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Sales and Retail Management

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Sales and Retail Management
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  1 These employees are well-educated, well-trained professionals who work to build and maintain long-term customer relationships by listening to their customers, assessing customer needs, and organizing the company's efforts to solve customer problems. Who are these employees? A.   salespeople B.   account development reps C.   district managers D.   all of the above 2. Of the following, which is the least creative sales position? A.   order getter B.   account development rep C.   account executive D.   order taker 3. ________ involves two-way, personal communication between salespeople and individual customers  –  whether face-to-face, by telephone, through video or Web conferences, or by other means A.   Direct marketing B.   Advertising C.   Personal selling D.   Integrated marketing communication 4. What is the role of a chief revenue, or chief customer, officer? A.   to oversee both marketing and sales B.   to oversee marketing C.   to represent the company to customers D.   to represent customers to the company 5. Of the three typical types of sales force structures, which one is often supported by many levels of sales management positions in specific geographical areas? A.   complex systems B.   territorial C.    product D.   customer 6. Which of the following is not a disadvantage of a product sales force structure? A.   salespeople spending time to see the same customer's purchasing agents B.   increased customer delivery time C.   overlapping use of resources with big customers D.   extra selling costs involved with multiple sales visits from separate divisions 7. Members of a company's ________ travel to call on customers in the field. A.   complex sales force B.   inside sales force C.   customer sales force D.   outside sales force 8. Which activity is not typical for a sales assistant? A.    provide technical support B.   call ahead and confirm appointments C.   complete administrative tasks D.   answer customers' questions 9. In many cases today, a major reason to adopt team selling stems from changes in ________. A.   customers' buying organizations B.   technological capabilities C.   competition  D.   fewer skilled salespeople 10. All of the following are problems associated with the poor selection of salespeople except which one? A.   disrupted customer relationships B.   less productivity C.   costly turnover D.   less office support Answer of Multiple Choice Questions 1. (D) 2. (D) 3. (C) 4.(A) 5.(B) 6.(B) 7.(D) 8(A) 9(A) 10(D) 1. In terms of the 'anatomy of a product', there are three aspects to any product or service. These are the core benefit or service, actual product and _________ product. A.   augmented B.   auxiliary C.   ancillary D.    probable 2. Consumer products are purchased for personal consumption and classification is based upon consumer shopping habits. Which of the following is not defined as a consumer product? A.   Convenience products. B.   Supplies and services. C.   Speciality products. D.   Shopping products. 3. Which of the following benefits is not communicated and delivered by tangible product attributes? A.   Style. B.   Effectiveness of product. C.   Quality. D.   Design. E.   Features. 4. Branding assists buyers in numerous ways. Which of the following is not a direct consumer benefit derived from  branding? A.   Branding enables suppliers to attract loyal and profitable set of customers. B.   Brand names convey product quality. C.   Brand names increase shopper efficiency. D.   Brand names raise awareness and increase consumer interest. 5. What is defined as the product mix width? A.    Number of different variants of a product. B.   Total number of product items. C.   Defined by the number of product lines offered. D.    None of the above. 6. What elements constitute a brand? A.    Name, words or symbols, singly or collectively that distinguish one product from another. B.    Name, design, style, words or symbols, singly or collectively that distinguish one product from another. C.    Name, design, style, words or symbols, that distinguish one product from another. D.   Design, style, or symbols, singly or collectively that distinguish one product from another. 7. What is the brand mark? A.   Brand name or logo registered and protected for the owner's sole use. B.   Specifically the visual brand identity, consisting of design and symbols.  C.   The visual brand identity, consisting of design and symbols protected for the owner's sole use. D.   The legal name of an organisation. 8. To create and sustain the longevity of brands the product range needs to be managed in sympathy with changes in which of the following environments? A.   Customer and European environments. B.   Customer and competitive environments. C.   Competitive and European environments D.   European and international environments. E.   Client and customer environments. 9. The management of the changes to create and sustain the longevity of brands in relation to changes in the customer and competitive environment is achieved through which of the following two concepts? A.   Placing and replacing. B.   Positioning and repositioning. C.   Staging and re-staging. D.   Mounting and re-mounting. E.   Forging and re-forging. 10. At the introduction stage of the Product Life Cycle (PLC), which of the following are the marketers' two main  priorities? A.   Creating shelf space and generating awareness. B.   Launch planning and creating shelf space. C.   Launch planning and generating awareness. D.   Generating awareness and stimulating responses. E.   Stimulating responses and stimulating trial. Answer of Multiple Choice Questions 1. (A) 2. (B) 3. (B) 4. (A) 5. (C) 6. (B) 7. (A) 8 (B) 9 (B) 10 (D) 1. There are several predominant forms of retail ownership to be found. Which of the following are examples of these? A.   Independents; wholesalers; corporate chains. B.   Independents; corporate chains; contractual systems. C.   Independents; wholesalers; contractual systems. D.   Corporate chains; specialists; contractual systems. 2. There are many reasons why a department store allows another established high street retailer to have space on its  premises. Which of the following are examples of the general reasons for cohabitation? A.   Saves time for the customer; encourages cross trading; shortage of space; lack of suitable sites. B.   Encourages cross trading; shortage of space; corporate rationalisation. C.   Saves time for the customer; encourages cross trading; shortage of space; lack of suitable sites; corporate rationalisation. D.   Encourages cross trading; shortage of space; lack of suitable sites. 3. A marketing channel can be defined as which of the following? A.   The structure linking a group of individuals or organisations. B.   The flow of materials from one point to another. C.   The marketing link between a wholesaler and a retailer. D.   An advertising campaign to reach customers. 4. Each person in the distribution channel may be referred to as which of the following? A.   An interpreter.  B.   An intermission. C.   An intersector. D.   An intermediary. 5. Various functions are performed by the various types of intermediaries in return for their margins. Which of the following are examples of these functions? A.   Breaking bulk. B.   Storing products. C.   Product changes. D.   All of the above. 6. Which of the following are not examples of intermediaries? A.   Distributors. B.   Retailers. C.   Wholesalers. D.   Clients. 7. Distributors and dealers are intermediaries who do not generally do which of the following? A.   Add value. B.   Develop new products. C.   Give credit. D.   Give after sales service. 8. Which of the following is known as a short-channel? A.   Producer-wholesaler-retailer-consumer. B.   Direct to the consumer. C.   Producer-retailer-consumer. D.   Consumer-retailer-wholesaler. 9. ______________ are businesses whose sales primarily come from retailing. A.   Rack jobbers B.   Drop shippers C.   Retailers D.   Wholesalers 10. Which of the following retailing forms carries several product lines  —  typically clothing, home furnishings, and household goods with each line operated as a separate department managed by specialist buyers or merchandisers? A.   Supermarkets. B.   Department stores. C.   Convenience stores. D.   Specialty stores. Answer of Multiple Choice Questions 1. (B) 2. (C) 3. (A) 4. (D) 5. (D) 6. (D) 7. (B) 8 (C) 9 (C) 10 (B) 1. Which of the following retailing types is best characterized by such stores as ToysRUs, Petsmart, Staples, Home Depot, and SportChek? A.   Category killers. B.   Discount stores. C.   Off-price retailers. D.   Department stores.
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