Q. Which among the following is a type of cue in “Behavioral Theory Equation” in personal selling?
✅ Correct Answer: (D)
All of these
Sales Management MCQs and Notes
Q. Which among the following explains “Behavioral Theory Equation”?
✅ Correct Answer: (D)
All of these
Q. Which among the following are the methods for handling and overcoming objections in personal selling?
✅ Correct Answer: (D)
All of these
Q. Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is
✅ Correct Answer: (B)
Buying formula theory
Q. _________________ 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 Answer: (B)
Guarantees
Q. What is AIDA?
✅ Correct Answer: (A)
Attention Interest Desire Action
Q. Which among the following is not any stage of personal selling process?
✅ Correct Answer: (C)
Selling the product
Q. What is the next step after “Need and Problem identification” in personal selling process?
✅ Correct Answer: (B)
Presentation and demonstration
Q. Which theory is summarized as “Everything was Right” theory?
✅ Correct Answer: (D)
Both 1 and 2
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What B stands for?
✅ Correct Answer: (A)
response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier