Sales And Distribution Management MCQ Question Answers


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

View Answer
C. Seller


_______is the process of making a product available to the end consumer or business.

A. Sales

B. Distribution

C. Exchange

D. Barter

View Answer
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

View Answer
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

View Answer
C. Complex and highly technical products


Personal selling has ________ .

A. One Way Communication

B. Two Way Communication

C. Indirect Communication

D. Direct Communication

View Answer
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

View Answer
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.

View Answer
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

View Answer
A. Line sales organization


_______ is the geographical area a sales person is assigned.

A. Vertical integration

B. Territory

C. Marketplace

D. Quarter

View Answer
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

View Answer
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

View Answer
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

View Answer
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

View Answer
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

View Answer
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

View Answer
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

View Answer
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

View Answer
B. Wholesalers


______is directly connected to the customers or consumers.

A. Manufacturer

B. Wholesalers

C. Retailer

D. Distributor

View Answer
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

View Answer
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
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