Q. Use of positive approach, seek out hidden objections, ask the buyer for clarifications and objections is ______________
✅ Correct Answer: (C)
Handling objections
Sales Management MCQs and Notes
Q. 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 Answer: (B)
Presentation and demonstration
Q. 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 Answer: (B)
Personal selling
Q. 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 Answer: (A)
Approach
Q. What is the next step after “the opening” in personal selling process?
✅ Correct Answer: (B)
Need and problem identification
Q. Asking referrals from the customers, reward proper scouting, identifying good leads from bad ones is _______________ step of personal marketing.
✅ Correct Answer: (D)
Prospecting and qualifying
Q. What is the next step after “closing the sale” in personal selling process?
✅ Correct Answer: (D)
Follow up
Q. J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K stands for?
✅ Correct Answer: (D)
“incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer
Q. ________________________ is a specialist form of personal selling.
✅ Correct Answer: (D)
Face to face selling
Q. Contribution to net profit, evaluation of current vs past, ranking, clearing standards and sales vs expenses are ________________________ in sales force management.
✅ Correct Answer: (C)
Formal evaluation