Sales Management MCQs and Notes
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Q 31. Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________
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Q 32. 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.
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Q 33. Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell its product to wholesaler and cities is an example of
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Q 34. 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.
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Q 35. What is the next step after “the opening” in personal selling process?
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Q 36. Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing.
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Q 37. What is the next step after “closing the sale” in personal selling process?
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Q 38. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K stands for?
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Q 39. ________________________ is a specialist form of personal selling.
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Q 40. Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management.
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