Sales Management MCQs [set-9]

Chapter: Personal Selling and Relationship Management

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

A. Situation Response Theory

B. Right set of circumstances theory

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C. Buying formula theory of selling
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D. Both 1 and 2
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Answer: D

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

A. The opening

B. Presentation and demonstration

C. Dealing with objectives

D. Negotiation

Answer: B

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

A. The opening

B. Need and problem identification

C. Selling the product

D. Negotiation

Answer: C

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204. What is AIDA?

A. Attention Interest Desire Action

B. Attract Interest Desire Action

C. Attention Interest Design Action

D. Attract Interest Design Action

Answer: A

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205. _________________ is product reliability, after-sales service and
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delivery supported by penalty clauses so that the buyer can claim the cost
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if something go wrong during the given period by the salesperson.
a
A. Demonstration
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B. Guarantees c
C. Trail orders M
D. Reference selling

Answer: B

206. Purchase process if differentiated by a mental sequence of events

that goes on in prospects mind is

A. AIDA

B. Buying formula theory

C. Selling theory

D. Marketing theory

Answer: B

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

A. Third party compensation

B. Turn an objective into benefit

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 C. Deny objections tactfully

D. All of these

Answer: D

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

A. Drives

B. Cues

C. Response
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D. All of these
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Answer: D
a
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209. Which among the following is a type of cue in “Behavioral Theory
Equation” in personal selling? c
A. No triggering cues
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B. Triggering cues

C. Information cues

D. All of these

Answer: D

210. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V

What D stands for?

A. response or the internal response tendency, that is, the act of Purchasing a brand or
patronizing a supplier

B. predisposition or the inward response tendency, that is, force of habit

C. present drive level

D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer

Answer: C

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

A. AIDAS theory

B. Buying formula theory of selling

C. Behavioral equation theory

D. Right set of circumstances theory

Answer: D

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212. ___________________ reduces risk because they prove the benefits
of the product. .c
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A. Demonstration a
B. Guarantees
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C. Trail orders

D. Reference selling
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Answer: A

213. For making advertisement s more effective, the manufacturers

improve ____________and launch new products.

A. Existing products

B. Advertisement style

C. Marketing channel

D. Sponsors

Answer: A

214. It is advisable to use ____________________ as a source of

advertising.

A. Social media

B. Email

C. Radio

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 D. Television

Answer: D

215. Selecting time, choosing media types, deciding on reach of frequency

and media vehicle for advertisements are part of

A. Media strategy

B. Media execution

C. Selecting media

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D. Measuring communication
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Answer: C
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216. To introduce the new products to world of consumers is the main
goal of c
A. Entertainment
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B. Advertising

C. Boost the sales

D. Online marketing

Answer: B

217. Advertisement through radio was very popular till the middle of last
century because of _______________.

A. Its effectiveness

B. More popular than newspaper

C. Mass reach

D. Cost of advertisement

Answer: C

218. Advertising creates employment as it increases the volume of sales

and___________

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 A. Production

B. Marketing

C. Promotion

D. Personal selling

Answer: A

219. Lower costs, greater global advertising coordination consistent

worldwide image are the ______________________ of international
marketing decision.
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A. Standardization drawbacks
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B. Advertisement regulations a
C. Standardization benefits
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D. Typical responses c
Answer: C
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