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
View Answer / Hide AnswerQ2.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
View Answer / Hide AnswerANSWER: (2) predisposition or the inward response tendency, that is, force of habit
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
View Answer / Hide AnswerANSWER: (5) All of the above
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
View Answer / Hide AnswerANSWER: (4) Territorial sales force
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
View Answer / Hide AnswerQ6.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
View Answer / Hide AnswerQ7.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
View Answer / Hide AnswerANSWER: (3) Complex structure
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
View Answer / Hide AnswerQ9.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
View Answer / Hide AnswerANSWER: (5) intensity of all cues: triggering, product, or informational
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
View Answer / Hide AnswerANSWER: (3) Closing the sale
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
View Answer / Hide AnswerANSWER: (1) Personal selling
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
View Answer / Hide AnswerANSWER: (2) Sales force management
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
View Answer / Hide AnswerQ14. What are the key concepts of personal selling?
(1) Needs analysis
(2) Demonstration
(3) Sale presentation
(4) Trial close
(5) All of these
View Answer / Hide AnswerQ15.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
View Answer / Hide AnswerANSWER: (2) Qualitative evaluation
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
View Answer / Hide AnswerANSWER: (3) Telemarketing
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
View Answer / Hide AnswerANSWER: (3) Formal evaluation
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
View Answer / Hide AnswerQ19.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
View Answer / Hide AnswerANSWER: (4) “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
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
View Answer / Hide AnswerQ 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
View Answer / Hide AnswerANSWER: (4) Prospecting and qualifying
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
View Answer / Hide AnswerANSWER: (2) Need and problem identification
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
View Answer / Hide AnswerQ 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
View Answer / Hide AnswerANSWER: (2) Personal selling
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
View Answer / Hide AnswerANSWER: (2) Presentation and demonstration
Q26.Sale people are same as
(1) Sales consultant
(2) Agents
(3) Marketing representative
(4) Sales engineer
(5) All of these
View Answer / Hide AnswerQ27.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
View Answer / Hide AnswerANSWER: (3) Handling objections
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
View Answer / Hide AnswerANSWER: (3) Relationship marketing
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
View Answer / Hide AnswerANSWER: (2) Inside sales force
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
View Answer / Hide AnswerANSWER: (4) Reference selling
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
View Answer / Hide AnswerANSWER: (2) Customer sales force
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
View Answer / Hide AnswerANSWER: (1) Product sales force
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
View Answer / Hide AnswerQ34. 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
View Answer / Hide AnswerANSWER: (2) Personal selling
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.
View Answer / Hide AnswerANSWER: (2) Make the process as complex as possible
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
View Answer / Hide AnswerQ37. 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
View Answer / Hide AnswerANSWER: (3) Personal selling skills
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 AnswerANSWER: (1) response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier
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
View Answer / Hide AnswerQ40. 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
View Answer / Hide AnswerANSWER: (2) Presentation and demonstration
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
View Answer / Hide AnswerANSWER: (3) Selling the product
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
View Answer / Hide AnswerANSWER: (1) Attention Interest Desire Action
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
View Answer / Hide AnswerQ44.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
View Answer / Hide AnswerANSWER: (2) Buying formula theory
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
View Answer / Hide AnswerQ46. Which among the following explains “Behavioral Theory Equation”?
(1) Drives
(2) Cues
(3) Response
(4) Reinforcement
(5) All of these
View Answer / Hide AnswerQ47. 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
View Answer / Hide AnswerQ48. 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 AnswerANSWER: (3) present drive level
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
View Answer / Hide AnswerANSWER: (4) Right set of circumstances theory
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
View Answer / Hide AnswerANSWER: (1) Demonstration