Personal selling - Marketing aptitude questions

Personal selling - Marketing aptitude questions

Q1. Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________.

(1) Approach
(2) Pre-approach
(3) Follow-up
(4) Closing
(5) Relationship marketing

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Q2.J.A Howard gave a formula for ‘’Behavioral Equation”

B=P*D*K*V

What P stands for?

(1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
(2) predisposition or the inward response tendency, that is, force of habit
(3) present drive level
(4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
(5) intensity of all cues: triggering, product, or informational

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Q3.A person acting for company by performing ___________________ activity for the company.

(1) prospecting
(2) communicating
(3) servicing
(4) information gathering
(5) All of the above

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Q4.A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is

(1) Product sales force
(2) Customer sales force
(3) Complex structure
(4) Territorial sales force
(5) None of these

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Q5.Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called

(1) Approach
(2) Follow- up
(3) Closing
(4) Pre-approach
(5) Relationship-marketing

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Q6.Companies using team of salespeople specialized in sales, marketing, engineering, finance and technical support used for managing complex accounts is known as

(1) Outside sales force
(2) Inside sales force
(3) Telemarketing
(4) Team selling
(5) None of these

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Q7.The salespeople of sales force sell their product may be relevant to a wide variety of products, types of customers, and broad geographic area.

(1) Product sales force
(2) Customer sales force
(3) Complex structure
(4) Territorial sales force
(5) None of these

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Q8.The salespeople who travel to call on customers is known as

(1) Outside sales force
(2) Field sales force
(3) Inside sales force
(4) Both 1 and 2
(5) None of these

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Q9.J.A Howard gave a formula for ‘’Behavioral Equation”

B=P*D*K*V

What V stands for?

(1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
(2) predisposition or the inward response tendency, that is, force of habit
(3) present drive level
(4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
(5) intensity of all cues: triggering, product, or informational

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Q10. What is the next step after “negotiation” in personal selling process?

(1) The opening
(2) Need and problem identification
(3) Closing the sale
(4) Dealing with objectives
(5) Follow up

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Q11. __________________________ is the most effective promotional tool in making buyers preferences, convictions and most importantly actions.

(1) Personal selling
(2) Promotion mix
(3) Dealers promotion method
(4) Sales promotion
(5) None of these

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Q12.Designing sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of

(1) Designing sales force
(2) Sales force management
(3) Sales force strategy
(4) Structure of sales force
(5) Recruiting strategy

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Q 13.Fringe benefit, variable amount, fixed amount, expenses are the part of ___________________ in Salesforce Management.

(1) Recruiting
(2) Training
(3) Supervising
(4) Compensating
(5) Evaluating

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Q14. What are the key concepts of personal selling?

(1) Needs analysis
(2) Demonstration
(3) Sale presentation
(4) Trial close
(5) All of these

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Q15.Providing knowledge of product, personality development, communicating the criteria to the salesperson are _____________________ in sales force management.

(1) Formal evaluation
(2) Qualitative evaluation
(3) Product evaluation
(4) Training evaluation
(5) None of these

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Q 16.Salespeople who sells their product directly to the customers on telephone is called

(1) Outside sales force
(2) Inside sales force
(3) Telemarketing
(4) Team selling
(5) None of these

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Q 17.Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management.

(1) Training evaluation
(2) Qualitative evaluation
(3) Formal evaluation
(4) Product evaluation
(5) None of these

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Q18 ________________________ is a specialist form of personal selling.

(1) Point of selling
(2) Mis-selling
(3) Group selling
(4) Face to face selling
(5) Both 1 and 4

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Q19.J.A Howard gave a formula for ‘’Behavioral Equation”

B=P*D*K*V

What K stands for?

(1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
(2) predisposition or the inward response tendency, that is, force of habit
(3) present drive level
(4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
(5) intensity of all cues: triggering, product, or informational

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Q20. What is the next step after “closing the sale” in personal selling process?

(1) The opening
(2) Need and problem identification
(3) Closing the sale
(4) Dealing with objectives
(5) Follow up

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Q 21.Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing.

(1) Approach
(2) Handling objections
(3) Pre-approach
(4) Prospecting and qualifying
(5) Closing

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Q22. What is the next step after “the opening” in personal selling process?

(1) negotiation
(2) Need and problem identification
(3) Closing the sale
(4) Dealing with objectives
(5) Follow up

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Q 23.The salesperson meets the prospective to get the relationship off to make a good start, opening lines, follow-up remarks, is __________________________step of personal marketing.

(1) Approach
(2) Handling objections
(3) Pre-approach
(4) Prospecting and qualifying
(5) Closing

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Q 24.Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell its product to wholesaler and cities is an example of

(1) Public relation
(2) Personal selling
(3) Promotion mix
(4) Trade promotion
(5) None of these

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Q 25.The salesperson gives the description of the product, showing how the product will make or save the money for the buyer, need satisfaction approach, concentrate on customer benefits, requirement of good listening and problem solving-skills, demonstration aids is ________________________________step of personal marketing.

(1) Approach
(2) Presentation and demonstration
(3) Pre-approach
(4) Prospecting and qualifying
(5) Closing

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Q26.Sale people are same as

(1) Sales consultant
(2) Agents
(3) Marketing representative
(4) Sales engineer
(5) All of these

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Q27.Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________

(1) Approach
(2) Pre-approach
(3) Handling objections
(4) Prospecting and qualifying
(5) Closing

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Q28. Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is

(1) Follow-up
(2) Approach
(3) Relationship marketing
(4) Closing
(5) Pre-approach

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Q29. Salespeople who conduct business from their offices through telephones and visiting to customers site is known as

(1) Outside sales force
(2) Inside sales force
(3) Telemarketing
(4) Team selling
(5) None of these

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Q30. __________________ involves the use of satisfied customers to convince the buyer of the effectiveness of the salesperson’s product.

(1) Demonstration
(2) Guarantees
(3) Trail orders
(4) Reference selling
(5) None of these

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Q 31.A sales force organization under which salespeople sells their product only to the certain customers or industries is

(1) Product sales force
(2) Customer sales force
(3) Complex structure
(4) Territorial sales force
(5) None of these

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Q 32.A sales force organization under which salespeople sells only a portion or particular product of the company's product.

(1) Product sales force
(2) Customer sales force
(3) Complex structure
(4) Territorial sales force
(5) None of these

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Q33. The salesperson learns as much as possible about the prospective customer before making sales call by consulting standard industries and online sources, set call objectives, selecting best approach and time is ________________ step of personal marketing.

(1) Approach
(2) Handling objections
(3) Pre-approach
(4) Prospecting and qualifying
(5) Closing

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Q34. The selling concept by which sellers and buyers come in direct contact is

(1) Sales promotion
(2) Personal selling
(3) Public relation
(4) Promotion mix
(5) None of these

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Q35. Which of the following not comes under Pre Demonstration in Personal Selling?

(1) Make the process as brief as possible
(2) Make the process as complex as possible
(3) Rehearse the approach to likely objection with colleague
(4) Know the product’s selling point
(5) The demonstration should not go wrong.

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Q36. What are the objectives of personal selling?

(1) Distinguish the various phase of selling process.
(2) Close a sale
(3) Know how to deal with buyer
(4) Preparing good presentations.
(5) All of these

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Q37. While developing ________________________ salesperson must know about the characteristics desired of the salespeople by buyers.

(1) Presentation skills
(2) Selling skills
(3) Personal selling skills
(4) Marketing skills
(5) None of these

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Q38.J.A Howard gave a formula for ‘’Behavioral Equation”

B=P*D*K*V

What B stands for?

(1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
(2) predisposition or the inward response tendency, that is, force of habit
(3) present drive level
(4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
(5) intensity of all cues: triggering, product, or informational

View Answer / Hide Answer


Q39. Which theory is summarized as “Everything was Right” theory?

(1) Situation Response Theory
(2) Right set of circumstances theory
(3) Buying formula theory of selling
(4) Both 1 and 2
(5) None of these

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Q40. What is the next step after “Need and Problem identification” in personal selling process?

(1) The opening
(2) Presentation and demonstration
(3) Dealing with objectives
(4) Negotiation
(5) Follow up

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Q41. Which among the following is not any stage of personal selling process?

(1) The opening
(2) Need and problem identification
(3) Selling the product
(4) Negotiation
(5) Closing the sale

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Q42. What is AIDA?

(1) Attention Interest Desire Action
(2) Attract Interest Desire Action
(3) Attention Interest Design Action
(4) Attract Interest Design Action
(5) None of these

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Q.43. _________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson.

(1) Demonstration
(2) Guarantees
(3) Trail orders
(4) Reference selling
(5) None of these

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Q44.Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is

(1) AIDA
(2) Buying formula theory
(3) Selling theory
(4) Marketing theory
(5) None of these

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Q45. Which among the following are the methods for handling and overcoming objections in personal selling?

(1) Third party compensation
(2) Turn an objective into benefit
(3) Deny objections tactfully
(4) Ask questions
(5) All of these

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Q46. Which among the following explains “Behavioral Theory Equation”?

(1) Drives
(2) Cues
(3) Response
(4) Reinforcement
(5) All of these

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Q47. Which among the following is a type of cue in “Behavioral Theory Equation” in personal selling?

(1) No triggering cues
(2) Triggering cues
(3) Information cues
(4) All of these
(5) None of these

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Q48. J.A Howard gave a formula for ‘’Behavioral Equation”

B=P*D*K*V

What D stands for?

(1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
(2) predisposition or the inward response tendency, that is, force of habit
(3) present drive level
(4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
(5) intensity of all cues: triggering, product, or informational

View Answer / Hide Answer


Q49. Which theory is also known as “Situation Response Theory”?

(1) AIDAS theory
(2) Buying formula theory of selling
(3) Behavioral equation theory
(4) Right set of circumstances theory
(5) None of these

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Q50.___________________ reduces risk because they prove the benefits of the product.

(1) Demonstration
(2) Guarantees
(3) Trail orders
(4) Reference selling
(5) None of these

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