Available Answers

1. 1.

   MULTIPLE CHOICE QUESTIONS.

   1. ______________ reduces salesman's jobs.
      1. Sales promotion
      2. Personal selling
      3. Forecasting
      4. Advertising
   2. Which of the following is the last steps in the process of selling?
      1. Preparation
      2. Prospecting
      3. Closing the sale
      4. Post-sale follow-up
   3. Keen observation, alert mind, sharp memory and ability to judge people are necessary for a successful ______________.
      1. Promotion
      2. Salesman
      3. Advertisement
      4. None of these
   4. ______________ means locating and identifying the potential buyers.
      1. Preparation
      2. Prospecting
      3. Closing the sale
      4. Post-sale follow-up
   5. ______________ removes the doubts of customers.
      1. Sales promotion
      2. Personal selling
      3. Forecasting
      4. Advertising
   6. Which tool involves direct face-to-face conversation with prospective customer?
      1. Sales promotion
      2. Personal selling
      3. Advertisement
      4. Publicity
   7. Selling involves exchange of goods for money between the sellers and buyers. Selling focuses on the needs of seller, and the marketing, on the needs of the ______________.
      1. Manufacture
      2. Seller
      3. Buyer
      4. Producers
   8. ______________ bridges the gap between advertising and personal selling.
      1. Sales
      2. Promotion
      3. Advertisement
      4. Sponsorship
   9. Which of the following is not a main objective of personal selling ?
      1. Generate sales
      2. Build awareness and appreciation for the product
      3. Create personal contact
      4. None of these
   10. The process of direct communication between the sales person and a prospect is called:
       1. Direct marketing
       2. Personal selling
       3. Advertising
       4. None of these.
   11. In this step, the salesperson makes face-to-face contact with the prospective buyer.
       1. Approach
       2. Prospecting
       3. Closing the sale
       4. Post-sale follow-up
   12. Personal selling is the most ______________ method.
       1. Flexible
       2. Fixed
       3. Rigid
       4. Inflexible
   13. In ______________ the communication message can be adjusted as per customers specific needs or wants.
       1. Advertising
       2. Personal selling
       3. Publicity
       4. Sales promotion
   14. Marketing is a ______________ term than selling.
       1. Narrow
       2. Wider
       3. Equivalent
       4. None of these
   15. Selling involves ______________ of goods and services.
       1. Distribution
       2. Exchange
       3. Advertisement
       4. None of these
   16. The traditional name for personal selling is
       1. Marketing
       2. Salesmanship
       3. Retailing
       4. Advertisement
   17. Which of the following is the first step in the process of selling?
       1. Preparation
       2. Prospecting
       3. Closing the sale
       4. Post-sale follow-up
   18. The process of assisting and persuading a buyer to buy a product or service through face-to-face contact is
       1. Marketing
       2. Selling
       3. Production
       4. Product.
   19. A good salesman should have adequate and up-to-date knowledge about his
       1. Firm
       2. Product market
       3. Competitors
       4. All of these
   20. ______________ can result in immediate sale.
       1. Marketing
       2. Promoting
       3. Personal Selling
       4. Advertisement
   21. The series of steps that must be followed by sales persons is classified as:
       1. Marketing process
       2. Selling process
       3. Intermediation process
       4. Nominal process
   22. Which of the following is/are qualities of a good salesman?
       1. Cheerful disposition
       2. Sincerity
       3. Sensitivity
       4. All of these
   23. ______________ enables a sales person to understand and persuade customers to do complete job of selling and to collect feedback.
       1. Sales promotion
       2. Personal selling
       3. Forecasting
       4. Advertising
   24. Advertising is ______________ than personal selling.
       1. Less costly
       2. More costly
       3. Equivalent
       4. None of these
   25. Marketing is ______________ oriented where as selling is ______________ oriented.
       1. Promotion, satisfaction
       2. Profit, integration
       3. Customer, product
       4. None of these
   26. Sale by description is suitable for:
       1. Standardized goods
       2. Non-standardized goods
       3. Perishable goods
       4. Speciment goods
   27. Keen observation, alert mind and ______________ are the qualities of a good salesman.
       1. Cheerfulness
       2. Sharp memory
       3. Sincerity
       4. Sensitivity
   28. The latest method of direct selling is ______________.
       1. Online marketing
       2. Retail outlets
       3. Door-to-door selling
       4. Catalogue selling
   29. Selling aims at ______________.
       1. Maximization of customer satisfaction
       2. Long term goals
       3. Maximization of profit
       4. Stability of firm
   30. ______________ is selective, flexible and is the skill of persuading people.
       1. Personal selling
       2. Sales promotion
       3. Advertising
       4. Publicity
   31. Sales promotion is ______________ in nature.
       1. Non-recurring
       2. Recurring
       3. Written form
       4. Symbolic
   32. The term Caveat emptor means:
       1. Let the seller beware
       2. Direct mail
       3. Customer is king
       4. Let the producer beware
   33. It is one of the methods of selling:
       1. Sale on approval
       2. Capital sales
       3. Sale on instruction
       4. Exchange sales
   34. Which should not be a desirable quality of a good salesman?
       1. Cheerful
       2. Impatient
       3. Sensitive
       4. Sincere
2. 2.

   Define sales, and salesmanship.

3. 3.

   Distinguish betwen institutional and informative advertising.

4. 4.

   Describe any two qualities that a salesman selling LCD Television should possess.

5. 5.

   What AIDCAM stands for?

6. 6.

   Differentiate between marketing and selling.