Sales Management MCQs 2026

Sales management KPI 29: 8 reps in Peshawar region, each quota Rs 22 lakh monthly. Team quota is Rs 176 lakh. This illustrates

1. Asetting quota without territory potential analysis✓
2. Bignoring individual rep capacity entirely✓
3. Cusing only national average without local data✓
4. Daggregating individual quotas into regional team target✓

Turnover of salespeople increases cost due to

1. Arecruitment, training and lost customer relationships✓
2. Bzero impact on business✓
3. Cautomatic sales increase✓
4. Dreduced need for any management✓

Sales culture strongly influences

1. Aonly factory machine speed✓
2. Bcustomer orientation and ethical behavior of the force✓
3. Conly packaging glue type✓
4. Donly competitor stock ticker✓

Team selling uses

1. Aone rep forbidden from any help✓
2. Bmultiple specialists jointly calling on complex accounts✓
3. Conly automated bots without humans✓
4. Donly mass email spam✓

Ethical sales management prohibits

1. Atransparent pricing and honest claims✓
2. Brespecting customer confidentiality✓
3. Cfair competition on merit✓
4. Dbribery, misrepresentation and pressure selling✓

Sales force automation (SFA) tools help with

1. Acontact management, order entry and activity tracking✓
2. Bonly manufacturing robotics✓
3. Conly payroll tax filing✓
4. Donly product ingredient mixing✓

Conversion rate measures

1. Aonly total factory electricity use✓
2. Bpercentage of leads or calls that result in sales✓
3. Conly number of products in catalog✓
4. Donly warehouse square feet✓

Sales pipeline tracks

1. Aonly closed deals from five years ago✓
2. Bonly factory maintenance schedule✓
3. Conly employee leave balances✓
4. Dprospects at each stage toward closed sale✓

Key account management focuses on

1. Asmallest one-time cash buyers only✓
2. Bstrategic high-value customers requiring dedicated resources✓
3. Call accounts with identical effort✓
4. Dcompetitors not customers✓

Sales budget allocates

1. Aonly R&D for unrelated products✓
2. Bresources for sales force, promotions and travel✓
3. Conly dividend payments✓
4. Donly building depreciation✓

Sales forecasting predicts

1. Aonly past century weather✓
2. Bonly competitor CEO birthdays✓
3. Conly warehouse paint color✓
4. Dfuture sales volume for planning resources✓

Evaluating sales performance uses metrics such as

1. Aonly height and weight of reps✓
2. Bsales volume, profit, new accounts and call activity✓
3. Conly office attendance of HR staff✓
4. Donly factory output unrelated to sales✓