Sales and Distribution Management MCQ with Answers

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
d. None of the above
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
d. None of the above
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 o 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
d. None of the above
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
d. None of the above
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
d. None of the above
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. 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
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