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Livemcqs.comSales And Distribution Management MCQ and Answers1. means actual transfer of possession.A. Virtual DistributionB. Exclusive DistributionC. Direct DistributionD. Physical DistributionAnswer: Physical Distribution2. Avon, Amway and Tupperware use .A. Direct Marketing ChannelB. Indirect Distribution ChannelC. Exclusive Distribution ChannelD. Intensive Marketing ChannelAnswer: Direct Marketing Channel3. Members of the marketing channel system perform function.A. ProductionB. SensingC. NegotiationD. BarteringAnswer: Negotiating4. Marketing channel that has no intermediary levels is known as .A. Exclusive Marketing ChannelB. Personal Marketing ChannelC. Direct Marketing ChannelD. Indirect Marketing ChannelAnswer: Direct Marketing Channel5. directly purchase goods from the manufacturer in large quantity at a discounted price.A. ConsumersB. WholesalersC. RetailersD. AffiliatesLivemcqs.com
Livemcqs.comAnswer: Wholesalers6. is directly connected to the customers or consumers.A. ManufacturerB. WholesalersC. RetailerD. DistributorAnswer: Retailer7. involves all the activities involved in selling goods and services to those buying for resaleor business use.A. ManufacturingB. WholesalingC. RetailingD. DistributingAnswer: Wholesaling8. do not carry inventory or handle the product.A. Cash and Carry WholesalerB. Wholesale MerchantsC. Industrial DistributorsD. Drop shippersAnswer: Drop shippers9. bring buyers and sellers together and assist in negotiation.A. AffiliateB. BrokersC. AgentsD. Drop shippersAnswer: Brokers10. refers to the exchange of goods or commodities against money or service.A. DistributionB. PlaceC. SalesD. MyopiaLivemcqs.com
Livemcqs.comAnswer: Sales11. Sale has function in an organization.A. Only loss generatingB. only revenue generatingC. both loss as well as revenue generatingD. neither loss nor revenue generatingAnswer: only revenue12. is the provider of goods or services.A. The SupplierB. The BuyerC. The SellerD. The ConsumerAnswer: Seller13. is the process of making a product available to the end consumer or business.A. SalesB. DistributionC. ExchangeD. BarterAnswer: Distribution14. In Sales Management, ERP stands for .A. Enterprise Research PlanningB. Enterprise Resource ProcessC. Enterprise Resource PlanningD. Enterprise Resale PlanningAnswer: Enterprise Resource Planning15. Even prior to the introduction of money, people used to exchange goods in order to fulfil theneeds, which is known as the .A. Charter SystemB. Marketing MyopiaC. Barter SystemD. Bargain SystemLivemcqs.com
Livemcqs.comAnswer: Barter System16. refers to the administration of the personal selling component of a company’smarketing program.A. Sales managementB. Distribution ManagementC. Promotion ManagementD. Marketing ManagementAnswer: Sales management17. In Sales Management, SFA System stands forA. Sales Force ActivationB. Sales Force AutomationC. Sales Factor AutomationD. Sales Force AchievementAnswer: Sales Force Automation18. Choose the correct statement.A. Marketing management is a broader concept and sales management is a part of marketingmanagement.B. Sales management is a broader concept and marketing management is a part of marketingmanagement.C. Marketing management and sales management, both are equivalent.D. There is no connection between sales management and marketing management.Answer: Marketing management is a broader concept and sales management is a part of marketingmanagement.19. Sales and Distribution Management majorly focuses on the .A. Buying aspect of an organizationB. Selling aspect of an organizationC. Negotiating aspect of an organizationD. Producing aspect of an organizationAnswer: Selling aspect of an organization20. is the responsibility of the sales manager.A. Sales ManagementB. Distribution ManagementLivemcqs.com
Livemcqs.comC. Marketing ManagementD. Both A & BAnswer: Both A & B21. The oral presentation of a company’s products, or services to one or more prospectivepurchasers for the purpose of making a sale is known as .A. Sales PlanningB. Personal SellingC. Sales & Distribution ManagementD. Oral SellingAnswer: Personal Selling22. Personal selling is used extensively in .A. Simple and less technical productsB. Complex and non technical productsC. Complex and highly technical productsD. Simple & highly technical productsAnswer: Complex and highly technical products23. Personal selling has .A. One Way CommunicationB. Two Way CommunicationC. Indirect CommunicationD. Direct CommunicationAnswer: Two Way Communication24. The ultimate objective of personal selling is toA. increase the sales volumesB. increase of sales revenueC. increase the number of distribution channels to gain corporate clientsD. All of the aboveAnswer: All of the above25. A sales organisation bridges the gap between the market and the .A. Human Resource capacity of the firmB. Financial capacity of the firmLivemcqs.com
Livemcqs.comC. Productive capacity of the firmD. Marketing capacity of the firmAnswer: Productive capacity of the firm26. is a group of people working together to achieve the objective of sales.A. SalesforceB. Sales OrganizationC. Sales TeamD. Marketing Dept.Answer: Sales Organization27. is the most basic forms of the sales organization.A. Line sales organizationB. Functional sales organizationC. Line and staff sales organizationD. Both A & BAnswer: Line sales organization28. is the geographical area a sales person is assigned.A. Vertical integrationB. TerritoryC. MarketplaceD. QuarterAnswer: Territory29. is a financial plan depicting how resources should best be allocated to achieve theforecasted sales.A. Sales BudgetB. Sales AuditC. Sales ControlD. Sales P&L planAnswer: Sales Budget30. Most producers use to bring their products to market or end users.A. BrokersB. RetailersLivemcqs.com
Livemcqs.comC. IntermediariesD. DistributorsAnswer: Intermediaries31. is a distribution system in which the ultimate buyer acquires the title directly fromthe manufacturer of the product.A. Direct DistributionB. Indirect DistributionC. Exclusive DistributionD. Intensive DistributionAnswer: Direct Distribution32. is a distribution system that involves territorial protection for authorised dealers.A. Direct DistributionB. Indirect DistributionC. Exclusive DistributionD. Intensive DistributionAnswer: Exclusive Distribution33. is a distribution system that uses middlemen i.e. wholesalers and retailers to reach theultimate buyer.A. Direct DistributionB. Indirect DistributionC. Exclusive DistributionD. Intensive DistributionAnswer: Indirect Distribution34. In distribution Management, VMS stands for .A. Vertical Marketing SystemB. Vertical Marketing StructureC. Vertical Management SystemD. Vocal Marketing SystemAnswer: Vertical Marketing System35. In distribution Management, HMS stands for .A. Horizontal Marketing StructureLivemcqs.com
Livemcqs.comB. Higher Marketing SystemC. Horizontal Marketing SystemD. Hyper Marketing StructureAnswer: Horizontal Marketing System36. is a distribution strategy that strives to have the firm represented in the maximumnumber of outlets.A. Direct DistributionB. Indirect DistributionC. Exclusive DistributionD. Intensive DistributionAnswer: Intensive Distribution37. is a distribution system that involves territorial protection for authorized dealers.A. Direct DistributionB. Indirect DistributionC. Exclusive DistributionD. Intensive DistributionAnswer: Exclusive Distribution38. sells to the customers or consumers.A. WholesalerB. RetailerC. BrokerD. Drop-shipperAnswer: Retailer39. Even prior to the introduction of money, people used to exchange goods in order to fulfil theneeds, which is known as the .A. Charter SystemB. Marketing MyopiaC. Barter SystemD. Bargain SystemAnswer: Barter SystemLivemcqs.com
Avon, Amway and Tupperware use _. A. Direct Marketing Channel . C. Marketing management and sales management, both are equivalent. D. There is no connection between sales management and marketing management. . D. Sales P&L plan Answer: Sales Budget 30. Most producers use _ to bring their products to market or end users. A. Brokers B .
