Sales Management MCQs [set-6]

Chapter: Sales Planning and Control

126. The type of forecasting is selected on the basis of

A. Degree of accuracy
B. Availability of data
C. Time horizon
D. All of the above
Answer: D

127. Which of the following is/are the type of sales forecast on the basis of time
frame
o m
A. Short range
. c
B. Long range
te
C. Perspective planning forecast
a
D. All of the above
Answer: D q M
c
Mstudy of
128. Sales forecasting involves
A. Sales planning
B. Distribution outlets
C. Consumer needs and demands
D. All of the above
Answer: D

129. Sales forecasting involves

A. Sales Planning
B. Sales Pricing
C. Distribution channels
D. Consumer tastes
Answer: A

130. Benchmark' means

A. Sales performance measurement
 B. Marks given to salesperson
C. Appraisal
D. Standard values for comparison
Answer: D

131. The analytics and statistical method of sales forecasting include

A. Extrapolation method
B. Moving average method
C. Time series analysis
D. All of the above
Answer: D

132. The first stage in creating the sales forecasting is to estimate

A. Market demand
B. Profit
C. Wealth
D. Prospect
Answer: A

133. The component of sales forecast is/are

A. Sales target
B. Sales budget
C. Both (1) and (2)
D. Sales volume
Answer: C

134. Sales forecasting can be based on which of the following information?

A. What customers say about the product
B. What customers are actually doing
C. What customers have done in the past
D. All of the above
Answer: D

135. A common method of preparing sales forecast consists of

A. Prepare a macro economic forecast
B. Prepare on industry sales forecast
C. Prepare a company sales forecast

View all MCQ's at McqMate.com

 D. All of the above
Answer: D

136. Which of the following are included in sales forecasting?

A. Sales pricing
B. Sales planning
C. Distribution channels
D. All of the above
Answer: D

137. ………….of the following are the steps of traditional selling strategy?
A. Prospective
B. Qualifying
C. Approach
D. All of the above.
Answer: D

138. Which of the following is not a part of traditional selling strategy?

A. Approach
B. Pre approach
C. Presentation
D. Online sales
Answer: D

139. Which of the following is the foundational step of the sales process?
A. Solve the objections
B. Follow-up
C. Prospecting
D. Presentation
Answer: C

140. Before planning a sale, which or the following activity is conducted by the
sales person?
A. Approach
B. Research
C. Follow-up
D. Presentation
Answer: B

View all MCQ's at McqMate.com

141. Which of the following is a part of pre-approach process?
A. Knowing customer’s need
B. Learning relevant background.
C. Researches prospects
D. All of the above.
Answer: D

142. Which of the following is not a part of approach?

A. Introduction
B. Warm up questions
C. Explaining who you are and whom you represent
D. Agreeing on the terms of sales.
Answer: D

143. Which of the following are the way of approach?

A. Phone
B. email
C. In person
D. All of the above
Answer: D

144. Which of the following activity is explaining how the product meets that
person or company’s need?
A. Presentation
B. Follow-up
C. Qualifying
D. Prospective
Answer: A

145. Which of the following activity should be done after presentation?

A. Handling objection
B. Closing the sale
C. Following-up
D. None of the above
Answer: A

146. What is the final step of traditional selling strategy?

View all MCQ's at McqMate.com

 A. Following-up
B. Closing the sales
C. Approach
D. Pre approach.
Answer: A

147. Which of the following activity is offered by online airline services?

A. Booking
B. Seats selection
C. Automated flight status
D. All of the above
Answer: D

148. What is the purpose of alliances created by travel companies?

A. Reduce purchasing cost
B. Increase sales
C. both a and b
D. None of a and b
Answer: C

149. Which of the following is the benefit of online stoke trading?

A. Cost benefit
B. Flexible
C. Full control
D. All of the above
Answer: D

150. Which of the following is not the benefit of online stoke trading?
A. Handy tools
B. Proper information
C. Time consuming
D. Flexibility
Answer: C

View all MCQ's at McqMate.com