Iibm - Sales and Distribution Management

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Sales and Distribution Management

Multiple Choices:

Q1. 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

Q2. 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

Q3. 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

Q4. These are preprogrammed computer packages, and are based on reality:

a. Role Playing

b. Case Studies

c. Simulation Games

d. Job Rotation

Q5. 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

Q6. 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

Q7. 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

Q8. This is the stage of the birth of multiple retail formats to please the customer.

a. Stage of Infancy (Child hood)

b....