Managing Personal Communications - MCQs with answers - Part 2

Managing Personal Communications - MCQs with answers - Part 2
Word of Mouth

1. Clique members' closeness

a) Supports effective communication
b) Insulates it from new ideas
c) Both a and b
d) None of the above

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2. The knowledgeable people who know small and big things and help to spread an idea are

a) Mavens
b) Connectors
c) Salesmen
d) None of the above

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3. ________ pays individuals to anonymously promote a service or product in public areas without revealing their financial relationship to the sponsorship company.

a) Shill marketing
b) Stealth marketing
c) Both a and b
d) None of the above

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4. A salesperson not permitted or expected to take an order but rather to create goodwill or educate the potential or actual user is

a) Demand creator
b) Missionary
c) Solution vendor
d) None of the above

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5. A salesperson that depends on creative measures for selling intangible products is

a) Demand creator
b) Missionary
c) Solution vendor
d) None of the above

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6. A salesperson that has expertise in providing solutions to customer's problems is

a) Demand creator
b) Missionary
c) Solution vendor
d) None of the above

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7. When a salesperson decides how to divide time among customers and prospects, it is known as

a) Prospecting
b) Targeting
c) Allocating
d) None of the above

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8. A contractual sales force consist of

a) Sales Agents
b) Brokers
c) Manufacturers representatives
d) All of the above

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9. The workload approach used to decide sales force size has ___ steps.

a) Five
b) Three
c) Seven
d) None of the above

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10. The SPIN method used to establish long-term relationship indicates

a) Sales questions, Problem questions, Implication questions, Need-payoff questions

b) Situation questions, Price questions, Implication questions, Need-payoff questions

c) Situation questions, Problem questions, Implication questions, Need-payoff questions

d) All of above are false

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