Description : The step-in personal selling process after completion of pre-approach step is called A. prospecting and qualifying B. handling objections C. approach D. presentation and demonstration
Last Answer : C. approach
Description : The third step in personal selling process after completion of pre-approach step is to A. prospecting and qualifying B. handling objections C. approach D. presentation and demonstration
Description : Arrange the following Steps of selling process in a proper order in order to help the sales man ? o I. Approach o II. Presentation and demonstration o III. Prospecting and qualifying o IV. Closing sales and follow-up o V. ... 3. I, II, V, III, IV 4. II, I, III, V, IV 5. None of these
Last Answer : I, II, III, IV, V
Description : The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport ... called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections.
Last Answer : C)approach.
Description : The first step in the selling process is 1. preapproach 2. approaching the customer 3. making the presentation 4. overcoming objections 5. prospecting
Last Answer : prospecting
Description : The first step in the selling process is A)preapproach. B)approaching the customer. C)making the presentation. D)overcoming objections. E)prospecting.
Last Answer : E)prospecting.
Description : Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment, company analyzes, information about the prospects' product needs, feelings about brands, and personal characteristics. ... 2. preparing 3. approaching the customer 4. sales training 5. sales planning
Last Answer : preparing
Description : Before contacting acceptable prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This ... . B)preparing. C)approaching the customer. D)sales training. E)sales planning.
Last Answer : B)preparing.
Description : The personal presentation by the firm’s sales force for the purpose of making salesand building customer relationships is called: A. Personal selling. B. Public relations. C. Direct marketing. D. Sales promotion.
Last Answer : A. Personal selling.
Description : Systematic blend of personal selling, sales promotion, advertising and public relations to communicate customer value is called A. promotion mix B. marketing communication mix C. strategic buyer behavior mix D. both a and b
Last Answer : D. both a and b
Description : Which of the following statements about the sales force in the 21st century is true? A. Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss B ... touch E. All of the above statements about the sales force in the 21st century are true.
Last Answer : C. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
Description : According to promotional mix, the method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called A. sales promotion B. personal selling C. public relations D. advertising
Last Answer : C. public relations
Description : According to promotional mix, method which follows corporate image building, handling unfavorable events and stories to get favorable publicity is called A. sales promotion B. personal selling C. public relations D. advertising
Description : _________________ is direct communications with carefully targeted individual consumers to obtain an immediate response. A. Personal selling B. Public relations C. Direct marketing D. Sales promotion
Last Answer : C. Direct marketing
Description : The _______________________ is the specific mix of advertising, personal selling,sales promotion, public relations, and direct marketing tools that the company uses to pursue its advertising and marketing ... mix B. Integrated dealer mix C. Marketing communications mix D. Marketing control mix
Last Answer : C. Marketing communications mix
Description : Considering promotional mix, paid, non personal promotion of ideas or market offerings by some specific sponsor is classified as A. public relations B. advertising C. sales promotion D. personal selling
Last Answer : D. personal selling
Description : The most formal definition of marketing is ________. A. Meeting needs profitably B. Identifying and meeting human and social needs C. The four Ps (product, price, place, promotion) D. ... ways that benefit the organization and its stakeholders. E. Improving the quality of life for consumers
Last Answer : D. An organizational function and a set of processes for creating, communicating, and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders.
Description : Difference between marketing and selling is ________ a) Marketing focus on customer and selling focus on seller b) Marketing practices integrated approach and selling practices fragmented approach c) Marketing converts customer's need into ... 3. b and d 4. all a, b, c and d 5. None of these
Last Answer : all a, b, c and d
Description : When a car dealer complains to the manufacturer that another dealer of the same make of cars is selling outside their assigned territories, it is a type of A. Parallel conflict B. Customer-service conflict C. Vertical conflict D. Horizontal conflict
Last Answer : D. Horizontal conflict
Description : The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as…………. A. Selling B. Sales policy C. Sales programme D. Sales planning
Last Answer : D. Sales planning
Description : Concerned about the impact on her firm's promotional messages, Karen Dickson of Magnum PLC., seeks an approach with immediate feedback. She is most likely to achieve this through. A)television advertising B)newspaper advertising C)publicity D)personal selling E)sales promotion
Last Answer : D)personal selling
Description : In its introduction of Stainmaster Carpets, Dupont used a pull policy. This approach necessitated heavy expenditure for which one of the following promotional mix elements? A)Advertising B)Publicity C)Personal selling D)Distribution E)Sales promotion
Last Answer : A)Advertising
Description : Which element of the promotional mix consists of short-term incentives to encourage the purchase of a product? A. advertising B. public relations C. direct marketing D. sales promotion
Last Answer : D. sales promotion
Description : Which tool of the promotional mix consists of short-term incentives to encourage the purchase or sale of a product or service? A. Advertising B. Public relations C. Direct marketing D. Sales promotion
Last Answer : D. Sales promotion
Description : The P/V ratio can be improved by A. Decreasing the selling price per unit B. Increasing variable cost C. Changing the sales mix D. None of the above
Last Answer : C. Changing the sales mix
Description : Friends don't let friends drive drunk” is an example of A. Niche marketing B. Social marketing C. Selling D. Advertising E. Sales promotion
Last Answer : B. Social marketing
Description : Promotion strategy in which producers promotes goods to final customers by using sales force is classified as A. rational selling strategy B. push strategy C. pull strategy D. moral selling strategy
Last Answer : B. push strategy
Description : Non-store retailing falls into four major categories. Which of the following is NOT one of the four nonstore retailing categories? A. Buying service B. Internet sales C. Automatic vending D. Direct marketing E. Direct selling
Last Answer : B. Internet sales
Description : ales force structure in which a sales representative works to sell specific items of product line is classified as A. indirect sales force structure B. territorial sales force structure C. customer sales force structure D. product sales force structure
Last Answer : D. product sales force structure
Description : Using manufacturer’s representatives or sales branches is usually a characteristic of which of the following channel forms? A. business marketing channels B. customer marketing channels C. service marketing channels D. direct marketing channels
Last Answer : D. direct marketing channels
Description : In marketing, ______ is the focal point. A. Profit B. Sales C. Customer D. All of the above
Last Answer : C. Customer
Description : ________ is the first step of budgetary system and all other budgets depends on it. A. Cost budget B. Sales budget C. Production budget D. None of the above
Last Answer : B. Sales budget
Description : Which of the followign is not a benefit of direct marketing ? 1. customer relationship building 2. immediate response 3. convenience 4. assists client prospecting 5. greater product access and selection
Last Answer : assists client prospecting
Description : ________ guides the development of advertisements and personal sales presentations. A. AIEA B. AIBA C. AICA D. AIDA
Last Answer : D. AIDA
Description : Which tool of the promotional mix is defined as any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor? A. Advertising B. Public relations C. Direct marketing D. Sales promotion
Last Answer : A. Advertising
Description : Which of the following is the best definition of value ? 1. a technical measure of a company's selling price relative to its production costs 2. a measure of the mark-up charged by ... price available for customer meeting his expectations 5. the ratio of benefits to costs available to buyers
Last Answer : the ratio of benefits to costs available to buyers
Description : In a selling process in today's world 1. Only standard products are sold 2. No customization required 3. The seller need not have product knowledge 4. the seller should aim at customer satisfaction 5. only quantum of sales matters
Last Answer : the seller should aim at customer satisfaction
Description : In a selling process in today's world ______________ 1. only standard products are sold 2. no customization required 3. the seller need not have product knowledge 4. the seller should aim at customer satisfaction 5. only quantum of sales matters
Description : The marketing mix consists of; - A. Product, physical evidence, place, process B. Process, price, place, packaging C. People, process, place, promotion D. Product, place, promotion, place
Last Answer : D. Product, place, promotion, place
Description : Cost accounting mainly helps the management in: A. Earning extra profits B. Providing information to the management for decision-making. C. Fixing process of the products. D. Selling products
Last Answer : B. Providing information to the management for decision-making.
Description : Marketing management is ________. A. Managing the marketing process B. Monitoring the profitability of the company's products and services C. Selecting target markets D. Developing ... , keeping, and growing customers through creating, delivering, and communicating superior customer value
Last Answer : E. The art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value
Description : The step of research workshop is Options: A) The presentation and explanation of the topic B) The practice of following an approach C) Follow-up and evaluation of a topic D) All of the above
Last Answer : D) All of the above
Description : As per section 2(8), of the Sales of Goods Act, insolvent means a person A. Who has ceased to pay his debts in the ordinary course of business B. Or cannot pay his debts as they become due C. Both (a) and (b) D. None of above
Last Answer : C. Both (a) and (b)
Description : Which promotion mix ingredient costs considerably more than advertising to reach one person but can provide more immediate feedback? A)Publicity B)Sales promotion C)Personal selling D)Public relations
Last Answer : C)Personal selling
Description : ______ provides an estimate of the capital amount that may be required for buying fixed assets needed for meeting production requirements. A. Production budget B. Cash budget C. Capital expenditure budget D. None of the above
Last Answer : B. Cash budget
Description : In which of these areas might you face pressures? A. Working with colleagues from different functional areas within the organisation B. Meeting reporting deadlines C. Allocating bonuses D. all of the above
Last Answer : D. all of the above
Description : In which of these areas might you face pressures? A. Working with colleagues from different functional areas within the organisation B. Meeting reporting deadlines C. Allocating bonuses D. All of the above
Last Answer : D. All of the above
Description : Minutes should be recorded within _________ days from the date of conclusion of every meeting A. 10 B. 20 C. 30 D. 40
Last Answer : C. 30
Description : Quorum should be present at the A. Commencement of meeting B. Middle of the meeting C. End of the meeting D. Any time during meeting.
Last Answer : D. Any time during meeting.
Description : Which of the following is not a goal of of Content Marketing? A. Engagement B. Sales C. Customer novice D. Up-selling
Last Answer : C. Customer novice