Sales And Distribution Management
Question Answers
_______ refers to the exchange of goods or commodities against money or service.
A. Distribution
B. Place
C. Sales
D. Myopia
View Answer
C. Sales
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
View Answer
B. only revenue
__________ is the provider of goods or services.
A. The Supplier
B. The Buyer
C. The Seller
D. The Consumer
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C. Seller
_______is the process of making a product available to the end consumer or business.
A. Sales
B. Distribution
C. Exchange
D. Barter
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B. Distribution
In Sales Management, ERP stands for ________.
A. Enterprise Research Planning
B. Enterprise Resource Process
C. Enterprise Resource Planning
D. Enterprise Resale Planning
View Answer
C. Enterprise Resource 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
View Answer
C. Barter 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
View Answer
A. Sales management
In Sales Management, SFA System stands for ________
A. Sales Force Activation
B. Sales Force Automation
C. Sales Factor Automation
D. Sales Force Achievement
View Answer
B. Sales Force Automation
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.
View Answer
A. Marketing management is a broader concept and sales management is a part of 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
________ 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
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B. Personal 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
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C. Complex and highly technical products
Personal selling has ________ .
A. One Way Communication
B. Two Way Communication
C. Indirect Communication
D. Direct Communication
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B. Two Way 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
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D. All of the above
A sales organization 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
View Answer
C. Productive 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.
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B. Sales Organization
_________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
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A. Line sales organization
_______ is the geographical area a sales person is assigned.
A. Vertical integration
B. Territory
C. Marketplace
D. Quarter
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B. Territory
________ 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
View Answer
A. Sales Budget
Most producers use _______ to bring their products to market or end users.
A. Brokers
B. Retailers
C. Intermediaries
D. Distributors
View Answer
C. Intermediaries
__________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
View Answer
A. Direct Distribution
________is a distribution system that involves territorial protection for authorized dealers.
A. Direct Distribution
B. Indirect Distribution
C. Exclusive Distribution
D. Intensive Distribution
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C. Exclusive Distribution
_______ is a distribution system that uses middlemen i.e. wholesalers and retailers to reach the ultimate buyer.
A. Direct Distribution
B. Indirect Distribution
C. Exclusive Distribution
D. Intensive Distribution
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B. Indirect Distribution
In distribution Management, VMS stands for _________.
A. Vertical Marketing System
B. Vertical Marketing Structure
C. Vertical Management System
D. Vocal Marketing System
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A. Vertical Marketing System
In distribution Management, HMS stands for_________.
A. Horizontal Marketing Structure
B. Higher Marketing System
C. Horizontal Marketing System
D. Hyper Marketing Structure
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C. Horizontal Marketing System
_______is a distribution strategy that strives to have the firm represented in the maximum number of outlets.
A. Direct Distribution
B. Indirect Distribution
C. Exclusive Distribution
D. Intensive Distribution
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D. Intensive Distribution
________ is a distribution system that involves territorial protection for authorized dealers.
A. Direct Distribution
B. Indirect Distribution
C. Exclusive Distribution
D. Intensive Distribution
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C. Exclusive Distribution
_________ sells to the customers or consumers.
A. Wholesaler
B. Retailer
C. Broker
D. Drop-shipper
View Answer
B. Retailer
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
View Answer
C. Barter System
________ means actual transfer of possession.
A. Virtual Distribution
B. Exclusive Distribution
C. Direct Distribution
D. Physical Distribution
View Answer
D. Physical Distribution
Avon, Amway and Tupperware use ___________.
A. Direct Marketing Channel
B. Indirect Distribution Channel
C. Exclusive Distribution Channel
D. Intensive Marketing Channel
View Answer
A. Direct Marketing Channel
Members of the marketing channel system perform _______ function.
A. Production
B. Sensing
C. Negotiation
D. Bartering
View Answer
C. Negotiating
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
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C. Direct Marketing Channel
________directly purchase goods from the manufacturer in large quantity at a discounted price.
A. Consumers
B. Wholesalers
C. Retailers
D. Affiliates
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B. Wholesalers
______is directly connected to the customers or consumers.
A. Manufacturer
B. Wholesalers
C. Retailer
D. Distributor
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C. Retailer
_______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
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B. Wholesaling
_________do not carry inventory or handle the product.
A. Cash and Carry Wholesaler
B. Wholesale Merchants
C. Industrial Distributors
D. Drop shippers
View Answer
D. Drop shippers
______bring buyers and sellers together and assist in negotiation.
A. Affiliate
B. Brokers
C. Agents
D. Drop shippers
View Answer
B. Brokers