Top 150+ Solved Sales Management MCQ Questions Answer
Q. _________________ 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.
a. Demonstration
b. Guarantees
c. Trail orders
d. Reference selling
Q. Purchase process if differentiated by a mental sequence of events that goes on inprospects mind is
a. AIDA
b. Buying formula theory
c. Selling theory
d. Marketing theory
Q. Which among the following are the methods for handling and overcoming objections inpersonal selling?
a. Third party compensation
b. Turn an objective into benefit
c. Deny objections tactfully
d. All of these
Q. Which among the following explains “Behavioral Theory Equation”?
a. Drives
b. Cues
c. Response
d. All of these
Q. Which among the following is a type of cue in “Behavioral Theory Equation” in personalselling?
a. No triggering cues
b. Triggering cues
c. Information cues
d. All of these
Q. J.A Howard gave a formula for ‘’Behavioral Equation”B=P*D*K*V What D 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 also known as “Situation Response Theory”?
a. AIDAS theory
b. Buying formula theory of selling
c. Behavioral equation theory
d. Right set of circumstances theory
Q. ___________________ reduces risk because they prove the benefits of the product.
a. Demonstration
b. Guarantees
c. Trail orders
d. Reference selling
Q. For making advertisement s more effective, the manufacturers improve ____________and launch new products.
a. Existing products
b. Advertisement style
c. Marketing channel
d. Sponsors
Q. It is advisable to use ____________________ as a source of advertising.
a. Social media
b. Email
c. Radio
d. Television
Q. Selecting time, choosing media types, deciding on reach of frequency and media vehiclefor advertisements are part of
a. Media strategy
b. Media execution
c. Selecting media
d. Measuring communication
Q. To introduce the new products to world of consumers is the main goal of
a. Entertainment
b. Advertising
c. Boost the sales
d. Online marketing
Q. Advertisement through radio was very popular till the middle of last century because of _______________.
a. Its effectiveness
b. More popular than newspaper
c. Mass reach
d. Cost of advertisement
Q. Advertising creates employment as it increases the volume of sales and___________
a. Production
b. Marketing
c. Promotion
d. Personal selling
Q. Lower costs, greater global advertising coordination consistent worldwide image are the ______________________ of international marketing decision.
a. Standardization drawbacks
b. Advertisement regulations
c. Standardization benefits
d. Typical responses