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c. Follow up
d. Lifetime value
Ans. D
6. We should lead from the right brain and manage from the _____.
a. Central brain
b. Whole-brain
c. Left brain
d. Right brain
Ans. C
10. ____ is a flexible programme consisting of six elements that better enable
store staff to meet the needs of customers.
a. BCD
b. LME
c. ACE
d. EPS
Ans. C
13. A new retired sales consultant for a daily newspaper trips to mind
was_____.
a. Gallatin
b. Fred
c. Rich
d. None of the above
Ans. B
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01/06/2021 Sales and Distribution Management MCQ with Answers
15. The two criteria for sales compensation use are_____ and_____.
a. Customer perception
b. Customer persuasion
c. Customer retention
d. Customer contact
Ans. b & d
17. E-Commerce is the primary sales link with the customer, but customers
must be convinced to sin up is known as _____.
a. Signing up
b. Matriculation selling
c. Forward selling
d. Cross-selling
Ans. B
19. Once monetary needs are realized_____ needs can be realized with sales
incentives.
a. Social acceptance
b. Personal esteem
c. Psychic income
d. Self realization
Ans. C
a. B.F. Skinner ’s
b. Fried
c. Meredith
d. Maritz
Ans. A
c. Datamart
d. Data clustering
Ans. C
29. The philosophy of _____ is based on the principle of less quantity is lesser
interval resulting in more deliveries.
a. VMI
b. JIT
c. TQM
d. SCM
Ans. B
a. Handling
b. Storage
c. Information transfer
d. All of the above
Ans. D
d. Value chains
Ans. C
36._____ bridges the gap between consumer demand and producer supply.
a. Courier
b. Transportation
c. Inventory
d. Logistics
Ans. D
40. Capturing, analyzing and disseminating the right _____ is key to the
success of any operation.
a. Data
b. Information
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01/06/2021 Sales and Distribution Management MCQ with Answers
41._____ and sourcing are important elements in the packages as they reflect
specific aspects of the product.
a. Packaging
b. Pricing
c. Distribution
d. Supplying
Ans. B
42. The _____ is that the value chain may be used to identify and understand
the specific sources of competitive advantages.
a. Kotler ’s agreement
b. Fried agreement
c. Porter ’s agreement
d. None of the above
Ans. C
a. E-commerce
b. E-procurement
c. E-collaboration
d. All of the above
Ans. D
c. Direct marketing
d. Personal marketing
Ans. C
a. Human resource
b. Financial planning
c. Budget
d. Material planning
Ans. C
59. Strategies decisions are required in managing the supply chain are –
a. Warehousing
b. Transportation
c. Make varies buy
d. Information technology solution and information
e. All of the above
Ans. E
a. Receiving
b. Storing
c. Information transfer
d. Shipping
e. Handling
Ans. a, b, d
62. Tools which will help suppliers reach key influencers not include.
a. Product & technical information
b. Perform a marketing channels audit
c. Recognition
d. Sponsorships
e. Regular communication
Ans. B
68. Delaying the final labelling, assembly or packaging until the last moment
is known as the principal of_____.
a. DRP
b. Co-maker ship
c. Postponement
d. Outsourcing logistics
Ans. C
b. Intranet
c. VPN
d. WAN
Ans. B
70. The data warehouse concept ids gaining acceptance in part because of
the possibility of fruitful_____.
a. Datamart
b. Data mining
c. Data replication
d. Data redundancy
Ans. B
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