Sales & Distribution Management (MBA MK2)

UNIT-01

Long Answer Questions:

1. Discuss the role of a Sales Manager in an organization and elaborate on the Sales
Management process. How does it integrate with the overall marketing strategy?
2. Explain the concept of personal selling and salesmanship. Discuss the steps involved in
the process of personal selling and the qualities required for a successful salesman.
3. What is the significance of goal setting in Sales Management? Explain the process of
setting sales goals and how it impacts the sales force and overall performance.
4. What are the different techniques of sales forecasting? Discuss their relevance in
analyzing market demand and preparing an effective sales budget.

Short Answer Questions:

1. What is the relationship between selling and marketing?

2. Define salesmanship and its importance in modern sales management.
3. Briefly explain the process of personal selling.
4. What are the key qualities of a successful salesman?
5. How does sales management differ from personal selling?
6. What are the major components of a sales budget?
7. Why is it important to design sales territories?
8. Explain the role of sales quotas in managing sales performance.

MCQs

Correct
Question Option A Option B Option C Option D
Answer
Facilitate
1. What is the main objective of sales Increase
Maximize profits customer Minimize costs C
management? production
satisfaction

2. Which of the following is a key role of a Product Brand

Financial planning Sales planning C
Sales Manager? development management

Face-to-face
communicati Communicating Indirect selling Selling through
3. Personal selling is best defined as: A
on with through media via channels advertisements
clients

4. Which process involves setting sales Sales Sales Strategy Sales Territory
Sales Forecasting D
targets and assigning territories? Management Formulation Design

Enhancing Achieving
5. The goal-setting process in sales Employee
Revenue loss customer organizational D
management helps in: retention
experience targets
6. Which of the following is NOT a part of
Recruiting Budgeting Advertising Goal setting C
the Sales Management process?
7. A good salesman should possess which Aggressiven
Empathy Rigidity Indifference B
quality? ess

Product Estimating future Customer

8. Sales forecasting primarily helps in: Market research C
pricing demand satisfaction

9. Which of the following is a step in the Preparing a Market Competitor

Prospecting B
personal selling process? sales budget segmentation analysis

To increase
10. What is the purpose of formulating To achieve sales To reduce To manage
inventory B
selling strategies? objectives employee costs customer feedback
levels

Equal
Reducing Improving Enhancing product
11. Designing sales territories helps in: distribution of A
promotional efforts advertising features
workload

Sales
12. The process of setting measurable sales
potential Sales goal setting Sales forecasting Market analysis B
targets is known as:
analysis

Enhance
13. Sales quotas are important because Motivate Reduce Improve customer
product B
they: salespeople marketing costs experience
design

14. Which one of the following is NOT a Market Seasonal

Delphi method SWOT analysis D
technique of sales forecasting? survey analysis

Advertising is
Advertising
15. The key difference between personal two-way Personal selling is Personal selling
involves personal B
selling and advertising is: communicati face-to-face is indirect
contact
on

16. The process of identifying potential Sales

Sales prospecting Sales analysis Sales tracking B
customers is called: budgeting

17. What does the sales management Pricing Organizing sales Monitoring sales Directing the sales
A
process NOT include? products efforts performance force

18. A successful sales forecast allows for Advertising Resource Sales quota
Sales training C
better: design allocation determination

Larger
19. Which of the following is a characteristic Equal opportunity Focus on urban Priority to senior
territories for B
of effective sales territory design? for all salespersons areas employees
top sellers

Understandin
Increasing stock Reducing
20. Salesmanship focuses on: g customer Hiring more staff A
levels marketing budget
needs
UNIT 02 MCQs

Correct
Question Option A Option B Option C Option D
Answer
Reduce Improve
Increase Optimize
1. What is the primary purpose of organizing the sales force? marketing product B
competition sales efforts
costs features
2. The process of determining the appropriate number of Sales force Sales force Sales force
Sales training B
salespeople is known as: sizing recruitment motivation
Product
3. Which of the following is a key step in recruiting a sales Inventory Conducting Sales
developmen B
force? management interviews forecasting
t
Enhance Improve Allocate sales Minimize
4. The primary objective of a sales force structure is to: product market efforts operating C
design research effectively expenses
Directing and Designing
Training new Analyzing
5. Sales force leadership involves: guiding the promotional A
recruits competitors
team materials
Reducing Increasing
6. Which of the following is essential for motivating the sales Providing Limiting work
commission product B
force? incentives hours
rates prices
Minimize Focus on
Improve Increase
7. Sales training programs aim to: recruitment product A
selling skills stock levels
costs design
Performance
Work-life Market Company
8. Compensation of the sales force is typically based on: and sales C
balance demand reputation
targets
Foster
Increase Improve Reduce
competition
9. The purpose of sales contests is to: product inventory market B
among sales
pricing levels competition
teams
Increasing
Product Customer Reducing
10. A well-designed sales force structure should focus on: recruitment B
innovation segmentation market share
efforts
Measuring Analyzing Managing
Designing
11. Evaluating the sales force primarily involves: sales product customer A
new products
performance quality complaints
Advertising Designing
12. What is the first step in the recruitment and selection Conducting Evaluating
open compensatio A
process for the sales force? sales contests competitors
positions n plans

Compensatio Product Recognition

13. Sales force motivation is NOT influenced by: Leadership C
n development programs

Tracking Assessing
14. The process of analyzing sales force effectiveness Monitoring Evaluating
competitor product B
includes: sales results sales tools
activity features
Customer
Company Competitor
15. The ideal sales force size is determined by: Sales forecast demographic B
profit goals analysis
s
16. Compensation plans for salespeople should include: Only base Salary and Only bonuses Penalties for B
salary commission low
performance
17. Which of the following is NOT a characteristic of a good
Visionary Authoritative Supportive Inspirational B
sales leader?

Increase Reduce Lower

Improve sales
18. The purpose of training the sales force is to: customer marketing recruitment B
performance
complaints efforts costs

Reduce Increase Lower

Boost sales
19. Sales contests are generally designed to: inventory employee market A
performance
levels retention competition
20. The analysis of sales force effectiveness should focus Financial Employee Customer Sales
A
on: performance turnover feedback territories