1. Which theory is summarized as “Everything was Right” theory?
Correct : D. Both 1 and 2
2. What is the next step after “Need and Problem identification” in personal selling process?
Correct : B. Presentation and demonstration
3. Which among the following is not any stage of personal selling process?
Correct : C. Selling the product
4. What is AIDA?
Correct : A. Attention Interest Desire Action
5. _________________ 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.
Correct : B. Guarantees
6. Purchase process if differentiated by a mental sequence of events that goes on in
prospects mind is
Correct : B. Buying formula theory
7. Which among the following are the methods for handling and overcoming objections in
personal selling?
Correct : D. All of these
8. Which among the following explains “Behavioral Theory Equation”?
Correct : D. All of these
9. Which among the following is a type of cue in “Behavioral Theory Equation” in personal
selling?
Correct : D. All of these
10. J.A Howard gave a formula for ‘’Behavioral Equation”
B=P*D*K*V What D stands for?
Correct : C. present drive level
11. Which theory is also known as “Situation Response Theory”?
Correct : D. Right set of circumstances theory
12. ___________________ reduces risk because they prove the benefits of the product.
Correct : A. Demonstration
13. For making advertisement s more effective, the manufacturers improve ____________and launch new products.
Correct : A. Existing products
14. It is advisable to use ____________________ as a source of advertising.
Correct : D. Television
15. Selecting time, choosing media types, deciding on reach of frequency and media vehicle
for advertisements are part of
Correct : C. Selecting media
16. To introduce the new products to world of consumers is the main goal of
Correct : B. Advertising
17. Advertisement through radio was very popular till the middle of last century because of _______________.
Correct : C. Mass reach
18. Advertising creates employment as it increases the volume of sales and___________
Correct : A. Production
19. Lower costs, greater global advertising coordination consistent worldwide image are the ______________________ of international marketing decision.