1. Tests of intelligence tests are known as…………………
Correct : C. Tests of ability
2. There are three interrelated elements of rewards for salespeople. One of the elements is
direct financial rewards and includes:
Correct : C. Merit salary increases, bonuses, and commissions
3. Which is of these is how sales is in the 21st Century?
Correct : C. Executive selling for high level accounts
4. Which is a way to move toward relationship selling versus transactional selling?
Correct : A. All of the above a ways to move toward relationship selling
5. ______ is business sell lists of prospects.
Correct : C. External referral agencies
6. Earning 20% return on investment is an example of which strategic marketing planning.
Correct : A. Objective
7. __________ is how the products will benefit the company.
Correct : D. Consultative seller
8. In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names.
Correct : D. Customer referrals
9. _________ is work for a manufacturer and call on customers to provide product
information, may be involved in promotional activities. (Ex: pharmaceutical reps)
Correct : D. Missionary seller
10. ___________ is the planning stage, learning about the customer and learning about who
makes the final decision.
Correct : A. Pre-approach
11. Selling has been around for years, according to history, which one is not a form of selling?
Correct : C. Bookies
12. Which is a level that is found amongst sales managers?
Correct : C. District Manager
13. ________ is realizing upon making the call that the information needs to be reassessed.
Correct : C. Adaptive selling
14. _______ is simply a full listing of the names and contact information for all prospects,
categorized by how likely they are to purchase the product.
Correct : C. Sales pipeline
15. Prospecting involves two components _____________ and ___________.
Correct : B. Identifying leads and qualifying leads
16. _________ is the meet the needs of key (usually lare accounts), the goal is to maintain
the account.
Correct : A. Key account seller
17. _________ is when unannounced calls are made
Correct : A. Cold canvassing
18. ________ is knowing what is needed as new products are being developed
Correct : C. Customers and the planning process
19. A manager are team leaders but can fail if _____________________________
Correct : C. Don't have structure and discipline
20. In the stage of needs assessment some critical things that could be done is to, ask situational questions, problem impact questions, solution value questions and _________
Correct : D. Confirmatory questions
21. ________ is with there is a buying center,team selling and the use of total quality
management.
Correct : C. Significant teamwork
22. Which of the following provides the backbone of marketing?
Correct : A. Sales forecasting
23. The types of sales forecasting include
Correct : C. Both (1) and (2)
24. Macro forecasting is concerned with forecasting markets in
Correct : C. Totality
25. Micro forecasting determines
Correct : A. Product's market share
26. The type of forecasting is selected on the basis of
Correct : D. All of the above
27. Which of the following is/are the type of sales forecast on the basis of time frame
Correct : D. All of the above
28. Sales forecasting involves study of
Correct : D. All of the above
29. Sales forecasting involves
Correct : A. Sales Planning
30. Benchmark' means
Correct : D. Standard values for comparison
31. The analytics and statistical method of sales forecasting include
Correct : D. All of the above
32. The first stage in creating the sales forecasting is to estimate
Correct : A. Market demand
33. The component of sales forecast is/are
Correct : C. Both (1) and (2)
34. Sales forecasting can be based on which of the following information?
Correct : D. All of the above
35. A common method of preparing sales forecast consists of
Correct : D. All of the above
36. Which of the following are included in sales forecasting?
Correct : D. All of the above
37. ………….of the following are the steps of traditional selling strategy?
Correct : D. All of the above.
38. Which of the following is not a part of traditional selling strategy?
Correct : D. Online sales
39. Which of the following is the foundational step of the sales process?
Correct : C. Prospecting
40. Before planning a sale, which or the following activity is conducted by the sales person?
Correct : B. Research
41. Which of the following is a part of pre-approach process?
Correct : D. All of the above.
42. Which of the following is not a part of approach?
Correct : D. Agreeing on the terms of sales.
43. Which of the following are the way of approach?
Correct : D. All of the above
44. Which of the following activity is explaining how the product meets that person or
company’s need?
Correct : A. Presentation
45. Which of the following activity should be done after presentation?
Correct : A. Handling objection
46. What is the final step of traditional selling strategy?
Correct : A. Following-up
47. Which of the following activity is offered by online airline services?
Correct : D. All of the above
48. What is the purpose of alliances created by travel companies?
Correct : C. both a and b
49. Which of the following is the benefit of online stoke trading?
Correct : D. All of the above
50. Which of the following is not the benefit of online stoke trading?
Correct : C. Time consuming
51. Handy tools in online stoke trading includes…
Correct : D. All of the above
52. Which of the following is the factor contributing the drastic growth of online investing?
Correct : C. both a and b
53. Which type deals with auction ?
Correct : D. C2C
54. Which segment is ebay an example?
Correct : D. none of the above
55. Which type of e-commerce focuses on consumers dealing with each others?
Correct : D. C2C
56. Mobile Commerce can be defined as –
Correct : C. M-Com.
57. Define forecasting as a systematic attempt to people the future by interference from
known facts.
Correct : A. Allen
58. One of the objectives of forecasting is to determine……………
Correct : B. A Suitable production policy
59. One of the long term objectives of forecasting is to provide…………
Correct : C. Labour
60. One of the purpose of sales quota is to evaluate the ……………….
Correct : A. Performance
61. …………….is set for an individual salesperson, geographical areas, product lines or
distributive outlet or for any one or more of these on combination.
Correct : B. Sales volumes quotas
62. A………is a goal set for a salesperson or sales department measured in revenue or units
sold for a specific time.
Correct : C. Sales Targets
63. ………………..is a detailed examination of salts volume by territory.
Correct : D. Sales analysis
64. ………………..are maintained by accounting department sales organization. These records
are made of salesmen’s reports.
Correct : A. Sales records
65. A…………is a systematic and comprehensive appraisal of the total selling operation. It appraises integration of the individual inputs to the personal selling efforts and identifies and evaluates assumption underlying the sales operation.
Correct : B. Sales Audit
66. Ask for order, review points of agreement, help in writing up the order, ask which model the customer wants, note that customer will lose out if not ordered now; offer incentives to buy now – lower price, larger quantity for same price are several techniques of ______________________.
Correct : D. Closing
67. What P stands for?
Correct : B. predisposition or the inward response tendency, that is, force of habit
68. A sale forces organization that assigns each salesperson to a geographical territory in which that salespersons have to sell the company's full line is
Correct : D. Territorial sales force
69. Reduce buyer concerns that might have arisen after the sale, reveal problems, assure buyer of salesperson's interest, ensure customer satisfaction and repeat business is called
Correct : B. Follow- up
70. Companies using team of salespeople specialized in sales, marketing, engineering, finance
and technical support used for managing complex accounts is known as
Correct : D. Team selling
71. The salespeople of sales force sell their product may be relevant to a wide variety of
products, types of customers, and broad geographic area.
Correct : C. Complex structure
72. The salespeople who travel to call on customers is known as
Correct : D. Both 1 and 2
73. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V
What V stands for?
Correct : D. intensity of all cues: triggering, product, or informational
74. What is the next step after “negotiation” in personal selling process?
Correct : C. Closing the sale
75. __________________________ is the most effective promotional tool in making buyers
preferences, convictions and most importantly actions.
Correct : A. Personal selling
76. Designing sales force strategy and structure, recruit and select, training, compensation,
supervise and evaluation are the major steps of
Correct : B. Sales force management
77. Fringe benefit, variable amount, fixed amount, expenses are the part of
___________________ in Salesforce Management.
Correct : D. Compensating
78. Providing knowledge of product, personality development, communicating the criteria to
the salesperson are _____________________ in sales force management.
Correct : B. Qualitative evaluation
79. Salespeople who sells their product directly to the customers on telephone is called
Correct : C. Telemarketing
80. Contribution to net profit, evaluation of current vs past, ranking, clearing standards and
sales vs expenses are ________________________ in sales force management.
Correct : C. Formal evaluation
81. ________________________ is a specialist form of personal selling.
Correct : D. Face to face selling
82. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K stands for?
Correct : D. “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
83. What is the next step after “closing the sale” in personal selling process?
Correct : D. Follow up
84. Asking referrals from the customers, reward proper scouting, identifying good leads from
bad ones is _______________ step of personal marketing.
Correct : D. Prospecting and qualifying
85. What is the next step after “the opening” in personal selling process?
Correct : B. Need and problem identification
86. 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.
Correct : A. Approach
87. Company XYZ is a manufacture of motors and pumps employs regional salesperson to sell
its product to wholesaler and cities is an example of
Correct : B. Personal selling
88. 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.
Correct : B. Presentation and demonstration
89. Use of positive approach, seek out hidden objections, ask the buyer for clarifications and
objections is ______________
Correct : C. Handling objections
90. Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is
Correct : C. Relationship marketing
91. Salespeople who conduct business from their offices through telephones and visiting to
customers site is known as
Correct : B. Inside sales force
92. __________________ involves the use of satisfied customers to convince the buyer of the
effectiveness of the salesperson’s product.
Correct : D. Reference selling
93. A sales force organization under which salespeople sells their product only to the certain
customers or industries is
Correct : B. Customer sales force
94. A sales force organization under which salespeople sells only a portion or particular
product of the company's product.
Correct : A. Product sales force
95. The salesperson learns as much as possible about the prospective customer before making sales call by consulting standard industries and online sources, set call objectives, selecting best approach and time is ________________ step of personal marketing.
Correct : C. Pre-approach
96. The selling concept by which sellers and buyers come in direct contact is
Correct : B. Personal selling
97. Which of the following not comes under Pre Demonstration in Personal Selling?
Correct : B. Make the process as complex as possible
98. What are the objectives of personal selling?
Correct : D. All of these
99. While developing ________________________ salesperson must know about the
characteristics desired of the salespeople by buyers.
Correct : C. Personal selling skills
100. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for?
Correct : A. response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier