M Com 2nd year Advertising Sales Management Question Answer Paper

M Com 2nd year Advertising Sales Management Question Answer Paper

M Com 2nd year Advertising Sales Management Question Answer Paper
M Com 2nd year Advertising Sales Management Question Answer Paper

301. PIL stands for

(1) Public Interest Litigation 

(2) Public Information La 

(3) Primary Insurance Law 

(4) Patient of International

Ans.(1) Public Interest Litigation 

302. Which of the following day is celebrated as natio consumer day? 

(1) 10 December

(2) 24 January 

(3) 24 December

(4) 15 March 

Ans.(3) 24 December 

303. Consumer protection means

(1) safeguarding interest of consumers 

(2) safeguarding rights of consumers 

(3) protect ion against unethical malpractices 

(4) All of the above

Ans.(4) All of the above 

304. Which of the following is/are the means of consum protection? 

(1) Lokadalat

(2) PIL 

(3) Awareness programme 

(4) All of these

Ans. (4) All of these 

305. Which of the following can play an important role forti right to consumer education? 

(1) Consumer association 

(2) Education institutions 

(3) Policy makers

(4) All of these 

Ans. (4) All of these 

306. The most common business malpractice leading consumer exploitation include

(1) sales of duplicate goods 

(2) sale of substandard goods 

(3) hoarding and black-marketing 

(4) All of the above

Ans. (4) All of the above 

307. The best media of local advertisement is

(1) Television

(2) National magazine 

(3) Local newspaper

(4) Internet 

Ans.(3) Local newspaper 

308. Which of the following statement is not true? 

(1) Sales forecasting is base of Marketing planning 

(2) Advertising is waste 

(3) Trend method is not of sales forecasting 

(4) Sales Budget is relates to purchases

Ans.(1) Sales forecasting is base of Marketing planning

309. A motive becomes buying motive when the individual seeks satisfaction through the purchase of something.” Who said? 

(1) WJ. Stanton

(2) George R. Terry 

(3) H.H. Maynard

(4) J.H. Davis 

Ans.(1) W.J. Stanton 

310. Which of the following is not a function of sales forecasting? 

(1) Purchase Planning

(2) Inventory Planning 

(3) Production Planning 

(4) Transport Planning

Ans.(4) Transport Planning 

311. Salesmen’s performance can be evaluated by

(1) report on future activities 

(2) report on lost business 

(3) report on expenses

(4) All of these 

Ans. (4) All of these 

312. Sales control involves–

(1) selling expenses activities 

(2) volume of sale 

(3) cost of sale

(4) All of these 

Ans.(4) All of these 

313. Marketing inanagement is a separate branch from 

(1) product mix

(2) branding 

(3) advertising

(4) sales management 

Ans. (4) sales management 

314. For sales planning we frame

(1) Purchase programme 

(2) Sales programme 

(3) Advertisement programme 

(4) Budget programme

Ans. (2) Sales programme 

315. Method to remove objections of customers is

(1) Product replacement 

(2) Compensation 

(3) Questionnaire Method

(4) All of these

Ans. (4) All of these 

316. Sales forecasting is the key to integrated management.” Who said? 

(1) John D. Luth

(2) Houget 

(3) Davis

(4) Lazer and Kelly

Ans. (4) Lazer and Kelly 

317. Match the following

(1) World lever sales forecast (a) C.S.O. 

(2) National level sales (b) World Bank 

(3) Industry level sales forecast  (c) Related ministry

(1) 1-B, 2-A, 3-C

(2) 1-A 2-B, 3-C 

(3) 1-C, 2-B, 3-A 

(4) 1-A, 2-C, 3-B

Ans.(2) 1-A, 2-B, 3-C

318. Meaning of performance appraisal is

(1) Appraisal of capacity 

(2) Appraisal of abilit 

(3) Appraisal of responsibility 

(4) All of these

Ans. (4) All of these 

319, Which of the following is the type of V-interview

(1) Final interview-rating basis 

(2) Group interview 

(3) Stress interview

(4) All of these 

Ans.(4) All of these 

320. Which of the following is the department of a sol organisation?

(1) Sales promotion department 

(2) Training department 

(3) Credit department

(4) All of these 

Ans. (4) All of these 

321. The department of sales is

(1) retailing sales department 

(2) wholesale sales department 

(3) export department 

(4) All of these

Ans. (4) All of these 

322. Which of the following is group training?

(1) Sales training conferences 

(2) Sales demonstration 

(3) Sales dramatisation 

(4) All of these

Ans.(4) All of these 

323. In which type of sales organisation all the powers are centred in? 

(1) High class authority 

(2) Manager 

(3) Customer and employee 

(4) Staff

Ans. (1) High class authority 

324. The departmentalization of a sales organisation

(1) accounts department 

(2) sales department 

(3) wage

(4) cost 

Ans. (2) sales department 

325. Sales quota is a–

(1) control activity of sales management 

(2) product 

(3) service 

(4) department

Ans. (1) control activity of sales management 

326. Which of the following is not in the right sequence in a line sales organisation? 

(1) General Sales Manager 

(2) Salesman 

(3) Regional Sales Manager 

(4) Sales Supervisor

Ans. (2) Salesraan

327. Increase in sales cost, shortage of experienced salesmen And difficulty in contacting prospective customers at their convenience are the main ………. of personal selling. 

(1) Merits

(2) Demerits 

(3) Qualities

(4) None of these 

Ans. (2) Demerits 

328. Which of the following is a best method of remuneration of salesmen? 

(1) Straight salary plan

(2) Straight commission plan 

(3) Salary and commission plan 

(4) Bonus method

Ans.(3) Salary and commission plan B

329.”Good Salesmen are not born but made by properly organised and directed sales training programme.” Who said? 

(1) George R. Collins

(2) Lopes 

(3) B.R. Canfield

(4) Heggarty 

Ans. (3) B.R. Canfield 

330. Sales forecasting involves

(1) sales pricing

(2) sales planning 

(3) distribution channels 

(4) All of these

Ans.(4) All of these 

331. Which of the following is a valuable tool that gives a direction to a company with regard to its targeted sales? 

(1) Sales budget

(2) Sales forecast 

(3) Sales quota

(4) Sales volume 

Ans. (1) Sales budget 

332. A sales territory is a ………. grouping of customers. 

(1) geographical

(2) physical 

(3) chemical

(4) hypothetical 

Ans. (1) geographical 

333. Sales forecasting means

(1) to sale product 

(2) to storage product 

(3) the quantity of sales that to be sold in future 

(4) All of the above

Ans. (3) the quantity of sales that to be sold in future 

334. Sales forecast implies– 

(1) an estimate of the maximum possible sales opportunities present in a particular market segment 

(2) an estimate of sales, in physical units in a future period 

(3) both (1) and (2) 

(4) Only (1) 

Ans. (3) both (1) and (2)

335. Sales quotes may be expressed as in

(2) volume terms 

(1) monetary terms

(4) physical term

 (3) both (1) and (2)

Ans.(3) both (1) and (2) 

336. ……… translates the marketing plan into marko. performance.

(2) Accounting management

(1) Marketing management 

(3) Finance management

(4) Sales management

Ans. (4) Sales management 

337.) “Successful salesmanship is often said to be 90% preso Preparation and 10% presentation.” Who said? 

(1) Canfield

(2) Heron 

(3) Simon Majaro

(4) W.M. Thompson 

Ans.(1) Canfield 

338. Conversation with customers, demonstration of goods, removal of customer’s doubts etc. are the part of ……. 

(1) Sates Promotion

(2) Advertisement 

(3) Personal selling

(4) After-sales-service 

Ans.(3) Personal selling 

339. Need of sales force control is to

(1) Achieve sales goals 

(2) Get maximum sales at minimum cost

(3) Improve conditions 

(4) All of the above

Ans. (4) All of the above 

340. Which of the following is not a group training method? 

(1) Group discussion

(2) On the job training 

(3) Sales conference

(4) Special courses 

Ans. (1) Group discussion 

341 Recruitment is the active search for the best available candidates for sales position.” Who said? 

(1) Edwin B. Flippo

(2) Viktor P. Buell 

(3) Michael J. Jucius

(4) Dale Yoder 

Ans. (2) Viktor P. Buell 

342. The market demand for a product is also known as

(1) market demand line 

(2) market demand circle 

(3) market demand arc 

(4) market demand curve

Ans. (4) market demand curve 

343. Which of the following is/are the type of sales forecast the basis of time frame? 

(1) Short-range

(2) Long-range 

(3) Perspective planning forecast 

(4) All wose 

Ans. (4) All of these

14. Macro-forecasting is concerned with forecasting markets in

(1) fragmentation

(2) segmentation 

(3) totality

(4) partiality 

Ans.(3) totality 

345. A common method of preparing sales forecast consists of –

(1) prepare a macro-economic forecast 

(2) prepare on industry sales forecast

(3) prepare a company sales forecast 

(4) All of the above

Ans.(4) All of the above 

346. The first stage in creating the sales forecast is to estimate

(1) market demand

(2) profit 

(3) wealth

(4) prospect 

Ans. (1) market demand 

347. On the basis of time frame of the forecastsales forecast can be grouped into ………. types. 

(1) two

(2) three 

(3) four

(4) five 

Ans. (2) three 

348. The types of sales forecasting include

(1) micro-forecasting

(2) macro-forecasting 

(3) both (1) and (2)

(4) minor-forecasting 

Ans.(3) both (1) and (2) 

349. Competition involves

(1) quality of product or service

(2) price level 

(3) marketing policy

(4) None of these 

Ans. (4) None of these 

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