Sales and Distribution Management & Management of a Sales Force
Examination Paper: Sales Management
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
Sales and Distribution Management
Section A: Objective Type (30 marks)
This section consists of Multiple Choice questions & short notes type questions.
Answer all the questions.
Part one questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. Out of the following which gap arise when the sales force does not have the required knowledge, skills or capabilities to become successful on the Job.
a. Knowledge gap
b. Capability gap
c. Methods gap
d. Training gap
2. This method is used by the trainers to present more information in a short time to a large number of participants.
a. Lecture
b. Demonstration
c. Group discussion
d. None of the above
3. It improves on traditional computer based training by making the information available to the salesperson immediately and in a personalized manner.
a. Distance Learning
b. Interactive Multimedia Training
c. Mentoring
d. Electronic Performance Support System
4. These are preprogrammed computer packages, and are based on reality:
a. Role Playing
b. Case Studies
c. Simulation Games
d. Job Rotation
5. The responsibility which include dealing with stakeholders with fairness impartiality and equality is known as:
a. Ethical Responsibilities
b. Legal Responsibilities
c. Economic Responsibilities
d. Voluntary Responsibilities
6. They are the shopkeepers who set up shops in the market place to cater to the needs of hundreds of consumers.
a. Distributors
b. Wholesalers
c. Agents
d. Retailers
7. This strategy is to make sure that the product is made available in as many outlets as possible so that anywhere the consumer go, he or she should be able to get the product of his choice.
a. Exclusive Distribution
b. Selective Distribution
c. Intensive Distribution
d. Distribution Channel
8. This is the stage of the birth of multiple retail
IIBM Institute of Business Management 1
IIBM Institute of Business Management
Examination Paper MM.100
Sales and Distribution Management
Section A: Objective Type (30 marks)
This section consists of Multiple Choice questions & short notes type questions.
Answer all the questions.
Part one questions carry 1 mark each & Part Two questions carry 5 marks each.
Part One:
Multiple Choices:
1. Out of the following which gap arise when the sales force does not have the required knowledge, skills or capabilities to become successful on the Job.
a. Knowledge gap
b. Capability gap
c. Methods gap
d. Training gap
2. This method is used by the trainers to present more information in a short time to a large number of participants.
a. Lecture
b. Demonstration
c. Group discussion
d. None of the above
3. It improves on traditional computer based training by making the information available to the salesperson immediately and in a personalized manner.
a. Distance Learning
b. Interactive Multimedia Training
c. Mentoring
d. Electronic Performance Support System
4. These are preprogrammed computer packages, and are based on reality:
a. Role Playing
b. Case Studies
c. Simulation Games
d. Job Rotation
5. The responsibility which include dealing with stakeholders with fairness impartiality and equality is known as:
a. Ethical Responsibilities
b. Legal Responsibilities
c. Economic Responsibilities
d. Voluntary Responsibilities
6. They are the shopkeepers who set up shops in the market place to cater to the needs of hundreds of consumers.
a. Distributors
b. Wholesalers
c. Agents
d. Retailers
7. This strategy is to make sure that the product is made available in as many outlets as possible so that anywhere the consumer go, he or she should be able to get the product of his choice.
a. Exclusive Distribution
b. Selective Distribution
c. Intensive Distribution
d. Distribution Channel
8. This is the stage of the birth of multiple retail