BMKP303/03 SALES AND DISTRIBUTION MANAGEMENT

MAY 2018 – QUIZ 1

1. The sales function is different from the selling process for which reason?
A) The selling process is theoretical but the sales function is empirical.
B) The selling process is performed by sellers but the sales function is performed by buyers.
C) The sales function can only be carried out by salespeople, but the selling process refers to
many methods of selling.
D) The sales function refers to many methods of selling, but the selling process is carried out
by salespeople.
E) The sales function relies on metrics while the selling process relies on forecasts.

2. Which of the following is LEAST likely to influence a customer's purchase?

A) a personal relationship with the salesperson
B) the company selling the particular product they want.
C) a choice of ways in which they can buy the product
D) a competitive price for the product
E) the sales forecast from the company

3. Which of the following is a key difference between leading and managing?

A) Leadership focuses on change while management focuses on results.
B) Leadership focuses on results while management focuses on organization.
C) Leadership focuses on process while management focuses on product.
D) Leadership focuses on theory while management focuses on logistics.
E) Leadership focuses on action while management focuses on planning.

4. Which of the following traits does NOT have a positive relationship to leadership?
A) determination
B) intelligence
C) sociability
D) intelligence
E) artistry
Answer: E
Diff: 2 Page Ref: 49
Objective: LO1

5. What is the essential idea of the situational approach to leadership?

A) Leaders have different strengths, and different leaders will be better than others in certain
situations.
B) In order to lead effectively, a leader has to develop a strong style.
C) There is no one best style, and a good leader adapts to the demands of the situation.
D) A leader can adapt a situation to make better use of the leader's set of strengths.
E) The essence of leadership is maintaining strong leadership behavior even in the midst of
chaos.

6. The majority of the challenges sales executives have to face have to do with:
A) managing people
B) managing production
C) managing technology
D) managing ethics
E) managing women
BMKP303/03 SALES AND DISTRIBUTION MANAGEMENT
MAY 2018 – QUIZ 1

7. Ultimately, adequate training for salespeople leads to all of the following EXCEPT:
A) higher incomes for salespeople
B) deeper relationships between the company and the customers
C) better job satisfaction for the salespeople
D) more revenue for the company
E) more rapid product development

8. A supervisor's goal is:

A) to observe salespeople and help them improve the way they do their jobs
B) to observe salespeople and penalize them for mistakes they make on the job
C) to observe the sales department and make suggestions to upper management for ways
processes should be changed to be more efficient
D) to lead the sales department by determining what sales strategy should be for the different
types of accounts
E) to lead the sales department in sales each month so salespeople have a model to follow

9. Legitimate power differs from reward power in that:

A) legitimate power flows from character and personality, while reward power is given by
someone higher up in the organization
B) legitimate power can never be rescinded, while reward power is temporary
C) legitimate power is solely from the position in the hierarchy, while reward power is the
power to give praise and rewards
D) legitimate power is the power to promote another person to a higher position in the
organization, while reward power is the power to compensate another person with financial
or material rewards
E) legitimate power is rare, while reward power occurs in every organization

10. Informal power, power that results from an individuals personal qualities or skills,
includes:
A) expert power, reward power, and charismatic power
B) expert power, referent power, and charismatic power
C) expert power, referent power, and informational power
D) informational power, referent power, and reward power
E) informational power, reward power, and charismatic power

11. The skills required to be a good manager are:

A) similar to the skills required to be a good supervisor and leader
B) similar to the skills required to be a good salesperson
C) different across different industries
D) difficult to learn, but some people are born with them
E) the same now as they were a century ago

12. All of the following are types of training EXCEPT:

A) being given feedback and support during the sale process
B) going to a training center and listening to a live trainer
C) calling customers with no supervision
D) discussing new product features at weekly sales meetings
E) watching video sessions on the internet
BMKP303/03 SALES AND DISTRIBUTION MANAGEMENT
MAY 2018 – QUIZ 1

13. All of the following are the ongoing steps to developing an effective training program
EXCEPT:
A) identify the firm's training needs
B) assign ownership of the training program
C) develop the training program
D) deliver the training
E) assess the training effort

14. In order to develop an effective training program for sales employees, companies must
first determine:
A) what is the actual need for training
B) who will receive the training
C) who will conduct the training
D) how the training will be delivered
E) how much the training will cost
Answer: A
Diff: 1 Page Ref: 193
Objective: LO1

15. What are the three levels of information that need to be considered when determining
training objectives?
A) organizational, ability, and assessment
B) organizational, sales, and ability
C) organizational, task, and individual
D) knowledge, task, and skills
E) knowledge, skills, and abilities
Answer: C
Diff: 3 Page Ref: 194
Objective: LO1

TRUE or FALSE

16. The traits that are considered admirable in a leader are the same from country to country.

17. Leaders that are production centered tend to get a higher level of productivity from their
groups than do leaders who are employee centered.

18. Leading and managing are terms that can be used interchangeably.

19. Clear communication about which channels serve different customers is essential for a
company to employ a multi-channel sales approach efficiently.

20. It costs companies more per transaction to take orders through a website than with a
salesperson.