1.

It is directly concerned with the basic need of motivating salesman by satisfying their needs
for security, opportunity, self-expression, respect, and good conditions of work.

A. Sales supervision
B. Mentoring
C. Training
D. Leading
E. Motivation

Answer: A. Sales Supervision

2. It is the process of making sure the organization has the right number of people, in the right
jobs, and with the right skill set at the right time to accomplish current and future business plans.

A. Sales Personnel Planning

B. Human Resource Management
C. Sales Management
D. Relationship Marketing
E. Sales Enablement

Answer: A. Sales Personnel Planning

3. A type of company that is generally formed to meet social needs and not for the purpose of
earning profits.

A. Chartered Company
B. Statutory Company
C. Registered Company
D. Service Company
E. Charitable Company

Answer: B. Statutory Company

4. What is defined as the marketing of standardized goods and services to a large population of
people that have similar needs? It is also called "mass marketing," a strategy that treats all
customers as a single group.

A. Targeting a market
B. Market Segmentation
C. Sales Aggregation
D. Market Aggregation
E. Geographic Segmentation

Answer: D. Market Aggregation

5. Business organizations should be aware of laws, policies and programs by government

agencies that influence or limit various organizations and individuals in a given society. This is
most accurately described as the ______ environment.

A. Technological
 B. Political
C. Cultural
D. Socio
E. Environmental

Answer: B. Political

6. This is a combined picture or vision of the very best person that the salesperson could
possibly be. It is made up of the goals, aspirations, and most admired and desired virtues and
qualities of the salesperson.

A. Optimistic
B. Visionary
C. Self-Ideal
D. Assertiveness
E. Work Drive

Answer: C. Self-Ideal

7. It is the process when the salesperson makes corrections sales targets attained so that
mismatch between actual sales and desired sales could be minimized.

A. Sales Maximization
B. Sales Controlling
C. Cost Controlling
D. Sales Boosting
E. Cost Maximization

Answer: B. Sales Controlling

8. It is a type of talking therapy or psychological therapy. It could be a one on one talk with the
employee to remove the defects and weaknesses in their performance.

A. Delegating
B. Training
C. Counselling
D. Management
E. Organizing

Answer: C. Counselling

9. It refers to the teaching and learning activities carried for the primary purpose of helping
members of an organization acquire and apply the knowledge, skills, abilities and attitude
needed by a specific job

A. Managing
B. Acquiring
C. Training
D. Teaching
E. Planning
Answer: C. Training

10. It is a financial sales plan outlining how to allocate resources and selling efforts to achieve
the sales forecast.

A. Sales quota
B. Sales Forecast
C. Sales Planning
D. Financial Planning
E. Sales Budgeting

Answer: E. Sales Budgeting

11. Since a marketing research is an effective aid to sales, which one of the following choices is
not an essential benefit to sales.

A. Create Relevant Promotional Materials

B. Know Where to Advertise
C. Processes the permits hastily
D. Outsell Competitors
E. Easily Spot Business Opportunities

Answer: C. Processes the permits hastily

12. An example of a trait that an ideal sales manager should not possess/practice is:

A. Strategic Thinking
B. Empathy
C. Sympathy
D. Leadership skills
E. Goal-oriented

Answer: C. Sympathy

13. Which is NOT an element of a Good Incentive plan

A. It aligns with Goals and Results

B. It accounts for your individual workforce
C. It reduces management support
D. It matches the speed of your business
E. It considers compensation mix

Answer: C. It reduces management support

14._______ is a prediction of the future market potential for a specific product, it also sets the
sales expectation for a given time period.

A. Sales force planning

B. Sales forecasting
C. Sales Budgeting
D. Sales force motivation
 E. Time and territory management

Answer: B. Sales forecasting

15. What short-term incentive pay plan has no predetermined formula, not guaranteed, and the
management determines the size of the bonus pool and the amounts to be allocated to
employees?

A. Annual Incentive Plan

B. Retention Bonus
C. Discretionary Bonus Plan
D. Spot Awards
E. Gain-Sharing Plan

Answer: C. Discretionary Bonus Plan

16. Which is NOT part of the contents of a job specification?

A. Emotional Characteristics
B. Experience
C. Responsibilities
D. Job Summary
E. Training

Answer: D. Job Summary

17. This role/function is very essential to the sales department as it helps to choose the right
manager or the employee that is effective and is fit to do a particular job.

A. Sales Planning
B. Hiring
C. A Sense of Mastery
D. Recruitment and Selection
E. Screening

Answer: D. Recruitment and Selection

18. It is the backbone of any business. The success of a firm/business is totally dependent on
this ability and activity.

A. Prospecting
B. Investing
C. Sustainability
D. Selling
E. Qualifying

Answer: D. Selling

19. Which of the following is not an element of Micro-Environment?

A. Competitors
 B. Product
C. Intermediaries
D. Suppliers
E. Customers

Answer: B. Product

20. He is known as the Father of Management.

A. Frederick Taylor
B. Adam Smith
C. Abraham Maslow
D. Gilbert Churchill Jr.
E. David Jobber

Answer: A. Frederick Taylor

21. This qualitative sales forecasting method relies on answers from the fact that the initial input
is the opinion of each member of the field sales staff. Each person states how much he or she
expects to sell during the forecast period.

A. Jury of executive opinion

B. User's expectation
C. Sales force composite
D. Sales Budgeting
E. Time-Series method

Answer: C. Sales Force Composite

22. It is the role of sales manager which comprises the personal selling expenses

A. Sales Budget Preparation

B. Allotment of Sales Territories
C. Allocation of Sales Quotas
D. Production Expense
E. Sales Revenue

Answer: A. Sales Budget Preparation

23. It is the type of training where the trainee acts out as a sales representative in simulated
buying sessions.

A. On-the-job training
B. Seminar
C. Classroom training
D. Role playing
E. Case discussions

Answer: D. Roleplaying
24. These are the territories that are characterized by factors such as industry type or products
sold.

A. Audience segment
B. Sales potential
C. Account types
D. Sales territory management
E. Customer data

Answer: A. Audience segment

25. Here are some reasons why organizations need sales territory management, which one is
NOT included?

A. To define the salesperson's responsibilities more accurately and specifically

B. To improve customer relations
C. To give information that is not readily available about the prospects
D. To gain thorough coverage of the market
E. To reduce selling expense

Answer: C. To give information that is not readily available about the prospects

26. It is about customer loyalty or retention. The salespeople or the business try to build a long-
term relationship with the consumer by establishing a rapport with them.

A. Marketing
B. Sales Management
C. Corporate Social Responsibility
D. Human Resource Management
E. Relationship Management

Answer: E. Relationship Marketing

27. Focuses on qualifying customers, developing good listening skills and asking appropriate
questions to better understand the customer’s needs and match the right product or service to
those needs.

A. On-the-job training
B. Engage Phase
C. Sales Training Method
D. Chartered Company
E. Sales Planning

Answer: B. Engage Phase

28. It is used to meet customer demands through the planning, control and implementation of
effective movement and storage of related information, goods and services from origin to
destination.

A. Logistics Management
B. Customer Relationship Management
 C. Human Resource Management
D. Enterprise Resource Planning
E. Corporate Social Responsibility

Answer: A. Logistics Management

29. These refer to the grouping of customers over a particular area.

A. Sales Quotas
B. Sales Personnel
C. Sales Teams
D. Sales Territories
E. Sales Budget

Answer: D. Sales Territories

30. A better understanding of the product or service offered by a firm that includes gathering
information about the characteristics, functional features and use of the offerings

A. Product Knowledge
B. Sales Skill
C. Production
D. Selling Concept
E. Brand Knowledge

Answer: A. Product Knowledge

31. It is the portion of sales compensation determined by employee performance. It is also

provided as a type of bonus, incentive pay, or commission.

A. Base pay
B. Pay mix
C. Variable pay
D. Salary
E. Allowance

Answer: C. Variable pay

32. What is not an example of a recognition incentive?

A. Thanking employees
B. Signing bonus
C. Note of praise
D. Presenting employees with a certificate of achievement
E. Employee of the month

Answer: B. Signing bonus

33. The major external and uncontrollable factors that influence an organization's decision
making, and affect its performance and strategies.
 A. Micro Environment
B. Macro Environment
C. External Environment
D. External Factors
E. Environmental factors

Answer: B. Macro Environment

34. This is a plan in which the organization performs its sales functions, the goals of which are
selling products or services or both, and to increase profits by organic growth. It describes how
a business will attract, retain and develop customers.

A. Sales
B. Sales Department
C. Sales Strategy
D. Sales Quota
E. Sales Strategy Management

Answer: C. Sales Strategy

35. The following are the methods of training except:

A. Lecture/Group discussion
B. Role playing
C. Case studies
D. In-the-field training
E. Seminar

Answer: B. Role playing

36. It is a written statement of the qualities, traits, and characteristics that an individual or a
person should possess to achieve his or her responsibilities and duties effectively.

A. Job analysis
B. Job description
C. Job statement
D. Job specification
E. Job segmentation

Answer: D. Job specification

37. It is a fairly homogeneous group of customers who will respond to a marketing mix in a
similar way.

A. Market Segmentation
B. Target Market
C. Market Segment
D. Target Marketing
E. Market Analysis

Answer: C. Market Segment

38. It is communicating na overall positive impression of the brand. It also refers to the ability to
influence consumer perception regarding a brand or product relative to competitors.

A. Market Proposition
B. Market Positioning
C. Market Segmentation
D. Market Segment
E. Market Placement

Answer: B. Market Positioning

39. Refers to the quantitative targets assigned to individual salesperson.

A. Sales Quota
B. Sales Territories
C. Budget Preparation
D. Sales Target
E. Sales Planning

Answer: Sales Quota

40. PEAK stands for

A. Prepare - Engage -Approach - Keep

B. Prepare - Encounter - Acquire - Keep
C. Prospect - Engage - Acquire - Keep
D. Prospect - Encounter - Approach - Keep
E. Prepare - Engage - Approach - Keep

Answer: C. Prospect - Engage - Acquire - Keep

41. It is one of the stages of salesperson during his personal selling where he has to handle
certain protests and resistance of the customers.

A. Sales presentation
B. Sales approach
C. Prospecting
D. Dealing objections
E. Follow up

Answer: D. Dealing objections

42.This type of sales quota is measured based on the number of units sold or the total revenue
generated for a given period of time.

A. Profit Quota
B. Forecast Quota
C. Volume Quota
D. Activity Quota
E. Combination Quota
Answer: C. Volume Quota

43. It enhances the skills, potential knowledge and ability of a salesperson to take challenging
jobs and perform efficiently.

A. Allotment of Sales Territories

B. Supervising
C. Training
D. Relationship Building
E. Motivation

Answer: C. Training

44. An effective method that involves sales forecasting, demand management, setting profit-
based sales targets, and the written execution steps of a sales plan.

A. Supervising
B. Attainment of Sales Target
C. Motivation
D. Sales Planning
E. Equipping

Answer: D. Sales Planning

45. A union of individuals, simply a sales team, who are working towards the sales target, sells
goods or services to other entities, may it be a business or individual customers.

A. Sales Personnel
B. Company
C. Organization
D. Retailers
E. Business Union

Answer: A. Sales Personnel

46. An important document, which is basically descriptive in nature and contains a statement of
job Analysis. It provides both organizational information (like location instructure, authority etc.)
and functional information (what the work is)

A. Job analysis
B. Job description
C. Job specification
D. Job order
E. Job search

Answer: B. Job description

47. It is a set of procedures that prepares a new employee for the job.

A. Training
B. Coaching
 C. Mentoring
D. Recruiting
E. Preparing

Answer: A. Training

48. What short-term incentive pay plan is typically given to employees for them to continue

A. Discretionary Bonus Plan

B. Project Bonus Plan
C. Retention Bonus Plan
D. Gain-sharing Plan
E. Profit-sharing Plan

Answer: C. Retention Bonus Plan

49. A person’s disposition to speak up on matters of importance, expressing ideas and opinions
confidently, defending personal beliefs, seizing the initiative, and exerting influence in a
forthright manner.

A. Emotional Stability
B. Customer Service Orientation
C. Communication skills
D. Assertiveness
E. Product familiarity

Answer: D: Assertiveness

50. It is focused on describing your product in a way that shows its benefits to the consumers

A. Production Orientation
B. Marketing Orientation
C. Sales Orientation
D. Social Responsibility
E. Sales presentation

Answer: B. Marketing Orientation