Top 150+ Solved Sales Management MCQ Questions Answer
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
Q. The selling concept by which sellers and buyers come in direct contact is
a. Sales promotion
b. Personal selling
c. Public relation
d. Promotion mix
Q. Which of the following not comes under Pre Demonstration in Personal Selling?
a. Make the process as brief as possible
b. Make the process as complex as possible
c. Rehearse the approach to likely objection with colleague
d. Know the product’s selling point
Q. What are the objectives of personal selling?
a. Distinguish the various phase of selling process.
b. Close a sale
c. Know how to deal with buyer
d. All of these
Q. While developing ________________________ salesperson must know about thecharacteristics desired of the salespeople by buyers.
a. Presentation skills
b. Selling skills
c. Personal selling skills
d. Marketing skills
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B 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. Which theory is summarized as “Everything was Right” theory?
a. Situation Response Theory
b. Right set of circumstances theory
c. Buying formula theory of selling
d. Both 1 and 2
Q. What is the next step after “Need and Problem identification” in personal selling process?
a. The opening
b. Presentation and demonstration
c. Dealing with objectives
d. Negotiation
Q. 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
Q. What is AIDA?
a. Attention Interest Desire Action
b. Attract Interest Desire Action
c. Attention Interest Design Action
d. Attract Interest Design Action