REVISION

1. _______is the process of making a product available to the end consumer or business.
a. Sales
b. Distribution
c. Exchange
d. Barter
2. In Sales Management, ERP stands for ________.

a. Enterprise Research Planning

b. Enterprise Resource Process
c. Enterprise Resource Planning
d. Enterprise Resale Planning

3. __________refers to the administration of the personal selling component of a

company’s marketing program.
a. Sales management
b. Distribution Management
c. Promotion Management
d. Marketing Management

4. In Sales Management, SFA System stands for ________

a. Sales Force Activation
b. Sales Force Automation
c. Sales Factor Automation
d. Sales Force Achievement

5. Sales and Distribution Management majorly focuses on the___________ .

a. Buying aspect of an organization
b. Selling aspect of an organization
c. Negotiating aspect of an organization
d. Producing aspect of an organization

6. The oral presentation of a company’s products, or services to one or more prospective

purchasers for the purpose of making a sale is known as ______.
a. Sales Planning
b. Personal Selling
c. Sales & Distribution Management
d. Oral Selling

7. Personal selling is used extensively in ___________.

a. Simple and less technical products
b. Complex and non technical products
c. Complex and highly technical products
d. Simple & highly technical products

8. Personal selling has ________ .

a. One Way Communication

b. Two Way Communication
c. Indirect Communication
d. Direct Communication

9. The ultimate objective of personal selling is to ________

a. increase the sales volumes
b. increase of sales revenue
c. increase the number of distribution channels to gain corporate clients
d. All of the above

10. A sales organization bridges the gap between the market and the
………………….
a. Human Resource capacity of the firm
b. Financial capacity of the firm
c. Productive capacity of the firm
d. Marketing capacity of the firm

11. _______ is a group of people working together to achieve the objective of sales.
a. Salesforce
b. Sales Organization
c. Sales Team
d. Marketing Dept.

12. _________is the most basic forms of the sales organization.

a. Line sales organization.
b. Functional sales organization
c. Line and staff sales organization.
d. Both A & B

13. _______ is the geographical area a salesperson is assigned.

a. Vertical integration
b. Territory
c. Marketplace
d. Quarter

14. ________ is a financial plan depicting how resources should best be allocated to
achieve the forecasted sales.
a. Sales Budget
b. Sales Audit
c. Sales Control
 d. Sales P&L plan
15. Most producers use _______ to bring their products to market or end users.
a. Brokers
b. Retailers
c. Intermediaries
d. Distributors

16. __________is a distribution system in which the ultimate buyer acquires the title
directly from the manufacturer of the product.
a. Direct Distribution
b. Indirect Distribution
c. Exclusive Distribution
d. Intensive Distribution

17. ________is a distribution system that involves territorial protection for authorized
dealers.
a. Direct Distribution
b. Indirect Distribution
c. Exclusive Distribution
d. Intensive Distribution

18. _______ is a distribution system that uses middlemen i.e. wholesalers and
retailers to reach the ultimate buyer.
a. Direct Distribution
b. Indirect Distribution
c. Exclusive Distribution
d. Intensive Distribution

19. In distribution Management, VMS stands for _________.

a. Vertical Marketing System
b. Vertical Marketing Structure
c. Vertical Management System
d. Vocal Marketing System

20. In distribution Management, HMS stands for_________.

a. Horizontal Marketing Structure
b. Higher Marketing System
c. Horizontal Marketing System
d. Hyper Marketing Structure

21. ________ means actual transfer of possession.

a. Virtual Distribution
b. Exclusive Distribution
c. Direct Distribution
d. Physical Distribution
22. What is consultative selling?
a. reason for making a purchase.
b. interview selling.
c. greeting the customer face-to-face
d. finding products that meet a customer’s needs.

23. An advantage of Sales Promotion is that....

a. Effective at achieving a quick boost to sales.

b. May damage brand image

c. Sales effect may only be short-term.
d. Customers may come to expect promotions.

24. Needs of _________ are being focused in Marketing.

a. Customer
b. producer
c. Retailer
d. Wholesaler

25. It is a highly distinctive form of promotion. It is basically a two-way

communication involving not only individual but social behavior also.
a. Direct Selling
b. Personal Selling
c. Advertising
d. Promotion

26. What is the term for a retail strategy where a company offers a limited selection of
carefully curated products to a niche market?

a. Global retailing
b. Specialty retailing
c. Online retailing
d. None
27. This is an intermediary that does not own the goods that they are selling
a. Retailer
b. Wholesaler
c. Sales Agent
d. Consumer

28. What is the primary function of inventory management in logistics?

a. To increase carrying costs
b. To minimize stockouts
c. To delay order processing
d. To maximize overstocking
29. This type of transportation is cheap and is great for bulky, non-perishable items, however,
it is slow.
a. Truck
b. Rail
c. Ship/Water
d. Air

30. What are the advantages of using third-party logistics providers (3PLs) in supply chain
management?
a. Increased complexity
b. Decreased flexibility.
c. Cost savings and expertise
d. Reduced efficiency

31. Non-Store Retailing includes?

a. Online via a website
b. Catalog
c. There is no such thing.
d. None

32. The best conflict management style is

a. The avoiding style
b. The problem-solving style
c. The bargaining style.
d. The smoothing style

33. What is the importance of visibility in logistics management?

a. It increases uncertainty.
b. It decreases collaboration.
c. It enhances decision-making.
d. It reduces transparency.

34. Which is the first step in a decision-making process?

a. Collection of Data
b. Formulation of Model
c. Framing of Decision
d. Identification of the Problem

35. The conflict can sometimes be clarified through.

a. Using power
b. Argument
 c. Communication
d. None of these

36. ________ is a financial plan depicting how resources should best be allocated to achieve
the forecasted sales.
e. Sales Budget
f. Sales Audit
g. Sales Control
h. None
37. ________is a distribution system that involves territorial protection for authorized
dealers.
e. Direct Distribution
f. Indirect Distribution
g. Exclusive Distribution
h. Intensive Distribution

38. The first thing that must be done when resolving a conflict with someone is to
a. Assertively but diplomatically state your perspective.
b. Brainstorm possible solutions to the problem.
c. Slap some sense into them.
d. Listen to their perspective.

39. It is a highly distinctive form of promotion. It is basically a two-way communication involving

not only individual but social behavior also.
a. Direct Selling

b. Personal Selling

c. Advertising

d. Promotion

40. Which of the following is a Salesforce tool that allows companies to track marketing
initiatives?

a. Reports
b. Campaigns
c. Organizations
d. Opportunities

41. _______involves all the activities involved in selling goods and services to those
buying for resale or business use.

a. Manufacturing
 b. Wholesaling
c. Retailing
d. Distributing

42. _________do not carry inventory or handle the product.

a. Cash and Carry Wholesaler

b. Wholesale Merchants
c. Industrial Distributors
d. Drop shippers.

43. This type of transportation is the most expensive to distribute product.

a. Truck
b. Water
c. Air
d. Pipe
44. Which of the following is NOT a component of logistics management?
a. Inventory management.
b. Production planning
c. Transportation management
d. Customer relationship management

45. How/where a product will be distributed

a. Price
b. Place
c. Promotion
d. Product

46. The best conflict management style is.

e. The avoiding style
f. The problem-solving style
g. The bargaining style.
h. The smoothing style

47. What does JIT stand for in logistics?

a. Just In Time
b. Just In Transit
c. Just In Case
d. Just In Total

48. . What is the main purpose of warehousing in logistics?

a. To increase transportation costs
b. To delay delivery times
c. To store goods and manage inventory.
d. To decrease product availability

49. Which retail strategy involves offering products at consistently low prices to attract
customers?
a. Everyday low pricing (EDLP)
b. Odd Pricing
c. Even Pricing
d. Retail Pricing

50. What is the main objective of supply chain optimization?

a. To increase waste
b. To decrease efficiency
c. To reduce costs
d. To worsen customer satisfaction

51. This is the Channel that goes from Producer to Consumer ______Direct Channel
52. This is an intermediary that does not own the goods that they are selling ___________
Sale Agent
53. Which intermediary in the distribution process follows the wholesaler? ____Retailer
54. How/where a product will be distributed is known as _________Place

55. Motivation is essentially a human resource concept. It aims to weld together

distinctive personalities into an efficient team.

a. True
b. False

56. Personal selling is relatively more effective and economical when a company can
afford to have a large and regular advertising outlay.

a. True
b. False

57. Selling management by objectives (SMBO) technique. It is formulated combined

by sales manager and salesforce (representatives). It aims to focus on (i) results, within a
specified set of objectives and (ii) participative style of management.
a. True

b. False

58. Needs of customers__________ are being focused in Marketing.

59. The type of retailing that focuses on providing a unique and immersive shopping
experience to attract and retain customers is specialty retailing ______________
60. The type of retailing that involves selling products at a discounted price for a limited time
to create a sense of urgency among customers is known as Promotional pricing
______________

61. The term for a retail store that sells a wide variety of goods across multiple product
categories is Department Store______________

62. The activity of organizing the movement, equipment, and accommodation of troops is
known as Logistics _____________

63. Full form of RFID in logistics Radio Frequency Identification__________________

64. The type of retail format involves selling products directly to consumers without the need
for physical stores Online retailing_________________

65. In Sales Management, ERP stands for Enterprise Resource Planning ______________
66. _____________Coercive power is wielded by a manufacturer that threatens to withdraw
a resource or terminate a relationship if intermediaries fail to co-operate. (chap 5 or 6)

67. ____________Lobbying is an effort by one organization to win the support of another

organization including them in advisory council, board of directors.

68. The conflict that arises when the manufacturer has established two or more channels
compete in selling to the same channel. Channel Conflict___________

69. Kiosk marketing, catalog marketing, telemarketing, direct mail are the example of Direct
Marketing _______________
70. The common forecasting method used in logistics planning is Time Series Forecasting
________________.

71. The practice of placing related products together to encourage cross-selling and increase
sales is known as Merchandising___________________

72. The type of retail format primarily operates through websites and online platforms is said
to be E-commerce______________
73. The retail format involves selling products through temporary or mobile setups, such as
pop-up stores or kiosks is known as Pop-up Retailing _______________
74. _____________Sale Budget is a financial plan depicting how resources should best be
allocated to achieve the forecasted sales.
75. The term for the process of analyzing customer data to personalize marketing efforts and
improve the shopping experience is Customer Relationship
managemnet______________________

76. In Sales Management, SFA System stands for Sales Force Automation
__________________

77. _____________Legitimate power is wielded when the manufacturer requests a behavior

that is warranted under the contract.

78. _____________Referent power is highly respected that intermediaries are proud to be

associated with.

79. ______________Co-optation is an effort by one organization to win the support of

another organization including them in advisory council, board of directors. (Chap 5 or 6)

80. When there is conflict between different levels within the same channel is known as
Vertical Conflict______________.

LONG ANSWERS
1. Briefly explain the different ways of managing Conflict.
2. What are the different types of Vertical marketing System. Explain
3. Write about the trends in retailing that is prevailing in today’s world.
4. Define the term conflict? Write 3 characteristics of it.
5. Briefly explain some of the importance of Sales Training in an Organization.
6. What do you mean by the term Retailing? Briefly explain some various types of non-store
retailing.
7. Write an overview on Vietnam’s Logistic Industry.
8. Write few requirements on a good compensation plan of a sales Organization.