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M.COM Examination Advertising And Sales Management Practise Paper Notes Question Answer

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

M.Com. (Part II) Examination,

Advertising and Sales Management

1. The major stages of advertising development include

(a) domestic 

(b) export 

(c) international 

(d) All of these 

2. A marketer uses pioneer advertising to-

(a) promote established brands 

(b) promote a product in the introductory stage of the life-cycle 

(c) compare brand names

(d) introduce a competitive version of the product 

3. Jindagi ke Saath bhi, Zindagi ke Baad bhi, this Advertisement line is for which Insurance Co.

(a) Birla Sun Life 

(b) Aviva 

(c) LI.C. 

(d) Bajaj Alliance 

M.COM Examination  Advertising And Sales Management Practise Paper Notes Question Answer
M.COM Examination Advertising And Sales Management Practise Paper Notes Question Answer

4. What do you understand by market research?

(a) Study of sales problems 

(b) Study of purchase problems 

(c) Marketing controls

(d) Production control 

5. Advertising that promotes organisational images, ideas and political issues is ………. advertising..

(a) product 

(b) defensive

(c) competitive 

(d) institutional 

6. What benefit society get from advertisement?

(a) Reduction in number of mediators 

(b) increase in healthy competition

(c) Increase in social standards 

(d) All of above 

7. Which of the following is not an aspect of the promotion mix? 

(a) Direct Marketing

(b) Advertising 

(c) Public Relation

(d) Strategic Positioning 

8. One reason for not using newspapers as an advertising medium is their inability to cover marketst

(a) Short Time Span

(b) High Cost 

(c) Limited Scope

(d) Long’ lead time for ad placement 

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

(a) Prospecting

(b) Making first contact 

(c) Sales call

(d) All of these 

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

(a) William J. Stanton

(b) R.S. Davar 

(c) D.J. Durian

(d) Philip Kotler 

11. “Nothing except the mint can make money without advertising.” Who said this?

(a) Breach 

(b) Lord Mecaley 

(c) Laskar 

(d) Webestar 

12. Personal selling is confined to a-

(a) particular area

(b) large number of people 

(c) complete area

(d) random area

13. Personal selling is a ………. communication.

(a) one way

(b) two way 

(c) single way 

(d) many to one way 

14. In advertising for ……… is not allowed on Television.

(a) Liquor

(b) Cigarettes

(c) Both (a) & (b)  

(d) Neither (a) nor (b)

15. “Do Boond Zindagi Ke” refers to the advertisement of which disease?

(a) Cancer

(b) personal activity

(c) Cataract

(d) Malaria

16. Selling is-

(a) impersonal activity

(b) personal activity 

(c) impersonal and Personal activity

(d) All of these 

17. Where under a contract of sale, the property in the goods is transferred from the seller to the buyer, it is called

(a) aproperty 

(b) a sale 

(c) gift

(d) tax 

18. The key objective of a pioneering ad is to

(a) inform the target market 

(b) identify the target market

(c) change the target market 

(d) reinforce pervious knowledge 

19. Quality of a successful salesman includes-

(a) Influential Personality

(b) Self contidence 

(c) Honesty

(d) All of these 

20. The process of branding covers

(a) giving on identify to a product 

(b) designing a brand mark

(c) establishing the product

(d) All of these 

21. The objective of Sales Management is–

(a) To Maximize Profits 

(b) To cain reasonable profits 

(c) To satisfy the consumers of the product

(d) Both (b) and (c) 

22. Who has said that “Advertising is Salesmanship in print”.

(a) Lasker 

(b) Wood 

(c) Shelton 

(d) Wheeler 

23. “The purpose of advertising is to reduce the % cost of product and distribution said by

(a) Breach 

(b) Daver 

(c) Mitchell, 

(d). Bill Gates 

24. Which of the following may be known as the function of packaging?

(a) To assemble and arrange the content 

(b) To facilitate transporting and storing 

(c) To identify the content 

(d) All of the above

25. Which of the following is not the test of effectiveness of the ad.?

(a) Sales test 

(b) Opinion test, 

(c) Race test 

(d) Inquiry 

26. Which of the following is a principle of effective ad?

(a) Continuity 

(b) Novelty 

(c) Creativity 

(d) All 

27. Main decision areas in packaging is-

(a) package materials

(b) package size and convenience 

(c) package aesthetics

(d) All of these

28. The estimate which is prepared by a salesman about sales activities is called-

(a) Salesman’s report

(b) Producer’s reports 

(c) Consumer’s report

(d) Wholesaler’s report

39. Which is not the advertisement activity? 

(a) To attract the customers

(b) To increase the sales 

(c) To sell the goods

(d) To create demand 

30. Multiple packaging is Jal the most expensive type of packaging 

(b) the most effective type of packaging

(c) the same as family packaging

(d) likely to increase demand 

31. Which is the branding of bank?

(a) Fixed deposits or term deposits 

(b) Mutual fund 

(c) Personal loan

(d) All of these 

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

(a) What customers say about the product 

(b) What customers are actually doing 

(c) What customers have done in the past

(d) All of the above 

33. The component of sales forecast is/are

(a) sales target

(b) sales budget 

(c) both (a) and (b)

(d) sales volume 

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

(a) introduction 

(b) growth 

(c) maturity 

(d) decline 

35. Which of the following is/are the aims of sales training? 

(a) Increasing sales

(b) Improving sales presentation 

(c) Sharpening sales skills

(d) All of the above 

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

(a) Accountant or clerk of sales department 

(b) Production manager 

(c) Purchase manager

(d) HRM manager 

37. Match the following-

1. Increase in A. Customers 

2. Satisfy the B. Sales 

3. Creation of C. Utility 

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

lo 1-0, 2-A, 3-C 

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

(d) 1-A, 2-C, 3-8 

38. Which of the following items, salesman should not have at the time of sales journey?

(a) Visiting card 

(b) Samples 

(c) Story book 

(d) Order forms 

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

(a) All of these

(b) Industries act 

(c) Ago products act 

40. Not included in personal selling?

(a) Demonstration of product

(b) Description of product

(c) Advertisement

(d) Remedies for objections

41. Consumer Protection Act came into existence in

(a) 1946 

(b) 1966 

(c) 1976 

(d) 1988 

42. In the selection of Vendor (Sale person) the first step is

(a) Determination of qualification 

(b) Psychological test 

(c) Written test

(d) Interview 

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