This solved paper of Sales and Distribution Management of SCDL Pune has been contributed by shweta
THANKS TO: shweta
Hi Team,
Please publish with a note to verify the answers from SCDL Study Material...
submitted by shweta . scdl 2007 batch(PGDBA)
please check the ans. from book.
Thanks,
Note: Please tally the answers and verify them from SCDL text books as all answers might not be correct.
--------------------------------------------------------------------------------------------
For more check out http://www.quizmantra.com
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SALES AND DISTRIBUTION MANAGEMENT ASSIGNMENTS
ASSIGNMENT 1:
MULTIPLE RESPONSE:
1. What factors can have an adverse impact on consumer demand?
- insurance
- increase in GDP
- natural
- slow down in economic conditions
ANS.
- insurance
- natural
- slow down in economic conditions
2. Key account management arises from the consolidation of buying points in
- wholesaler organisation
- retailer organisation
- industrial organisation
- IT organisation
ANS.
- retailer organisation
- industrial organisation
3. According to C.L.Bolling , a sales organisation is a combination of functions
- planning
- managing
- efficient supervising
- selecting sales personnel
ANS.
- planning
- managing
- efficient supervising
4. Key account management improve customer retention through
- stronger relationships
- increased client satisfaction
- strong response
- increased employee satisfaction
ANS.
- stronger relationships
- increased client satisfaction
5. Global selling programme consist of the following major functions
- understanding the selling situation
- adopting appropriate sales force
- adjusting appropriately sales force measurement, competency creation & motivating system
- controlling publicity in local newspaper
ANS.
- understanding the selling situation
- adopting appropriate sales force
- adjusting appropriately sales force measurement, competency creation & motivating system
6. Steps involved in the recruiting process are
- conducting job analysis
- production target
- target analysis
- developing job specification
ANS.
- conducting job analysis
- developing job specification
7. Characteristics of territory management are
- maintain sales portfolio , sample kits , etc.
- balance effort with customer against the potential value
- study the customer's requirement
- report to customer's complaint
ANS.
- maintain sales portfolio , sample kits , etc.
- balance effort with customer against the potential value
8. Define specific objectives about compensation structure
- consider the companies general compensation structure
- simple ranking
- classification & grading
- how to develop sale
ANS.
- consider the companies general compensation structure
- simple ranking
- classification & grading
9. What are the advantages of matrix type organisation?
- effective in rapidly changing environment
- suitable for time bound project
- flexibility and encourage inter-departmental co-operation
- conflict potential organisational structure
ANS.
- effective in rapidly changing environment
- suitable for time bound project
- flexibility and encourage inter-departmental co-operation
10. Department stores offer
- broad variety
- deep assortment
- departments for sale
- only convenience products
ANS.
- broad variety
- deep assortment
11. What could be the disadvantage of matrix type organisation?
- a potential for confict between functional and project manager or between professional experts
- conflict at operational level
- more discussion , less work
- additional cost of implementation
ANS.
- a potential for confict between functional and project manager or between professional experts
- more discussion , less work
- additional cost of implementation
12. Transportation is an important link between place of
- production
- consumption
- simplification
- generalization
ANS.
- production
- consumption
MATCH THE FOLLOWING:
13.
quantitative forecasting technique --- rules, mathematical & statistical methods
jury of executive opinion --- group of executives from different functional areas
qualitative forecasting technique --- rely on executive experience & attachment of market
surveys --- direct questioning of customers
14.
flow of finished goods --- marketing logistics
low inventory level --- stock outs
high customer service --- high cost
private carrier --- firms owners and operaye vehicles
SINGLE RESPONSE:
15. A sales person should have full knowledge of the product & of the company
- he/she represents
- in competition around
- in the market place
- in the neighbourhood
ANS.
- he/she represents
16. Improving the ability of the sales people to carry out
- corporate endorsed selling strategies
- corporate endorsed human resource strategies
- corporate endorsed production strategies
- corporate endorsed finance strategies
ANS.
- corporate endorsed selling strategies
17. Quota setting is which type of tool for salesman or dealer
- motivational tool
- stagnant tool
- very difficult tool
- very impressive tool
ANS.
- motivational tool
18. Planning is the goal to the sales management function because
- it is very difficult work
- it is the basis of assumption
- it provides strategic, tactical & operational direction to all levels of management
- it is the document useful to all levels of management
ANS.
- it provides strategic, tactical & operational direction to all levels of management
19. Professional selling requires sales representatives to develop
- an efficient systematic approach
- random style of selling
- causal approach to customers
- selective approach
ANS.
- an efficient systematic approach
20. Once the goods are handed over to the ware-house keeper , the risk of goods passes to the
- attendant
- client
- customer
- ware-house keeper
ANS.
- ware-house keeper
21. A sales person's responsibility is established by
- using good employee management
- using designing sales territories
- using employee developing
- usibg employee communication
ANS.
- using designing sales territories
22. Sales quotas means quantitative sales objectives assigned to
- salesman or sales territories
- a type of marketing method
- a type of production method
- very different technique of selling production
ANS.
- salesman or sales territories
23. The combined purchasing power of the network of all franchises will lead to
- confusion in the system
- diseconomies of scale
- disagreement within members
- better negotiations with key suppliers
ANS.
- better negotiations with key suppliers
24. Which mode of transport is used for costly perishable goods?
- road
- rail
- air
- ship
ANS.
- air
25. Which type of warehouses stocks goods belonging to their owners only?
- private warehouses
- government warehouses
- public warehouses
- stock warehouses
ANS.
- Private warehouses
26. Physical distribution is a
- service trade off
- cost-service trade off
- cost trade off
- cost benefit trade off
ANS.
- cost trade off
27. Territorial control is the establishment of individual territories in the form of
- qualitative & quantitative quotas
- goals
- production quality
- production quantity
ANS.
- qualitative & quantitative quotas
FILL IN THE BLANKS:
28. The major use of sales analysis is to detect _____ in the sales effort.
- profit & loss
- sales & purchase
- strength & weaknesses
- closing stock & opening stock
ANS.
- strength & weaknesses
29. Time interval between order placement & delivery is ______.
- bicycle time
- recycle time
- order cycle time
- order - fulfillment time
ANS.
- order cycle time
30. Services are produced & ______ at the same time.
- maintained
- transported
- stored
- consumed
ANS.
- consumed
31. Effective distribution system is a must for ______ .
- shareholders
- suppliers
- success of marketing
- production
ANS.
- success of marketing
32. Sales training is the _______ of professional selling.
- hallmark
- benchmark
- boost tool
- hindrance tool
ANS.
- hallmark
33. For many many factories _______ is the most important cost.
- packing
- tea, coffee & snacks
- maintaining health of the staff
- transportation
ANS.
- transportation
34. Super markets are around ______ sq. feet in size.
- 1500 sq. feet
- 30,000 sq. feet
- 1000 sq. feet
- 500 sq. feet
ANS.
- 30,000 sq. feet
35. Most personal selling is intended to build ______ relationship with customer.
- long term
- short term
- for the period of sale
- informal
ANS.
- long term
36. The fundamental objectives of wholesale markets is to improve ______ in the distribution pipeline.
- communication
- efficiency
- risk bearing
- friendship
ANS.
- efficiency
37. One of the most popular techniques for consumer packaged product is ______ .
- test marketing
- sample
- sample data through personal selling
- pilot testing
ANS.
- test marketing
38. Trade selling is ______ business relationship with a stable group of customers like wholesalers & retailers.
- temporary
- customary
- short term
- long term
ANS.
- long term
TRUE/FALSE:
39. Small companies put more emphasis on result & attitude in evaluating their training programmes.
ANS.
- True
40. Motivated employees always look for better ways to do the job.
ANS.
- True
41. Several common mistakes can occur in implementing training programmes.
ANS.
- True
42. A sales person should have full knowledge of the product but need not havr information of the company he or she represents.
ANS.
- False
43. Warehouses cannot be classified.
ANS.
- False
44. Imported goods cannot be collected till the duties are paid.
ANS.
- True
45. All logistics manager need not monitor the effect of operating a given level of customer service on profitability.
ANS.
- False
46. The expenses should be allocated to all the measurable variables that have a cause & effect relationship with the functional cost category.
ANS.
- True
47. Professional sales people who deal with sophisticated buyers should use the stimulus response approach abundantly & with details if desired with the product demonstrations.
ANS.
- False
48. Global selling programmes need not adjust own behaviour appropriately when interacting and managing people from various national, ethnic & cultural backgrounds.
ANS.
- False
THANKS TO: shweta
Hi Team,
Please publish with a note to verify the answers from SCDL Study Material...
submitted by shweta . scdl 2007 batch(PGDBA)
please check the ans. from book.
Thanks,
Note: Please tally the answers and verify them from SCDL text books as all answers might not be correct.
--------------------------------------------------------------------------------------------
For more check out http://www.quizmantra.com
--------------------------------------------------------------------------------------------
SALES AND DISTRIBUTION MANAGEMENT ASSIGNMENTS
ASSIGNMENT 1:
MULTIPLE RESPONSE:
1. What factors can have an adverse impact on consumer demand?
- insurance
- increase in GDP
- natural
- slow down in economic conditions
ANS.
- insurance
- natural
- slow down in economic conditions
2. Key account management arises from the consolidation of buying points in
- wholesaler organisation
- retailer organisation
- industrial organisation
- IT organisation
ANS.
- retailer organisation
- industrial organisation
3. According to C.L.Bolling , a sales organisation is a combination of functions
- planning
- managing
- efficient supervising
- selecting sales personnel
ANS.
- planning
- managing
- efficient supervising
4. Key account management improve customer retention through
- stronger relationships
- increased client satisfaction
- strong response
- increased employee satisfaction
ANS.
- stronger relationships
- increased client satisfaction
5. Global selling programme consist of the following major functions
- understanding the selling situation
- adopting appropriate sales force
- adjusting appropriately sales force measurement, competency creation & motivating system
- controlling publicity in local newspaper
ANS.
- understanding the selling situation
- adopting appropriate sales force
- adjusting appropriately sales force measurement, competency creation & motivating system
6. Steps involved in the recruiting process are
- conducting job analysis
- production target
- target analysis
- developing job specification
ANS.
- conducting job analysis
- developing job specification
7. Characteristics of territory management are
- maintain sales portfolio , sample kits , etc.
- balance effort with customer against the potential value
- study the customer's requirement
- report to customer's complaint
ANS.
- maintain sales portfolio , sample kits , etc.
- balance effort with customer against the potential value
8. Define specific objectives about compensation structure
- consider the companies general compensation structure
- simple ranking
- classification & grading
- how to develop sale
ANS.
- consider the companies general compensation structure
- simple ranking
- classification & grading
9. What are the advantages of matrix type organisation?
- effective in rapidly changing environment
- suitable for time bound project
- flexibility and encourage inter-departmental co-operation
- conflict potential organisational structure
ANS.
- effective in rapidly changing environment
- suitable for time bound project
- flexibility and encourage inter-departmental co-operation
10. Department stores offer
- broad variety
- deep assortment
- departments for sale
- only convenience products
ANS.
- broad variety
- deep assortment
11. What could be the disadvantage of matrix type organisation?
- a potential for confict between functional and project manager or between professional experts
- conflict at operational level
- more discussion , less work
- additional cost of implementation
ANS.
- a potential for confict between functional and project manager or between professional experts
- more discussion , less work
- additional cost of implementation
12. Transportation is an important link between place of
- production
- consumption
- simplification
- generalization
ANS.
- production
- consumption
MATCH THE FOLLOWING:
13.
quantitative forecasting technique --- rules, mathematical & statistical methods
jury of executive opinion --- group of executives from different functional areas
qualitative forecasting technique --- rely on executive experience & attachment of market
surveys --- direct questioning of customers
14.
flow of finished goods --- marketing logistics
low inventory level --- stock outs
high customer service --- high cost
private carrier --- firms owners and operaye vehicles
SINGLE RESPONSE:
15. A sales person should have full knowledge of the product & of the company
- he/she represents
- in competition around
- in the market place
- in the neighbourhood
ANS.
- he/she represents
16. Improving the ability of the sales people to carry out
- corporate endorsed selling strategies
- corporate endorsed human resource strategies
- corporate endorsed production strategies
- corporate endorsed finance strategies
ANS.
- corporate endorsed selling strategies
17. Quota setting is which type of tool for salesman or dealer
- motivational tool
- stagnant tool
- very difficult tool
- very impressive tool
ANS.
- motivational tool
18. Planning is the goal to the sales management function because
- it is very difficult work
- it is the basis of assumption
- it provides strategic, tactical & operational direction to all levels of management
- it is the document useful to all levels of management
ANS.
- it provides strategic, tactical & operational direction to all levels of management
19. Professional selling requires sales representatives to develop
- an efficient systematic approach
- random style of selling
- causal approach to customers
- selective approach
ANS.
- an efficient systematic approach
20. Once the goods are handed over to the ware-house keeper , the risk of goods passes to the
- attendant
- client
- customer
- ware-house keeper
ANS.
- ware-house keeper
21. A sales person's responsibility is established by
- using good employee management
- using designing sales territories
- using employee developing
- usibg employee communication
ANS.
- using designing sales territories
22. Sales quotas means quantitative sales objectives assigned to
- salesman or sales territories
- a type of marketing method
- a type of production method
- very different technique of selling production
ANS.
- salesman or sales territories
23. The combined purchasing power of the network of all franchises will lead to
- confusion in the system
- diseconomies of scale
- disagreement within members
- better negotiations with key suppliers
ANS.
- better negotiations with key suppliers
24. Which mode of transport is used for costly perishable goods?
- road
- rail
- air
- ship
ANS.
- air
25. Which type of warehouses stocks goods belonging to their owners only?
- private warehouses
- government warehouses
- public warehouses
- stock warehouses
ANS.
- Private warehouses
26. Physical distribution is a
- service trade off
- cost-service trade off
- cost trade off
- cost benefit trade off
ANS.
- cost trade off
27. Territorial control is the establishment of individual territories in the form of
- qualitative & quantitative quotas
- goals
- production quality
- production quantity
ANS.
- qualitative & quantitative quotas
FILL IN THE BLANKS:
28. The major use of sales analysis is to detect _____ in the sales effort.
- profit & loss
- sales & purchase
- strength & weaknesses
- closing stock & opening stock
ANS.
- strength & weaknesses
29. Time interval between order placement & delivery is ______.
- bicycle time
- recycle time
- order cycle time
- order - fulfillment time
ANS.
- order cycle time
30. Services are produced & ______ at the same time.
- maintained
- transported
- stored
- consumed
ANS.
- consumed
31. Effective distribution system is a must for ______ .
- shareholders
- suppliers
- success of marketing
- production
ANS.
- success of marketing
32. Sales training is the _______ of professional selling.
- hallmark
- benchmark
- boost tool
- hindrance tool
ANS.
- hallmark
33. For many many factories _______ is the most important cost.
- packing
- tea, coffee & snacks
- maintaining health of the staff
- transportation
ANS.
- transportation
34. Super markets are around ______ sq. feet in size.
- 1500 sq. feet
- 30,000 sq. feet
- 1000 sq. feet
- 500 sq. feet
ANS.
- 30,000 sq. feet
35. Most personal selling is intended to build ______ relationship with customer.
- long term
- short term
- for the period of sale
- informal
ANS.
- long term
36. The fundamental objectives of wholesale markets is to improve ______ in the distribution pipeline.
- communication
- efficiency
- risk bearing
- friendship
ANS.
- efficiency
37. One of the most popular techniques for consumer packaged product is ______ .
- test marketing
- sample
- sample data through personal selling
- pilot testing
ANS.
- test marketing
38. Trade selling is ______ business relationship with a stable group of customers like wholesalers & retailers.
- temporary
- customary
- short term
- long term
ANS.
- long term
TRUE/FALSE:
39. Small companies put more emphasis on result & attitude in evaluating their training programmes.
ANS.
- True
40. Motivated employees always look for better ways to do the job.
ANS.
- True
41. Several common mistakes can occur in implementing training programmes.
ANS.
- True
42. A sales person should have full knowledge of the product but need not havr information of the company he or she represents.
ANS.
- False
43. Warehouses cannot be classified.
ANS.
- False
44. Imported goods cannot be collected till the duties are paid.
ANS.
- True
45. All logistics manager need not monitor the effect of operating a given level of customer service on profitability.
ANS.
- False
46. The expenses should be allocated to all the measurable variables that have a cause & effect relationship with the functional cost category.
ANS.
- True
47. Professional sales people who deal with sophisticated buyers should use the stimulus response approach abundantly & with details if desired with the product demonstrations.
ANS.
- False
48. Global selling programmes need not adjust own behaviour appropriately when interacting and managing people from various national, ethnic & cultural backgrounds.
ANS.
- False
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