Top 150+ Solved Sales Management MCQ Questions Answer
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
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