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