M Com 2nd year Advertising Sales Management Sample Model Set

39. Making the first contact can be done through 

(1) e-mail

(2) telephone 

(3) letter

(4) All of these

Ans. (4) All of these 

40. Which of the following includes the stage of personal selling? 

(1) Prospecting

(2) Making first contact 

(3) Sales call

(4) All of these 

Ans. (4) All of these 

41. ………. helps people to buy intelligently.

(1) Product-mix and cost pricing 

(2) Advertising 

(3) Brand

(4) Price 

Ans. (4) Price

42. Which of the following is true about advertising?

(1) Advertisement is an investment 

(2) It pays to advertise 

(3) Advertisement is a waste of money 

(4) All of the above 

(5) All of the above

Ans. (4) All of the above 

43. Which is the drawback of advertising?

(1) Wastage of money 

(2) Reduction of ethics 

(3) Misrepresentation of facts 

(4) All of these

Ans. (4) All of these 

44. Publicity may be 

(1) oral

(2) written 

(3) personal and non-personal 

(4) All of these 

Ans. (4) All of these

45. Who gave the following definition? “A motive is an inner urge that moves or prompts a person.” 

(1) William J. Stanton

(2) R.S. Davar 

(3) D.J. Durian

(4) Philip Kotler 

Ans. (2) R.S. Davar 

46. The motive of an Advertisement is

(1) Creation of demand of goods 

(2) To make the consumers aware about the company’s goods or services 

(3) To attract the customers towards showrooms 

(4) All of the above 

Ans.(4) All of the above 

47. The last stage in the selling process is the ………. stage. 

(1) Approach

(2) Handling Objections 

(3) Closing

(4) Follow-up 

Ans. (4) Follow-up 

48. Display advertising covers

(1) Window display

(2) Exhibitions 

(3) Interior display

(4) All of these 

Ans.(4) All of these 

49. The DAGMAR approach was propounded by

(1) Dagmar 

(2) Dillard 

(3) R.H.Colley 

(4) American Marketing Association 

Ans. (3) R.H Colley

50. Nothing except the mint can make money without advertising. Who said this? 

(1) Breach

(2) Lord Mecaley 

(3) Laskar

(4) Webster 

Ans. (2) Lord Mechaley 

51. Sales forecast implies

(1) an estimate of the maximum possible sales opportunities present in a particular market segment 

(2) an estimate of sales, in physical unit in a future period 

(3) Both (1) and (2) 

(4) None of the above

Ans. (3) Both (1) and (2) 

52. The fastest growing sales force technology tool is

(1) Personal Data Assessment 

(2) Cell Phone 

(3) Internet alomo 

(4) Laptop Computer 

Ans. (3) Internet 

53. Advertising Budget includes ………. during a specified period. 

(1) Estimated monetary gain from Advertisement 

(2) Estimated expenditure on Advertisement 

(3) Both (1) & (2) 

(4) None of the above

Ans. (3) Both (1) & (2) 

54. Which of the following is not a psychological factor affecting consumer’s behaviour? 

(1) Family Income

(2) Social Image 

(3) Basic Needs

(4) None of these 

Ans.(I) Family Income 

(55) Personal selling is confined to a–

(1) particular area 

(2) large number of people 

(3) complete area 

(4) random area

Ans. (1) particular area 

56. The importance of personal selling includes

(1) benefits to consumers 

(2) benefits to business 

(3) benefits to society

(4) All of these 

Ans.(4) All of these

57. A sale is a

(1) tool of marketing management 

(2) contract 

(3) concept

(4) product

Ans. (2) contract

58. Personal selling consists of

(1) personal communication and advertising 

(2) individual relation 

(3) sales promotion 

(4) None of the above

Ans. (4) None of the above 

59. The effectiveness of personal selling depends upon 

(1) qualities of product

(2) suitable price of product 

(3) qualities of customers 

(4) qualities of salesman 

Ans. (4) qualities of salesman

60. Personal selling is a ……… communication. 

(1) one way

(2) two way 

(3) single way

(4) many to one way 

Ans. (2) two way 

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