Top 80+ Solved Personal Selling and Relationship Management MCQ Questions Answer
Q. 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 ______________________.
a. Approach
b. Pre-approach
c. Follow-up
d. Closing
Q. What P 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
Q. 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
a. Product sales force
b. Customer sales force
c. Complex structure
d. Territorial sales force
Q. 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
a. Approach
b. Follow- up
c. Closing
d. Pre-approach
Q. Companies using team of salespeople specialized in sales, marketing, engineering, financeand technical support used for managing complex accounts is known as
a. Outside sales force
b. Inside sales force
c. Telemarketing
d. Team selling
Q. The salespeople of sales force sell their product may be relevant to a wide variety ofproducts, types of customers, and broad geographic area.
a. Product sales force
b. Customer sales force
c. Complex structure
d. Territorial sales force
Q. The salespeople who travel to call on customers is known as
a. Outside sales force
b. Field sales force
c. Inside sales force
d. Both 1 and 2
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*VWhat V 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. intensity of all cues: triggering, product, or informational
Q. What is the next step after “negotiation” in personal selling process?
a. The opening
b. Need and problem identification
c. Closing the sale
d. Dealing with objectives
Q. __________________________ is the most effective promotional tool in making buyerspreferences, convictions and most importantly actions.
a. Personal selling
b. Promotion mix
c. Dealers promotion method
d. Sales promotion
Q. Designing sales force strategy and structure, recruit and select, training, compensation,supervise and evaluation are the major steps of
a. Designing sales force
b. Sales force management
c. Sales force strategy
d. Structure of sales force
Q. Fringe benefit, variable amount, fixed amount, expenses are the part of___________________ in Salesforce Management.
a. Recruiting
b. Training
c. Supervising
d. Compensating
Q. Providing knowledge of product, personality development, communicating the criteria tothe salesperson are _____________________ in sales force management.
a. Formal evaluation
b. Qualitative evaluation
c. Product evaluation
d. Training evaluation
Q. Salespeople who sells their product directly to the customers on telephone is called
a. Outside sales force
b. Inside sales force
c. Telemarketing
d. Team selling
Q. Contribution to net profit, evaluation of current vs past, ranking, clearing standards andsales vs expenses are ________________________ in sales force management.
a. Training evaluation
b. Qualitative evaluation
c. Formal evaluation
d. Product evaluation