IIBM – Sales Management Answer sheet

Q1. Sales executives have responsibilities for coordination which involves

1. Individual
2. The organization
3. The company
4. None of the above

Q2. Who researched buyer-seller Dyads in the Life Insurance business

1. Hanri Tosi
2. McMurry
3. Arnold
4. Franklin Evans

Q3. The formula for calculating Gross Margin is

1. Sales – Cost of sales
2. Gross profit – Cost of sales
3. Sales – Expenses
4. None of the above

Q4. Coach- and – pupil method is

1. Company Information
2. Sales Technique
3. On – the – just Training
4. Both (a) & (c)

Q5. Term in which ratio measures the effectiveness of sales personnel in securing order

1. “Lowering Average”
2. “Batting Average”
3. “Multiple Average”
4. None of the average

Q6. The district sales manager and planning report is called

1. Manager plan
2. District plan
3. District sales plan
4. None of the above

Q7. Numerical expression indicating the degree to which one or more factors associated with a given product demand is

1. Sales Index
2. Product Index
3. Market Index
4. Company Index

Q8. The event that strengthens the buyer\’s tendency to make a particular response is called

1. Reinforcement
2. Cue
3. Drives
4. Both (a) & (b)

Q9. 2 Types of drive in the learning process are

1. Innate and learned drive
2. Mutual and learned drive
3. Innate and mutual drive
4. None of the above

Q10. The weak stimuli that determine when the buyer will respond

1. Cue
2. Response
3. Drive
4. None of the above

Part Two:

Q1. Write a short note on “Sales Resistance”.

Q2. What is “Controlling Selling Expenses”?

Q3. Write a short note on “Product Line Policy”.

Q4. What do you understand by “Straight-Commission Plan”?

Q5. Evaluate the Allen Specialty Company’s organization and plan for coordinating sales and advertising.

Q6. How should Biggerstaff answer Halloram’s complaint?

Q7. Evaluate Holden’s recruiting program, suggesting whether or not the company should have continued its college recruiting of sales engineers.

Q8. What criteria should a good sales engineer should implement to uplift the company sales?

Q9. Write in brief about the motivation of sales personnel.

Q10. Write in brief about setting up a sales organization.

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