Mba-3 Sales Distribution And Supply Chain Management

PART-A
1. Missionary sales person represents -
(A) Customer (B) Manufacturing companies (C) Distributors (D) Wholesalers
2. In Irale sales, sales representative are responsible for selling manufactured goods to the -
(A) Retailers & wholesalers (B) Customers
(C) Sales representative (D) All
3. Selling of services includes
(1) Prospect identification (3) Sales call planning
(3) Preparation of presentation (4) Handling objections & closing sales
(A) 1, 2 (B) 3, 4 (C) 1, 2, 3 (D) All
4. _____________ performs are helpful to overcome the problem of resistance to selling.
(A) Product development (B) Training
(C) Performance evaluation (D) Market orientation
5. Sales executives acts as a ________ for multiple industries ____
(A) Manpower (B) Planner (C) Resource (D) None of them
6. Sales executives prepare for problems or opportunities in _____________
(A) Reality (B) Supervision (C) Advance (D) None of them
7. Sales executive can transform leads into ___________ business outcomes.
(A) Rational (B) Real (C) Productive (D) All
8. Sales executive manage & close existing deals while ___________ new opportunities.
(1) Diminish (2) Cultivate (3) Divest (4) All
9. Type of budget _________
(A) Sales & production (B) Administrative expense
(C) Raw material (D) All
10. All sartorial budget are integrated into ______________.
(A) Main budget (B) Financial budget
(C) Master budget (D) Operating budget
11. Budget is closely connected with ________________.
(A) Manipulation (B) Perfection (C) Calculation (D) Control
12. The exercise of control in the organization with the help of budgets is known as _________.
(A) Cost control (B) Efficiency control (C) Budgetary control (D) All
13. Data warehouse can be ______________ to deploy and operate than a data warehouse.
(A) Expensive (B) Fruitful (C) Cheaper (D) None of them
14. In outsourcing warehouse management activities, the business strategy is to _____________ associated with distribution & warehousing operations
(A) Communication (B) Reduce cost (C) Increase cost (D) All
15. Logistics linked to operations is responsible for undertaking _______________.
(A) Strategy making (B) Policy making
(C) Routine responsibility (D) Fundamental problem solving
16. A logistic expert decides the appropriate mode of transportation on the basis of ________.
(A) Priorities (B) Product (C) Lead time (D) All
17. Functions of channel marketing manager.
(A) Establish a competitive reseller program (B) Help recruit resellers
(C) Prepare the proper reseller collateral (D) All
18. When a customer is ready to made a purchase decision, there typically is a need for some sort of physical interaction in the form of _________.
(A) Communication (B) Literature (C) Purchasing (D) None
19. The reality is that ________ contact can yield better overall results.
(A) One-channel (B) Multi channel
(C) Integrative channel (D) None of them
20. Companies counts on their channel partnership to _____
(A) Maximize profits (B) Increase market penetration (C) enhance customer satisfaction (D) All
21. ______ shopping often involves window shopping and browsing and does not always result in a purchase.
(A) Rehabilitation (B) Occasional (C) Regular (D) None
22. Online retailing also known a ________.
(A) E-mail (B) E-collaboration (C) E-governance (D) E-commerce
23. Retailers are at the _______ of supply chain.
(A) Beginning (B) End (C) Mid (D) All levels
24. Marketers see retailing as part of their overall _______ strategy.
(A) Manufacturing (B) Distribution (C) Marketing (D) Promotion
25. SCM solutions use ___________ technology to lint suppliers, distributors and business partness to better satisfy the end customers.
(A) Telelogic (B) Networking
(C) CDMA (D) All
26. Based or the study supply chains can be categorized as :-
(A) Raw supply chains (B) Ripe supply chains
(C) Internal supply chains (D) Extended supply chains
(A) 2, 3, 4 (B) 3, 4 (C) 1, 2, 3 (D) All
27. In ripe supply chains all the activities are done in _____________ manner, companies have improved relationships with their suppliers & distributors
(A) Unorganized (B) Organized
(C) Generalized (D) None
28. Self monitored supply chains are
(A) Company centric (B) Employ centric
(C) Organization centric (D) Customer centric
29. In the integration to external activities the company becomes _________ by linking the customer’s procurement activities with its own procurement & marketing activities.
(A) Market oriented (B) Customer oriented
(C) Development oriented (D) All
30. The value supply chain management approach enables a company to respond to __________.
(A) Customer changes (B) Environment changes
(C) Market changes (D) Supplier changes
31. The important area which needs to considered in the development of make buy decision :
(A) Market condition (B) Supplier
(C) Dealer (D) Cost
32. The challenge for the modern manufacturing company is to maintain a __________ approach to the management.
(A) Technological (B) Holistic
(C) Management (D) All
33. Pipeline management is a process whose –
(1) Manufacturing & procurement lead times are linked to the needs of the market place.
(2) Procurement lead times linked to the customer ability to purchase
(3) Manufacturing lead times lead to customer efficiency to purchase
(4) None of them
34. Pipeline management seeks to meet the ___________ of increasing the speed of response of market needs.
(A) Customer challenge (B) Competitive challenge
(C) Market trend (D) None
35. Businesses must be willing to change their _____________ of how things need to run.
(A) Attitudes (B) Routines
(C) Ideas (D) All
36. The post transaction elements of customer service are generally ___________ of the products while in use.
(A) Supportive (B) Non – supportive
(C) Measurable (D) Calculative
37. In EDI environment, a computer can directly use the data sent by other computers in __________.
(A) Digital form (B) Analog form
(C) Electronic form (D) None of them
38. EDI is an ______________ exchange of business documentation in a structured machine process able form.
(A) Inter organizational (B) Multi organizational
(C) Multi units (D) All
39. EDI consist of _________ electronic message formats for common business documents.
(A) Standardized (B) Different
(C) Multiple (D) None of them
40. The basic function of EDI system is to provide _____________ between different systems.
(A) Compatibility (B) Synchronization
(C) Objectivity (D) None




PART-B

1. True or false :-
(1) Personal selling has a vital role in service.
(2) Sales mgmt structure supported by a program of sales training will not improve the capacity of the sales personnel
(A) TF (B) TT (C) FF (D) FT
2. The scope of sales mgmt involves :-
(1) Personal selling (2) Technical selling (3) Missionary selling (4) New business selling
(A) 1, 2, 3 (B) 2, 3, 4 (C) 1, 2 (D) All
3. True or false :-
(1) Sales manager must be too focused on closing deals instead of developing sale people.
(2) Sales person should be focused on more calls instead of better calls.
(A) FF (2) TF (3) FT (4) TT
4. True or false :-
(1) Sales department does not provide professional and personalized support to customers.
(2) Sales department provides accurate & complete information such as quotations, invoices & reports to customers & to the management.
(A) TF (B) FF (C) TT (D) FT
5. A budget represents an estimate of ______________ & ______________.
(1) Budget (2) Sales (3) Revenue (4) Cost
(A) 1, 2 (B) 2, 3 (C) 1, 4 (D) 3, 4
6. Budget can be mainly classified in ____
(1) Capital budget (2) Financial budget (3) Cost budget (4) Operating
(A) 2, 3 (B) 1, 4 (C) 3, 4 (D) 1, 2
7. State true or false :-
(1) Data mart can become isolated pools of data that are not consistent with the rest of the organization.
(2) Attempts to tie multiple data marts together to create a data warehouse can be expensive & complicated.
(A) FF (B) TF (C) FT (D) TT
8. State true or false :-
(1) In using a data warehouse, businesses want to examine problems and possible problems and determine their causes.
(2) In out sourcing warehousing activities results from reduction of fixed assets associated with physical warehouse (S) increase capacity for executing transactional and tactical warehouse processes & overall operating cost reduction.
(A) TT (B) TF (C) FF (D) FT
9. Channel marketing manager is responsible for_____
(1) Ensuring proper merchandising.
(2) Ensuring adequate stocking levels
(3) Running reseller education
(4) Setting up motivational contest to reward sales.
(A) 1, 2, 3 (B) 1, 3, 4 (C) 2, 3, 4 (D) All
10. The performance of a distribution channel can be assessed by considering _
(1) No. of performance dimensions (2) Channel effectiveness & efficiency
(3) Channel productivity (4) Channel profitability
(A) 1, 2, 3 (B) 2, 3, 4 (C) 1, 2, 4 (D) All
11. A wholesaler is an organization providing necessary means to :
(1) Allow _____ to reach organizational buyers
(2) Allow certain business buyers to ________ products which they may not be able to purchase otherwise.
(A) Suppliers (B) Purchase (C) distribution (D) Dealer
(a) 1, 4 (b) 3, 4 (c) 1, 2 (d) 2, 3
12. Because of awareness of social & environment issues, supply chain is increasing among.
(1) Public (2) Customers (3) NGO (4) Investors & media
(A) 1, 2 (B) 4 (C) 2, 3, 4 (D) All
13. Supply chain management focuses on the integration of activities across several companies to manage the flow of _
(1) Products (2) Services
(3) People (4) Equipment & facilities
(A) 1, 2 (B) 2, 3 (C) 1, 3, 4 (D) All
14. Supply chain is also concerned with ___________ of products.
(1) Recycle (2) Reuse (3) Final disposal (4) Consumption
(A) 1, 4 (B) 3, 4 (C) 1, 2, 3 (D) All
15. The development of an integrated supply chain requires the management of __________.
(1) Cost (2) Material (3) Information (4) Time
(A) 1, 3, 4 (B) 4 (C) 2, 3 (D) All
16. At each level of ISCM, the use of ___________ must be coordinated & harmonized as a whole.
(1) Facilities (2) People (3) Finance (4) Systems
(A) 1, 2 (B) 1, 3, 4 (C) 2, 3, 4 (D) All
17. Imperatives for the growth of supply chain –
(1) Enhanced customer execratory (2) Pressure for quick response
(3) Impact of globalization (4) Organizational integration
(A) 2, 3, 4 (B) 3, 4 (C) 1, 2 (D) All
18. Customer service could be examined under which element :-
(1) Pre – transaction (2) Semi – transaction (3) Transaction (4) Post - transaction
(A) 2, 3 (B) 2, 3, 4 (C) 1, 3, 4 (D) All
19. Basic process of EDI involves
(1) Directing & gathering data (2) Commutation of data
(3) Converting data into standard formats (4) Actual transmission of data
(A) 1, 2, 3 (B) 1, 3, 4 (C) 2, 3, 4 (D) All
20. EDI helps in making common business documents such as :-
(1) Quotations (2) Purchase orders
(3) Invoices (4) Shipping notices
(A) 2, 3 (B) 3, 4 (C) 2, 3, 4 (D) All


PART-C
1. True or false :-
(1) The job of missionary sales representative will be in the form of training or preparing personnel to take on actual sales work later on.
(2) In missionary sales there is no need to sell the goods.
(3) The personnel who sell the products should believe in the products they sell and without this understanding it will be a difficult task for them to sell.
(A) FTT (B) FFT (C) TTT (D) TFT
2. True or false :-
(1) Benefit to sales executive is competitive compensation & full benefit package, including executive, incentive trip for high achievers that possess the drive & ambition to surpass yearly quotas.
(2) For increasing the performance of sales team performance standards must be established.
(3) Every salesperson has his or her own personal motivators.
(A) TFF (B) FFF (C) TTT (D) FFT
3. State true or false :-
(1) Budget helps in reducing wastage and losses by revealing them in time for corrective action.
(2) Budget cannot be used in the process of evaluating the performance of managers.
(3) Budget serves as a means of educating the managers.
(A) FTT (B) TFT (C) TTF (D) FTF
4. State true or false :-
(1) The exploration of any market opportunity commences with marketing forecasts which identify the overage potential and market segmt volumes available the price / volume combinations and the profits of both the customers & resellers
(2) The important characteristics of the decision usually concern the relationship between fixed & variable cost, both initially throughout the product forecast life cycle.
(3) The implications for logistic decisions are for high levels of service in terms of availability and delivery reliability, failure to do so may strong market position.
(A) TTT (B) TFF (C) FTT (D) FTF
5. State true or false :-
(1) A channel to market is the method of getting product into the customer’s hand.
(2) Indirect or channel sales refers to sales through a reseller.
(3) Channel conflict occurs when the vendor and the reseller or different reseller types compete for the same business.
(A) TFF (B) TTF (C) TTT (D) FFT
6. State true or false :-
(1) If you are selling a product that requires a lot of training, installation and support, then you may go direct until you get your resellers trained & certified.
(2) As the market technology adoption changes & products that used to require support become easier to use, and customers known what they want – them you may go indirect.
(3) Some customer require mandates a direct relationship with the vendor to ensure their needs are met.
(A) TFT (B) TTF (C) FFT (D) FFF
7. State true or false :-
(1) Multiple surveys and audits decreases costs.
(2) Disagreements with in an industry on a small number of issues can outweigh agreement on the vast majority of issues.
(3) Lack of focus on management systems fail to create long term behavioral and sustainable change.
(A) FFT (B) TFF (C) TFT (D) TTT
8. State true or false :-
(1) Capacity-bulling programs for suppliers are not essential to success.
(2) Wholesaling is defined as the activities involved in selling to organizational buyers.
(3) According to the 2002 census of wholesale trade, there are over 4,30,000 wholesale operations in the united states.
(A) TFF (B) FTT C) FTF (D) TFT
9. State true or false :-
(1) A supply chain is a network of facilities and distribution options that performs the junctions of procurement of materials, transformation of these materials into intermediate and finished products and the distribution of these finished products to customers.
(2) The integration of business processes from end user through original suppliers, that provide products, services and information that add value for customers.
(3) SCH aims to reduce sales, increase costs, and make frill use of assets by streamlining the interaction and communication of all participants along the supply chain
(A) TTF (B) FTF (C) TFT (D) FFF
10. State true or false :-
(1) The tactical perspective focuses ion the means by which the strategic objectives may be realized.
(2) Objective for each element of the supply chain does not provide the directions for achieving balance within the supply chain.
(3) The tactical perspective involves identifying the necessary resources with which the balance may be achieved.
(A) FFT (B) TTF (C) FTF (D) TFT
11. State true or false :-
(1) Customer service has received considerable importance owing to the recognition that if a product or service is not delivered to a customer when he needs it the sale will he lost to a competitive or if he offers a close substitute.
(2) (2) Example of transaction element of customer service is product & delivery reliability.
(3) (3) The post – transaction elements of customer service are not supportive tool the product, while in use.
(A) TFF (B) TTF (C) TFT (D) FTF
12. State true or false :-
(1) The pressure for quick response is due to shortened product life cycle, customer’s drive for reduced inventories and volatile markets making reliance on forecasts dangerous.
(2) For the effective supply chain, a company must have the right technology and the support of the best suppliers for it to work.
(3) Too many companies continue to use outdated financial yardsticks as the role indicator of the success of a project or of the business.
(A) TFF (B) FTF (C) TTT (D) TTF
13. State true or false :-
(1) Flexibility and responsiveness have become key business drivers for the 21 century, forcing businesses to orient themselves along processes instead of functions.
(2) Supply chain management enabled by advances in technology aims to develop a technical infrastructure linking technology & people.
(3) The integration of technology in SCH is aimed at leveraging information tools.
(A) TFF (B) TTT (C) FFT (D) TFT
14. State true or false :-
(1) FAX & E – MAIL are considered to be a part of EDI because they support automation facilities & information.
(2) With the help of EDI all human effort required to sort & transport the documents are eliminated.
(A) FF (B) FT (C) TF (D) TT
15. State true or false :-
(1) EDI has an effect on investment, particularly investment in the form of inventory.
(2) Of EDI implemented properly and utilized efficiently, a fully integrated EDI solution adds speed & efficiency to business process.
(3) Intranet / extranet competitive pressures are ever increasing in global manufacturing environments.
(A) TFF (B) TFT (C) TTT (D) FFF