438. Which of the following is not a ‘post-testing’ technique of advertisement?
(1) Sales test
(2) Focus group
(3) Enquiry test
(4) Attitude test
Ans. (4) Attitude test
439. All the following are among the chief activities of a salesperson EXCEPT
(1) Profit Analysis
(2) Prospecting
(3) Servicing
(4) Information gathering
Ans. (1) Profit Analysis
440. The advertising budgetary process consists the following steps
(1) Collection of data and preparation of Budget
(2) Presentation and approval of budget
(3) Budget execution and control on budget
(4) All of the above
Ans. (4) All of the above
441. The quality of a good advertisement copy should be
(1) Attractive
(2) Meaningful
(4) None of these
(3) Both (1) & (2)
Ans.(3) Both (1) & (2)
442. Which type of advertising objective is most important mature product
(1) Informative Advertisement
(2) Reminder Advertisement
(3) Comparison Advertisement
(4) Persuasive Advertisement
Ans.(2) Reminder Advertisement
443. According to research the most popular compensation program for sales force is
(1) Salary
(2) Incentives
(3) Combination of incentive and salary hike
(4) Profit sharing
Ans. (1) Salary
444. Exhibitions are the means of –
(1) Indoor Advertising
(2) Outdoor Advertising
(3) Promotional Advertising
(4) Indirect Advertising
Ans. (3) Promotional Advertising
445. Advertising is a ………. function.
(1) Managerial
(2) Principal
(3) Both (1) & (2)
(4) None of these
Ans. (1) Managerial
446. In personal selling there is ………. channel of transmission of message.
(1) one
(2) two
(3) many
(4) All of hese
Ans. (1) one
447. In the stage of objection handling (sales people tackle obstacles put in their way by
(1) marketers
(2) producer’s
(3) clients
(4) All of those
Ans.(3) clients
448. Prospect is also known as
(1) stable customer
(2) fickle customer
(3) potential customer
(4) loyal customer
Ans.(3) potential customer
449. Which of the following is/are the feature of personal selling
(1) use fewer resources
(2) products tend to be fairly complex
(3) contact between buyer and seller after the sale
(4) All of the above
Ans.(4) All of the above
450. Which of the following is true about advertising?
(1) It is a paid basis
(3) It is not a critical presentation
(4) All of these
(2) It may be non-personal
Aus. (4) All of these
451. The steps in scientific campaign includes
(1) decision to advertise
(2) marketing research
(3) determining advertising budget
(4) All of the above
Ans.(4) All of the above Who propounded Emotional and Rational Buying motives?
(1) R. S. Davar
(2) J. Kurian
(3) M.T. Copeland
(4) Pbilip Kotlar
Ans.(3) M.T. Copeland

453. Secondary function of advertising is
(1) To boost the morale of salesmen
(2) To furnish the requisite information to salesmen, dealers and customers
(3) To reduction production and selling cost
(4) All of the above
Ans.(4) All of the above
454. Which type of salesperson fits betterwith today’s marketing concept
(1) Hard Sell Salesperson
(2) Blad handing extrovert
(3) Relationship Introvert
(4) Problem Solver
Ans. (4) Problem Solver
155, ………. is quoted as saying that “Everyone lives by selling something.”
(1) Bill Gates
(2) Robert Steveson
(3) Henry Ford
(4) Arthur Miller
Ans.(2) Robert Steveson
456. Buying motive is an urge of a–
(1) Consumer
(2) Manufacturer
(3) Middlemen
(4) Retailers
Ans. (1) Consumer
457. Advertisement is
(1) Non-personal Communication
(2) Personal Approach to prospective customers
(3) An oral or written information about company’s goods or services
(4) All of the above
Ans. (4) All of the above
458. Standards stating the amount a salesperson should sell how the sales should be divided among the comp products refer to
(1) Positive incentives
(2) Sales quota
(3) Organisational climate
(4) Profit Goals
Ans.(2) Sales quota
459. ………. is any paid form of non-personal communication about an organisation, good, service or idea by an identified sponsor
(1) Publicity
(2) Sales Promotion
(3) Advertising
(4) Personal Selling
Ans.(3) Advertising
460. Sales tools used to support a company’s advertising and the personal selling directed to wholesaler, retailer or distributors are called
(1) Trade Oriented Sales Promotion
(2) Consumer Promotion
(3) Manufacturers Promotion
(4) Promotion
Ans. (4) Promotion
461. The function of advertising involves
(1) to introduce new products
(2) to explain causes of shortages
(3) to aid salesmen
(4) All of these
Ans.(4) All of these