Interview Questions for Sales Managers

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Interview Questions for Sales Managers

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Questions for Sales Managers

1. In the case of Horizontal Integration Strategy, the firm does which one of the following:
(A) The firm buys out its own competitors at different levels of value addition but in noncomplementary product lines
(B) The firm buys out its own competitors at different levels of value chain but in complementary product lines
(C) The firm adds products which are towards the source of raw materials of production
(D) The firm buys out its own competitors at the same level of value chain as its original business

2. Which of the following shows the highest level of internationalization?
(A) Internationalization at the level of product
(B) Internationalization at the level of production
(C) Internationalization at the level of marketing
(D) Internationalization at the level of consumer needs

3. Which of the following cannot be the dimensions of strategy?
(A) Product Domain
(B) Market Domain
(C) Supplier Domain
(D) Function Domain

4. Which one of the following reflects the strategy of adding new, unrelated products/services than provided in present business definition?
(A) Concentric Diversification
(B) Horizontal Diversification
(C) Conglomerate Diversification
(D) Product Development

5. Which one of the following is not a force in Porter’s 5-forces Model?
(A) Threat of Substitute Products
(B) Threat of Bargaining Power of Buyers
(C) Segment Rivalry
(D) Political forces

6. The Micro-small and Medium Enterprise Development Act came into existence in the year:
(A) 2006
(B) 2007
(C) 2008
(D) 2009

7. The source “Unexpected”:
(A) can be source of “Innovation”
(B) can be problem in “Innovation”
(C) can be source of “Entrepreneurship”
(D) can be source of “Managing Business”

8. The management leadership theory having:
(a) Exploitative autocrative style
(b) Benevolent autocrative style
(c) Participative style were advocated by:
(A) Rober House
(B) Fideler
(C) Blake and Mouton
(D) Rensis Likert

9. SIDO, which is a nodal agency stands for:
(A) Small and Medium Industries Dept. of Government of Maharashtra
(B) Small Industries Development Organisation
(C) Silk Industries Development Organisation
(D) Sugar Industries Development Organisation

10. Intrapreneurship is referred to as:
(A) Entrepreneurship within the organisation
(B) Entrepreneurship by individual on his own
(C) Entrepreneurship promoted by Govt. agencies
(D) Entrepreneurship promoted by Private Industry

11. When McDonald’s opposes an increase in the minimum wages, which stakeholders are they trying to influence?
(A) Employees
(B) Government
(C) Community
(D) Social activist group

12. The duty, a company has to conduct its affairs ethically in a manner that benefits both employees and larger society is known as:
(A) Ethics
(B) A value statement
(C) Profit maximisation
(D) Social responsibility

13. When companies use the courts or lobby against legislation, which approach are they using to deal with a stakeholder?
(A) Confrontation strategy
(B) Damage control strategy
(C) Accommodation strategy
(D) Proactive strategy

14. Which of the following is not one of the key ethical approaches to making business decisions?
(A) Utilitarianism
(B) Democratic approach
(C) Individualism
(D) Rights approach

15. The Rainforest Action Network (RAN) and People for Ethical Treatment of Animals (PETA) are examples of which type of stakeholder group?
(A) Employees
(B) Government
(C) Community
(D) Social Activist Groups

16. The desire of a person to own unique product is called:
(A) Snob effect
(B) Giffen Paradox
(C) Bandwagon effect
(D) Autonomous demand

17. Costs which are actually incurred or provided for by an individual or a firm for the purchase of goods and services from the market is called:
(A) Social Cost
(B) Private Cost
(C) Long run Cost
(D) Explicit Cost

18. The Life-cycle Hypothesis deals with:
(A) Various stages in the life of products
(B) Individual consumption and available resources
(C) Consumption of current income
(D) Proportion of income consumed by household

19. The period of economic thoughts of classical and pre-classical economists is called:
(A) Pre-Keynesian era
(B) Post-Keynesian era
(C) Keynesian revolution
(D) Monetarism

20. The method of advertisement that convinces current purchasers that they made the right choice is:
(A) Reminder advertisement
(B) Reinforcement advertisement
(C) Informative advertisement
(D) Persuasive advertisement

Retail Management Project Coordinator
Facilities Management Program Management
Financial Management Managers
Incident Management Product Management
Stakeholder Management Team Leader
Marketing Management Managerial Round
People Management Project Management
Operation Management Managers
Sales Management

21. If a superior has 6 subordinates, then total number of relationships among them under span of control will be:
(A) 202
(B) 242
(C) 222
(D) 262

22. “People can learn through observation and direct experience” comes under:
(A) Classical conditioning
(B) Operant conditioning
(C) Social learning theory
(D) One to one interaction theory

23. Expectancy model stands for:
(A) Expectancy Valence- Instrumentality (EVI)
(B) Instrumentality-Expectancy-Valence (IEV)
(C) Valence – Instrumentality-Expectancy (VIE)
(D) Instrumentality-Valence-Expectancy (IVE)

24. A company should begin to implement an organizational change:
(A) After the strategic plans have been developed
(B) Once resistance to change has been dealt with
(C) As it develops its strategic plan
(D) Once the change strategy has been evaluated

25. In Fiedler’s theory, LPC means:
(A) Least preferred co-worker
(B) Low preferred co-worker
(C) Least preferred colleague
(D) Low preferred colleague

26. ……………………… involves taking parts of several similar jobs rather than one complete job to validate the selection test.
(A) Predictive validity
(B) Concurrent validity
(C) Synthetic validity
(D) Flexible validity

27. ………………………. is a device or situation that replicates job demands at an off-the-job site.
(A) Brainstorming
(B) Simulation
(C) Artificial Intelligence
(D) Task Requirement

28. ………………………… is a training technique by which management trainees are allowed to work full time analysing and solving problems in other departments.
(A) Group Learning
(B) Research Learning
(C) Action Learning
(D) Job Learning

29. WPM crystallizes the concept of ……………………. .
(A) Social Security
(B) Labour Laws
(C) Industrial Democracy
(D) Labour Welfare

30. Disputes that arise from day to day workers grievances or complaints are known as:
(A) Grievance Disputes
(B) Unfair Labour Practices
(C) Interest Disputes
(D) Recognition Disputes

31. XYZ Ltd. has a Debt Equity Ratio of 1.5 as compared to industry average of 1.3. It means that the firm has:
(A) Higher Liquidity
(B) Higher Financial Risk
(C) Higher Profitability
(D) Higher Capital Employed

32. ………………………….. do not have a fixed date of redemption.
(A) Open ended funds
(B) Closed ended funds
(C) Diversified funds
(D) Both (A) and (B)

33. Financial Planning deals with:
(A) Preparation of financial statements
(B) Planning for a capital issue
(C) Preparing budgets
(D) Preparing policies

34. Collection of debtors would:
(A) Increase in current ratio
(B) Decrease in current ratio
(C) No effect on current ratio
(D) Increase debtor turnover ratio

35. Operating leverage is calculated as:
(A) Contribution ÷ EBIT
(C) EBIT ÷ Interest
(D) EBIT ÷ Tax

36. If Dell Computer was seen as having a 120 percent market share and a close competitor was seen as having 90 percent market share, the market share analysis (measurement) would express as:
(A) Overall market share
(B) Served market share
(C) Relative market share
(D) Dual market share

37. Public health campaigns designed to reduce alcoholism, drug abuse, smoking and obesity are all examples of:
(A) Internal marketing
(B) Social marketing
(C) Organization marketing
(D) Person marketing

38. Which one of the following reflects the correct logical sequence of related concepts?
(A) Positioning, Segmentation, Targeting
(B) Segmentation, Positioning, Targeting
(C) Targeting, Segmentation, Positioning
(D) Segmentation, Targeting, Positioning

39. All of the following would be among the “dos and don’ts” of questionnaire design except:
(A) make questions as simple as possible
(B) Make the question specific
(C) Ensure that fixed responses overlap
(D) Avoid hypothetical questions

40. Ultimately, the amount of steel sold to General Motors depends on the consumer’s demand for GM cars and trucks. From the standpoint of the steel manufacturer, which of the following demand form is most pertinent?
(A) Derived demand
(B) Inelastic demand
(C) Geographic demand
(D) Relational demand

41. The productivity of a system is determined by the:
(A) Ratio of output to input
(B) Ratio of efficiency to effectiveness
(C) Product of input and output
(D) Addition of input and output

42. “First come first served” is a rule associated with:
(A) Project planning
(B) Production scheduling
(C) Quality control
(D) Inventory control

43. Walter Shewhart is one of the important contributors to:
(A) Assembly line
(B) Quality control
(C) Just-in-time
(D) Productivity measurement

44. Linear programming problem can be solved graphically when the number of variable/s is/ are:
(A) Only one
(B) Two
(C) More than two but less than five
(D) Three

45. Queuing theory is also called as:
(A) Weaving line theory
(B) Systematic theory
(C) Waiting line theory
(D) Tail theory

46. In case of normal distribution, about 68% of data lies within:
(A) X + Quartile Deviation
(B) X + Standard Deviation
(C) X + 2 Standard Deviation
(D) X + Mean Deviation

47. Sampling frame:
(A) must have repeated entries
(B) is listing of all the units of the population
(C) is circular
(D) is a triangle

48. If two dice are thrown, the probability that sum of points is less than 9 is:
(A) 1/3
(B) 13/18
(C) 1/6
(D) 1/2

49. Hardware and Software placed between an organisation’s internal network and external network to prevent outsiders from invading private networks is …………….. .
(A) Cyber Blockade
(B) Gateway
(C) Firewire
(D) Firewall

50. A computer based information system is needed, because:
(i) The size of organizations have become large and data is massive
(ii) Timely decisions are to be taken based on available data
(iii) Computers are available
(iv) Difficult to get clerks to process data
Which of the following combinations is correct?
(A) (ii) and (iii)
(B) (i) and (ii)
(C) (i) and (iv)
(D) (iii) and (iv)