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Sales, Distribution and Supply Chain Management-MK0001

(a) improve follow up

UNIT 1 (b) sales cycle efficiency
(c) life-time value
Q1.Only about 2% of sales occurs on the (d) demand forecasting
first contact.
(a) improve follow up Q6. Free goods, discounts, and
(b) sales cycle efficiency advertising allowances.
(c) life-time value (a) Customers
(d) demand forecasting (b) Sales force
(c) Intermediaries
Q2. Bonuses, awards, contests. (d) all of the above
(a) Customers
(b) Sales force Q7.Arrange the following steps in order:
(c) Intermediaries (i) decide on the length of the
(d) all of the above promotions (ii) determine the amount of
the incentive (iii) establish conditions for
Q3.Do you have methods in place to involvement (iv) choose the distribution
measure the conversion potential of each method for promotions and schedule the
lead? promotion time-table
(a) improve follow up (a) i, iii, ii, iv
(b) sales cycle efficiency (b) ii, iii, i, iv
(c) life-time value (c) iv, ii, iii, i
(d) improve lead quality (d) ii, i, iii, iv

Q4.Which of the following is the correct Q8. Free offers, sample demonstrations,
statement? coupons cash refunds.
(a) personal selling has a vital role in (a) Customers
service, because of the large number of (b) Sales force
source businesses which involve personal (c) Intermediaries
interaction between the service provider (d) all of the above
and the customer, the service being
provided by a person not a machine and Q9.How profitable a given customer is
people becoming part of the service over time defines your LTV or Life-time
product. value.
(b) lack of training and resistance to (a) improve follow up
selling are two commonly faced (b) sales cycle efficiency
problems in many services businesses (c) life-time value
(c) sales promotion includes any (d) demand forecasting
marketing activity designed to sell a
product or service Q10.Which of the following steps is
(d) all of the above included in the sale promotions?
(a) decide the sale promotion tools to be
Q5.Time kills deals. used

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(b) launch the sales promotion (b) direct marketing is recognized as a
programme low cost and effective method for
(c) pre-test the sales promotion communicating with corporate
(d) all of the above customers.
(c) sales promotions are always co-
Q11.To keep the sales pipeline full of ordinate well with marketing objectives
good quality leads, you must and other components of the
continuously increase the awareness of communications mix.
your company and the solutions that it (d) all of the above
provides.
(a) improve follow up Q16. Match them:
(b) sales cycle efficiency 1. Bonuses, awards, contests.
(c) increase awareness a.
(d) demand forecasting intermediaries
2. Free goods, discounts, and advertising
Q12.Which of the following guidelines is allowances. b. customers
given by George, Kelly and Marshall? 3. Free offers, sample demonstrations,
(a) facilitation of a quality assessment by coupons cash refunds. c. sales force
customer (a) 1-a, 2-c, 3-b
(b) making the service tangible (b) 1-c, 2-a, 3-b
(c) use of reference from external (c) 1-c, 2-b, 3-a
sources (d) 1-a, 2-b, 3-c
(d) all of the above
Q17.What is the key objectives of
Q13.Which of the following is True? personal selling?
(a) discounts represent deficiencies in (a) building product awareness
the sales and marketing processes (b) creating interest
(b) many marketing programs struggle to (c) providing information
break even, and actually frequently lose (d) all of the above
money
(c) well-defined processes and pressures
in place will increase efficiency by UNIT 2 & 3
reducing ineffective sales and marketing
programs Q1.Arrange the following steps in order
(d) all of the above as they are required in the sales
organization:
Q14.Every customer buys on a cycle. (i) analyze your problems (ii) do nothing
(a) improve follow up (iii) find your success role model (iv)
(b) sales cycle efficiency install performance standards
(c) life-time value (a) ii, iii, i, iv
(d) demand forecasting (b) ii, i, iii, iv
(c) i, ii, iii, iv
Q15.Which of the following is True? (d) iv, iii, ii, i
(a) the multiplier effect from word-of-
mouth is uniform to all products

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Q2.What is the main duties of sales (a) team work and service to the stores
executive? are encouraged through a performance
(a) conducts cold calls, prospects and bonus plan.
qualifies account opportunities (b) opportunities for better store
(b) builds relationships at all levels procedures and employment practices
within organizations are identified through a staff opinion
(c) develops a detailed territory plan survey.
(d) all of the above (c) all sore personnel have daily
performance targets
Q3.What is the key features of sales (d) all of the above
department relations?
(a) providing professional and Q7.Which of the following is included in
personalized support to customers initiative?
(b) providing accurate and complete (a) for all levels
information such as quotations, invoices (b) able to convince other in both
and reports to customers and to the positive or negative circumstances
management (c) prepare for problems or opportunities
(c) creating, updating and maintaining in advance
our Customers’ Database System (d) earn trust
(d) all of the above
Q8. The key is not to prioritize what’s in
Q4.Which of the following is included in your schedule, but to schedule your
communication? priorities.
(a) for all levels (a) coherence
(b) able to convince other in both (b) balance
positive or negative circumstances (c) quadrant II focus
(c) prepare for problems or opportunities (d) a people dimension
in advance
(d) earn trust Q9. Match the following:
1. Focusing in preserving and enhancing
Q5.Which of the following is True? relationships a. Calendars and
(a) poor performers must make a appointment
decision themselves either to recommit and accomplishing results, thus
themselves to perform the necessary maintaining the P/PC books
behaviors and activities, or to leave the balance.
company immediate 2. Integrating our daily planning with
(b) in sports, when a player assumes goal setting. b. Managing
more of a leadership role on a team it’s ourselves
called “stepping up”
(c) both a and b Rather than
(d) none of the above managing

Q6.Which of the following is True? time

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3. Scheduling events and activities.
c. Notes and
checklists
4. Recognizing multiple demands on our
time. d. Prioritizing clarifying
values
(a) 1-c, 2-d, 3-b, 4-a
(b) 1-b, 2-c, 3-a, 4-d
(c) 1-b, 2-d, 3-a, 4-c
(d) 1-d, 2-b, 3-a, 4-c
Q10.Which of the following is included
in negotiating?
(a) for all levels
(b) able to convince other in both
positive or negative circumstances
(c) prepare for problems or opportunities
in advance
(d) earn trust
Q11. Integrating our daily planning with
goal setting.
(a) Notes and checklists
(b) Calendars and appointment books
(c) Prioritizing clarifying values
(d) Managing ourselves rather than
managing time
Q12. Scheduling events and activities.
(a) Notes and checklists
(b) Calendars and appointment books
(c) Prioritizing clarifying values
(d) Managing ourselves rather than
managing time
Q13.Which of the following is included
in influence & persuasion?
(a) for all levels
(b) able to convince other in both
positive or negative circumstances
(c) prepare for problems or opportunities
in advance
(d) earn trust
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Q14. Focusing in preserving and
enhancing relationships and
accomplishing results, thus maintaining
the P/PC balance.
(a) Notes and checklists
(b) Calendars and appointment books
(c) Prioritizing clarifying values
(d) Managing ourselves rather than
managing time
Q15. Integrates roles goals and
priorities.
(a) coherence
(b) balance
(c) quadrant II focus
(d) a people dimension
Q16.Which of the following is included
in planning?
(a) able to prepare for emerging
customer needs
(b) able to convince other in both
positive or negative circumstances
(c) prepare for problems or opportunities
in advance
(d) earn trust
Q17. Keeps various roles before you so
they’re not neglected.
(a) coherence
(b) balance
(c) quadrant II focus
(d) a people dimension
Q18.Which of the following is included
in reading the system?
(a) for all levels
(b) able to convince other in both
positive or negative circumstances
(c) prepare for problems or opportunities
in advance
(d) be aware of significant contributing
factors to manage change
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Q19. Think of efficiency when dealing 1. I am the programmer. a.
with things, but effectiveness when habit 3
dealing with people. 2. Write the program. b.
(a) coherence habit 1
(b) balance 3. Execute the program. c.
(c) quadrant II focus habit 2
(d) a people dimension (a) 1-b, 2-c, 3-a
(b) 1-c, 2-b, 3-a
Q20.Which of the following is False? (c) 1-b, 2-a, 3-c
(a) employee incentive programs are a (d) 1-a, 2-b, 3-c
‘one-size fits all’ proposition.
(b) if you need to continually bribe a Q25.What is the responsibilities of sale
person to sell, you’ve probably hired the person?
wrong person. (a) get new customers
(c) by ‘extraordinary information’ we (b) sell new products to existing
mean information one can’t get any customers
other way. (c) keep existing customers happy with
(d) all of the above their on-going purchase
(d) all of the above
Q21. Recognizing multiple demands on
our time. Q26. Match the following:
(a) Notes and checklists 1. Think of efficiency when dealing with
(b) Calendars and appointment books things, a. balance
(c) Prioritizing clarifying values but effectiveness when dealing with
(d) Managing ourselves rather than people.
managing time 2. The key is not to prioritize what’s in
your b. quadrant II focus
Q22.What is the issue considered while schedule, but to schedule your priorities.
compensating sales personnel? 3. Keeps various roles before you so
(a) should the sales person receive sales they’re not c. coherence
credit and thus incentive payment for neglected.
orders put through the Web? 4. Integrates roles goals and priorities.
(b) who owns the customer-the sale d. a people dimension
person or the Webmaster? (a) 1-b, 2-d, 3-b, 4-c
(c) both a and b (b) 1-d, 2-b, 3-c, 4-a
(d) none of the above (c) 1-a, 2-b, 3-c, 4-d
(d) 1-d, 2-b, 3-a, 4-c
Q23. What are the benefits of sales
personal training programs? Q27.What is the ways of implementing
(a) increase sales sale force ratios
(b) reduce turnover of personnel (a) habit
(c) expand more efficiently (b) organizational barriers
(d) all of the above (c) calibration
(d) all of the above
Q24. Match them:

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Q28. Write the program.
(a) Habit 1
(b) Habit 2
(c) Habit 3
(d) None of the above
Q29.What are the ways if using key
sales force ratios to manage the
business?
(a) revenue per full-time equivalent
(b) turnover percentage
(c) operating profit percentge
(d) all of the above
Q30. Execute the program.
(a) Habit 1
(b) Habit 2
(c) Habit 3
(d) None of the above
Q31. Graphic Depiction of the normal
distribution of employee performance in
an organization.
(a) Maslow’s Hierarchy of Needs
(b) The behavioral Model
(c) The bell Curve
(d) none of the above
Q32. Behavior can be dramatically
impacted by positive reinforcement.
(a) Maslow’s Hierarchy of Needs
(b) The behavioral Model
(c) The bell Curve
(d) none of the above
Q33. I am the programmer.
(a) Habit 1
(b) Habit 2
(c) Habit 3
(d) None of the above
Q34.Which of the following is False?
(a) resources and sytems should be in
place to track and analyze the key data
elements.
_____________________________________________________________________
(b) companies struggle with setting goals
with appropriate difficulty levels in the
absence of competitor data.
(c) the most common tactic used across
industries is changing the pay mix.
(d) none of the above
Q35. Human being has a specific set of
needs, and each level of need must be
realized before the next level of need is
felt.
(a) Maslow’s Hierarchy of Needs
(b) The behavioral Model
(c) The bell Curve
(d) none of the above
Q36. ____________areas is given by
Stewardship Delegation for clear
understanding of and commitment to
expectations.
(a) five
(b) four
(c) six
(d) two
UNIT 4 & 5
Q1.What is the features of sales control
and cost analysis?
(a) cost benefit analysis
(b) overhead analysis
(c) equipment acquisitions
(d) all of the above
Q2.Which of the following is False?
(a) no system of planning can be
successful without having an effective
and efficient system of control.
(b) budgeting is closely connected with
control
(c) a budget relates to bygone period for
which objectives or goals had not been
laid down
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(d) capital budgets are directed towards (b) a way of communicating the plans to
propped expenditures for new [projects. various units of the organization.
(c) serves as a benchmark for controlling
Q3. What are the main functions of on-going operations
logistics management? (d) all of the above
(a) right time
(b) right price Q8. This mode of transportation is
(c) right quantity usually used for delivery of goods from
(d) all of the above distant suppliers.
(a) Air
Q4.What is the key features of budgets? (b) Sea
(a) it is prepared in device an is derived (c) Rail
from the long-term strategy of the (d) Road
organization.
(b) it relates to future period for which Q9. It is used by businesses for the
objectives or goals have already been delivery of goods form distant suppliers.
laid down (a) Air
(c) both a and b (b) Sea
(d) none of the above (c) Rail
(d) Road
Q5.Which of the following is False?
(a) supply chain can ensure quality of Q10. It is popular with businesses for the
product at the company’s end only delivery of a wide range of goods
(b) the responsibility of ensuring quality including post, coal, steel and other
at the customer’s end rest with logistics heavy goods.
management (a) Air
(c) both a and b (b) Sea
(d) none of the above (c) Rail
(d) Road
Q6.Which of the following is included in
the data mining results? Q11.Which of the following is included
(a) associations, or when one event can budgetary control?
be correlated to another event (a) preparation of various budgets
(b) sequences, or one event leading to (b) continuous comparison of actual
another later event performance with budgetary
(c) classification or the recognition of performance
patterns and a resulting new organization (c) revision of budgets in the light of
of data changed circumstances
(d) all of the above (d) all of the above

Q7.What is the benefits of budgets? Q12. It is a very popular mode of

(a) brings about efficiency and transport used by suppliers and
improvement in the working of the businesses deliver orders.
organization. (a) Air
(b) Sea

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(c) Rail (c) subject to unforeseen delays and/or
(d) Road accidents
(d) delays due to traffic jams
Q13. What are the benefits of air
transport? Q18. What are the limitations of rail
(a) fast delivery, usually between 24 transport?
hours and 48 hours. (a) customs and excise formalities
(b) ideal for transporting heavy and leading to delays
bulky goods (b) high cost
(c) cost effective (c) subject to unforeseen delays and/or
(d) point-to-point service accidents
(d) delays due to traffic jams
Q14. What are the benefits of sea
transport? Q19. What are the limitations of road
(a) fast delivery, usually between 24 transport?
hours and 48 hours. (a) customs and excise formalities
(b) ideal for transporting heavy and leading to delays
bulky goods (b) high cost
(c) cost effective (c) subject to unforeseen delays and/or
(d) point-to-point service accidents
(d) delays due to traffic jams
Q15. What are the imitations of sea
transport? Q20. What are the benefits of road
(a) customs and excise formalities transport?
leading to delays (a) fast delivery, usually between 24
(b) high cost hours and 48 hours.
(c) subject to unforeseen delays and/or (b) ideal for transporting heavy and
accidents bulky goods
(d) delays due to traffic jams Q16. (c) cost effective
What are the benefits of rail (d) point-to-point service
transport?
(a) fast delivery, usually between 24
hours and 48 hours.
(b) ideal for transporting heavy and UNIT 6
bulky goods
(c) cost effective Q1.What is the ways of minimizing
(d) point-to-point service conflict within marketing channels?
(a) setup exclusive or limited territories
Q17. What are the limitations of air (b) sell direct at a higher price than the
transport? average street price
(a) customs and excise formalities (c) both a and b
leading to delays (d) none of the above
(b) high cost

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Q2.Which of the following are related to
he questions to go direct r indirect in
marketing channels?
(a) market dynamics
(b) ability to recruit resellers
(c) price point
(d) all of the above
Q3.What is the responsibilities of
Channel Marketing Manager?
(a) help recruit resellers
(b) prepare the proper reseller collateral
(c) establish a competitive reseller
program
(d) all of the above
Q4.Which of the following is True?
(a) a channel marketing manager is
typically responsible for the sell-through
function
(b) channel marketing is responsible for
ensuring that predict in distributor and
reseller locations gets sold out.
(c) both a and b
(d) none of the above
Q5.What is the various myths regarding
marketing channel integration?
(a) most loyal customers still prefer
interacting via one channel
(b) most people shop and buy via the
same channel
(c) most people do not like direct mail
(d) all of the above
Q6.What is the role of CGS?
(a) understand your specific recruitment
goals and criteria for success
(b) translate your partner program
benefits into a telemarketing script and
outbound email messaging
(c) create standardized documentation to
streamline partner management
(d) all of the above
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Q7.Which of the following is necessary
to more clearly identify key influencers
and determine the best strategy to reach
them?
(a) perform a marketing channels audit
(b) talk to end customers an channel
partners
(c) analyze business sources
(d) all of the above
Q8.What is the issues that can be faced
by the company when trying to reach its
key influencers?
(a) reluctance by a company to change
its traditional business methods
(b) key influencers do not respond to a
supplier’s approach
(c) both a and b
(d) none of the above
Q9.What is the tools that will help the
suppliers reach key influencers?
(a) training
(b) product and technical information
(c) exclusive deals
(d) all of the above
Q10.Which of the following is False?
(a) channel relationships are increasingly
important in creating market value and
sustainable competitive advantage
(b) from the manufacture’s perspective ,
channel conflict becomes destructive
when the existing distribution channels
read to channel migration by reducing
support or shelf space for the
manufacturer.
(c) both a and b
(d) none of the above
Q11. Which of the following is the best
example of a core product?
(a) A plane journey
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(b) Transportation
(c) "First class"
(d) Airline frequent flier program
Q12. The new product development
process involves a number of stages. The
best estimate of the new product's likely
profitability is likely to be made at
which of these stages?
(a) Idea generation
(b) Idea evaluation
(c) Market testing
(d) Brainstorming
Q13. Why may some consumers of a
service be dissatisfied even though the
supplier offers a relatively high standard
of service?
(a) Because the price is too low
(b) Because there are too few tangible
cues to assess the service
(c) Because the consumer had a lower
level of expectations
(d) Because the consumer had a higher
level of expectations
Q14. An organization embarks on an
international product strategy depending
on a decision on a number of factors,
which include:
(a) the overall market objectives.
(b) market and customer expectations.
(c) marketing mix support.
(d) all of the above.
Q15. Which stage of the product
lifecycle is marked by falling costs and
rising revenues?
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(a) Introduction stage
(b) Growth stage
(c) Maturity stage
(d) Saturation stage
UNIT 7 & 8
Q1.What is the various categories of
supply chain?
(a) Raw supply chains
(b) Ripe supply chains
(c) Internal supply chains
(d) all of the above
Q2.What is the benefits of supply chain
management?
(a) the first force deals with the
fundamental shift in customer
expectation
(b) the second force is a corollary to the
first
(c) the third force of fundamental change
in value perception is the demand
(d) all of the above
Q3.Which of the followed is True?
(a) SCM is a network of the
manufacture’s suppliers, and suppliers’
suppliers on the one hand and customers
and customer’s customers on the other
hand.
(b) ripe supply chains are the internally
optimized chains that extend well
beyond the company’s boundaries to
include the suppliers and distributors
into their fold.
(c) self-monitored supply chains are
customer-centric and not company-
centric
(d) all of the above
Q4.What is the key objectives of supply
chain?
(a) to reduce the physical supply chain
links
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(b) to define supply china responsibilities (c) 1-c, 2-b, 3-a, 4-d
to a specific core service competency (d) 1-a, 2-d, 3-c, 4-b
(c) to decease the time and cost of
getting end user customer products in Q6.What should be available to ensure
volume to markets worldwide the minimization of the social and
(d) all of the above environmental impact of our worldwide
supply chain?
Q5. Match them: (a) implemented the use of a supply
1. Supply Chain management aims to china social and environmental policy
increase sales, a. Cisco (b) began auditing of our supplier’s
reduce costs and make frill use of assets facilities
by (c) developed requirements for supplier
streamlining the interaction and performance reporting and corrective
communication of actions for non-conformance.
all participants along the supply chain. (d) all of the above
2. The integration of business processes
from end b. Ohio State Q7. Supply Chain management aims to
University’s increase sales, reduce costs and make
user through original suppliers that frill use of assets by streamlining the
provide products, Global SCM interaction and communication of all
Forum participants along the supply chain.
services and information that add value (a) Peter J. Metz
for customers. (b) Ganeshan and Harrison
3. A supply chain is a network of (c) Ohio State University’s Global SCM
facilities and c. Ganeshan and Forum
Harrison (d) Cisco
distribution options that performs the
functions of Q8. The integration of business
procurement of materials, processes from end user through original
transformation of these suppliers that provide products, services
materials into intermediate and finished and information that add value for
products, customers.
and the distribution of these finishes (a) Peter J. Metz
products to (b) Ganeshan and Harrison
customers. (c) Ohio State University’s Global SCM
4. Integrated Supply Chain Management Forum
is a d. Peter J. Metz (d) Cisco
process-oriented integrated approach to
procuring, Q9. What are the lessons that can be
producing and delivering products and learn from participating and
services benchmarking with various sector
to customers. groups?
(a) 1-a, 2-b, 3-c, 4-d (a) multiple codes, surveys and audits
(b) 1-d, 2-b, 3-c, 4-a increase costs and result in fatigue and
fraud

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(b) approaches must be both top-down
and bottom-up and must focus on
addressing root causes of issues
(c) both a and b
(d) none of the above
Q10. A supply chain is a network of
facilities and distribution options that
performs the functions of procurement of
materials, transformation of these
materials into intermediate and finished
products, and the distribution of these
finishes products to customers.
(a) Peter J. Metz
(b) Ganeshan and Harrison
(c) Ohio State University’s Global SCM
Forum
(d) Cisco
Q11. Integrated Supply Chain
Management is a process-oriented
integrated approach to procuring,
producing and delivering products and
services to customers.
(a) Peter J. Metz
(b) Ganeshan and Harrison
(c) Ohio State University’s Global SCM
Forum
(d) Cisco
Q12. To have value, a brand must offer
which one of the following?
(a) A simple product range with a
defined set of features
(b) A complex product range with a
defined set of features
(c) Consistency, a reduced level of
perceived risk for the buyer, and a range
of functional and emotional attributes
which are of value to buyers
(d) An identity through which the
customer can trace the party responsible
for supplying the product
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Q13.Choosing a suitable
international brand name is an
important, but often difficult, part of
the process that creates a strong
and distinctive brand. Which of the
following statements about choosing
a name for a new soft drink is
untrue?
(a) The name should be memorable and
easy to pronounce
(b) The name must be checked by
experts to ensure it doesn't infringe on
another company's brand name
(c) The name should have positive
associations with the benefits and
features of the product
(d) The brand name must be modern and
contemporary
Q14.The usual source for new
products is:
(a) marketing research.
(b) R&D.
(c) accidental discoveries.
(d) a variety of sources including
customers, competitors, serendipity and
formal processes.
Q15.One approach to branding is to
use the same brand name for
everything a company produces.
However there are several
drawbacks to this approach. Which
of the following is not an identified
drawback to this approach?
(a) It is more expensive as the company
has to spend money promoting all its
products and also itself
(b) It can confuse the values of the brand
where products within the branded range
are too diverse
(c) One poorly performing product can
tarnish all products carrying the name
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(d) It can make it difficult for a company
to dispose of a division or product line as
the main value of a product is often the
brand name
UNIT 9, 10 & 11
Q1.Which of the following is False?
(a) Production is not a key constituent of
SCM
(b) Achieving a fine balance between
overstocking and under stocking is the
biggest challenge of SCM
(c) Distribution both into the production
facility and out of the facility can
contribute significantly towards
enhancing the competitiveness of the
manufacturer
(d) all of the above
Q2.Which of the following is the
imperatives for the growth of supply
chain?
(a) enhanced customer expectations
(b) pressure for quick response
(c) impact of globalization
(d) all of the above
Q3.Which of the following is False?
(a) the post-transaction elements of
customer service are generally
supportive of the product while in use.
(b) a supply chain should wait for a
problem to arise and then deal with it.
(c) supply chains often suffer because
either one or several links in the chain
are unable or are resistant to change
(d) all of the above
Q4.Major trends in Supply Chain
Management are;
(a) co-maker ship
(b) use of third party logistics
(c) principle of postponement
(d) all of the above
_____________________________________________________________________
Q5. What are performances of supply
chain?
(a) supply chain management
(b) consolidation and vendor services
(c) warehousing and distribution
(d) all of the above
Q6.What is the major developments in
IT which is transforming the supply
chains?
(a) electronic data interchange
(b) intranet
(c) data mining
(d) all of the above
Q7.What is the basic processes of
electronic data interchange?
(a) directing and gathering data from
different application programmes
(b) converting data from proprietary
formats
(c) actual transmission of data between
trading partners over a communication
network.
(d) all of the above
Q8.What is the benefits of intranet?
(a) it facilities two way communications
between the manufacturing floor and
other areas of the plant.
(b) it allows distribution of many
categories of information.
(c) both a and b
(d) none of the above
Q9.Which of the following is included in
data mining?
(a) associations, or when one event can
be correlated to another event
(b) sequences, or one event leading to
another later event
(c) clustering, or finding and visualizing
groups of facts not previously known
(d) all of the above
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Q10.What is the various dimensions of
IT-enabled supply chain?
(a) reach is about access and connection.
(b) richness is the depth ad detail of the
information that the business gives the
customer or collects about the customer.
(c) both a and b
(d) none of the above
Q11.Which of the following is included
in IT and supply chain?
(a) more accurate and rapid information
flows
(b) improved logistics system
productivity
(c) improved cash flows
(d) all of the above
Q12.What is the benefits of using the
concept of supply chain?
(a) it identifies the roles and tasks to be
undertaken in the total process of
customer satisfaction.
(b) the analysis may be used to
determine more accurate costs for
providing the service requirements of
customers using an activity-based
costing methodology.
(c) both a and b
(d) none of the above
Q13.What is the common applications pf
e-commerce?
(a) executing orders by customers –
connects the information hub with the
customers
(b) communication between the members
of the chain –connects the hub with back-
end members of the chain.
(c) electronic and instantaneous order
tracking
(d) all of the above
Q14.Which of the following is False?
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(a) the procurement process is that
process by which a manufacturer
procures products from suppliers.
(b) EDI, stands for Entrepreneur’s Data
Interchange.
(c) both a and b
(d) none of the above
Q15.Where a company has a strong
brand it may consider extending the
brand to new product ranges. Which of
the following is not an advantage of
following this strategy?
(a) It is risk-free as the brand is already
established
(b) Buyers are familiar with the brand
values
(c) Brand values will be transferred to
the new products
(d) There are economies of scale in
promotion
Q16.Personal selling always involves
which of the following?
(a) Face to face contact
(b) Hard-selling techniques
(c) Interpersonal dialogue
(d) The use of third parties to extol the
virtues of the product (for example, a
customer who previously purchased the
same product from the company)
Q17. Which of the following statements
is true? The role of a salesperson:
(a) is the same regardless of the
company/products sold.
(b) can generally be made redundant by
a successful marketing strategy.
(c) varies between organizations and
sectors particularly in terms of the level
of complexity involved.
(d) involves only prospecting and
selling.
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Q18. The length of the sales
process:
(a) is always constant.
(b) depends mainly on the skill of the
salesperson.
(c) varies, based on many factors
including the complexity of the product
and size of the opportunity.
(d) should never be more than 3 months.
Q19. The nature of personal selling and
sales management is undergoing dramatic
changes as organizations are increasingly
looking to new ideas, sales channels and
technologies to:
(a) sell more products.
(b) manage buyer-seller relationships.
(c) restructure the sales functions in
response to the changing business
landscape.
(d) all of the above.
Q20.It is important for a
marketing/sales manager to
understand and account for the forces
impacting personal selling and sales
management. These forces
can be categorised into:
(a) behavioural, technological and
managerial.
(b) behavioural, technological and
psychological.
(c) behavioural, sociological and
psychological.
(d) behavioural, perceptual and
psychological.
Q21.The effectiveness of
international sales management
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decisions has a direct impact on the
success (and profitability) of an
organization seeking to operate in
foreign markets. In general, these
decisions can be categorised into
which three areas?
(a) Sales force administration,
behavioural factors and environmental
factors
(b) Sales force administration, industrial
factors and environmental factors
(c) Country factors, recruitment factors
and cultural factors
(d) Political factors, economic factors
and cultural factors
Q22.Which four major cultural
elements generally affect sales force
recruitment in a foreign market?
(a) Education, ethnic composition,
linguistic and social class
(b) Education, experience, religious
orientation and social class
(c) Education, ethnic composition,
religious orientation and social class
(d) Education, ethnic composition,
sexual orientation and gender
Q23.There are no simple guidelines
that can be applied universally when
it comes to matching salespersons'
characteristics with the job
specification. Which of the following
best describes a good international
sales force?
(a) High awareness of sales objectives
and ability to meet periodic sales targets
(b) High ability to hard sell any products
or services
(c) Highly adaptable to new situations,
sensitive to different cultures, and has
the required language skills and ability
to work in international teams
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(d) Highly sensitive to the needs of the
sales department and motivated by
financial incentives

Q24.When a sales person's values are

consistent with those of the organization,
he/she is more likely to:

(a) perceive membership in the

organization as conducive to the
attainment of personal goals.
(b) be comfortable to work
independently without formal
monitoring.
(c) be motivated by good financial
incentives to achieve sales targets.
(d) none of the above.

Q25.The salesperson is the key

person in establishing relationships
with customers. A 'happy'
salesperson will be motivated to
build long term lasting relationships
with customers. To achieve this,
organizations should adopt a 'three
E's' approach. What are the 'three
E's'?
(a) Encouragement, Empowerment and
Ethical sales practice
(b) Encouragement, Enabling
technologies and Ethical sales practice
(c) Empathy with employees,
Empowerment and Ethical sales practice
(d) Empathy with employees, Enabling
technologies and Ethical sales practices
 Answers to Sales, Distribution and Supply Chain Management(MK0001)

UNIT-1 UNIT-2 & 3 UNIT-4 & 5 UNIT-6

1 A 1 B 1 D 1 C
2 B 2 D 2 C 2 D
3 D 3 D 3 D 3 D
4 D 4 A 4 C 4 C
5 B 5 C 5 D 5 D
6 C 6 D 6 D 6 D
7 B 7 C 7 D 7 D
8 A 8 C 8 A 8 C
9 C 9 C 9 B 9 D
10 D 10 D 10 C 10 D
11 C 11 C 11 D 11 B
12 D 12 B 12 D 12 C
13 D 13 B 13 A 13 D
14 D 14 D 14 B 14 D
15 B 15 A 15 B 15 B
16 B 16 A 16 C
17 D 17 B 17 A
18 D 18 C
19 D 19 D
20 D 20 D
21 A
22 C
23 D
24 A
25 D
26 D
27 D
28 B
29 D
30 C
31 C
32 B
33 A
34 A
35 A
36 A

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