Sikkim Manipal University

Model Question Paper

Subject: Sales, Distribution and Supply chain management
Subject code: MK0001.
Total Time: 1 hour Total Marks: 70
Notes:

1. Question paper is divided into three parts i.e. Part A, Part B, and Part C.

2. Part A consist 20 questions of 1 mark each

3. Part B consist 11 questions of 2 marks each.

4. Part C consist 07 questions of 4 marks each.

5. All questions are compulsory

Part A (One Mark Questions).

1 In --- selling sales people will have areas or specific geographical locations assigned for them and
specific accounts will also be designated.

a. Business selling

b. technical selling

c. trade sales

d. Missionary sales

2 ------------ the sales representative are responsible for selling the manufactured goods to the
wholesale dealers as well as retail traders.

a. Business selling

b. technical selling

c. trade sales

d. Missionary sales
3. Present new idea to decision makers is -----skills of sales executive

a. Communication

b. Influence and persuasion

c. Negotiation

d. Prioritizing and goal setting.

4. Communicate high value of services over the competition is a part of

a. Communication

b. Influence and persuasion

c. Negotiation

d. Prioritizing and goal setting.

5. A key factor in the retail purchase of jewellary is the customer‟s confidence in the-----------------

a. store

b. durability

c. Availability

d. sales associate.

6. All store employees are set ----- performance standards and commit to goals

a. Daily

b. Weekly

c. Monthly

d. Yearly

7. ------------are directed towards proposed expenditures for new projects and often require special
financing

a. capital budget

b. Marketing budget

c. Finance budget

d. HR budget

8. Budgeting is closely connected with-----------

 a. Planning

b. Implementation

c. control

d. Directing

9. Inbound logistics is

a. a flow material from manufacturer to distributor

b. a flow of material from distributor to retailer

c. a flow of goods from retailer to consumer

d. a flow of raw materials from suppliers to manufacturers.

10. ---------------- plays dominant role in SCM.

a. Production

b. product development

c. logistics

d. competitors

11. ---------------- marketing is responsible for ensuring that product in distributor and reseller locations
gets sold out.

a. channel

b. Tele

c. online

d. POS

12. A channel marketing manager is typically responsible for the ------------- function.

a. sell in

b. Sell through

c. sales budgeting

d. sales control

13. Kiosk is an example of

a. wholesaling
 b. retailing

c. franchising

d. Buying organizations

14. Department stores are examples of

a. wholesaling

b. retailing

c. franchising

d. Buying organizations

15. ------ supply chains have agenda for produce to optimize the capacity and labour.

a. Self monitored supply chains

b. Outsourced supply chains

c. Production oriented supply chains

d. financial oriented supply chain

16. ---------- are known as cash to cash cycle

a. Self monitored supply chains

b. Outsourced supply chains

c. Production oriented supply chains

d. financial oriented supply chains

17. The --------- perspective involves identifying the necessary resources with which the balance may be
achieved

a. human resource

b. financial

c. tactical

d. system

18. The ---------- is supply chain development in which the supply chain strategy and plans for
implementation are evolved.

a. first phase
 b. second phase

c. third phase

d. fourth phase

19. Supply chains can be tremendous assets to companies and their vendors but often they come with a
_____________.

a. Place

b. Price

c. Product

d. Promotion

20. ____________ has led to greater emphasis on customer service.

a. Demand

b. Supply

c. Promotions

d. competition

Two Marks questions:

21. ------------------ is recognized as a low cost and effective method for communicating with corporate
customers due to increasing cost.

a. personal selling

b. Sale promotion

c. Public relations

d. direct marketing

22. -------- in which poor performers must make a decision themselves to either recommit themselves to
perform the necessary behaviours and activities leave the company immediately

a. the intersection of choice

b. follow the leader

c. stepping up

d. Desk jockey
23. Number of FTE terminations divided by total number of FTE at the beginning of the performance
period is

a. Revenue per full time equivalent

b. Compensation cost as a percentage of revenue

c. Turnover percentage

d. Operating profit percentage

24. No system of planning can be successful without having an ---------- and ----------------- system of
control

a. Effective and productive

b. effective and efficient

c. efficient and productive

d. effective and strategic

25. Companies have implemented supply chain philosophies and tools to ensure -------- competitiveness

a. product

b. price

c. place

d. promotion

26. Any party which exerts significant influence over the purchase decision is known as

a. End customers

b. Key influencers

c. Suppliers

d. Marketing channels

27. In commerce, a retailer buys goods or produce in large quantities from -----------------, either directly
or through wholesalers and then sells individual items or small quantities to the general public

a. wholesalers

b. retailers

c. organization buyers

d. manufacturers
28. -------------------- management directs and transforms a firm‟s resources in order to design, purchase,
produce and deliver high quality goods

a. production

b. financial

c. supply chain

d. operational

29. The -------- management approach enables a company to respond to market changes

a. Financial

b. production

c. value chain

d. research and development

30. Product warranty is a element of

a. Pre transaction

b. Transaction

c. Post transaction

d. External factors of transaction

31. ___________contains division wide information and cheaper than data warehouse.

a. Data mining

b. Data collection

c. Data synthesis

d. Data mart

Four Marks questions

32. Match the following

1. Building product awareness a. experience a product

2. Creating interest b. educate customers

3. Stimulating demand c. builds long term relationship

4. reinforcing the brand d. convince customer to purchase the product

 a. 1-b, 2-a, 3-d, 4-c

b. 1-c, 2-d, 3-a, 4-b

c. 1-d, 2-a, 3-b, 4-c

d. 1-b, 2-a, 3-c, 4-d

33. State whether the following statements are true (T) or false (F)

1. Employees incentive programs are a „one size fits all‟ proposition

2. If you need to continuously bribe a person to sell, you‟ve probably hired the wrong person

3. By “extraordinary information” we mean information one can‟t get any other way.

a. 1-T,2-F,3-F

b. 1-T,2-T,3-F

c. 1-F,2-T,3-T

d. 1-F,2-F,3-F

34. Match the following

1. Air transport a. Ideal for transporting coal and steel

2. Sea transport b. it is useful in point to point service.

3. Rail transport c. delivers the goods in 24 to 48 hours.

4. Road transport d. ideal for transporting heavy and bulky goods

a. 1-b, 2-c, 3-d, 4-a

b. 1-c, 2-d, 3-a, 4-b

c. 1-d, 2-a, 3-b, 4-c

d. 1-a, 2-c, 3-d, 4-b

35. Read the following sentences and answer the questions

1. Shopping generally refers to the act of buying products

2. Sales and distribution management need not to take care of ethical issues

a. Both statements are true

 b. Only statement 1 is true

c. Only statement 2 is true

d. Both statements are wrong

36. Read the statement and answer the below

1. Production is not a key constituent of SCM

2. Achieving a fine balance between overstocking and under stocking is the biggest challenge of
SCM

a. Both statements are right

b. Only statement 1 is right

c. Only statements 2 is right

d. Both statements are wrong

37. State whether following statements are True (T) or False (F)

1. The post transaction elements of customer service are generally supportive of the product
while in use.

2. A supply chain should wait for a problem to arise and then deal with it,

3. Supply chain often suffers because either one or several links in the chain are unable or are
resistant to change.

4. The common benefit of co market ships are shorter delivery lead times.

a. 1-T, 2-F, 3-T, 4-T

b. 1-T, 2-T, 3-F, 4-T

c. 1-T, 2-T, 3-T, 4-F

d. 1-F, 2-T, 3-T, 4-T

38. State whether following statement are True (T) or False (F)

1. E-commerce begins with designing product.

2. E- procurement is online purchase of material.

3. Ariba offers E-procurement solutions.

4. E-procurement is facilitated by e-market places.

a. 1-T, 2-T, 3-F, 4-F

b. 1-T, 2-T, 3-F, 4-T

c. 1-F, 2-T, 3-T, 4-T

d. 1-F, 2-F, 3-T, 4-T