The personal selling step in which the sales

person asks for an order from the customer

is classified as

A. Shipper approach
B. Handling shipment
C. Closing
D. Follow up
The personal selling step in which the sales
person asks for an order from the customer
is classified as

A. Shipper approach
B. Handling shipment
C. Closing
D. Follow up
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
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
A major element of a promotional mix is:

A. Marketing research and reporting

B. Personal selling
C. Product design
D. Negotiating a distribution channel
A major element of a promotional mix is:

A. Marketing research and reporting

B. Personal selling
C. Product design
D. Negotiating a distribution channel
Prospecting, pre-approach, approach,
presentation, close, and follow-up is
called the process of:

A.Product marketing process

B.Sales response function
C.Personal selling process
D.Consumer purchase decision process
Prospecting, pre-approach, approach,
presentation, close, and follow-up is
called the process of:

A.Product marketing process

B.Sales response function
C.Personal selling process
D.Consumer purchase decision process
An objection is a concern or question raised
by the buyer. Objections happen:

A.During the sales presentation

B.When trying to obtain commitment
C.After sales
D.All of the above
An objection is a concern or question raised
by the buyer. Objections happen:

A.During the sales presentation

B.When trying to obtain commitment
C.After sales
D.All of the above
If a company's objective were to reach
masses of buyers that were geographically
spread at a low cost per contact, the
company would likely choose which of the
following promotion forms:

A.Advertising
B.Personal selling
C.Public relations
D.None of the above
If a company's objective were to reach
masses of buyers that were geographically
spread at a low cost per contact, the
company would likely choose which of the
following promotion forms:

A.Advertising
B.Personal selling
C.Public relations
D.None of the above
Salesperson learns as much as possible
about a prospective customer before making
a sales call by:

A.Prospecting
B.Pre-approach
C.Approach
D.Handling objections
Salesperson learns as much as possible
about a prospective customer before making
a sales call by:

A.Prospecting
B.Pre-approach
C.Approach
D.Handling objections
The approach used by a sales person who
understands the exact nature of the problem
and persuades the prospect to buy the
product; is called:

A.Problem-solving approach
B.Team selling approach
C.Customer relationship-based approach
D.Consultative approach
The approach used by a sales person who
understands the exact nature of the problem
and persuades the prospect to buy the
product; is called:

A.Problem-solving approach
B.Team selling approach
C.Customer relationship-based approach
D.Consultative approach
The two-territory builds up methods used by
a sales manager are:
A. Market build-up method and sales
breakdown method
B. Market penetration method and sales
breakdown method
C. Market skimming method and sales
breakdown method
D. Market rolling build-up method and sales
breakdown method
The two-territory builds up methods used by
a sales manager are:
A. Market build-up method and sales
breakdown method
B. Market penetration method and sales
breakdown method
C. Market skimming method and sales
breakdown method
D. Market rolling build-up method and sales
breakdown method
E.
The stage in personal selling process that
searches for and qualifies potential
customers is called:

A.Prospecting
B.Pre approach
C.Closing
D.Follow up
The stage in personal selling process that
searches for and qualifies potential
customers is called:

A.Prospecting
B.Pre approach
C.Closing
D.Follow up
Products bought by organizations for further
processing or for use for business.

A.Consumer products
B.Services
C.Industrial products
D.Specialty products
Products bought by organizations for further
processing or for use for business.

A.Consumer products
B.Services
C.Industrial products
D.Specialty products
Personal selling would be most appropriate
for which of the following products?

A. Sri Lankan air ticket from Sri Lanka to

Singapore
B. Sea view apartment
C. Soap powder
D. Packet of Maggi coconut milk
Personal selling would be most appropriate
for which of the following products?

A.Sri Lankan air ticket from Sri Lanka to

Singapore
B.Sea view apartment
C.Soap powder
D.Packet of Maggi coconut milk
Mr Chandana has a planned to open a
communication and willing to sell photo
copies as an additional income. Now he
need a photocopier and what approach is
recommended to use close this sale:

A. Need Satisfaction Approach

B. Customer Relationship-based Approach.
C. Team Selling Approach
D. Consultative Approach of Selling
Mr Chandana has a planned to open a
communication and willing to sell
photocopies as an additional income. Now
he need a photocopier and what approach is
recommended to use close this sale:

A.Need Satisfaction Approach

B.Customer Relationship-based Approach.
C.Team Selling Approach
D.Consultative Approach of Selling
When a salesperson makes the
presentation with a set of organizational
professionals in different area of work and
persuades the prospects to buy the product
and this approach is called

A. Problem-solving Approach
B. Team Selling Approach
C. Customer Relationship-based Approach
D. Consultative Approach
When a salesperson makes the presentation
with a set of organizational professionals in
different area of work and persuades the
prospects to buy the product and this
approach is called

A.Problem-solving Approach
B.Team Selling Approach
C.Customer Relationship-based Approach
D.Consultative Approach
An insurance broker, is an example of what
kind of intermediary?

A. Wholesaler
B. Agent
C. Producer
D. Retailer
An insurance broker, is an example of what
kind of intermediary?

A.Wholesaler
B.Agent
C.Producer
D.Retailer
AIDAS stands for awareness, ________,
desire and _________ satisfaction;

A. interest; action
B. intensity; appeal
C. involvement; action
D. Involvement; appeal
AIDA stands for awareness, ________,
desire and _________ satisfaction

a.interest; action

b.intensity; appeal

c.involvement; action

d.Involvement; appeal
 If a company's objective were to reach masses
of buyers that were geographically Spread at a
low cost per contact, the company would likely
choose which of the
A. Following promotion forms

B. Advertising

C. Personal selling
D. Public relations
 If a company's objective were to reach
masses of buyers that were geographically
Spread at a low cost per contact, the
company would likely choose which of the
A. Following promotion forms
B. Advertising
C. Personal selling
D. Public relations
The sales force structure in which a sales
representatives works to sell specific items
of product line is called as

A. Indirect sales force structure

B. Territorial sales force structure
C. Customer sales force structure
D. Product sales force structure
 The sales force structure in which a sales
representatives works to sell specific items of
product line is called as

A.Indirect sales force structure

B.Territorial sales force structure
C.Customer sales force structure
D.Product sales force structure
•
Which of the following is not a category of
personal selling

A. Service
B. Industrial
C. Retail
D. Web base
 Which of the following is not a category of
personal selling

A.Service
B.Industrial
C.Retail
D.Web base
 Sale structure in which a sales
representatives and a customer involved
classified as
A. Direct sales force structure
B. territorial sales force structure
C. customer sales force structure
D. product sales force structure
Sale structure in which a sales
representatives and a customer involved
classified as
A. Direct sales force structure
B. territorial sales force structure
C. customer sales force structure
D. product sales force structure
Standard amount of volume that must be
sold by salesperson of company is known as

A. sales contest
B. expense quota
C. production quota
D. sales target
Standard amount of volume that must be
sold by salesperson of company is known as

A. sales contest
B. expense quota
C. production quota
D. sales target
When the organization establishes two or
more channels catering to the same market,
then it’s called.

A. Vertical channel
B. Horizontal channel
C. Multi channel
D. None of the above
When the organization establishes two or
more channels catering to the same market,
then it’s called.

A. Vertical channel
B. Horizontal channel
C. Multi channel
D. None of the above
Who sells to the customers?

A. Semi wholesalers
B. Wholesalers
C. Retailer
D. Distributor
Who sells to the customers?

A. Semi wholesalers
B. Wholesalers
C. Retailer
D. Distributor
The benefits of personal selling are………..

A. Can understand the customer

B. Instant feedback
C. tailor-made sales presentation
D. All of above
The benefits of personal selling are………..

A. Can understand the customer

B. Instant feedback
C. tailor-made sales presentation
D. All of above
Which of the following statements about
sales force management is true?
A. The sales force is the firm's most direct
link to the customer
B. organizations should not be sales-
oriented
C. Personal selling is usually less expensive
D. Sales management is no different from
any other kind of management
Which of the following statements about
sales force management is true?

A. The sales force is the firm's most direct

link to the customer
B. organizations should not be sales-
oriented
C. Personal selling is usually less expensive
D. Sales management is no different from
any other kind of management
________________ is a sales channel that
has no intermediary levels.

A. direct sales channel

B. indirect sales channel
C. forward channel
D. hybrid channel
________________ is a sales channel that
has no intermediary levels.

A. direct sales channel

B. indirect sales channel
C. forward channel
D. hybrid channel
Prospecting, pre-approach, approach,
presentation, handling objections, close,
and follow-up is called the process of:

A. Product marketing process

B. Sales response function
C. Personal selling process
D. Consumer purchase decision process
Prospecting, pre-approach, approach,
presentation, handling objections, close,
and follow-up is called the process of:

A. Product marketing process

B. Sales response function
C. Personal selling process
D. Consumer purchase decision process
Things to consider when making an
appointment:

A. Right person, Right company, Right

place,
B. Right time, Right location, Right method
C. Right person, Right time, Right place
D. Right dress, Right method, Right
language
Things to consider when making an
appointment:

A. Right person, Right company, Right

place,
B. Right time, Right location, Right method
C. Right person, Right time, Right place
D. Right dress, Right method, Right
language
AIDAS stands for attention, __________,
desire __________ and satisfaction

A. Interest, action
B. Intensity, appeal
C. Involvement, action
D. Involvement, appeal
AIDAS stands for attention, __________,
desire __________ and satisfaction

A. Interest, action
B. Intensity, appeal
C. Involvement, action
D. Involvement, appeal
Salesperson learns as much as possible
about a prospective customer before making
a sales call by:

A. Prospecting
B. Pre-approach
C. Approach
D. Handling objections
Salesperson learns as much as possible
about a prospective customer before making
a sales call by:

A. Prospecting
B. Pre-approach
C. Approach
D. Handling objections
The approach used by a sales person who
understands the exact requirement/ need
and convinces and recommend the prospect
to buy the product; is called:

A. AIDAS approach
B. Team selling approach
C. Customer relationship-based approach
D. Consultative approach
The approach used by a sales person who
understands the exact requirement/ need
and convinces and recommend the prospect
to buy the product; is called:

A. AIDAS approach
B. Team selling approach
C. Customer relationship-based approach
D. Consultative approach
The stage in personal selling process that
searches for and qualifies potential
customers is called:

A. Prospecting
B. Pre approach
C. closing
D. follow up
The stage in personal selling process that
searches for and qualifies potential
customers is called:

A. Prospecting
B. Pre approach
C. closing
D. follow up
Personal selling would be most appropriate
for which of the following products?

A. A packet of biscuits
B. Toyota hybrid car
C. Cinema ticket
D. Four Packets of Maggi noodles
Personal selling would be most appropriate
for which of the following products?

A. A packet of biscuits
B. Toyota hybrid car
C. Cinema ticket
D. Four Packets of Maggi noodles
____________ is an individual acting for a
company by performing one or more
of the following activities: prospecting,
communicating, servicing, and information
Gathering

A. marketer
B. distributor
C. salesperson
D. advertiser
____________ is an individual acting for a
company by performing one or moreof the
following activities: prospecting,
communicating, servicing, and information
gathering

A. marketer
B. distributor
C. salesperson
D. advertiser
Selling is most described as being
________________ communication
with respect to the relationship with
consumers.

A. no personal
B. nonstructural
C. two-way, personal
D. demand-directed
Selling is most described as being
________________ communication
with respect to the relationship with
consumers.

A. no personal
B. nonstructural
C. two-way, personal
D. demand-directed
The first step in the selling process involves
prospecting. What other function of
selling is normally associated with the
prospecting step?

A. qualifying
B. approaching
C. demonstration
D. presentation
The first step in the selling process involves
prospecting. What other function of
selling is normally associated with the
prospecting step?

A. qualifying
B. approaching
C. demonstration
D. presentation
The step in the selling process where
customer problems and concerns need to be
addressed is called the ____________ step.

A. prospecting
B. pre-approach
C. approach
D. handling objections
The step in the selling process where
customer problems and concerns need to be
addressed is called the ____________ step.

A. prospecting
B. pre-approach
C. approach
D. handling objections
All of the following are forms of direct
marketing
Communication EXCEPT:

A. targeting
B. face-to-face selling.
C. kiosk marketing.
D. online marketing
All of the following are forms of direct
marketing
Communication EXCEPT:

A. targeting
B. face-to-face selling.
C. kiosk marketing.
D. online marketing
Most producers use ___________________
to bring their products to market.

A. Retailers
B. intermediaries
C. expediters
D. companies
Most producers use ___________________
to bring their products to market.

A. detailers
B. intermediaries
C. expediters
D. companies