Bachelor of Management Studies(BMS)Programme

Third YearSemester Vand VIUnder Choice Based Credit, Grading and Semester System (REV 18-19)

Course : TYBMS
SEM : V
Group A: Marketing Electives
Paper :SALE & DISTRIBUTION MANAGEMENT

SAMPLE QUESTIONS

Sr. No Question A B C D Correct option Correct option

_________ is a buiness discipline which is
sales financial distribution
focused on the practical application ofsales selling B sales management
1 management mangement management
techniques and management of sales
the ________ structure is necessary when the
product functional hybrid market
product are technically complex and highly A product based
2 based based structure structure
unrelated.
__________ include the key performance
sales plan sales reporting sales forecast sales analytics B sales reporting
3 indicator of the sales force.
under the _____________ method executive jury of
expectation customer sales force
from different department are invited to executive B jury of executive opinion
4 method survey composite
develop a group forecast. opinion
marketing
__________ is also known as middlemen,
intermediari manufacturer wholesaler facilitators A marketing intermediaries
5 distrubution intermediaries.
es
___________ conflicts involve a disagreement
vertical functional horizontal
between two channel member on consecutive multi channel A vertical channel
6 channel channel channel
level.
cash and
__________ deals in selling limited line of fast merchant
rack jobber drop shipper carry C cash and carry wholesaler
7 moving goods. wholesaler
wholesaler
___________ is a direct method of supervision telecommu
sales report sales analysis expense report A telecommunication
8 and control on sales force. nication
sales
____________ is a systematic and purposeful performance sales
performanc sales planning B performance evaluation
9 study of selling activity. evaluation forecasting
e
information on the _________ can be collected
market
through source such as government, trade market size sales analysis new trends A market size
10 analysis
association report, industry, sales tax
aggressive
soft sale uses __________ strategy. pull push selling A pull
11 selling
____________ is a based on concentrated
market channel channel
marketing, differetiated product line B market coverage
12 coverage coverage partner
marketing,undifferentiated marketing strategy.
wholesaler can be eliminated but not his
commission service need benefit B service
13 function and ______________

_________ will help the sales people to locate sales sales

sales acumen technology A sales analytics
14 the need of customer. analytics objective

inter-exchange in __________ between the communicati

sales product decision C communication
15 salesperson and the customer result in sales. on

sales performance is measured through total total

total sales total purchase A total sales
16 ________________ prouction performance
___________ is a outcome of combination of
customer team selling technology
relationship marketing with information CRM A CRM
17 service approach innovation
technology.
efficiency maintain strict ___________
financial time subject market B time
18 orientation.

__________ consists of making initial contact

prospecting selling approach closing C approach
19 with prospect.

articles of mass consumption are sold through

selective intensive exclusive direct channel B intensive
20 __________ distribution.

supervision and control of sales force should directing for punishing

fault finding fact finding C fact finding
21 not be merely___________. salesforce sales person

___________ channel create time, place and

marketing transport distribution intermediaries C distribution
22 possession utilities.
_________ skill is a systematic approach to
problem
defining the problem and creating a vast negotiation trust building communication A problem solving
23 solving
number of possible solution.
companies use ______________ as a means or
distribution
mechanism for analysis and control of channel sales audit budget reporting B distribution audit
24 audit
operation.
 in _____________ the sales goalare set by
sales
company for its marketing unit for cetain sales quota sales forecast sales analytics A sales quota
25 objective
duration of time.
sales
___________ is mentorship based profession. selling staffing organising A selling
26 mangement

sales sales
__________ are the uniform for all companies. key result area sales revenue B key result area
27 objectives objectives

global perspective is one _____________ trend

favourable new old out dated B new
28 in sales and distribution management.

____________ are the primary clients of marketing

wholesaler producer retailer B producer
29 distributors. intermediaries
_____________ is a plan created by the
market distribution product channel
management of manufacturing business that B distribution strategy
30 strategy strategy strategy strategy
specifies how the firm intends to transfer its
relationship selling deals with sales technique
sales intermediarie
that interact between ___________ and media distributors A sales persons
31 persons s
customer.
_________ are the skills that salespeople used negotiation
social skills selling skills adaptive skills A social skills
32 to communicate and interact with prospects. skills
_________ means dividing a huge lot into
break the
small fraction and get distributed to widely assembling distribution sorting C break the bulk
33 bulk
scattered retailers.
time series analysis consider__________
seasonal short term regular occational A seasonal
34 variation.

the process of collecting customer data and

approach pre-approach prospecting presentation C prospecting
35 checking lead customer is called ___________

dysfunctional conflict is also called

constructive destructive group inter personal B destructive
36 ___________ conflict.

_________ method use two or more simple multiple correlation moving

B multiple regression
37 independent variables. regression regression analysis average

sales forecasting is known for____________. accuracy deviation specification research B deviation

38

negotiation skills build __________ with

rapport satisfaction relation confidence A rapport
39 customer.

channel of distribution ___________ the scope

achieve enlarge earmark set B enlarge
40 of marketing.

_________ listening is paying attention to

active analytical empathetic selective C empathetic
41 another person with feeling.

___________ conflicts take a place due intra

inter personal inter group dysfunctional C inter group
42 interaction of various group. personal

__________ is the beneficial to both breaking providing holding convenient

A breaking bulk
43 manufacturer and consumer. bulk assortment inventory location
____________ and management information
social traditional digital external
system has increased the capabilities of C digital marketing
44 marketing marketing marketing marketing
consumer and market organisation.
evaluating
___________ is the complementary in channel channel channel
the sales audit A channel control
45 operation. control selection
performance
performance evaluation is useful as planning
organising controlling co-ordinating directing B controlling
46 and ______________ device.
___________ reflected through revenue that sales
sales
are earned by business at the end of each manageme sales forecast sales quotas C sales performance
47 performance
financial year. nt
__________ channel create time, place and
transport distribution product warehouse B distribution
48 ownership utilities.

co-ordination and guidance help to improve the sales

performance efficiency effectiveness C efficiency
49 ___________ of sales people. volume
__________ is a type of wholesaler who is
mail order carry
maintain mailing list pf actual and prospective rack jobber drop shipper B mail order wholesaler
50 wholesaler wholesaler
buyer.