Advance Diploma In Sales Management

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Online Examination Detail:
Duration- 120 minutes.
Number of Questions- 60. (Multiple Choice Questions).
10 Questions from each module, each carry 10 marks.
Maximum Marks- 600, Passing Marks- 40%.
There is no negative marking.

Candidate Details

NameEmailPhone Number

1 / 60

1. The indifference point identifies:

A. equality of impact on eps between two financing plans

B. equality of impact on EBIT between two financing plans

C. equality of impact on revenue between two financing plans

D. equality of impact on number of shares between two financing plans

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2. An inverted yield curve often foreshadows:

A. an inflationary period

B. a recessionary period

C. a large government bond issue

D. nothing at all

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3. Cost Unit is defined as:

A. Unit of quantity of product, service or time in relation to which costs may be ascertained orexpressed.

B. A location, person or an item of equipment or a group of these for which costs are ascertainedand used for cost control.

C. Centres having the responsibility of generating and maximising profits.

D. Centres concerned with earning an adequate return on investment.

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4. Planning premises provide......... For planning and action.

A. Way

B. Framework

C. Correct

D. Effective

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5. Who is the Father of Modern Marketing?

A. Philip Kotler

B. Peter F Drucker

C. Abraham Maslow

D. Raymond Kroc

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6. Uncontrollable costs are the costs which be influenced by the action of a specified member ofanundertaking.

A. can not

B. can

C. may or may not

D. must

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7. Which of the following is not a step in the development of the pro forma income statement?

A. Establish a sales projection.

B. Determine a production schedule and associated expenses to determine gross profit.

C. Determine the cash receipts.

D. Determine profit by completing the actual pro forma statement.

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8. The first step in preparing the pro forma balance sheet is to:

A. prepare the pro forma income statement

B. prepare the cash budget

C. prepare the statement of cash flows

D. examine the prior period's balance sheet and translate the items through time

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9. The term "Marketing" refers to?

A. Promotion of the product

B. Focusing on sales and profit

C. Strategizing and implementing the organization process

D. Set of activities to deliver customer value and satisfaction

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10. Sales management achieves personal selling objectives through ……………

A. Personal Selling Strategy

B. Interpersonal selling strategy

C. Selling strategy

D. None of the above

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11. Sales management is discipline of ……………. benefit a company and its customers receive from the efforts of its sales force.

A. Minimizing

B. Maximizing

C. Controlling

D. None of the above

12 / 60

12. Which concept holds that consumers will favour the products that are easily available at an affordable price?

A. Production concept

B. Product concept

C. Marketing concept

D. Production cost concept

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13. Which traits are desired of marketers today?

A. Only creativity

B. Only critical thinking

C. Both creativity and critical thinking

D. Neither creativity nor critical thinking

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14. The interest rate used to discount the cash flows associated with a bond is:

A. the required rate of return on the firm's equity

B. the yield to maturity

C. the prime rate

D. the government T-bill rate

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15. What is the primary goal of sales management?

A. Increasing advertising efforts

B. Achieving sales targets

C. Enhancing product development

D. Expanding market research

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16. The interest rate used in time value of money calculations is also referred to as:

A. a discount rate, rate of return or yield

B. a discount rate, accounting return or yield

C. a compound rate, rate of return or market return

D. a compound rate, accounting return, or yield

17 / 60

17. Responsibility Centre can be categorised into:

A. Cost Centres only

B. Profit Centres only

C. Investment Centres only

D. Cost Centres, Profit Centres and Investment Centres

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18. Contingency planning is useful if primary plans....

A. Available

B. Schedule

C. Fails

D. None of these

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19. The level of accounts receivable for the firm:

A. should be judged based on historical standards of industry norms

B. should be judged as to whether the return earned on A/R equals or exceeds the potential gain from other investments

C. is irrelevant as long as sales are increasing

D. is not the concern of the financial manager

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20. In today's time marketing must be understood and developed as?

A. Getting the first mover’s advantage

B. Creating value for the customers

C. Pushing for higher sales and profits

D. Creating innovative products

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21. Which of the following would not be important in examining the firm's build-up of accounts receivable/cash/current assets:

A. sales forecast

B. cash receipts and cash payments schedules

C. income statement

D. a brief cash budget

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22. Peter Drucker process of checking validity e of objectives is........

A. Old method

B. Smart method

C. New method

D. None of these

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23. In an organization strategic marketing planning must begin with?

A. Hiring a senior planning consultant

B. Establishing organizational goals and objectives

C. Writing the mission statement

D. Writing the vision statement

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24. To an economist, the term income means:

A. sales-cost of goods sold

B. change in real worth taking place between the beginning and each of a period

C. operating profit-interest expense

D. earnings after taxes

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25. Which of these is not an objective of Cost Accounting?

A. Ascertainment of Cost

B. Determination of Selling Price

C. Cost Control and Cost reduction

D. Assisting Shareholders in decision making

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26. The amin objective of sales management are ………………

A. Decrease in profits and continuous growth

B. Increase in profits and stagnant growth

C. Decrease in profits and stagnant growth

D. Increase in profits and continuous growth

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27. Most break-even analysis:

A. is conducted on the basis of cash flows

B. is theoretical only and has little impact on the firm

C. excludes fixed costs

D. is done on the basis of accounting flows

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28. The book practice of management is published by.......

A. Frederick Taylor

B. Henri Fayol

C. Philip Kotler

D. Peter Drucker

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29. MBO is used to calculate........

A. Performance

B. Ability

C. Scale

D. None of these

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30. Different price points for a different level of quality for a company's related products is a part of which pricing strategy?

A. Product line pricing

B. Incremental pricing

C. Optional product pricing

D. By-product pricing

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31. The major disadvantage of commercial paper is:

A. the continued availability of funds is less certain than with bank financing

B. that there is no secondary market for commercial paper

C. firms must maintain an account balance equal to the paper outstanding

D. commercial paper is normally issued with a floating interest rate

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32. Planning reduces....... Activities.

A. New

B. Old

C. Overlapping

D. None of these

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33. According to Mintzberg monitor has a role in........

A. Information

B. Decision

C. Creation

D. None of these

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34. According to Mintzberg a good decision maker is also............ Handler

A. Disturbance

B. Program

C. Activity

D. None of these

35 / 60

35. Element/s of Cost of a product are:

A. Material only

B. Labour only

C. Expenses only

D. Material, Labour and expenses

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36. According to ………………sales management includes recruitment, selection, training, motivation, supervision on the juror, and evaluation of performance of sales force.

A. Rachman & Romane

B. B.R.Canfield

C. Hampton & Zubin

D. American marketing Association

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37. Day today work standards can be decided in........

A. Strategic planning

B. Tactical planning

C. Contingency planning

D. Operational planning

38 / 60

38. According to Philip Kotler marketing is____?

A. A science

B. An art

C. Both science and art

D. None of the above

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39. _________defined marketing as the science and art of exploring, creating, and delivering value to satisfy the needs of a target market at a profit?

A. Steve Jobs

B. Philip Kotler

C. Peter Drucker

D. Abraham Maslow

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40. Catalogues, sponsored events, and digital media presence are closely associated with the marketing mix activity of?

A. Product development

B. Pricing

C. Promotion

D. Sales

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41. The key to current asset planning is:

A. ensuring that the firm remains current on its obligation

B. maintaining an inventory surplus to ensure liquidity

C. forecasting sales accurately and matching production with the forecast

D. maintaining the proper rate of asset growth

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42. What does the term "marketing" refer to?

A. New product development

B. Advertising and other promotional activities

C. Achieving sales and profit targets

D. Creating customer value and satisfaction

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43. Fixed cost is a cost:

A. which changes in total in proportion to changes in output

B. which is partly fixed and partly variable in relation to output

C. which do not change in total during a given period despise changes in output

D. which remains same for each unit of output

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44. According to George Terry"...... is Selecting and relating of facts and using and formulation of propose day activities"

A. Planning

B. Organising

C. Directing

D. Controlling

45 / 60

45. Under the Du Pont method of analysis, return on total assets is:

A. profit margin times assets turnover

B. net income/total assets

C. income before interest and taxes (EBIT)/total assets

D. net income/sales

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46. Planning establishes standard for........

A. Directing

B. Forecasting

C. Controlling

D. None of these

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47. According to means and entrepreneurs should have......... Ideas

A. Improvement

B. Innovative

C. Upgrade

D. None of these

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48. Which part of the consumer's income interests the marketers?

A. Gross Income

B. Disposable Income

C. Inflationary Income

D. Discretionary Income

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49. To the securities analyst, the most important ratio group is:

A. asset utilization

B. profitability

C. liquidity

D. debt utilization

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50. Sales management is the …………….of a sales staff, and the tracking and reporting of the company’s sales.

A. Strategy

B. Training and management

C. Management

D. None of the above

51 / 60

51. On the pro forma income statement, the increase in retained earnings is derived:

A. earnings before taxes - taxes

B. earnings after taxes - dividends

C. operating profit - taxes

D. operating profit - dividends

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52. The scope of sales management is confined not only to self-cantered corporate goal profit and sales maximization but also to …………….

A. Good welfare

B. Consumer welfare

C. Organization welfare

D. Individual welfare

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53. One of the elements of sales planning is to ………for selling activities.

A. Set objectives

B. Schedule objectives

C. Track Objectives

D. None of the above

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54. ____ is the key term in AMA's definition of marketing?

A. Sales

B. Promotion

C. Value

D. Profit

55 / 60

55. Taking the review of the market is called as....... In forecasting

A. Delphi technique

B. Focus Group study

C. Test marketing

D. None of these

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56. A profit centre is a centre;

A. Where the manager has the responsibility of generating and maximising profits

B. Which is concerned with earning an adequate Return on Investment

C. Both of the above

D. Which manages cost

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57. In an organization ……………….is also very useful when technically complex products are in the process to sell.

A. Individual selling approach

B. Group selling approach

C. Team based selling approach

D. None of the above

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58. Purpose of planning is to ensure optimum utilisation human and ...........

A. Economic resources

B. Activities

C. Goal

D. Objective

59 / 60

59. Motion study is used by ...... For improve efficiency;

A. Henri Fayol

B. Philip Kotler

C. Frederick Taylor

D. Peter Drucker

60 / 60

60. The net credit position of the firm is defined as:

A. its credit rating

B. the extent to which the firm has utilized its credit line

C. the difference between short- and long-term debt

D. the difference between accounts receivable and accounts payable

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