The personal selling step in which the salesperson asks for an order from the customer is classified as A. Shipper approach B. Handling shipment C. Closing D. Follow up The personal selling step in which the sales person asks for an order from the customer is classified as A. Shipper approach B. Handling shipment C. Closing D. Follow up The third step in personal selling process after completion of pre-approach step is to A. Prospecting and qualifying B. Handling objections C. Approach D. Presentation and demonstration The third step in personal selling process after completion of pre-approach step is to A. Prospecting and qualifying B. Handling objections C. Approach D. Presentation and demonstration A major element of a promotional mix is: A. Marketing research and reporting B. Personal selling C. Product design D. Negotiating a distribution channel A major element of a promotional mix is: A. Marketing research and reporting B. Personal selling C. Product design D. Negotiating a distribution channel Prospecting, pre-approach, approach, presentation, close, and follow-up is called the process of: A.Product marketing process B.Sales response function C.Personal selling process D.Consumer purchase decision process Prospecting, pre-approach, approach, presentation, close, and follow-up is called the process of: A.Product marketing process B.Sales response function C.Personal selling process D.Consumer purchase decision process An objection is a concern or question raised by the buyer. Objections happen: A.During the sales presentation B.When trying to obtain commitment C.After sales D.All of the above An objection is a concern or question raised by the buyer. Objections happen: A.During the sales presentation B.When trying to obtain commitment C.After sales D.All of the above If a company's objective were to reach masses of buyers that were geographically spread at a low cost per contact, the company would likely choose which of the following promotion forms: A.Advertising B.Personal selling C.Public relations D.None of the above If a company's objective were to reach masses of buyers that were geographically spread at a low cost per contact, the company would likely choose which of the following promotion forms: A.Advertising B.Personal selling C.Public relations D.None of the above Salesperson learns as much as possible about a prospective customer before making a sales call by: A.Prospecting B.Pre-approach C.Approach D.Handling objections Salesperson learns as much as possible about a prospective customer before making a sales call by: A.Prospecting B.Pre-approach C.Approach D.Handling objections The approach used by a sales person who understands the exact nature of the problem and persuades the prospect to buy the product; is called: A.Problem-solving approach B.Team selling approach C.Customer relationship-based approach D.Consultative approach The approach used by a sales person who understands the exact nature of the problem and persuades the prospect to buy the product; is called: A.Problem-solving approach B.Team selling approach C.Customer relationship-based approach D.Consultative approach The two-territory builds up methods used by a sales manager are: A. Market build-up method and sales breakdown method B. Market penetration method and sales breakdown method C. Market skimming method and sales breakdown method D. Market rolling build-up method and sales breakdown method The two-territory builds up methods used by a sales manager are: A. Market build-up method and sales breakdown method B. Market penetration method and sales breakdown method C. Market skimming method and sales breakdown method D. Market rolling build-up method and sales breakdown method E. The stage in personal selling process that searches for and qualifies potential customers is called: A.Prospecting B.Pre approach C.Closing D.Follow up The stage in personal selling process that searches for and qualifies potential customers is called: A.Prospecting B.Pre approach C.Closing D.Follow up Products bought by organizations for further processing or for use for business. A.Consumer products B.Services C.Industrial products D.Specialty products Products bought by organizations for further processing or for use for business. A.Consumer products B.Services C.Industrial products D.Specialty products Personal selling would be most appropriate for which of the following products? A. Sri Lankan air ticket from Sri Lanka to Singapore B. Sea view apartment C. Soap powder D. Packet of Maggi coconut milk Personal selling would be most appropriate for which of the following products? A.Sri Lankan air ticket from Sri Lanka to Singapore B.Sea view apartment C.Soap powder D.Packet of Maggi coconut milk Mr Chandana has a planned to open a communication and willing to sell photo copies as an additional income. Now he need a photocopier and what approach is recommended to use close this sale: A. Need Satisfaction Approach B. Customer Relationship-based Approach. C. Team Selling Approach D. Consultative Approach of Selling Mr Chandana has a planned to open a communication and willing to sell photocopies as an additional income. Now he need a photocopier and what approach is recommended to use close this sale: A.Need Satisfaction Approach B.Customer Relationship-based Approach. C.Team Selling Approach D.Consultative Approach of Selling When a salesperson makes the presentation with a set of organizational professionals in different area of work and persuades the prospects to buy the product and this approach is called A. Problem-solving Approach B. Team Selling Approach C. Customer Relationship-based Approach D. Consultative Approach When a salesperson makes the presentation with a set of organizational professionals in different area of work and persuades the prospects to buy the product and this approach is called A.Problem-solving Approach B.Team Selling Approach C.Customer Relationship-based Approach D.Consultative Approach An insurance broker, is an example of what kind of intermediary? A. Wholesaler B. Agent C. Producer D. Retailer An insurance broker, is an example of what kind of intermediary? A.Wholesaler B.Agent C.Producer D.Retailer AIDAS stands for awareness, ________, desire and _________ satisfaction; A. interest; action B. intensity; appeal C. involvement; action D. Involvement; appeal AIDA stands for awareness, ________, desire and _________ satisfaction a.interest; action b.intensity; appeal c.involvement; action d.Involvement; appeal If a company's objective were to reach masses of buyers that were geographically Spread at a low cost per contact, the company would likely choose which of the A. Following promotion forms B. Advertising C. Personal selling D. Public relations If a company's objective were to reach masses of buyers that were geographically Spread at a low cost per contact, the company would likely choose which of the A. Following promotion forms B. Advertising C. Personal selling D. Public relations The sales force structure in which a sales representatives works to sell specific items of product line is called as A. Indirect sales force structure B. Territorial sales force structure C. Customer sales force structure D. Product sales force structure The sales force structure in which a sales representatives works to sell specific items of product line is called as A.Indirect sales force structure B.Territorial sales force structure C.Customer sales force structure D.Product sales force structure • Which of the following is not a category of personal selling A. Service B. Industrial C. Retail D. Web base Which of the following is not a category of personal selling A.Service B.Industrial C.Retail D.Web base Sale structure in which a sales representatives and a customer involved classified as A. Direct sales force structure B. territorial sales force structure C. customer sales force structure D. product sales force structure Sale structure in which a sales representatives and a customer involved classified as A. Direct sales force structure B. territorial sales force structure C. customer sales force structure D. product sales force structure Standard amount of volume that must be sold by salesperson of company is known as A. sales contest B. expense quota C. production quota D. sales target Standard amount of volume that must be sold by salesperson of company is known as A. sales contest B. expense quota C. production quota D. sales target When the organization establishes two or more channels catering to the same market, then it’s called. A. Vertical channel B. Horizontal channel C. Multi channel D. None of the above When the organization establishes two or more channels catering to the same market, then it’s called. A. Vertical channel B. Horizontal channel C. Multi channel D. None of the above Who sells to the customers? A. Semi wholesalers B. Wholesalers C. Retailer D. Distributor Who sells to the customers? A. Semi wholesalers B. Wholesalers C. Retailer D. Distributor The benefits of personal selling are……….. A. Can understand the customer B. Instant feedback C. tailor-made sales presentation D. All of above The benefits of personal selling are……….. A. Can understand the customer B. Instant feedback C. tailor-made sales presentation D. All of above Which of the following statements about sales force management is true? A. The sales force is the firm's most direct link to the customer B. organizations should not be sales- oriented C. Personal selling is usually less expensive D. Sales management is no different from any other kind of management Which of the following statements about sales force management is true? A. The sales force is the firm's most direct link to the customer B. organizations should not be sales- oriented C. Personal selling is usually less expensive D. Sales management is no different from any other kind of management ________________ is a sales channel that has no intermediary levels. A. direct sales channel B. indirect sales channel C. forward channel D. hybrid channel ________________ is a sales channel that has no intermediary levels. A. direct sales channel B. indirect sales channel C. forward channel D. hybrid channel Prospecting, pre-approach, approach, presentation, handling objections, close, and follow-up is called the process of: A. Product marketing process B. Sales response function C. Personal selling process D. Consumer purchase decision process Prospecting, pre-approach, approach, presentation, handling objections, close, and follow-up is called the process of: A. Product marketing process B. Sales response function C. Personal selling process D. Consumer purchase decision process Things to consider when making an appointment: A. Right person, Right company, Right place, B. Right time, Right location, Right method C. Right person, Right time, Right place D. Right dress, Right method, Right language Things to consider when making an appointment: A. Right person, Right company, Right place, B. Right time, Right location, Right method C. Right person, Right time, Right place D. Right dress, Right method, Right language AIDAS stands for attention, __________, desire __________ and satisfaction A. Interest, action B. Intensity, appeal C. Involvement, action D. Involvement, appeal AIDAS stands for attention, __________, desire __________ and satisfaction A. Interest, action B. Intensity, appeal C. Involvement, action D. Involvement, appeal Salesperson learns as much as possible about a prospective customer before making a sales call by: A. Prospecting B. Pre-approach C. Approach D. Handling objections Salesperson learns as much as possible about a prospective customer before making a sales call by: A. Prospecting B. Pre-approach C. Approach D. Handling objections The approach used by a sales person who understands the exact requirement/ need and convinces and recommend the prospect to buy the product; is called: A. AIDAS approach B. Team selling approach C. Customer relationship-based approach D. Consultative approach The approach used by a sales person who understands the exact requirement/ need and convinces and recommend the prospect to buy the product; is called: A. AIDAS approach B. Team selling approach C. Customer relationship-based approach D. Consultative approach The stage in personal selling process that searches for and qualifies potential customers is called: A. Prospecting B. Pre approach C. closing D. follow up The stage in personal selling process that searches for and qualifies potential customers is called: A. Prospecting B. Pre approach C. closing D. follow up Personal selling would be most appropriate for which of the following products? A. A packet of biscuits B. Toyota hybrid car C. Cinema ticket D. Four Packets of Maggi noodles Personal selling would be most appropriate for which of the following products? A. A packet of biscuits B. Toyota hybrid car C. Cinema ticket D. Four Packets of Maggi noodles ____________ is an individual acting for a company by performing one or more of the following activities: prospecting, communicating, servicing, and information Gathering A. marketer B. distributor C. salesperson D. advertiser ____________ is an individual acting for a company by performing one or moreof the following activities: prospecting, communicating, servicing, and information gathering A. marketer B. distributor C. salesperson D. advertiser Selling is most described as being ________________ communication with respect to the relationship with consumers. A. no personal B. nonstructural C. two-way, personal D. demand-directed Selling is most described as being ________________ communication with respect to the relationship with consumers. A. no personal B. nonstructural C. two-way, personal D. demand-directed The first step in the selling process involves prospecting. What other function of selling is normally associated with the prospecting step? A. qualifying B. approaching C. demonstration D. presentation The first step in the selling process involves prospecting. What other function of selling is normally associated with the prospecting step? A. qualifying B. approaching C. demonstration D. presentation The step in the selling process where customer problems and concerns need to be addressed is called the ____________ step. A. prospecting B. pre-approach C. approach D. handling objections The step in the selling process where customer problems and concerns need to be addressed is called the ____________ step. A. prospecting B. pre-approach C. approach D. handling objections All of the following are forms of direct marketing Communication EXCEPT: A. targeting B. face-to-face selling. C. kiosk marketing. D. online marketing All of the following are forms of direct marketing Communication EXCEPT: A. targeting B. face-to-face selling. C. kiosk marketing. D. online marketing Most producers use ___________________ to bring their products to market. A. Retailers B. intermediaries C. expediters D. companies Most producers use ___________________ to bring their products to market. A. detailers B. intermediaries C. expediters D. companies