Analysis of markets thoroughly, including product and market research. A sales department must develop and implement a protocol to sell a product or service that is suitable to the nature of that product or service while connecting it with prospective customers or clients. Plagiarism Prevention 4. c. Notwithstanding these differences, a sales manager is to perform following functions: 1. Image Guidelines 5. 2. The sales department was the one currently under discussion, and Clyde Brion, the general sales manager, was the focus of attention. What is the purpose of a market tracking study? Take for exampl… Supervising and evaluating the sales force. This paper. A. MCQ on recruitment and selection with answers is discussed here. Accurate market or sales forecasting and planning the sales campaign, based on relevant data. Disclaimer 9. C) to determine the relationship between several variables The … “Sales are the life blood of business,” Sales organisation is part and parcel of a business firm. Sales organisation is a foundation for effective sales planning and sales policies. Fundamentals of Organization and Management MCQ's. Consumers are the kings. It is about collaboration, in ways that can unify your sales organization. It has to undertake sales promotion activities. 3. Marketing conditions have to be studied so as to adjust the business according to the changing market conditions. _____ is the application form to be filled by the candidate when he goes for recruitment process in the organisation. MCQ’s Unit-I: Introduction to Sales and Distribution Management 1. d. strategy implementation. Sales, or the sales department, can be seen as the linchpin of an organization. The salesperson plays a … Increasing sales means progress of the firm. _____ involves identifying activities management feels the salespeople should perform to produce the desired results. 4. Order preparation and office recording. 6. Free PDF Download of CBSE Business Studies Multiple Choice Questions for Class 12 with Answers Chapter 5 Organising. Generating profits. 2. Fundamentals of Organization and Management MCQ's. d. strategy implementation. They must be satisfied in the market which is full of competitors with products for similar use. 1. It has to collect marketing information through market research and other sources. In other homes where the personality of the head of the household dominates the activities and spirit of the members the opposite occurs. In case of small firms, the proprietor does this exercise himself or with the help of a few salesmen under his direct supervision and control, and so, the need for sales organization does not arise. To enforce proper supervision of sales-force. MCQ in Engineering Management Part 4 as one of the General Engineering and Applied Sciences (GEAS). 9. B) define the organization's purpose in society. Sales force organization is the process of allocating and managing sales resources to meet sales and marketing objectives. READ PAPER. Which of the following is not an advantage of strategic management? _____ is an objective assessment of an individual's performance against well-defined benchmarks. This multiple choice question on HRP an integral part of Human Resource Management is very helpful for post-graduate and graduate students like MBA, BBA, B.COM and other exams like NET, SET etc. A segment of an organization is referred to as a service center if it has? The grouping of activities into positions and the charting of relationships of positions causes the organization to take on structural form. Adoption of a selfishly sound but defensible sales policy. The more is the sales, the more is the profit. A short summary of this paper. According to Boiling, “A good sales organisation is one wherein the functions or departments have each been carefully planned and co-ordinated towards the objective of putting the product in the hands of the consumers—the whole effort being efficiently supervised and managed, so that each function is carried out in the desired manner.”, “A sales organisation is like a power station sending out energy, which is devoted to the advertising and selling of particular lines; and there is a tremendous waste of energy between the power station and the points where it reaches the consumers. a. It has to lay down a clear and sound selling policy, i.e., policy relating to the methods or channels of distribution, terms and conditions of sale, prices of the products, the rate of trade and cash discounts, conditions regarding the return of goods, the period of credit, the mode of payments, etc. Performance Appraisal - MCQs with answers - Part 1 1. Download Full PDF Package. a. direct marketing channel b. indirect marketing channel c. forward channel d. fashion channel 2. Let the buyer beware c. Caution buyer d. None of the above (Ans: d) 28. It helps improve the political, economic, social and technological environment of the organisation . A short summary of this paper. Effective advertising campaign has to be undertaken to inform the consumers about the availability of the products and their special attributes. Arranging for advertising and publicity. However, the said purpose entail other tasks including attracting leads and reducing costs. 7. Content Guidelines 2. if you look at, the importance of sales management is rising day by the day. a. Caveat Emptor b. 2. 13. Skip to main content MCQ-Adda Subscribe. This post covers marketing multiple choice questions with answers and explanation. a. Behaviour b. Organisational behaviour c. Workplace misbehaviour d. Organisational citizenship behaviour View Answer / Hide Answer It is also concerned with the selling routine i.e, it has to do the routing work relating to the sale of goods, such as answering the inquiries, accepting the orders, execution of the orders, sanctioning of credit, preparation of invoices and bills. The AMC’s purpose is to ensure that standards of education, training and assessment of the medical profession promote and protect the health of the Australian community. A) to measure some variable of interest, such as market share or unit sales over time. Practice for BBA or MBA exams using these MCQ. 13. Marketing MCQ Marketing Chapter 2 Ensuring that the company achieves the sales, profits, and other goals set out in its annual marketing plan is the purpose of _____. Your clients have every reason to trust you – and no longer to distrust you. c. strategy formulation . Organising […] Various forms of sales organization structure can be line organization, line and staff organization functional sales organization, committee form of sales organization. Sales Management was originally meant for sales personnel i.e it had a narrow perspective of directing the sales personnel of an organization. Selling is no longer about competition – with your clients, competitors, or your partners. These Marketing MCQs are equally useful for students for MBA, … E. Nasir. You may also Like: HR Policies MCQs with answers. 2. 11. The main functions of a sales organization are given below: 1. Selling departments are the ears of the business concern. Multiple choice Questions on Production and Operations Management. or. If the initial purpose for which the organisation was established is achieved, there can be additions/deletions in the existing objectives so that organisation continues to operate. A sales organization performs a number of functions. An organisation that was initially established to look after war victims at the time of World War changed its objectives to look after social and public health once the war was over (The Indian Red Cross Society). or. The sales organization is concerned with planning, controlling of activities such of recruitment of employee, training the employees, equipping, assigning, rating, supervising, paying and motivating the sales force. 2. Overall, the sales and profit results were satisfactory, but the executives noted what they thought was a problem in two Louise Shannon was the rep, and the other was in Chicago, which was Henry Sadowski‟s territory. Sales programmers and sales promotion activities. It performs the functions of planning, organizing and controlling marketing and distribution of products. b. They help define a target; this further facilitates motivation and enhanced performance. Outstanding bills have to be collected. They generate revenue for the organization. 8. A sales organisation is the mechanism through which a sales manager’s philosophy is translated into action. a. Like any group a business organisation has its own culture, traditions, and to some extent its own language and climate.” —Hepner, “A sale organisation is like a power-station sending out energy which is devoted to the advertising and selling of particular lines and there is a tremendous waste of energy between the power station and the points where it reaches the consumers. They convey the complaints and suggestions of the customers to the producers for the further improvement in the goods and also for providing efficient service to customers. The Purpose of Sales. C) define the operational structure of the organization. Sales Organization | Definition | Meaning | Importance | Need | Functions, Trade Associations | Definition | Features | Functions | Advantages, Total Promotion Budget | Methods of determining budget for promotional expenditure, Social Responsibility of Business | Meaning | Need, Advantages and disadvantages of pool organizations, Chambers of Commerce | Need | Functions | Benefits, Sales Promotion Programs | Consumers Promotion | Dealers Promotion, Weaknesses of Trade Union Movement in India and Suggestion to Strengthen, Audit Planning & Developing an Active Audit Plan – Considerations, Advantages, Good and evil effects of Inflation on Economy, Vouching of Cash Receipts | General Guidelines to Auditors, Audit of Clubs, Hotels & Cinemas in India | Guidelines to Auditors, Depreciation – Meaning, Characteristics, Causes, Objectives, Factors Affecting Depreciation Calculation, Inequality of Income – Causes, Evils or Consequences, Accountlearning | Contents for Management Studies |. They help to control sales expenses for customer acquisition. The fundamental purpose of an organization’s mission statement is to a. create a good human relations climate in the … 11. An organisation's general expression of its overall purpose is known as its: A. objective B. vision C. goal D. mission Which of the following terms correctly complete the definition: Operational strategies are about how the component parts of an organisation deliver strategies in terms of _ _ and _____. It provides organisations with a clearer sense of direction and purpose . b. Social. This unit of the firm is concerned with the distribution of goods. Purpose is the organization’s reason for being. As mentioned before, salespeople bridge the gap between customer needs and the product/service that fulfils that need. “Organisation is the form of every human association for the attainment of common purpose.” Louis A. Allen: “Organisation is the process of identifying and grouping the works to be performed, defining and delegating responsibility and authority and establishing relationship for the purpose of enabling people to work more effectively together in accomplishing objectives.” Modem sales organisation is not only profit-oriented but also customer-oriented. Definition: According to H.R. 12. Ans. for the products. ... MCQ Examination is a computer-administered fully integrated multi-choice question examination delivered in one 3.5-hour session in examination centres worldwide. 2. B) to determine if consumers switched brands from one time period to the next. Blood circulation of a human body keeps a man alive and in sound health. MCQ’s Unit-II: Organizing the Sales Force 1. As such it ensures maximum efficiency and profitability without losing consumer service and satisfaction. one where the functions are carefully planned and coordinated towards the objective of putting the product in the hands of the consumers, where each and every effort is carefully managed to see that the functions are carried out as desired. E. Nasir. The fundamental purpose for the existence of any organization is described by its a. policies ADVERTISEMENTS: b. mission c. procedures d. strategy Ans. c. strategy formulation . So, the notion of the general purpose of the said solution is mostly abstract. 3. Avon, Amway, and Tupperware use which of the following forms of channel distribution? c. The following are the important functions of a sales organisation: 1. Preparation of customer’s record cards. They provide a standard to measure the performance. The importance of the sales organisation, in brief, is: 1. Copyright 10. “Sales are the life blood of business”. When sales department is set up in an organization it follows one of these general structures – Line, Line and Staff, Functional and Committee. 4. Refers to forecasting the future sales of a given product, ... A type of promotion where a paid message appears in mass media for the purpose of informing or persuading people about particular products, services, beliefs, or action. In short, sales organization is concerned with profitable and efficient distribution of goods and services to the ultimate consumer. The sales function in a business is a basic function. The fundamental purpose for the existence of any organization is described by its a. policies b. mission c. procedures d. strategy Ans. Packaging for the consumer wants a container which will satisfy his desire for attractive appearance, keeping qualities, utility, and correct price and many other factors. Students can solve NCERT Class 10 Social Science Globalisation and the Indian Economy MCQs with Answers to […] When you see the purpose of selling is to improve the client’s business, things change fundamentally. 9. All sales document are created for a sales organization only. Free PDF Download of CBSE Business Studies Multiple Choice Questions for Class 12 with Answers Chapter 1 Nature and Significance of Management. Manufacturers produce goods for consumers. After sales service refers to various processes which make sure customers are satisfied with the products and services of the organization. 8. The design of a rational organisation structure. Being b. It is OK for an organization to begin by defining a generalized approach to their process. The field of sales management includes the following tasks: 8. 5. Sales organisation co-ordinates the efforts of members of a group to bring about a desirable result. All sets are usefull in the preparation of subject tests for employment or admission. What is the Purpose of Organizational Structure?. 6. MCQs of Sale of Goods Act 1930 are given in Solved MCQs format related to the Sales, fundamentals of sale, rights of buyer and seller and about the contract of sale are given here. Basic Types of Sales Organisations Sales organisations are generally classified into four basic types: • Line Organisation • Line and staff organisation • Functional organisation • Horizontal organisation We shall discuss main characteristics, advantages, and disadvantages of each type of sales organisation It has a planned and well co-ordinated structure. Strategic Management MCQ Questions and answers with easy and logical explanations. Ans. b 2. Students can solve NCERT Class 12 Business Studies Organising MCQs Pdf with Answers to know their preparation level. Strategic Management MCQ: Multiple Choice Questions and Answers on Strategic Management 1. 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