(5) None of these
Ans. (1)
95. Certain market means-
(1) The place where functions of marketing is exercised
(2) Future market
(3) Present market
(4) All of these
(5) None of these
Ans. (1)
96. Which is the subject matter of Marketing?
(1) Machine, man and money
(2) Product or Service
(3) Capital
(4) Brand
(5) Place
Ans. (2)
97. Marketing is:
(1) a day to day function
(2) a one-off affair
(3) a one man show
(4) a collective process
(5) None of these
Ans. (4)
98. Which is the subject Matter of marketing?
(1) Man
(2) Labour
(3) Planning
(4) Word
(5) Goods and Services
Ans. (5)
99. Rural Marketing is related to-
(1) Book
(2) Car
(3) Rural product like-Agricultural tools
(4) Mobile
(5) TV
Ans. (3)
100. Which is the feature of Rural Market?
(1) Number of Consumer
(2) High Income
(3) Educated Population
(4) High Living Standard
(5) None of these
Ans. (1)
101. Lead generation means
(1) Tips for selling tactics
(2) Tips for better production
(3) Generating leaders
(4) Likely sources for prospective clients
(5) None of these
Ans. (4)
102. Marketing Channel means
(1) Delivery period
(2) Delivery time
(3) Delivery place
(4) All of these
(5) None of these
Ans. (4)
103. E-marketing is same as
(1) Virtual Marketing
(2) Digital Marketing
(3) Real time marketing
Ans. (4)
104. Marketing in Banks is:
(1) A one Day Function
(2) A One Man Function
(3) A One off Affair
(4) All of these
(5) None of these
Ans. (5)
105. Effective Marketing Helps in:
(1) Boosting the purchases
(2) Boosting the sales
(3) Diversified Business
(4) Realization of Dreams
(5) All of these
Ans. (2)
106. A “Buyer’s Market” means:
(1) buyers are also sellers
(2) sellers are also buyers
(3) there are not sellers
(4) demand exceeds supply
(5) supply exceeds demand
Ans. (5)
107. The sequence of sales process is
(1) a call, a lead, presentation, sale
(2) a lead, a call, presentation, sale
(3) presentation, sale, lead, call
(4) presentation, lead, sale, call
(5) sale, call, lead, presentation
Ans. (2)
108. A presentation means
(1) Display of products
(2) a gift
(3) explaining the utility of products
(4) display of communication skills
(5) All of these
Ans. (3)
109. Customer retention means:
(1) Retaining the customer at the bank for the full day
(2) quick disposal
(3) customer dealing with the same bank for a long time
(4) better standards
(5) all of these
Ans. (3)
110. Niche market means:
(1) a free market
(2) a social market
(3) equity market
(4) capital market
(5) a specified market for the target group
Ans. (5)
111. Which of the following is target customer?
(1) structure
(2) factors
(3) future customer
(4) suppliers and producers
(5) none of these
Ans. (3)
112. “Marketing is a mixture of mixture” this statement is related to:
(1) product planning
(2) price determination
(3) cost
(4) saving
(5) marketing mix
Ans. (5)
113. Which of the following is the starting point of marketing?
(1) market
(2) production place
(3) buyer’s house
(4) seller’s house
(5) all of these
Ans. (1)
114. Which of the following customers are main customers of a bank?
(1) customer
(2) employee
(3) society
(4) all of these
(5) none of these
Ans. (4)
115. For customer oriented company, customer satisfaction is:
(1) target
(2) marketing tool
(3) enterprise of profit
(4) both land 2
(5) all of these
Ans. (4)
116. Promotion mix contain(s):
(1) advertisement
(2) personnel sale
(3) sales promotion
(4) publicity
(5) all of these
Ans. (5)
117. Demand consists:
(1) want or need
(2) willingness to spend
(3) resource to purchase
(4) only 1 and 2
(5) all of these
Ans. (5)
118. All the market efforts starts with the discovery of:
(1) Product
(2) Needs & wants of consumers
(3) Corruption
(4) Valid Crime Case
(5) All of the Above
Ans. (2)
119. What type of relation is there between company and suppliers?
(1) Direct
(2) Indirect
(3) Multilevel
(4) Social
(5) Private
Ans. (1)
120. What decision is taken under Planning?
(1) What to do?
(2) When to do?
(3) How to do?
(4) Why to do?
Ans. (5)
121. Out of the following_____________ is NOT one of the three levels of a
product.
(1) Core
(2) Augmented
(3) Actual
(4) Fragmented
(5) All of these
Ans. (4)
122. Out of the following______________ is NOT an objective of pricing.
(1) Profit
(2) Stabilising demand and sales of the product
(3) Improvement in product quality
(4) Expansion of business
(5) All of these
Ans. (4)
123. Which of the following pricing methods is NOT based on competitors
pricing?
(1) English Auction
(2) Sealed-Bid Auction
(3) Group Pricing
(4) None of these
(5) All of these
Ans. (3)
124. A prospect means:
(1) any customer who walks into the bank
(2) an employee of the bank
(3) a customer who is likely to be interested in bank’s product or service
(4) a depositor of the bank’
(5) a borrower of the bank
Ans. (3)
125. Goods that are typically bought by a consumer based on a comparison of
suitability, quality, price & style are called___________ goods.
(1) Industrial
(2) Specialty
(3) Shopping
(4) Convenience
(5) All of these
Ans. (3)
126. Innovation means:
(1) Compensation
(2) inspiration
(3) additional perquisites
(4) implementing new ideas or new methods
(5) None of these
Ans. (4)
127. A lead means:
(1) a prospect who is more likely to avail of the Bank’s product
(2) a political leader
(3) a religious leader
(4) a bank chairman
(5) None of these
Ans. (1)
128. A Call means:
(1) calling on friends
(2) calling on bank employees
(3) calling on prospective customers
(4) to make telephone calls
(5) calling on relatives
Ans. (3)
129. The Traditional Marketing style involves:
(1) Telemarketing
(3) Indirect Marketing
(4) Direct Marketing
Ans. (4)
130. Modern Method of Marketing include:
(1) Publicity on the net
(2) Advertisement on the net
(3) Soliciting business through e-mails
(4) Tele marketing
Ans. (5)
131. A true marketing requires:
(1) Command and other mindset
(2) Control Mindset
(3) Passive mindset
(4) Active mindset
(5) None of these
Ans. (4)
132. Which of the following sentences is TRUE?
(1) Marketing is not required in a Buyers’ Market
(2) Marketing is not required in a Sellers’s market
(3) Marketing is not required due to competition
(4) Marketing is not required due to liberalization
(5) Marketing is not required due to globalization
Ans. (2)
133. Market information means:
(1) Knowledge of shops and bazaars
(2) Knowledge of shopping malls
(3) Knowledge of customer profile and product mix
(4) Knowledge of various languages
(5) None of these
Ans. (3)
134. Market Research is needed for:
(1) checking the market area
(2) checking the right product to be sold
(3) making proper marketing decisions
(4) deciding right time to sell
Ans. (5)
135. For effective marketing the salesmen should have which of these
qualities?
(1) Creativity
(2) Team spirit
(3) Motivation
(4) Effective communication skills
(5) All of these
Ans. (5)
136. In market skimming pricing strategy:
(1) Initially price is higher and then it is reduced
(2) Initially price is lower and then it is increased
(3) Initial price is high and is maintained high
(4) Initial price is low and is maintained low
(5) None of these
Ans. (2)
137. Marketing plan helps in:
(1) better lead generation
(2) better systems
(3) better results
(4) improved balance sheet
(5) better customer service
Ans. (3)
138. If Marketing is done effectively which of the following is NOT required?
(1) Publicity
(2) Advertisement
(3) Market Research
(4) Market Segmentation
(5) None of these
Ans. (1)
139. What is Motivation?
(1) Better communication skills
(2) Sales Coaching
(3) Market Research
(4) Inspiring the employees to perform better
(5) None of these
Ans. (4)
140. In a Selling Process in today’s world:
(1) Only standard products are sold
(2) No customization required
(3) the seller need not have product knowledge
(4) the seller should aim at customer satisfaction
(5) only quantum of sales matters
Ans. (4)
141. Find the TRUE statement:
(1) Marketing is a waste of the employees’ time
(2) Marketing is not required in India due to its vast population
(3) Marketing involves additional work
(4) Marketing involves team work
(5) Marketing is not required today due to IT advancement
Ans. (4)
142. A Target market is:
(1) entire country
(2) entire city
(3) entire globe
(4) that which consists of customers who need the identified product
(5) all of these
Ans. (4)
143. Sales forecasting involves:
(1) Sales Planning
(2) Sales Pricing
(3) Distribution Channels
(4) Consumer tastes
Ans. (5)
144. Which of the following product is being sold under the brand name
ZODIAC?
(1) Shirts
(2) Ties
(3) Both land 2
(4) Liberty
(5) None of these
Ans. (3)
145. SWIFT – cars are being manufactured by
(1) DCM
(2) Maruti
(3) Premier Automobiles
(4) Hyundai
(5) All of these
Ans. (2)
146. “With you all the way” is the slogan of:
(1) Vodafone
(2) SBI
(3) ICICI
(4) Raymonds
(5) All of these
Ans. (2)
147. Which company used the slogan “The complete Man”?
(1) DCM
(2) GRASIM
(3) RAYMONDS
(4) VIMAL
(5) All of these
Ans. (3)
148. Which brand uses the slogan “Made for each other” for its cigarettes?
(1) Cavenders
(2) Four Square
(3) Red & White
(4) Wills
(5) All of these
Ans. (4)
149. The markets are grouped into different types based on the geographical
area, location of market palace, product, nature of transaction, and volume of
the transaction:
In the above statement the following is NOT correct:
(1) Nature of transaction
(2) Geographical area
(3) Location of marketplace
(4) Volume of transaction
(5) None of these
Ans. (3)
150. The following offering is NOT a service:
(1) Fixed deposit receipt
(2) Postage stamp
(3) Gift coupon of a chain store
(4) Insurance Policy
(5) All of these
Ans. (3)
151. The act of obtaining a desired object from someone by offering something
in return is called as a(n):
(1) Transaction
(2) Exchange
(3) Relationship
(4) Value
(5) All of these
Ans. (2)
152. Economists use the term_____________ to refer to a collection of buyers
and sellers who transact in a particular product class.
(1) Customer
(2) Market
(3) Experience
(4) All of these
(5) None of these
Ans. (2)
153. Out of the items mentioned below_____________ is NOT a product.
(1) Lecture by Shri Sudhansu Maharaj
(2) Shimla
(3) Visit to Bank’s London office
(4) None of these
(5) All of these
Ans. (3)
154. A product line is a group of related products that function in a similar
manner, are sold to the same customer groups, and marketed through the
same type of outlets:
(1) Group
(2) Line
(3) Category
(4) Market
(5) All of these
Ans. (2)
155. Which of the following pricing strategies is NOT ideal for new products?
(1) Market-Skimming
(2) Discriminatory Pricing
(3) Promotional Pricing
(4) None of these
(5) All of these
Ans. (2)
156. A_________ discount is offered by the seller to intermediary who
performs functions like selling, storing and record Keeping.
(1) Quantity
(2) Trade
(3) Cash
(4) Seasonal
(5) All of these
Ans. (2)
157. In market skimming pricing strategy:
(1) Initially price is lower and then it is increased
(2) Initially price is higher and then it is reduced
(3) Initial price is high and is maintained high
(4) None of these
(5) All of these
Ans. (2)
158. Bank of Mathura is offering 1 % higher interest rate on fixed deposit to
senior citizens of 60 years and above. It is practicing ______________.
(1) Promotional pricing
(2) Psychological pricing
(3) Segmental pricing
(4) Product mix pricing
(5) All of these
Ans. (3)
159. With___________ pricing, the products are priced below list price (or
even below cost) for a temporary period to create buying urgency.
(1) Reference
(2) By-product
(3) Promotional
(4) Market penetration
Ans. (3)
160. Digital Marketing means:
(1) Marketing of digital instruments
(2) Marketing through Advertisements
(3) Marketing through Internet and Telephones
(4) Both 1 & 3
Ans. (3)
161. Difference between Direct and Indirect Marketing is:
(1) Direct marketing is to employees of the concerned company, while Indirect is
to outsiders
(2) Direct marketing is to outsider, while Indirect is to employees of the concerned
company
(3) Direct Marketing is to Bank’s owner, Insiders is to outsiders
(4) Direct Marketing is to other Bank’s employees, Indirect outsiders
(5) None of these
Ans. (1)
162. Which of the following is the most logical budget setting method?
(1) Affordable method
(2) Percentage-of-Sales method
(3) Competitive-parity method
(4) Objective-and-task method
(5) None of these
Ans. (4)
163. One common misuse of marketing research findings in contemporary
business is the tendency for marketing research to:
(1) become a vehicle for pitching the sponsor’s products
(2) become a vehicle for discriminating in the marketplace
(3) become a means for raising prices
(4) become a means for unfair competition
(5) none of these
Ans. (1)
170. A ‘Buyers’ Market’ means:
(1) buyers are also sellers
(2) sellers are also buyers
(3) there are no sellers
(4) supply exceeds demand
(5) none of these
Ans. (4)
171. Market share analysis helps to track:
(1) Share price movements
(2) percentage share of business
(3) pricing strategy for share values
(4) All of these
(5) None of these
Ans. (2)
172. Marketing in Banks is required for:
(1) Getting new customers
(2) Retaining existing customers
(3) Lending
(4) Accepting of deposits
(5) All of these
Ans. (5)
173. Safe deposit locker can be canvassed among
(1) Persons below poverty line
(2) All existing account holders
(3) ATM cardholders
(4) Students
(5) None of these
Ans. (2)
174. EMI can be a marketing tool if
(1) It is very high
(2) EMI is increasing
(3) It is very low
(4) It is a flat rate
(5) None of these
Ans. (3)
175. The advantages of audience selectivity, no ad competition and
personalization apply to which type of media?
(1) Newspapers
(2) Television
(3) Direct Mail
(4) Radio
(5) None of these
Ans. (3)
176. Costs that do not vary with production or sales levels are called:
(1) fixed costs
(2) variable costs
(3) standard costs
(4) independent costs
(5) None of these
Ans. (1)
177. If a company were to make a product such as a suit of clothes and sold
that product to a retailer, the company would have sold to the _______
market.
(1) reseller
(2) business
(3) government
(4) service
(5) None of these
Ans. (1)
178. The shrinking of distances due to technological advance such as
computer and fax connections by telephone, are one characteristic of what
new challenge to marketing?
(1) Rapid globalization
(2) The changing world economy
(3) The call for more socially responsible marketing
(4) The micro-chip revolution
(5) None of these
Ans. (1)
179. The goal of the marketing logistics system should be to provide:
(1) a targeted level of promotional support
(2) a targeted level of customer service at the least cost
(3) a targeted level of transportation expense ratio
(4) a targeted level of field support
(5) None of these
Ans. (2)
180. The practice of going after a large share of a smaller market or subsets of
a few markets is called ____________.
(1) undifferentiated marketing
(2) differentiated marketing
(3) concentrated marketing
(4) turbo marketing
(5) None of these
Ans. (3)
181. What are the 4 P’s in Marketing?
(1) purpose, place, product and promotion
(2) person, place, product and promotion
(3) price, place, product and promotion
(4) person, price, product and promotion
(5) None of these
Ans. (3)
182. Relationship selling means:
(1) Cross selling
(2) Selling to relatives
(3) telemarketing
(4) preparing a list of products to sell for customers
(5) None of these
Ans. (1)
183. Credit cards are used for____________.
(1) Cash withdrawals
(2) Purchase of air tickets
(3) Purchase of consumable items from retail outlets
(4) All of these
(5) None of these
Ans. (4)
184. Marketing is successful when:
(1) Demand exceeds supply
(2) Salesman are effectively trained
(3) Supply exceeds demand
(4) a company sell products at lower price
(5) None of these
Ans. (3)
185. A prospect means:
(1) a person who is working in a bank/ financial institution
(2) details of a company
(3) a likely buyer
(4) head of an financial institution
(5) None of these
Ans. (3)
186. NRI is an easy target for effective marketing because _________.
(1) he likes Indian goods
(2) he is easily approachable
(3) it is cheaper to contact NRISs
(4) there are special products designed for NRIs
Ans. (1)
187. Study of marketing environment means
(1) study of company’s markets, customers and competitors
(2) study of economic environment
(3) study of current trends
(4) All of these
(5) None of these
Ans. (4)
188. A Market plan includes:
(1) market objectives
(2) market research
(3) pricing strategy
(4) situation analysis
(5) All of these
Ans. (5)
189. Customization is useful for:
(1) motivating the sales force
(2) to add variety in marketing
(3) value added service
(4) pleasing target customers
(5) None of these
Ans. (2)
190. Telemarketing campaigns are resorted to:
(1) avoid cold calls
(2) avoid buyer resistance
(3) avoid seller inhibitions
(4) reaching a wider audience
(5) none of these
Ans. (4)
191. Customer Retention means:
(1) retaining the customers at the Bank for the full day
(2) quick disposal
(3) customers dealing with the same bank for long time
(4) better standards
(5) None of these
Ans. (2)
192. The Traditional Marketing style involves
(1) Telemarketing
(5) None of these
Ans. (3)
193. Which is the technique used for effective marketing planning?
(1) psychological tools for marketing
(2) goal oriented
(3) marketing research
(4) physical distribution
(5) All the above
Ans. (5)
194. ‘Niche’ Market means:
(1) a free market
(2) a social market
(3) equity market
(4) capital market
(5) a specified market for the target group
Ans. (5)
195. Banks sell insurance for:
(1) Earning more profits
(2) Increasing loans
(3) Increasing deposits
(4) Taking over insurance companies
(5) None of these
Ans. (1)
196. The sales process begins with
(1) Customer identification
(2) Sales presentation
(3) Lead generation
(4) Sales closure
(5) None of these
Ans. (3)
197. Service marketing is the same as_____________
(1) Transaction marketing
(2) Relationship marketing
(3) Internal marketing
(5) None of these
Ans. (2)
198. Good marketing requires one of the following
(1) Proper planning
(2) Good team work
(3) Good communication skills
(4) Knowledge of products
(5) None of these
Ans. (2)
199. Marketing in banks is a necessity today, due to
(1) Liberalisation
(2) Nationalisation
(3) Fashion
(4) Urbanisation
(5) None of these
Ans. (1)
200. Marketing is influenced by______________
(1) Product demand
(2) Public taste
(3) Buyer behaviour
(4) Brand image
Ans. (5)
201. Market share means_________________
(1) Share market
(2) Share prices
(3) IPOs
(4) Scope for marketing
(5) Share of business among peers
Ans. (5)
202. Marketing helps in_____________
(1) Boosting production
(2) Getting new clients
(3) Interacting with strangers
(4) All of these
(5) None of these
Ans. (4)
203. A DSA (Direct Selling Agent) is one___________
(1) Who sells through the internet
(2) Who sells direct to the client
(3) Who works on the bank counters
(4) Who works in bank office setup
(5) None of these
Ans. (2)
204. Selling is____________
(1) Different from marketing
(4) All of these
(5) None of these
Ans. (5)
205. A ‘Lead’ in marketing jargon, means___________
(1) A metal
(2) A leash
(3) A likely consumer
(4) A team leader
(5) None of these
Ans. (3)
206. In Banking services, market can be segmented on the basis of:
(1) Density
(2) Customers
(3) Employee
(4) Both 1 and 2
(5) Neither 1 nor 2
Ans. (3)
207. Promotion in Marketing means:
(1) passing an examination
(2) elevation from one grade to another
(3) selling the products through various means
(4) selling the product in specific areas
(5) none of these
Ans. (3)
208. In ‘Double-win’ strategy:
(1) Customer gets an additional benefit
(2) Customer gets price debate
(3) Both customs and the sales person come out with sense of satisfaction
(4) Both (1) and (2)
(5) None of these
Ans. (2)
209. Which among the following is NOT an example of Direct marketing?
(1) Tele-marketing
(2) Sales on internet
(3) Mail order sales
(4) Retail stores
(5) None of these
Ans. (4)
210. A method, in which Brand equity is measured by comparing difference
between the retail price of the brand and the retail price of an unbranded
product in the same category is called:
(1) Brand goodwill method
(2) Price premium method
(3) Marketing Integrated method
(4) Both land 2
(5) Neither 1 nor 2
Ans. (2)
211. A true marketing requires
(1) Command and order mindset
(2) Control mindset
(3) Active mindset
(4) Passive mindset
(5) None of these
Ans. (3)
212. A non-traditional, low cost, flexible and highly effective marketing is
termed as:
(1) Strategic marketing
(2) Guerilla Marketing
(5) None of these
Ans. (2)
213. Which of the following is the most appropriate reason for Bank
marketing?
(1) Globalization
(2) Variety of Banking products
(3) mergers
(4) Recession
(5) None of these
Ans. (1)
214. The choice between high markups and high volume is part of which of
the following retailer marketing decisions?
(1) Target market decisions
(2) Product assortment and services decisions
(3) Pricing decisions
(4) Promotion decisions
(5) None of these
Ans. (3)
1. To determine which customer accounts to call on, a firm needs to evaluate

a. territory allocation
b. commission schedules
c. geographic proximity to other accounts
d. reference checks
2. To maximize the performance of their field sales forces, companies should

a. review staff expense accounts
b. retrain staff in sales techniques
c. develops a strong marketing plan
d. develops a strong advertising plan
3. 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
4. Qualifying a prospect is
a. identical with checking references for an applicant
b. determining which applicant to hire
c. conducting an exit interview
d. determining if a prospect is interested in a product
5. Projection on the basis of past records is a method of

a. value analysis
b. sales forecasting
c. standard appraisal
d. sales MBO
6. Matching the capabilities of the sales recruit to the needs of the organization is known as
a. congruence
b. realism
c. selection
d. socialization
7. 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
8. 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
9. 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
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. Event leading to another later event
a-ii, b-i, c-iv, d-iii

a-iii, b-ii, c-iv, d-i
a-i, b-ii, c-iii, d-iv
a-iv, b-iii, c-ii, d-i
Ans. 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 Key influencers are already
aligned with a competitor
c. Talk to end customers and channel partners Analyze business sources
Ans. a, b, c
75. Supply chain performances does not include –
a. IT solution
b. Manufacturing support
c. Global freight management
d. Warehousing & distribution
e. Consolidation
f. Development of shipment strategies
Ans. a, b, c, d, e
76. These factors transforming the supply chains completely today are –
a. Electronic data interchange

b. Business process reengineering
c. Intranet / Extranet
d. Intellectual property rights

e. Data mining / data warehousing / data marts
f. Store operations
g. E commerce
A. a, c, e, g
B. b, e, f, a
C. a, b, c, d
D. c, g, e, f
Ans. A
77. Benefits of intranet / extranet for SCM include –
1. It facilitates two-way communications between the manufacturing floor and other areas of the plant
2. It ensures a common process for multiple functions and enhances overall performance
3. It allows distribution of many categories of information
4. Converting data from propriety formats to standard formats and reserving this process at the other end
5. Actual transmission of data between trading partners over a communication network
6. Directing and gathering data from different application programmes
a. 1, 2, 3, 4
b. 2, 3, 5, 6
c. 1, 2, 3
d. 4, 5, 6
Ans. C
78. E commerce applications are –
1. Executive orders by customers connects the information hub with the customers
2. Communication between the members of chain connects the hub with back end members of chain
3. Electric and instantaneous order tracking
4. Remote sensing, testing and diagnosis of problems in various types of the chain
5. Recording useful performance date about supply chain
a. 1, 2, 3
b. 1, 2, 3, 4
c. 1, 2, 3, 4, 5
d. 2, 3, 4, 5
Ans. C
79. Identify true statement –
1. Operating profit percentage is gross margins less selling expense divided by total revenue
2. The primary role of salesperson is persuade
3. Fish does not believes in the concept of mutual trust
4. Budgets are not a means of educating the manager
5. Multiple codes, surveys and audits increase costs and result in fatigue
6. Standards for monitoring social and ethical compliance need to be formalized
a. 1, 2, 3, 4
b. 2, 3, 4, 5
c. 2, 4, 5, 6
d. 1, 2, 5, 6
Ans. D
80. By these methods we can identify & evaluate cost reduction possibilities –
a. Overhead analysis
b. ABC analysis
c. Equipment acquisitions
d. Direct cost analysis
e. Lease vs buy analysis
f. Distribution channel cost analysis
A. Except a
B. Except b
C. Except d
D. Except e
Ans. B
MBA-II / SEM-III/ 2019 PATTERN / MARKETING MANAGEMENT
Subject: 305 – Sales & Distribution Management MCQ /

Question Bank
UNIT – I Overview of Sales Management
Sr. Question Ans.

No.
Avon, Amway, and Tupperware use which of the following forms of channel
distribution?
1 A. direct marketing channel A
C.forward channel
D. fashion channel
From the economic system’s point of view, the role of marketing intermediaries
is to transform:
2 B. consumer needs into producer needs. D
C.consumer needs and wants into product desires.
D. assortments of products made by producers into the assortments wanted by
consumers.
When the manufacturer establishes two or more channels catering to the same
market, then................occurs.
3 A. Vertical channel conflict C
B. Horizontal channel conflict
C.Multi channel conflict
A distribution channel moves goods and services from producers to consumers. It
overcomes the major time, place, and gaps that separate
goods and services from those who would use them.
4 A. possession A
B. profit
C.image
D. psychological
Through their contacts, experience, specialization, and scale of operation,
5 A. manufacturers D
B. producers
C.direct marketers
D. intermediaries
Makers of televisions, cameras, tires, furniture, and major appliances normally
use which of the following distribution channel forms?
6 A. direct marketing channel B
C.horizontal channel
Using manufacturer’s representatives or sales branches is usually a
characteristic of which of the following channel forms?
7 A. business marketing channels A
C.service marketing channels
D. direct marketing channels
Transporting and storing goods is part of which of the following marketing
channel functions?
8 A. negotiation B
C.contact
D. matching
Who sells to the customers?
A. Semi wholesalers
9 B. Wholesalers C
C.Retailer
D. Distributor
The benefits of marketing channels are………..
A. Cost saving
10 B. Time saving D
C.Financial support given
D. All of above
is a layer of intermediaries that performs some work in
bringing the product and its ownership closer to the buyer.
11 A. A direct marketing channel C
B. An indirect marketing channel
C.A channel level
D. A channel switching system
Which of the following statements about sales force management is true?
A. The sales force is the firm's most direct link to the customer
12 B. The statement, "The world will beat a path to your door if you build a better A
mousetrap," reflects how business operates today
C. As organizations implement the marketing concept, they soon realize how
important it is to be sales-oriented
D. Personal selling is usually less expensive than advertising
E.Sales management is no different from any other kind of management
With respect to a channel of distribution, the number of intermediary levels
within the channel indicates the of a channel.
13 A. width C
B. depth
C.length
D. similarity
Independent firms at different channel levels integrate their programs on a
contractual basis to achieve systemic economies and increased market impact are
known as
14 A. Corporate vertical marketing systems B
C.Administered vertical
Which of the following statements about the sales force in the 21st century is
true?
A. Sales managers will use a hands-off approach and let the professional
salesperson be his or her own boss
15 B. Transactional exchanges no longer occur C
C. Sales management must be smart and nimble and provide technology-
cantered solutions to support the sales effort
D. Salespeople make little use of the Internet because they realize the importance
of the personal touch
E.All of the above statements about the sales force in the 21st century are true
is a marketing channel that has no intermediary levels.
16 B. indirect marketing channel A
C.forward channel
D. hybrid channel
When channel members assume responsibility for one or more of the marketing
flows over at least two separate levels of distribution manufacturing and
wholesaling, in fact, such systems are synonymous with both forward and
17 backward vertical integration is known as A
A. Corporate vertical marketing systems
C.Administered vertical marketing systems
The difference between transactional selling and relationship selling is
A. In transaction, selling buyers must pay cash
18 B. In relationship selling, buyers and sellers must be related D
C.In transaction selling, sellers provide greater service
D. In relationship selling, sellers work to provide value to their customers
E.In transaction selling, the transaction is the beginning of a relationship
A is a set of interdependent organizations involved in the
process of making a product or service available for use of consumption by the
19 consumer or business user. C
A. retailer
B. wholesaler
C.distribution channel
D. middleman
The work of setting up objectives for selling activities, determining and
scheduling the steps necessary to achieve these objectives is known as
20 A. Selling D
B. Sales policy
C.Sales programme
D. Sales planning
Karen is studying the potential for selling her company's products in China. As
part of her analysis, she is assessing the number, types and availability of
wholesalers and retailers. Karen is studying the country's
21 A. Natural conditions D
B. Technological feasibility
C.Social and cultural norms
D. Distribution structure
E.Legal and political constraints
Mr. Narayan, the new national sales manager is learning about the internal
organizational environment in her company. She will learn about all of the
following EXCEPT
22 A. Human resources D
B. Financial resources
C.Service capabilities
D. Social and cultural environment
E.Research and development activities
Which is not a strategic role of sales management?
A. Tracking
23 B. Reporting C
C.Delivery
D. Optimizes distribution
John, the sales manager for a building materials company, knows the customers
in one profitable sales territory, are particularly hostile to women sales reps. John
faces an ethical dilemma primarily in the area of:
24 A. Determining compensation and incentives E
B. Equal treatment in hiring and promotion
C.Respect for individuals in supervisory and training programs
D. Fairness in the design of sales territories
E.Fairness in the assignment of sales territories
A large marketing intermediary, but not as large as a sole selling agent in terms
of size, resources and territory of operation is known as………………..
A. Wholesaler
25 B. Sole selling agent A
C.Direct marketing channel
D. Semi-wholesalers
Many firms use environmental scanning to assess their external environment.
Environmental scanning should be used to
A. Respond to current crises
26 B. Identify future threats and opportunities B
C.Determine personnel performance
D. Allocate financial resources
E.Assist with service delivery
Sarah and Steve are sales reps for a major pharmaceutical company in the same
geographic area. Sarah calls on private practice physicians, while Steve calls on
hospital groups. Their sales manager would likely have an ethical dilemma in the
area of:
27 A. Determining compensation and incentives A
B. Equal treatment in hiring and promotion
C.Respect for individuals in supervisory and training programs
D. Fairness in the design of sales territories
E.Fairness in the assignment of sales territories
What is the full form of CIS?
A. Channel information system
28 B. Channel induced system C
C.Channel information system
D. Channel incorporated system
Which of the following is an example of the external natural environment for a
manufacturer of metal lawn furniture?
A. A longer than usual distribution channel due to a rail strike
29 B. Consumer trend toward treating gardens like another room D
C. The popularity of metal lawn furniture that looks vintage rather than newly
bought
D. A flood at the manufacturer's main warehouse
E.Inflationary pricing by competitors
What is the full form of VMS?
A. Velocity moving system
30 B. Vertical marketing system B
C.Vertical moving system
D. Very moveable system
involves identifying activities management feels the salespeople should perform
to produce the desired results.
A. SWOT analysis D
B. Environmental audit
C.Training analysis
D. Needs assessment
Which of the following is NOT an example of behavioural measures used to evaluate
salespeople?
A. assessment of salesperson's attitude and attention to customers D
B. product knowledge and selling and communication skills
C.appearance and professional demeanour
D. Accounts generated and profit achieved
Which are the most basic forms of the sales organization?
B. Line and staff sales organization D
C.Functional sales organization
Companies engage in sales training to:
A. increase absenteeism and turnover
B. increase selling costs D
C.decrease sales volume
D. Change or reinforce behaviour that makes salespeople more efficient
The formula N = S/P (1 + T) is for
A. Workload
B. Sales potential (or breakdown) B
C.Incremental
The sales force can play a central role in achieving a marketing orientation strategy, by
A. Maintaining infrequent contact with customer
B. Collecting and disseminating market information B
C.Focusing on cutting costs
D. Following the competition's lead
From management's point of view, what is the advantage of a straight salary

compensation plan?
A. With a straight salary plan, selling costs are kept in proportion to sales.
B. The straight salary plan is simple and economical to administer. B
C. With a straight salary plan, salespeople have the assurance of positive
feedback.
D. A straight salary plan links performance to leadership style.
The most critical impact to a sales organization affected by down-sizing is that:
The sales team is de-motivated
8 B. The company must recalculate sales budgets D
C.The sales workload must be redistributed
D. Customers may change suppliers due to severed relationship with salesperson
The three major tasks involved in the implementation stage of the sales
management process are:
A. Sales force recruitment and selection, Salesforce training, and Salesforce
9 motivation and compensation. A
B. Developing account management policies, implementing the account
management policies, correcting the account management policies.
C. Setting sales objectives, organizing the Salesforce, and developing account
management policies.
D. Organizing the sales force, quantitative assessment, and follow-up.
The three major tasks involved in the implementation stage of the sales
management process are:
A. Salesforce recruitment and selection, Salesforce training, and Salesforce
10 motivation and compensation. A
B. Developing account management policies, implementing the account
management policies, correcting the account management policies.
C. Setting sales objectives, organizing the Salesforce, and developing account
management policies.
D. Organizing the sales force, quantitative assessment, and follow-up.
An effective sales plan objective should be:
A. Precise, measurable, and time specific.
11 B. General, measurable, and flexible. A
C.Profitable, subjective, and measurable.
D. Precise, profitable, and flexible.
If a company chooses to employ its own sales force, the three organizational
structures it may use are:
12 A. Dollar volume, geography, and customer. B
B. Geography, customer, and product.
C.Geography, market size, and product.
D. Market size, product, and customer.
Long-term compensation plans:
A. Include bonuses and contests
13 B. Should be evaluated and modified quarterly C
C. Should be well thought out, so that few changes will be needed from year to
year
D. Must be developed so that short-term compensation plans will not be
necessary
…………… is teaching how to do the jobs.
A. Sales personnel
14 B. Sales target C
C. Sales force training
D. Induction
Which of the following is NOT one of the major factors affecting how
compensation is structured for a sales force?
15 A. wage level in relation to salespeople in other organizations in the industry D
B. salesperson's individual wage
C.wage structure for the sales force
D. Number of new customers in each sales territory
Which of the following elements is NOT used for determining the size of a sales
force in the workload method?
16 A. Number of salespeople. D
B. Number of customers.
C.Length of an average call.
D. Number of years in sales experience
The most frequently used type of compensation plan is a:
A. Straight salary compensation plan.
17 B. Straight commission compensation plan. C
C.Combination compensation plan.
D. Weighted compensation plan.
In medium and large firms, one would find the types of organization
18 B. Line and staff sales organization B
The first step in determining how a firm's sales force compensation program will
be structured is to determine the:
19 A. Wage level relative to salespeople in other organizations in the industry A
B. Salesperson's individual wage
C.Wage structure for the sales force
D. Number of new customers in each sales territory
When commission is combined with a base salary it is known as
A. Commission based compensation plans
20 B. Straight salary compensation plan A
C.Territory volume compensation plans
D. Profit margin/ revenue based sales compensation plans
The workload method is used to:
A. Quantify the point at which the sale can be closed.
21 B. Calculate commission compensation payment. D
C.Determine how much training a salesperson needs.
D. Determine the size of a sales force.
There are three interrelated elements of rewards for salespeople. One of the
elements is nonfinancial compensation and includes:
A. Recognition dinners, certificates of achievement, and features in sales
22 newsletters A
B. Larger accounts and sales territories
C.Personal development opportunities, merit salary increases, and promotions
D. Promotions, certificates of achievement, and larger sales territories
Research relating sales people’s personal characteristics to sales aptitude and job
performance suggests there is no single set of traits and abilities that sales
managers can use as criteria for deciding what kind of recruits to hire is known as
23 A
A. Job analysis
B. Physical examination
C.Projective tests
D. Training
All of the following would be major sales force management decision steps
EXCEPT:
24 A. Designing sales force strategy and structure. C
B. Supervising salespeople.
C.Global management and marketing structures.
D. Recruiting and selecting salespeople.
In which organizational structure, all sales personnel receive direction from, and
are accountable to different executives, on different aspects of their work?
25 A. Line sales organization C
B. Line and staff sales organization
Which of the following WOULD NOT be a method of establishing sales force
structure?
26 A. Territorial sales force structure. B
B. Lifestyle sales force structure.
C.Product sales force structure.
D. Customer sales force structure.
In which type of compensation plan there is no incentives?
A. Commission based compensation plans
27 B. Straight salary compensation plan B
C.Territory volume compensation plans
D. Profit margin/ revenue based sales compensation plans
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
28 compensation plan might include: C
A. Encouragement for team selling.
B. Rewards for account management.
C. A larger commission component coupled with a new-account bonus to
encourage high sales performance.
D. Incentives to manage the product mix.
Tests of intelligence tests are known as
A. Projective tests
29 B. Tests of habitual characteristics C
C.Tests of ability
D. Achievement tests
There are three interrelated elements of rewards for salespeople. One of the
elements is direct financial rewards and includes:
30 A. Salary, commission, and career advancement C
B. Merit salary increases, commission, and better territory
C.Merit salary increases, bonuses, and commissions
D. Larger sales territories, bonuses, insurance, and a certificate of achievement
UNIT – III Sales Planning & Control
Forecasting is defined as a systematic attempt to probe the future by inference

from known facts by
1 A. Henry Fayol B
B. Allen
C. Philip Kotler
D. Anderson
Which one of the following is NOT the short term objective of Sales forecasting?
A. To achieve regular supply of raw-materials
2 B. To determine a suitable production policy C
C. To plan plant capacity
D. To achieve best utilisation of machine
To provide labour is
A. A long-term objective of sales forecasting
3 B. Not an objective of sales forecasting A
C. A short-term objective of sales forecasting
seeks to determine separate sales targets for all the sales
territories with a help in establishing the control over the activities of sales
executives or Field sales officers of theses territories and in providing various
4 incentives to the sales representatives C
A. Sales Budgeting
B. Sales Quotas
C. Sales Forecasting
D. Sales Target
affects production and distribution costs, ultimately
affecting pricing policy of the company
5 A. Sales Forecasting A
B. Sales Target
C. Sales Quotas
D. Sales Budgeting
helps in discovering new marketing opportunities
A. Sales Budgeting
6 Sales Target D
C. Sales Quotas
D. Sales Forecasting
It provides the base for marketing planning
A. Sales control
7 Sales Forecasting B
C. Sales audit
D. Sales Budgeting
It reveals the weak areas where more control and intensive attention is required
A. Sales plan
8 Sales budget C
C. Sales forecast
D. Sales quota
It helps marketing managers to guard against marketing risks and enables them to
face the challenges posed by new situations in a better way
9 A. Sales forecasting A
Sales budgeting
C. Sales quotas
D. Sales targets
Which one of the following factors should be considered while preparing a sales
forecast?
10 A. Conditions within industry D
Conditions within the company
C. Changed market situations
D. All of the above
Population and population growth reflects , which is to be
considered while preparing a sales forecast
11 A. Conditions within the company C
Conditions within the industry
C. General business conditions
D. Changed market situation
Demand level of the products, future growth prospects, competition, expected
market share etc. have direct impact on sales forecasting and all these fall under
A. Conditions within the company
12 Conditions within the industry B
D. Changed market situation
Which of the following is NOT true for forecasting?

A. Forecasts are rarely perfect
13 The underlying casual system will remain same in the future D
C. Forecasts for group of items is accurate than individual item
D. Short range forecasts are less accurate than long range forecasts
Which of the following is NOT a forecasting technique?
A. Judgemental
14 B. Time series C
C. Time horizon
D. Associative
Political stability and various government policies reflects ,
which is to be considered while preparing a sales forecast
15 A. General business conditions A
B. Changed market situation
C. Factors affecting exports
D. Conditions within the industry
In which of the following forecasting technique, subjective inputs obtained from
various sources are analysed?
16 A. Judgemental forecast A
B. Time series forecast
C. Associative model
D. All of the above
In which of the following forecasting technique, data obtained from past
experience is analysed?
17 A. Judgemental forecast B
B. Time series forecast
C. Associative model
D. All of the above
The factors like shift in customer’s choice & tastes, substitute products reducing
the demand levels which influences the sales forecast reflects
18 A. Changed market situation A
B. General business conditions
C. Conditions within the industry
D. Conditions within the company
Introduction of new product may go haywire and such decisions are seldom
accurate while doing sales forecasting. This is because of which of the following
19 limitation of sales forecasting? B
A. Lack of data regarding history
B. Changes in consumer’s needs, tastes, fashion etc.
C. Psychological factors
D. Anticipatory growth statement
Delphi method is used for
A. Associative model
20 B. Time series forecast C
C. Judgemental forecast
D. All of the above
Economic conditions & level of national income reflects , which
is to be considered while preparing a sales forecast
21 A. Changed market situation C
B. Factors affecting exports
D. Conditions within the industry
Short term regular variations related to the calendar or time of day is known as
A. Trend
22 B. Seasonality B
C. Cycles
D. Random variations
Changes in pricing policy, sales promotion schemes and advertising decisions
affecting the sales forecast reflects which of the following factors?
23 A. Changed market situation D
B. Conditions within the company
D. Conditions within the company
What is the formula of least square method to determine the relationships in a
regression model in sales forecasting? (Where, Y = dependent variable i.e. sales;
X = independent variable; a = average value of Y; b = average increment of sales
24 change) B
A. Y = a – bX
B. Y = a + bX
C. Y = 2a – bX
D. Y = 2a + bX
Which of the following is NOT a function of sales budgeting?
A. Motivating
25 B. Planning C
C. Decision making
D. Controlling
The term budgetary period relates to
A. The period for which the budget is prepared
26 B. The subdivisions of the main budget A
C. The period in which the budget is finalised
D. A specific period for which the budget has been prepared
A budget is accepted by managers when they
A. Relates it to their own personal objectives
27 B. Receive the budget in writing A
C. Agree to it verbally
D. Are consulted by top management
A budget is not
A. A part of the strategic management process
28 B. A plan D
C. A qualitative statement
D. A forecast
A forecast is not
A. Based on expert opinion
29 B. A budget B
C. A prediction of future events
D. Based on extrapolation of past data
Which of the following is NOT one of the main purposes of a budget?
A. Planning and control
30 B. To optimise the use of scarce resources C
C. To enable a flexibility of approach to company policies
D. The alignment of individual and corporate goals
UNIT – IV Distribution Management
The marketing channels play an important role for the company by getting details
about its
1 A. Existing customers D
B. Existing competitors
C. Prospective customers
D. All of the above
A phenomenon that would allow hundreds of thousands of producers to be
connected directly with millions of consumers without the help of middlemen is
2 called as B
A. Intermediation
B. Disintermediation
C. Reintermediation
Marketing channel strategy offer an edge that cannot be quickly or easily copied
by competitors is known as
3 A. Product distribution D
B. Pricing efficiency
C. Promotional advantage
D. Sustainable competitive advantage
A phenomenon of occurrence of new type of middlemen such as amazon and
other digital platforms connecting producers to consumers is called as
4 A. Intermediation C
B. Disintermediation
C. Reintermediation
Distributors now play a role of for the consumers acting as
buying agents and choosing what products consumer sees
5 A. Watchman C
B. Facilitator
C. Gatekeeper
In marketing intermediaries, the way of distribution in which the product is
stocked in many possible outlets is classified as
6 A. Inclusive distribution D
B. Exclusive dealing
C. Selective distribution
D. Intensive distribution
The kind of channel management which involves one or more than one
independent wholesalers, producers and retailers is classified as
7 A. Vertical marketing system C
B. Static distribution channel
C. Conventional distribution channel
D. Horizontal marketing system
Which of the following is one of the formats of marketing channel?
A. Producer driven
8 B. Seller driven D
C. Service driven
D. All of the above
Multi-channels or hybrid channels are popular in business today where firms use
or more marketing channels to reach consumer segments
9 A. Five D
B. Three
C. Four
D. two
A value network or chain is a system of and that a firm
creates to source, create and deliver its offering
10 A. Wholesalers and retailers B
B. Partnerships and alliances
C. Distributors and retailers
D. Partnerships and shipping companies
20th century supply chains were linear and push models whereas 21st century
supply networks are models
11 A. Circular and self renewing A
B. Circular and self managing
C. Push and pull
D. Linear and innovative
The consumer is often part of the supply network as a co-creator or prosumer. A
prosumer is a composite of and
12 A. Supplier and customer D
B. Customer and promoter
C. Consumer and planner
D. Production and consumer
Each channel has unique strengths and weaknesses. Channel alternatives differ in
three ways: types of intermediaries, the numbers and the & of
Each
13 A. Patterns and plans C
B. Preparedness and planning
C. Terms and responsibilities
D. Existing and emerging demand
There are three strategies in relation to number of intermediaries namely
exclusive, selective and intensive. Exclusive means
14 A. Lots of intermediaries B
B. Severely limiting the number of intermediaries
C. Five intermediaries
D. Four intermediaries
Channel power is the ability to alter channel members behaviour so that they take
actions they would not have taken otherwise. Which of the following is NOT a
15 power that can be used to elicit cooperation C
A. Expert power
B. Referent power
C. Management power
D. Reward power
What type of intermediary would purchase cricket bats from one producer, gloves
& guards from another and balls from still another and then sell an assortment to
sporting goods stores
16 A. Agent D
B. Producer
C. Retailer
D. wholesaler
ABC Distributors buys electrical equipment and supplies from XYZ electric and
sells them to local electrical contractors. ABC distributor is an example of a(n)
17 A. Intermediary A
B. Retailer
C. Producer
D. Agent
Which of the following services would be distributed by a producer to agent to
consumer?
18 A. Health care C
B. IT Returns filing
C. Travel planning
D. Vehicle repair
Which of the following intermediaries never actually owns the products it
promotes and sells?
19 A. Agents A
B. Retailers
C. Industrial users
D. wholesalers
Producers are able to match their production to the needs of consumers or
industrial users because intermediaries
20 A. develop an assortment of goods A
B. enable producers to promote goods
C. increase distribution costs
D. extend credit services consumers
Intermediaries buy large quantities of goods from producers and sell smaller
quantities to other intermediaries or to consumers. The result is that
21 intermediaries their per unit cost for goods D
A. Stabilize
B. Control
C. Increase
D. reduce
What distribution channel is used for high priced industrial goods when the
producer does not have its own Salesforce?
22 A. Producer to agent to user A
B. Producer to industrial distributor to user
C. Producer to industrial user
D. Producer to agent to industrial distributor to user
Wal-Mart, Domino’s Pizza, Meru car rental service are examples of
A. Agents
23 B. Industrial distributors C
C. Retailers
D. Wholesalers
What is the most common channel of distribution for large industrial goods?
A. Producer to retailer to consumer
24 B. Producer to wholesaler to retailer to consumer D
C. Producer to agent to industrial distributor to user
D. Producer to industrial user
That makes goods available to consumers where they are wanted and needed is
A. Extending credit
25 B. Transporting and storing B
C. Servicing sales
D. Providing management services
Life-Cycle buys mountain bikes from the Hero Mountain Bike company and sells
them to bike shops. Life-Cycle is an example of a(n)
26 A. Agent D
B. Retailer
C. Agent
D. wholesaler
Which of the following is an example of industrial user?
A. A parent buying a picture frame for his office
27 B. A hairstylist buying new scissors to perform haircuts B
C. A family buying a new home computer
D. A teacher buying a book to read on vacation
An advantage for producers in using the producer to wholesaler to retailer to
consumer distribution channel is that
28 A. Wholesalers do not take titles to the goods C
B. It enables them to control channel activities
C. Wholesalers usually buy in large quantities
D. It enables them to reach large retailers directly
Where does a channel distribution begin?
A. With the industrial user
29 B. With the ultimate consumer C
C. With the producer
D. With the intermediary
Which of the following retailers would be most likely to be part of the producer
to retailer to consumer channel?
30 A. Small boutique B
B. Large retail chain
C. Speciality shops
D. Locally owned pharmacy
Which of the following is a benefit of channels of distribution
A. We can more easily obtain products from all over the world
31 B. Producers must spend more money A
C. Retailers must spend more money
D. We spend more time looking for products we want
Which indirect channel of distribution is used to reach large retailers when the
producer does not want responsibility for the selling activities?
32 A. Producer to retailer to consumer D
B. Producer to wholesaler to retailer to consumer
C. Producer to consumer
D. Producer to agent to retailer to consumer
The use of intermediaries enables producers to make larger profits because
intermediaries
33 A. Help to reduce the per unit costs of goods D
B. Enables producers to use direct distribution
C. Increase the number of retailer-to-producer contacts
D. May sell more than the producer could sell on its own
Which of the following is a direct channel of distribution for consumer goods
and services
34 A. Producer to industrial user C
B. Producer to retailer to consumer
C. Producer to ultimate consumer
D. Producer to distributor to consumer
There are main industrial or B2B channels
A. Four
35 B. Seven A
C. Six
D. Five
UNIT – V Wholesaling, Retailing & Logistics Management
It includes the activities involved in selling, renting consumer products and

services to the consumer for his personal or home consumption
1 A. Wholesaling B
B. Retailing
C. Franchising
A retailer can add value to products through
A. The personnel they hire who help identify & solve customer problem
2 B. The store’s location, near other stores or in main market to facilitate D
comparison shopping
C. The services they offer such as, credit, delivery, extended store hours
D. All of the above
Which of the following is NOT a service and price oriented type of retailer?
A. Limited service retailer
3 B. Full service retailer C
C. Consumer co-operatives
D. Self-service retailers
Merchandise width refers to the
A. Number of non-competing product line
4 B. Number of competing product line A
C. Number of competing & non-competing product line
The number of brands, models, styles carried for each product category is known
as
5 A. Product width C
B. Product breadth
C. Product depth
D. Product line
Narrow product line with deep assortment is the characteristic of
type of retailer
6 A. Supermarket B
B. Speciality store
C. Department store
D. Convenience store
Wholesaler sponsored group of independent retailers are
A. Corporate chain
7 B. Voluntary chain B
C. Retailer co-ops
D. Consumer co-ops
Big Bazaar is an example of
A. Supermarket
8 B. Hypermarket D
C. Discount store
D. Department store
The type of retailer where standard merchandise is sold at lower prices for low
margins are known as
9 A. Franchise organization C
B. Supermarket
C. Discount stores
D. Department store
The terms Point-of-sale (POS or Point-of-purchase (POP) are most often
referred to )
10 A. A retailer A
B. A wholesaler
C. A distributor
D. A manufacturer
Government sponsored supermarkets focuses more on as
compared to the private retailers
11 A. Cheaper products A
B. Good ambience for pleasurable shopping experience
C. Providing value for money to the customers
D. Offering best quality products
These type of retailers would try to avoid price competition
A. Speciality shops
12 B. Supermarkets D
C. Discount houses
D. Conventional retailers
A small independent unit located in busy places like airports, bust & railway
stations, selling soft drinks, cigarettes, beverages and open on three sides to
13 handle the customer rush is known as C
A. Stop-over store
B. Convenience store
C. Kiosk
D. Discount store
The retailer is able to provide the service to the customers by
(i) Merchandising
14 (ii) Service B
(iii) Format used
(iv) Communication process used
A. Only (i)
B. All (i), (ii), (iii) & (iv)
C. (i) & (ii)
D. (i), (ii) (iv)
A decision related to the product variety and assortment is called as
A. Merchandise planning
15 B. Merchandising A
C. Merchandising strategy
Which of the following factor impact the width & depth of the goods stored?
A. Relationship with the suppliers
16 B. The space availability D
C. Availability of trained personnel
D. All of the above
This is one of the important function of retailing
A. Social responsibility
17 B. Stock holding & risk taking B
C. Fund mobilization
One of the most important advantage of e-tailing over store shopping is that it
facilitates shopping
18 A. Home A
B. Any-time
C. Comparison
D. Regular
One of the major disadvantage of e-tailing is that, in it a consumer cannot touch
or the product
19 A. Evaluate C
B. Compare
C. Feel
D. See
One of the characteristics of retail business is that, the order size tend to be small,
but
20 A. Regular D
B. Occasional
C. Consistent
D. many
A store selling standard merchandise at low price and for low margins is known
as
21 A. General store C
B. Convenience store
C. Discount store
D. Departmental store
A franchisee sells a producer’s products
A. Exclusively
22 B. Regularly A
C. Mostly
D. occasionally
Modern retailing systems believes in large volumes at low margins but are NOT
characterised by service.
23 A. Maximum C
B. Optimum
C. Personalised
D. Minimal
Merchandise planning relates to merchandise variety and
A. Assortment
24 B. Depth A
C. Width
D. choice
Retailer is the person who sells the goods in
A. Large volume
25 B. Small quantities B
C. Both A & B
A retailer has the direct interaction with
A. Manufacturer
26 B. Wholesaler D
C. Customer
D. All of the above
Which one of the following is NOT one of the activities performed by the
retailers:
27 A. Keep large assortment of goods C
B. Ensure availability and visibility of the products
C. Cater to a limited variety of customers
D. Holding stock and managing inventory
Providing convenience to the shoppers is the aspect of store design
A. Important
28 B. Social D
C. Financial
D. functional
The store ambience is considered to be as a aspect of store design
A. Unique
29 B. Social B
C. Financial
D. Functional
‘Subway’ fast food outlets displaying the detailed menu options at prominent
place is an example of aspect of store design
30 A. Functional A
B. Convenience
C. Social
D. Service
is the key task of the retailers
A. Crisis management
31 B. Risk management D
C. Inventory management
D. All of the above
All of the following are possible types of service that a retailer can offer except
32 A. Self service B
B. Limited service
C. Full service
D. Self-selection
The best way a retailer can differentiate himself in the competitive environment
is
33 A. Increase advertisement of the store and merchandise C
B. Offer lowest prices
C. Always be well stocked with basic merchandise that the customer would
expect to find
D. Not sell any of the merchandise brand that the competitors are selling

MCQ - Sales & Distribution Management

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SALES & DISTRIBUTION MANAGEMENT (310)

Multiple Choice Questions – External Examination

I TEST YOUR SKILLS

MULTIPLE CHOICE QUESTIONS:

2. The field sales force is also called as

6. The last step in personal selling process is

11. Through their contacts, experience, specialization, and scale of operation,

15. Qualifying a prospect is

17. Using manufacturer’s representatives or sales branches is usual y a characteristic of which of

I TEST YOUR SKILLS MULTIPLE

E. None of the above

4. Promotion mix includes Sales Promotion, Personal Selling, Advertising and

7. media can give 24 hour exposure to the public eye.

8. It is popularly known as free form of promotion

9. Which among the following is an example of Trade promotion?

10. Which among the following is a Pull Strategy?

11. If a company gives false message to the customers, it is known as

13. Creating image of product in the minds of target group is called

14. The process of purchasing space in a media is

16. Series of advertisement messages that share a single idea or theme is

17. Point of Purchase Ads are also known as

19. Which among the following is not a mechanical test?

21. The combination of media used for advertising in a target market is

24. Which of the following is more of personal medium of advertisement?

TEST YOUR SKILL

MULTIPLE CHOICE QUESTIONS:

3. Network of delivering products to customer which is composed of distributors, suppliers and

26. The process of purchasing space in a media is

28. Series of advertisement messages that share a single idea or theme is

29. Point of Purchase Ads are also known as

31. Which among the following is not a mechanical test?

33. The combination of media used for advertising in a target market is

36. Which of the following is more of personal medium of advertisement?

TEST YOUR SKILL

MULTIPLE CHOICE QUESTIONS:

6. Network of delivering products to customer which is composed of distributors, suppliers and

10. Through their contacts, experience, specialization, and scale of operation,

14. The benefits of marketing channels are………..

16. Good marketing is no accident, but a result of careful planning and .

17. Marketing management is .

TEST YOUR SKILL

MULTIPLE CHOICE QUESTIONS :

12. Method of managing promotional budget to match outlays of competitors is called

Part 1 – MCQ On Sales And Distribution Management

Part 2 – MCQ On Sales Organization & Personal Selling

Part 3 – MCQ On Distribution Management

Part 4 – SDM Multiple Choice Questions (Miscellaneous)

1. Two commonly faced problems in the services business are –

The objective behind motivating sales force is to:

______________ offer a wide assortment of products at substantial price cuts.

When products are stocked in as many as outlets as possible, it is known as:

1. To determine which customer accounts to call on, a firm needs to evaluate

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

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

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

9. Sales performance evaluations are necessary to

73. Match the following –

a. Association i. The recognition of patterns and a resulting new organization to data

a-ii, b-i, c-iv, d-iii

a. Key influencers do not respond to supplier’s approach

75. Supply chain performances does not include –