M.COM Annual Examination Advertising And Sales Management Question Answer Paper

(79) “Salesmanship consists of one human mind in another human mind.” This definition of salesmanship is given by 

(1) H.L. Hanson

(2) Garfield Blake 

(3) H.K. Nixon

(4) W.M. Scott 

80. Which of the following is a right statement? 

(1) Salesmanship and advertisement are complementary to each other 

(2) Salesmanship is more important than Ad. 

(3) Ad. is more important than salesmanship

(4) Salesmanship and Ad. both are wasteful. 

81. “A sales organisation consists of human being working together for the marketing of products manufactured by the firm or purchased for re-sale.” Who gave this statement? 

(1) Still and Cundiff to 

(2) H.R. Tosdal 

(3) F.W. Tayor

(4) B.R. Canfield 

82. “The salesman is a keystone of our comfort and guarantor of our security.” Who said? 

(1) Russell and Beach

(2) Prof. Sharlekar 

(3) W.J. Stanton

(4) Richard Buskirk 

83. Sales goal includes

(1) Sale

(2) Project 

(3) Customer satisfaction 

(4) All of these 

(84) “Recruitment is the active search for the best available candidates for sales position.” Who said?

(1) Edwin B. Flippo

(2) Viktor P. Buell 

(3) Michael J. Jucius

(4) Dale Yoder 

85. Match the following

1. Increase in A. Customers 

2. Satisfy the B. Sales 

3. Creation of C. Utility 

(1) 1-A, 2-B, 3-C (2) 1-B, 2-A, 3-C 

(3) 1-C, 2-B, 3-A (4) 1-A, 2-C, 3-B

86. Who is the founder of Group Interview method?

(1) Milton N. Mandell 

(2) E.F. Wonderlie                            

(3) Robert N. Memarry 

(4) Me Furland –

87. “Good Salesmen are not born but made by properly organised and directed sales training programme.” Who said? 

(1) George R. Collins

(2) Lopes 

(3) B. R. Canfield

(4) Heggarty 

88. Which of the following is not a group training method? 

(1) Group discussion

(2) On the job training 

(3) Sales conference

(4) Special courses 

89″Motivation is a willingness to expand energy to achieved goal or reward.” Who said? 

(1) Dalton E. Mc Farland 

(2) Berelson 

(3) Dale S. Beach

(4) Haring 

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

(1) Promotion

(2) Bonus 

(3) Recognition

(4) Participation 

91. Which of the following is a best method of remuneration of salesmen? 

(1) Straight salary plan 

(2) Straight commission plan

(3) Salary and commission plan 

(4) Bonus method 

92. Need of sales force control is to

(1) Achieve sales goals 

(2) Get maximum sales at minimum cost 

(3) Improve conditions

(4) All of the above 

93. Meaning of performance appraisal is-

(1) Appraisal of capacity 

(2) Appraisal of ability 

(3) Appraisal of responsibility 

(4) All of these 

94.”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

(95) “Forecasting is a systematic attempt to predict the future by inference from known facts.”. Who said?

(1) Henery Fayol

(2) Allen

(3) Philip Kotler 

(4) Mathews 

96. Which of the following is not a function of sales forecasting?

(1) Purchase Planning

(2) Inventory Planning 

(3) Production Planning

(4) Transport Planning

97. Match the following

(1) World lever sales forecast (a) C.S.O. 

(2) National level sales forecast (b) World Bank 

(3) Industry level sales forecast (c) Related ministry (1) 1-B, 2-A, 3-C

(2) 1-A, 2-B, 3-C 

(3) 1-C, 2-B, 3-A

(4) 1-A, 2-C, 3-B 

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

(1) S-Strength

(2) W-Weakness 

(3) 0-Opportunities

(4) T-Tears 

99. “A conference is a meeting for the purposes of discussion.” Who said? 

(1) K.B. Hass

(2) J.R. Daubman 

(3) J.S.K. Patel

(4) Harold Whitehead 

100″A motive becomes buying motive when the individual seeks satisfaction through the purchase of something.” Who said? 

(1) W.J. Stanton

(2) George R. Terry

(3) H.H. Maynard

(4) J.H. Davis

ANSWER SHEET 

1. (3) 2. (2) 3. (3) 4. (3) 5. (3) 6. (4) 7. (2) 8. (4) 9. (4) 10. (4) 11. (2) 12. (2) 13. (3) 14. (4) 15. (4) 16. (4) 17. (1) 18. (4) 19. (2) 20. (1) 21. (3) 22. (4) 23. (4) 24. (2) 25. (2) 26. (3) 27. (1) 28. (3) 29. (3) 30. (3) 31. (4) 32. (2) 33 (2) 34. (2) 35. (2) 36. (2) 37. (2) 38. (4) 39. (3) 40. (2) 41. (3) 42. (2) 43. (3) 44. (3) 45. (4) 46. (4) 47. (1) 48. (4) 49. (2) 50. (2) 51. (1) 52.(2) 53. (4) 54. (2) 55. (4) 56. (3) 57. (4) 58. (2) 59. (1) 60. (1) 61. (4) 62. (3) 63. (2) 64. (4) 65. (1) 66. (4) 67. (1) 68. (4) 69. (4) 70. (3) 71. (4) 72. (4) 73. (4) 74. (3) 75. (1) 76. (3) 77. (4) 78. (4) 79. (2) 80. (1) 81. (2) 82. (4) -83. (4) 84. (1) 85. (2) 86. (3) 87. (3) 88. (1) 89. (2) 90. (2) 91. (3) 92. (4) 93. (4) 94. (4) 95. (3) 96. (4) 97. (1) 98. (4) 99. (3) 100. (1)

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