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Sales Management
Q1. ……… is the exchange of goods or services for an amount of money or its
equivalent.
Market
Buyer
Sale -------Correct
None
Q2. SALES is basically a ............. ?
Need Satisfying Process
Problem Solving Activity
Both Need Satisfying Process and Problem Solving Activity -------Correct
None
Q3. Problem/discomforts deprivation means presence of …………. ?
Need ---Correct
Desire
Demand
None
Q4. Salesperson don’t invent or create the Need; they make the Latent Need Obvious.
TRUE
Q5. ………..is the management process of establishing directing and coordinating the
sales development activities for the company procedures.
Activity management
Sales management --Correct
Market Management
Coordination management
Q6. ………….. describes the time and/or process between first contact with the
customer to when the sale is made.
Sales Cycle ---------------Correct
Sales management
Marketing
Market Cycle
Q7. ……………..is a system that automatically records all the stages in a sales process.
Sales Force Automation Systems (SFA) --------Correct
Sales Force Action Systems (SFA)
Sales Force Authentication Systems (SFA)
Sales Force Automobile Systems (SFA)
Q8. ………………. is achieved by dividing the number of contacts actually made to total
number of call attempts.
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contact ratio ----Correct
lead generation ratio
qualification ratio
proposal ratio
Q9. Sales performance can be measured with Proposal Ratio. TRUE
Q10. Difference between Retail Sales and Enterprise Sales is the in latter the selling
Process Determined by the seller. FALSE
Q11. Big ticket, big value customised selling relates to ...... ?
Retail Sales
Enterprise Sales ---Correct
Both Enterprise Sales and Retail sales
None of these
Q12. B2C stands for ?
Business to correspondence
Business to Customer ----Correct
Business to contractor
None
Q13. In case of ………………. the goods are out of reach of buyers and must be
obtained from the seller.
Counter service --Correct
Customer service
Door-to-door sales
None of these
Q14. DSA concept in BSNL is an example of ............ ?
Counter service
Customer service
Door-to-door sales --Correct
None of these
Q15. CFA and CM cater to retail selling. TRUE
Q16. Franchisees are appointed through EoI route by respective SSAs. TRUE
Q17. FOS stands for ?
Feet Of Street
Feet On Stress
Feet On Street --Correct
Franchisees On Street
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Q18. In order to motivate franchisees, time to time reward scheme are introduced.
TRUE
Q19. DSA Stands for ?
Direct Selling Agents --Correct
District Selling Agent
Direct Sales Associate
None of these
Q20. . Any …..pass can become a DSA.
10th ---Correct
12th
B.A.
8th
Q21. Retired BSNL employees/spouses can not become DSAs.
FALSE
Q22. Any other outlets such as shopping malls etc. can also be appointed as DSA to
sell BSNL services with the approval of concerned ......... .
CGM ----Correct
Director
Management Committee
DGM
Q23. SCA stands for ?
Service Customer Agent
Service Center Agent -----Correct
Service Consumer Agent
None of these
Q24. CSCs are supposed to act as single window service centers and open from 8AM
to 8PM. TRUE
Q25. EOI stands for ?
Expression of Interest ----Correct
Edge of Interconnection
Edge of Information
Event of Interconnection
Q26. The ............ are the Company for the customers and the Customers for the
company.
Top management
Sales personnel ---Correct
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Customers
None of these
Q27. Sales forecasts are also known as.............. ?
Sales predictions
Sales impressions
Sales projections -----------Correct
Sales executions
Q28. …………..is a linear equivalent of the sales funnel principle.
Sales report
Sales pyramid
none of these
Sales pipeline ---Correct
Q29. ............ specifically targets select clients where high revenue is expected either
through sale of its own services or introduction of joint products/services.
EB ---Correct
CFA
CM
All
Q30. large corporate entities with indicative turnover greater than Rs. 500 cr p.a. are
considered ......... ?
Platinum customers --Correct
Gold customers
Silver customers
Diamond customers
Q31. medium-sized corporate entities with indicative turnover of Rs. 50-500 cr p.a. are
considered ...........?
Platinum customers
Gold customers --Correct
Silver customers
Diamond customers
Q32. BSNL should use ................... to ensure that sufficient attention is devoted to
Silver customer accounts.
appropriate channel partners ---Correct
an in-house account management team based in the circles
a dedicated national team
All of these
Q33. Concept of .......................... and Key Account Manager (KAM) has also been
introduced to provide focused attention to corporate customers.
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National Account Manager (NAM) ----Correct
Native Account Manager (NAM)
National Access Manager (NAM)
Native Access Manager (NAM)
Q34. ............... are appointed at national as well as Circle level.
System Integrators (SI) ---Correct
Software Integrators (SI)
Sales Integrators (SI)
Solution Integrators (SI)
Q35. Tier 2 CP is required to have Minimum .......... number of sales personnel/field
engineers.
2
3
5 --------Correct
7
Q36. Tier 1 CP is required to have Minimum .... number of sales personnel and 10
number of field engineers.
10
12
5 --------Correct
20
Q37. Tier 1 CP is required to have Minimum 5 number of sales personnel and 10
number of field engineers. TRUE
Q38. The CP will make all the efforts to get the services commissioned within the
stipulated time frame. Any cases pending for more than ..................... will be reviewed
separately by the Channel Manager from BSNL.
One month -------Correct
Two monts
Three months
15 days
Q39. The CP must give a commitment to provide AMC for a minimum period of.......... .
However, decision of the customer will be final with respect to the duration of AMC, as
per his / her requirement.
3 years --Correct
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1 year
3 months
6 months
Q40. Channel Partners must provide regular updates on new leads to the
BSNL.................. .
Planning Branch
Corporate Office
Channel Manager -------Correct
Board of Directors
Q41. New leads originating from BSNL will be allocated to CPs’ in proportion to the
accrued points earned by each CP. TRUE
Q42. The CPs’ may choose to refuse the allocated lead. TRUE
Q43. The targets can be increased / decreased depending on the performance of the
CP. TRUE
Q44. Sancharsoft is a web based module for management of Sales & Distribution
Channels. TRUE
Q45. There are ……….essential elements of knowledge required to achieve lasting
sales success.
4
5 ----Correct
6
7
Q46. There are …………..components of professional knowledge.
3
4 --Correct
5
6
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