Objective type

Chapter 1

1. (a) Coverage
2. (a) Call, or (b) beat
3. (b) estimate, or (c) forecast
4. (a) milk-run
5. (a) C & FA, or (b) distributor
6. (c) the only income generating function
7. (b) large
8. (c) few number of customers
9. (b) educate or give information
10. (d) people

Chapter 2

1. (c) problem or need recognition

2. (b) straight rebuy
3. (a) direct marketing
4. (d) potential customer
5. (d) need – satisfaction
6. (c) action
7. (d) benefits
8. (a) attitude
9. (c) I win, you win
10. (b) competitive

Chapter 3

1. (b) business unit level

2. (c) advocate customer orientation
3. (d) channel strategy
4. (a) lower
5. (c) company sales forecast
6. (b) 1940s
7. (a) quantitative method
8. (d) sales force composite
9. (d) all of above

Chapter 4

1. (b) customer
2. (c) both of above
3. (a) small
4. (d) any one of the two methods
5. (b) equalize the workload of salespeople
6. (d) all the above, with those of the territory
7. (c) circular
8. (a) to reduce time demands on their outside salesforce
9. (c) profitability
10. (b) sellers’ markets
Chapter 5

1. (b) direct and control

2. (a) more
3. (a) small-size organizations
4. (d) cross-functional teams
5. (b) geographic
6. (d) all the above
7. (b) workload of salespeople are equal
8. (a) study of job description
9. (d) behavioural and performance based interviews
10. (d) quality of people selected is high

Chapter 6

1. (e) all of the above

2. (d) on-the-job training
3. (f) say as they do
4. (c) Latin word
5. (b) Vroom’s expectancy theory
6. (a) the salesperson’s perception of the relationship between performance and reward
7. (c) short-term incentive programmes
8. (d) promotion
9. (b) examine the existing job descriptions
10. (a) situational leadership

Chapter 7

1. (a) the salesperson pays all the expenses

2. (c) to improve the performance of a salesforce
3. (d) all the above analysis
4. (b) shipped (or transported)
5. (b) profitability
6. (a) full-cost method
7. (b) management by objectives (MBO)
8. (b) Monopolies and Restrictive Trade Practices (MRTP) Act, 1969

Chapter 8

1. (a) possession
2. (b) customers
3. ( c) cost
4. (d) spatial
5. (c ) breaking bulk
6. (b) assortment
7. (a) time
8. (b) intensive
9. ( c) exclusive
10. (d) C&FA
11. Direct
12. Intensive
13. Exclusive
Chapter 9

1. (a) title
2. ( c) storage
3. (b) physical
4. (b) intensity
5. (a) direct
6. (d) quantities
7. (b) co-operate
8. (a) different
9. ( c) channel members
10. (a) distribution
11. Exchange
12. Sales

Chapter 10

1. (d) many
2. ( c) discount
3. (b) exclusively
4. (a) minimal
5. (d) 51
6. ( c) assortment
7. (b) optimizes
8. (a) financial
9. (d) feel
10. (b) comparison
11. Bargains
12. Stickiness
13. Image
14. Penetration
15. Routine
16. Trading
17. Location

Chapter 11

1. (a) large
2. (a) tangible
3. (a) outlets
4. (a) complaints
5. (a) maximum
6. (a) ROI
7. (a) cash-and-carry
8. (a) broker
9. (a) advance
10. (a) price
11. Carry
12. Distributors
Chapter 12

1. (a) bridge
2. (b) reward
3. (d) capacity
4. ( c) intermediaries
5. (b) referent
6. (a) consistent
7. ( c) waiting time
8. (d) flexibility
9. (a) spatial convenience
10. (b) intensity
11. (a) vertically
12. (b) internet
13. Number
14. Affordability
15. Hybrid

Chapter 13

1. (d) reference and expert

2. (d) goals
3. (d) manifest
4. (d) countervailing
5. (d) discord
6. (d) horizontal
7. (d) referent
8. (d) expert
9. (d) manifest
10. (d) compromise
11. (d) personnel
12. (d) perishable
13. Horizontal
14. ROI

Chapter 14

1. (d) operational
2. (a) processing
3. (c ) users
4. (b) operations
5. (d) sales and distribution
6. (a) products
7. (a) intensity
8. (b) intensive
9. ( c) selective
10. (c ) exclusivity
11. Inventory
12. Operational
13. Optimum
14. Prices
Chapter 15

1. (a) qualification
2. (b) transportation
3. (b) marketing
4. (d) dispatch
5. (a) receipt
6. (b) minimum
7. ( c) service
8. (d) pure
9. (a) market
10. (b) intermediate
11. ( c) cost
12. (d) one in two
13. Reach
14. Processes
15. Intangible
16. Quality
17. Collaborate
18. Alpha-numeric
19. Tag
20. Heterogeneous

Chapter 16

1. (d) culture
2. (d) International
3. (d) Culture
4. (b) Population density
5. Yes
6. (c) Culture

Chapter 17

1. (c ) direct marketing
2. (a) short-term
3. (a) inside packages
4. (b) gifts
5. (a) hard goods
6. (b) loyalty programme
7. (b) different
8. (a) push strategy
9. (b) a distributor
10. (d) retailers’ sales people
11. (b) vertical cooperative advertising