Sales Management MCQs and Notes

V

Vinay • 28.75K Points
Instructor II

Q 11. Which among the following is a type of cue in “Behavioral Theory Equation” in personal selling?

(A) No triggering cues

(B) Triggering cues

(C) Information cues

(D) All of these

A

Admin • 36.96K Points
Coach

Q 12. Which among the following explains “Behavioral Theory Equation”?

(A) Drives

(B) Cues

(C) Response

(D) All of these

R

Rakesh Kumar • 28.44K Points
Instructor II

Q 13. Which among the following are the methods for handling and overcoming objections in personal selling?

(A) Third party compensation

(B) Turn an objective into benefit

(C) Deny objections tactfully

(D) All of these

A

Admin • 36.96K Points
Coach

Q 14. Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is

(A) AIDA

(B) Buying formula theory

(C) Selling theory

(D) Marketing theory

G

Gopal Sharma • 38.32K Points
Coach

Q 15. _________________ 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

V

Vinay • 28.75K Points
Instructor II

Q 16. What is AIDA?

(A) Attention Interest Desire Action

(B) Attract Interest Desire Action

(C) Attention Interest Design Action

(D) Attract Interest Design Action

P

Priyanka Tomar • 35.28K Points
Coach

Q 17. 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

R

Ranjeet • 34.60K Points
Instructor I

Q 18. 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

S

Shiva Ram • 30.44K Points
Instructor I

Q 19. 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

G

Gopal Sharma • 38.32K Points
Coach

Q 20. 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