Course Name: Sales and Distribution Management

Assignment- Week 5
TYPE OF QUESTION: MCQ/MSQ
Number of questions: 10 Total marks: 10 X 1 = 10
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QUESTION 1:
Out of the various steps in the selling process, the ___________ step comes between
“Overcoming objections” and “Follow-up and service”.
a. Trial close
b. Closing the sale
c. Both of these
d. None of these
Correct Answer: c
Both of these

Detailed solution:
Sales persons follow a sequence of activities while making a sale; these may be defined as
different steps or phases generally followed by a sales person. The steps are Prospecting and
qualifying, Pre-approach and Precall planning, Approach, Presentation and demonstration,
Overcoming objections, Trial close and Closing the sale, and Follow-up and service.
See Session: Week V Lecture I
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QUESTION 2:
In which of the closing techniques does the sales person assume that a sale would definitely
take place?
a. T-account close
b. Special offer close
c. Both of these
d. None of these
Correct Answer: d
None of these

Detailed solution:
It is in the ‘assumptive close’ technique that the sales person assumes that a sale would
definitely take place. He/She feels that he/she has been able to win the trust and confidence of
the prospect, and the latter is ready to make a purchase.
See Session: Week V Lecture I
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QUESTION 3:
In the selling process, which of the following is a strategy to deal with objections?
a. Dodge
b. Nudge
c. Fail-down
d. Pass-down
Correct Answer: a
Dodge

Detailed solution:
The various strategies to deal with objections are ask questions, postpone, dodge, pass-up,
direct denial, and indirect denial. There is nothing known as Nudge, Fail-down and Pass-down.
See Session: Week V Lecture I
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QUESTION 4:
In a sales job __________________, data with respect to a particular job is systematically
collected and described.
a. Specification
b. Design
c. Analysis
d. Description
Correct Answer: c
Analysis

Detailed solution:
Job analysis is a process wherein data with respect to a particular job is systematically collected
and described. A sales job analysis involves a systematic gathering and study of information
regarding a sales job.
See Session: Week V Lecture II
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QUESTION 5:
State whether the following is True or False.
Sales analysis helps evaluate the importance of jobs, and also helps assess the worth of a job in
relation to other jobs in the organization.
a. True
b. False
Correct Answer: b
False
Detailed solution:
The sales job evaluation assesses the importance of jobs, and assesses the worth of a job in
relation to other jobs in the organization, so that a rational pay structure may be established.
See Session: Week V Lecture II
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QUESTION 6:
The recruitment process is affected by both internal and external factors. Identify, which of the
following is NOT an internal factor that affects the recruitment process.
a. Company size and expansion plans
b. Finances and budgetary allocation
c. Company’s HR policies
d. Company image and reputation
Correct Answer: d
Company image and reputation

Detailed solution:
The recruitment process is affected by both internal and external factors. Internal factors
include company size and expansion plans, company’s HR policies, finances and budgetary
allocation. External factors include industry scenario, company image and reputation, demand
of the skill set etc. External factors would also include macro-environmental factors like socio
-cultural, politico-legal and economic factors.
See Session: Week V Lecture III
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QUESTION 7:
Which of the following methods of determining the optimal salesforce size, takes into account
the estimated percentage of annual salesforce turnover?
a. Sales potential method
b. Sales forecast method
c. Sales turnover method
d. Sales productivity method
Correct Answer: a
Sales potential method

Detailed solution:
The sales potential/breakdown method of determining the optimum salesforce size takes into
account the annual sales volume forecast as well as the estimated productivity of the average
sales person.

where
 N=Number of sales people needed
S=Annual sales volume forecast
P=Estimated productivity of the average sales person
T=Estimated percentage of annual salesforce turnover
See Session: Week V Lecture IV
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QUESTION 8:
State whether the following is True or False.
In an interview, if a candidate is given a hypothetical situation and asked how he or she would
react to it, it is known as a conditional interview.
a. True
b. False
Correct Answer: b
False

Detailed solution:
A candidate is given a hypothetical situation and asked how he or she would react to it. This is
known as a situational interview.
See Session: Week V Lecture IV

QUESTION 9:
The ‘implementation’ of a training program would address questions which are __________.
a. Where, when and how
b. Why, what and how
c. Why and when
d. What and when
Correct Answer: a
Where, when and how

Detailed solution:
The implementation of a training program relates to selecting the training method and its
execution, and would address questions which are ‘where’, ‘when’ and ‘how’.
See Session: Week V Lecture V

QUESTION 10:
State whether the following is True or False.
Continual sales training programs are intensive in nature.
a. True
b. False
Correct Answer: a
True

Detailed solution:
Continual sales training programs help enhance the knowledge, skills and abilities (KSAs) of
existing sales persons. They are intensive in nature and shorter programs, like periodic refresher
courses.
See Session: Week V Lecture V
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