Sales & Distribution Management Q-1 2026

The primary objective of sales management is to:

• Reduce production costs

• Increase sales volume and profitability

• Improve customer service after the sale

• Conduct market research

Which of the following is NOT a typical function of a sales executive?

• Prospecting for new leads

• Negotiating contracts with customers

• Managing the company's inventory

• Providing product demonstrations

The evolution of the sales function has seen a shift from a focus on

• Building customer relationships

• Product features to customer needs

• High-pressure tactics to consultative selling

• Local markets to global markets

A sales manager's relationship with the production department focuses on

• Developing marketing campaigns

• Ensuring product availability to meet sales targets

• Handling customer complaints

• Setting pricing strategies

Which of the following positions is NOT directly involved in sales management?

• Regional Sales Manager

• Account Executive

• Production Supervisor

• National Sales Director

According to (a)   Marketing Association, Sales management is defined as "the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying, and motivating as these tasks apply to the personal sales force".

In the early stages of the sales process, a sales executive would most likely

• Provide after-sales support

• Close the sale and finalize the contract

• Identify potential customers (prospecting).

• Train new sales representatives

Effective sales management requires ongoing evaluation of

• Employee benefits packages

• Sales performance against targets

• Office supplies inventory

• Employee training programs (but for sales skills)

Building strong relationships with customers is a key aspect of

• Price negotiation strategies

• Inventory control procedures

• Short-term sales campaigns

• Modern sales management practices

Which era is based on Mass production in Sales Management evolution?

• Pre-Industrial Revolution

• Production oriented

• Sales Oriented

• Customer Oriented