Top 80+ Solved Personal Selling and Relationship Management MCQ Questions Answer
Q. ________________________ is a specialist form of personal selling.
a. Point of selling
b. Mis-selling
c. Group selling
d. Face to face selling
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K 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. What is the next step after “closing the sale” in personal selling process?
a. The opening
b. Need and problem identification
c. Closing the sale
d. Follow up
Q. Asking referrals from the customers, reward proper scouting, identifying good leads frombad ones is _______________ step of personal marketing.
a. Approach
b. Handling objections
c. Pre-approach
d. Prospecting and qualifying
Q. What is the next step after “the opening” in personal selling process?
a. negotiation
b. Need and problem identification
c. Closing the sale
d. Dealing with objectives
Q. 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.
a. Approach
b. Handling objections
c. Pre-approach
d. Prospecting and qualifying
Q. Company XYZ is a manufacture of motors and pumps employs regional salesperson to sellits product to wholesaler and cities is an example of
a. Public relation
b. Personal selling
c. Promotion mix
d. Trade promotion
Q. 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.
a. Approach
b. Presentation and demonstration
c. Pre-approach
d. Prospecting and qualifying
Q. Use of positive approach, seek out hidden objections, ask the buyer for clarifications andobjections is ______________
a. Approach
b. Pre-approach
c. Handling objections
d. Prospecting and qualifying
Q. 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
a. Follow-up
b. Approach
c. Relationship marketing
d. Closing
Q. Salespeople who conduct business from their offices through telephones and visiting tocustomers site is known as
a. Outside sales force
b. Inside sales force
c. Telemarketing
d. Team selling
Q. __________________ involves the use of satisfied customers to convince the buyer of theeffectiveness of the salesperson’s product.
a. Demonstration
b. Guarantees
c. Trail orders
d. Reference selling
Q. A sales force organization under which salespeople sells their product only to the certaincustomers or industries is
a. Product sales force
b. Customer sales force
c. Complex structure
d. Territorial sales force
Q. A sales force organization under which salespeople sells only a portion or particularproduct of the company's product.
a. Product sales force
b. Customer sales force
c. Complex structure
d. Territorial sales force
Q. 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.
a. Approach
b. Handling objections
c. Pre-approach
d. Prospecting and qualifying