M Com 2nd year Advertising Sales Management Sample Model Question Answer Paper

143. The main objective of packaging is

(1) identification of product 

(2) maintaining the quality of product 

(3) protection of product 

(4) All of the above 

Ans. (4) All of the above

144. Product identification involves

(1) branding

(2) packaging 

(4) All of these 

(3) labelling

Ans. (4) All of these 

145. Multiple packaging is

(1) the most expensive type of packaging 

(2) the most effective type of packaging 

(3) the same as family packaging 

(4) likely to increase demand

Ans.(3) the same as family packaging 

146. The second stage in the sales forecast is to estimate

(1) market demand

(2) company demand

(3) consumer demand

(4) sales demand

Ans. (2) company demand 

147. In jury method of sales forecasting includes

(1) top jury method

(2) percolated jury method 

(3) both (1) and (2)

(4) delphi method Ans.(3) both (1) and (2) 

148. Micro-forecasting determines

(1) product’s market share 

(2) price’s market share 

(3) place’s market share 

(4) product’s share

Ans. (1) product’s market share 

149. Which of the following provides the backone of marketing! 

(1) Sales forecasting

(2) Profit forecasting 

(3) Market targeting

(4) Market segmentation 

Ans. (1) Sales forecasting 

150. Which is the branding of bank?

(1) Fixed deposits or term deposits 

(2) Mutual fund 

(3) Personal loan

(4) All of these –

Ans.(4) All of these 

151./Who said, “The marketing is the set of human activities”? 

(1) Borch

(2) Philip Kotler 

(3) Still

(4) Cundiff 

Ans. (2) Philip Kotler 

152. Marketing includes

(1) branding

(2) packing 

(3) packaging

(4) All of these

Ans. (4) All of these

153. Which is not the objective of sales promotion?

(1) To reduce the effect of off-season sales 

(2) To invite competitors 

(3) To achieve the predetermined goal of sales 

(4) To help middlemen in increasing their sales 

Ans. (2) To invite competitors

64. Which statement is correct?

(1) Expenses on advertisement is the wastage of money 

(2) Advertisement ever misleads the consumers 

(3) Advertisement increases the knowledge of customers 

(4) None of the above

Ans. (4) None of the above 

165. Sales forecast can be based on which of the following information? 

(1) What customers say about the product 

(2) What customers are actually doing 

(3) What customers have done in the past 

(4) All of the above

Ans. (4) All of the above 

156. In which year and where the first Ad. agency opened?

(1) Philadelphia in 1841 

(2) Washington in 1868 

(3) Tokyo in 1892 

(4) London in 1902

Ans. (1) Philadelphia in 1841 

157. “Personal selling is personal conversation with the prospective customers for making sales.” To what extent this statement is correct? 

(1) Perfectly correct

(2) Partially correct 

(3) Not correct

(4) None of these 

Ans. (1) Perfectly correct 

M Com 2nd year Advertising Sales Manag0ement Sample Model Question Answer Paper
M Com 2nd year Advertising Sales Manag0ement Sample Model Question Answer Paper

158. Which of the following is a financial method of motivating salesmen? 

(1) Promotion

(2) Bonus 

(3) Recognition

(4) Participation 

Ans. (2) Bonus 

159. Who is the founder of Group Interview method? 

(1) Milton N. Mandell

(2) E.F. Wonderlic 

(3) Robert N. Memarry

(4) McFurland 

Ans. (3) Robert N. Mcmarry 

160. The component of sales forecast is/are

(1) sales target

(2) sales budget 

(3) both (1) and (2)

(4) sales volume 

Ans.(3) both (1) and (2) 

161. The analytical and statistical method of sales forecasting include

(1) extrapolation method 

(2) moving average method 

(3) time series analysis

(4) All of these 

Ans. (4) All of these

162. The type of forecasting is selected on the basis of

(1) degree of accuracy

 (3) time horizon

(2) availability of data 

(4) All of these

Ans. (4) All of these 

163. There are ……….. major types of sales forecasting.

(1) two 

(2) three 

(3) four

 (4) five

Ans. (1) two 

164, Demonstration is an exercise to

(1) attractively pack and display the goods 

(2) prove the characteristic of the product 

(3) both (1) and (2) 

(4) only (1)

Ans.(2) prove the characteristic of the product 

165. Time series can be useful forecasting method at the .. stage of product life-cycle. 

(1) introduction

(2) growth 

(3) maturity

(4) decline 

Ans. (1) introduction 

166. Which of the following is/are instrument of sales contr

(1) Sales targets and sales report 

(2) Sales expenditure bud 

(3) Sales conferences

(4) Travel plans 

(5) All of the above

Ans. (5) All of the above 

167. Which of the following are included in sales forecastin 

(1) Sales pricing

(2) Sales planning 

(3) Distribution channels 

(4) All of these

Ans. (4) All of these 

168. Which of the following is not a ‘post testing technique advertisement? 

(1) Sales test

(2) Focus group 

(3) Enquiry test

(4) Attitude test 

Ans.(4) Attitude test 

169. Which of the following is an instrument of sales contro

(1) Producing quality product 

(2) Selecting the best distribution channel 

(3) Pricing 

(4) Sales conferences

Ans.(4) Sales conferences 

170. Which of the following is/are the aims of sales training

(1) Increasing sales 

(2) Improving sales presentation 

(3) Sharpening sales skills 

(4) All of the above 

Ans. (4) All of the above

171. Which of the following is the form of sales organisation?

(1) Functional organisation 

(2) Line type sales organisation 

(3) Line and staff

(4) All of these 

Ans. (4) All of these 

172. Which of the following is the element of sales management? 

(1) Selling

(2) Maximisation of sales 

(3) Management of sales force 

(4) All of these

Ans.(4) All of these 

173. The sources of salesman recruitment includes

(1) from the inside of business 

(2) employment exchange 

(3) employees of customers 

(4) All of these 

Ans. (4) All of these

174. A conference is a meeting for the purposes of dicussion”. Who said? 

(1) K.B. Hass

(2) J.S.K. Patel 

(3) J.R. Danbman

(4) Harold Whitehead

Ans. (1) Accountant or clerk of sales department 

175. Which of the following is the part of sales department?

(1) Accountant or clerk of sales department 

(2) Production manager 

(3) Purchase manager 

(4) HRM manager

Ans. (1) Accountant or clerk of sales department 

176. Which of the following is the factors of sales organisation? 

(1) Marketing area

(2) Sales policy 

(3) Price of the product 

(4) All of these

Ans. (4) All of these 

177. Psychological factors of a successful ad. are– 

(1) Creating desire

(2) Creating taste 

(3) Attracting attention 

(4) All of these

Ans. (4) All of these 

178. In personal selling ………. tries to influence the customer. 

(1) Manufacturer

(2) Salesman 

(3) Wholesaler

(4) None of these 

Ans. (2) Salesman 

179. ¥Motivation is a willingness to expand energy to achieve a goal or reward.” Who said? |

(1) Dalton E. Mc Farland 

(2) Berelson 

(3) Dale S. Beach

(4) Haring 

Ans. (2) Berelson 

180. Match the following

1. Increase in B. Sales

2. Satisfy the A. Customers

3. Creation of C. Utility

189. Which of the following is ………. the type of organisation!

(1) Line and staff type sales organisation 

(2) Retailer 

(3) Quota sales

(4) Agent 

Ans.(1) Line and staff type sales organisation 

190. Which of the following is/are right of consumer? 

(1) Right to safety

(2) Right to choose 

(3) Right to be informed 

(4) All of these

Ans.(4) All of these 

191. Which of the following acts come under the legislative measures? 

(1) Drug control act

(2) Industries act 

(3) Ago products act

(4) All of these 

Ans. (4) All of these 

192. Under which of the following rights the consumer must be provided the quality detail of product? 

(1) Right to safety

(2) Right to be informed 

(3) Right to choose

(4) Right to education 

Ans. (2) Right to be informed 

193. Which of the following day is celebrated as world consumer right day? 

(1) 15 March

(2) 20 March 

(3) 15 April

(4) 20 April 

Ans. (1) 15 March 

194. Consumer is

(1) who buy goods

(2) who hires services 

(3) who produces goods.

(4) both (1) and (2)

Ans. (4) both (1) and (2) 

195. Not included in personal selling?

(1) Demonstration of product 

(2) Description of product 

(3) Advertisement

(4) Remedies for objections 

Ans. (3) Advertisement 

196. Which of the following is not a buying motive? 

(1) Self Security

(2) Fashion 

(3) Habit

(4) Seller’s pressure 

Ans. (4) Seller’s pressure 

197. Which of the following is not right in SWOT analysis? 

(1) S-Strength

(2) W-Weakness 

(3) O-Opportunities

(4) T-Tears 

Ans. (4) T-Tears 

198. A”If you stop adding new clients you start bleeding to death who said? 

(1) C.L. Boiling

(2) C. Robert Patty 

(3) David Ogilvy

(4) Dale Yoder 

Ans. (4) Dale Yoder

199. In case goods are purchased for resale, these goode, the Consumer Protection Act, 1986 are

(1) for business

(2) for commercial purpose 

(3) for sale

(4) All of these 

Ans.(2) for commercial purpose 

200. Consumer Protection Act came into existence in

(1) 1946 

(2) 1966 

(3) 1976 

(4) 1988

Ans. (4) 1988 

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