Sales And Distribution Management MCQ and Answers

1. means actual transfer of possession.

A. Virtual Distribution

B. Exclusive Distribution

C. Direct Distribution

D. Physical Distribution

Answer: Physical Distribution

2. Avon, Amway, and Tupperware use .

A. Direct Marketing Channel

B. Indirect Distribution Channel

C. Exclusive Distribution Channel

D. Intensive Marketing Channel

Answer: Direct Marketing Channel

3. Members of the marketing channel system perform function.

A. Production

B. Sensing

C. Negotiation

D. Bartering

Answer: Negotiating

4. Marketing channel that has no intermediary levels is known as .

A. Exclusive Marketing Channel

B. Personal Marketing Channel

C. Direct Marketing Channel

D. Indirect Marketing Channel

Answer: Direct Marketing Channel

5. directly purchase goods from the manufacturer in large quantity at a discounted price.

A. Consumers

B. Wholesalers

C. Retailers

D. Affiliates
Answer: Wholesalers

6. is directly connected to the customers or consumers.

A. Manufacturer

B. Wholesalers

C. Retailer

D. Distributor

Answer: Retailer

7. 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

Answer: Wholesaling

8. do not carry inventory or handle the product.

A. Cash and Carry Wholesaler

B. Wholesale Merchants

C. Industrial Distributors

D. Drop shippers

Answer: Drop shippers

9. bring buyers and sellers together and assist in negotiation.

A. Affiliate

B. Brokers

C. Agents

D. Drop shippers

Answer: Brokers

10. refers to the exchange of goods or commodities against money or service.

A. Distribution

B. Place

C. Sales

D. Myopia
Answer: Sales

11. Sale has function in an organization.

A. Only loss generating

B. only revenue generating

C. both loss as well as revenue generating

D. neither loss nor revenue generating

Answer: only revenue

12. is the provider of goods or services.

A. The Supplier

B. The Buyer

C. The Seller

D. The Consumer

Answer: Seller

13. is the process of making a product available to the end consumer or business.

A. Sales

B. Distribution

C. Exchange

D. Barter

Answer: Distribution

14. In Sales Management, ERP stands for .

A. Enterprise Research Planning

B. Enterprise Resource Process

C. Enterprise Resource Planning

D. Enterprise Resale Planning

Answer: Enterprise Resource Planning

15. Even prior to the introduction of money, people used to exchange goods in order to fulfil
the needs, which is known as the .

A. Charter System

B. Marketing Myopia

C. Barter System

D. Bargain System
Answer: Barter System

16. 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

Answer: Sales management

17. In Sales Management, SFA System stands for

A. Sales Force Activation

B. Sales Force Automation

C. Sales Factor Automation

D. Sales Force Achievement

Answer: Sales Force Automation

18. Choose the correct statement.

A. Marketing management is a broader concept and sales management is a part of marketing

management.

B. Sales management is a broader concept and marketing management is a part of marketing

management.

C. Marketing management and sales management, both are equivalent.

D. There is no connection between sales management and marketing management.

Answer: Marketing management is a broader concept and sales management is a part of marketing
management.

19. 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

Answer: Selling aspect of an organization

20. is the responsibility of the sales manager.

A. Sales Management

B. Distribution Management
C. Marketing Management

D. Both A & B

Answer: Both A & B

21. 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

Answer: Personal Selling

22. 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

Answer: Complex and highly technical products

23. Personal selling has .

A. One Way Communication

B. Two Way Communication

C. Indirect Communication

D. Direct Communication

Answer: Two Way Communication

24. 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

Answer: All of the above

25. A sales organisation 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

Answer: Productive capacity of the firm

26. is a group of people working together to achieve the objective of sales.

A. Salesforce

B. Sales Organization

C. Sales Team

D. Marketing Dept.

Answer: Sales Organization

27. 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

Answer: Line sales organization

28. is the geographical area a sales person is assigned.

A. Vertical integration

B. Territory

C. Marketplace

D. Quarter

Answer: Territory

29. 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

Answer: Sales Budget

30. Most producers use to bring their products to market or end users.

A. Brokers

B. Retailers
C. Intermediaries

D. Distributors

Answer: Intermediaries

31. 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

Answer: Direct Distribution

32. is a distribution system that involves territorial protection for authorised dealers.

A. Direct Distribution

B. Indirect Distribution

C. Exclusive Distribution

D. Intensive Distribution

Answer: Exclusive Distribution

33. 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

Answer: Indirect Distribution

34. In distribution Management, VMS stands for .

A. Vertical Marketing System

B. Vertical Marketing Structure

C. Vertical Management System

D. Vocal Marketing System

Answer: Vertical Marketing System

35. In distribution Management, HMS stands for .

A. Horizontal Marketing Structure

B. Higher Marketing System

C. Horizontal Marketing System

D. Hyper Marketing Structure

Answer: Horizontal Marketing System

36. is a distribution strategy that strives to have the firm represented in the
maximum number of outlets.

A. Direct Distribution

B. Indirect Distribution

C. Exclusive Distribution

D. Intensive Distribution

Answer: Intensive Distribution

37. is a distribution system that involves territorial protection for authorized dealers.

A. Direct Distribution

B. Indirect Distribution

C. Exclusive Distribution

D. Intensive Distribution

Answer: Exclusive Distribution

38. sells to the customers or consumers.

A. Wholesaler

B. Retailer

C. Broker

D. Drop-shipper

Answer: Retailer

39. Even prior to the introduction of money, people used to exchange goods in order to fulfil
the needs, which is known as the .

A. Charter System

B. Marketing Myopia

C. Barter System

D. Bargain System

Answer: Barter System