FMBP Quiz

What does DMS stand for?

• Distributor Managers Systems

• Distributor Management System

• Distributor Main System

• Distributor's Members Society

Which members of the sales team have restricted access to DMS 1 data?

• FSS

• CBCs

• Channel team

• SFE team

Which feature below in DMS version 8 is not enabled on the version 5?

• Sales performance overview

• Hand held process and performance management

• Merchandiser module

• Supervisor module

According to the standard work day time allocation for the field sales force, what percentage of time should be spent 'in store'?

• 10%

• 55%

• 25%

• 45%

The ................is the environment in which the shopper makes a definitive buying decision about a Brand at a point in time, in a retail outlet

In outlet grading, high service outlets are those that have a high value and higher opportunity to influence. True/False?

• True

• False

Which of the following is not a Field sales effectiveness KPI definition ?

• Call rate

• LPPC

• Drop size

• Strike rate

• none of the above

FSS roles in territories includes all except....

• Implement channel, category and customer plans

• Execute marketing plan

• Influence the POP drivers

• Achieve AVA

The below all fulfill the purpose of coaching except 1 statement, identify the odd one out.

• Enhances the competencies a salesman already has

• Improves relationships

• Enables coach to observe salesman's performance realtime

• Opens the way for blaming the salesman

What are the two steps under 'SELL & EXECUTE' in the ICE model?