MCQOPTIONS
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MCQOPTIONS
This section includes 2331 Mcqs, each offering curated multiple-choice questions to sharpen your UGC-NET knowledge and support exam preparation. Choose a topic below to get started.
| 401. |
What is the next step after “negotiation” in personal selling process? |
| A. | The opening |
| B. | Need and problem identification |
| C. | Closing the sale |
| D. | Dealing with objectives |
| Answer» D. Dealing with objectives | |
| 402. |
The organization is headed managed by ………………. |
| A. | Managing Director |
| B. | Department head |
| C. | Co- Ordinator |
| D. | Employees |
| Answer» B. Department head | |
| 403. |
Through their contacts, experience, specialization, and scale of operation,usually offer thefirm more than it can achieve on its own. |
| A. | manufacturers |
| B. | producers |
| C. | direct marketers |
| D. | intermediaries |
| Answer» E. | |
| 404. |
Contribution to net profit, evaluation of current vs past, ranking, clearing standards andsales vs expenses are ________________________ in sales force management. |
| A. | Training evaluation |
| B. | Qualitative evaluation |
| C. | Formal evaluation |
| D. | Product evaluation |
| Answer» D. Product evaluation | |
| 405. |
The most critical impact to a sales organization affected by down-sizing is that: |
| A. | The sales team is de-motivated |
| B. | The company must recalculate sales budgets |
| C. | The sales workload must be redistributed |
| D. | Customers may change suppliers due to severed relationship with salesperson |
| Answer» E. | |
| 406. |
_________ is the meet the needs of key (usually lare accounts), the goal is to maintainthe account. |
| A. | Key account seller |
| B. | Delivery seller |
| C. | Consultative seller |
| D. | New business seller |
| Answer» B. Delivery seller | |
| 407. |
The component of sales forecast is/are |
| A. | Sales target |
| B. | Sales budget |
| C. | Both (1) and (2) |
| D. | Sales volume |
| Answer» D. Sales volume | |
| 408. |
In sales organization the work of sales department is divided in ………… |
| A. | Group |
| B. | Different task |
| C. | Sole trade |
| D. | In two partners |
| Answer» C. Sole trade | |
| 409. |
Sales management is the …………….of a sales staff, and the tracking and reporting of thecompany’s sales. |
| A. | Strategy |
| B. | Training and management |
| C. | Management |
| D. | None of the above |
| Answer» C. Management | |
| 410. |
……………….Is a marketing channel that has no intermediary levels. |
| A. | direct marketing channel |
| B. | indirect marketing channel |
| C. | forward channel |
| D. | hybrid channel |
| Answer» B. indirect marketing channel | |
| 411. |
Salespeople who conduct business from their offices through telephones and visiting tocustomers site is known as |
| A. | Outside sales force |
| B. | Inside sales force |
| C. | Telemarketing |
| D. | Team selling |
| Answer» C. Telemarketing | |
| 412. |
large marketing intermediary, but not as large as a sole selling agent in terms of size,resources and territory of operation is known as……………….. |
| A. | Wholesaler |
| B. | Sole selling agent |
| C. | Direct marketing channel |
| D. | Semi-wholesalers |
| Answer» B. Sole selling agent | |
| 413. |
………………involves identifying activities management feels the salespeople should performto produce the desired results. |
| A. | SWOT analysis |
| B. | Environmental audit |
| C. | Training analysis |
| D. | Needs assessment |
| Answer» E. | |
| 414. |
Which of the following not comes under Pre Demonstration in Personal Selling? |
| A. | Make the process as brief as possible |
| B. | Make the process as complex as possible |
| C. | Rehearse the approach to likely objection with colleague |
| D. | Know the product’s selling point |
| Answer» C. Rehearse the approach to likely objection with colleague | |
| 415. |
Before planning a sale, which or the following activity is conducted by the sales person? |
| A. | Approach |
| B. | Research |
| C. | Follow-up |
| D. | Presentation |
| Answer» C. Follow-up | |
| 416. |
The salesperson learns as much as possible about the prospective customer before making sales call by consulting standard industries and online sources, set call objectives, selecting best approach and time is ________________ step of personal marketing. |
| A. | Approach |
| B. | Handling objections |
| C. | Pre-approach |
| D. | Prospecting and qualifying |
| Answer» D. Prospecting and qualifying | |
| 417. |
If a company chooses to employ its own sales force, the three organizational structures itmay use are: |
| A. | Dollar volume, geography, and customer. |
| B. | Geography, customer, and product. |
| C. | Geography, market size, and product. |
| D. | Market size, product, and customer. |
| Answer» C. Geography, market size, and product. | |
| 418. |
Which is not a way that sales forces differs from other employees? |
| A. | Salespeople set their hours of working |
| B. | Salespeople represent their company to customers and to society in general |
| C. | The Sales Force is largely responsible for implementing a firm's marketing strategies in the field |
| D. | Sales people are among the few employees authorized to spend company funds |
| Answer» B. Salespeople represent their company to customers and to society in general | |
| 419. |
Which of the following is/are the type of sales forecast on the basis of time frame |
| A. | Short range |
| B. | Long range |
| C. | Perspective planning forecast |
| D. | All of the above |
| Answer» E. | |
| 420. |
Handy tools in online stoke trading includes… |
| A. | Interest earned |
| B. | Financial screeners to research stock and bonds |
| C. | Yield returns |
| D. | All of the above |
| Answer» E. | |
| 421. |
Which of the following is the factor contributing the drastic growth of online investing? |
| A. | Easy and ready access to the data |
| B. | Offering transactions at the lower price |
| C. | both a and b |
| D. | None of the above |
| Answer» D. None of the above | |
| 422. |
Micro forecasting determines |
| A. | Product's market share |
| B. | Price's market share |
| C. | Place's market share |
| D. | Product's price |
| Answer» B. Price's market share | |
| 423. |
Companies using team of salespeople specialized in sales, marketing, engineering, financeand technical support used for managing complex accounts is known as |
| A. | Outside sales force |
| B. | Inside sales force |
| C. | Telemarketing |
| D. | Team selling |
| Answer» E. | |
| 424. |
A…………….Is a set of interdependent organizations involved in the process of making aproduct or service available for use of consumption by the consumer or business user. |
| A. | retailer |
| B. | wholesaler |
| C. | distribution channel |
| D. | middleman |
| Answer» D. middleman | |
| 425. |
Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture? |
| A. | A longer than usual distribution channel due to a rail strike |
| B. | Consumer trend toward treating gardens like another room |
| C. | The popularity of metal lawn furniture that looks vintage rather than newly bought |
| D. | A flood at the manufacturer's main warehouse |
| Answer» E. | |
| 426. |
………………..is a detailed examination of salts volume by territory. |
| A. | Sales control |
| B. | Sales target |
| C. | Sales attribute |
| D. | Sales analysis |
| Answer» E. | |
| 427. |
Line and staff organization usually result as the size of the operations ………………. |
| A. | Slows |
| B. | Grows |
| C. | Diminishing |
| D. | Increasing |
| Answer» C. Diminishing | |
| 428. |
……………measures how well a person can perform particular tasks with maximummotivation. |
| A. | Projective tests |
| B. | Test of ability |
| C. | Interest test |
| D. | Test of habitual characteristics |
| Answer» C. Interest test | |
| 429. |
Which of the following is not a part of approach? |
| A. | Introduction |
| B. | Warm up questions |
| C. | Explaining who you are and whom you represent |
| D. | Agreeing on the terms of sales. |
| Answer» E. | |
| 430. |
When commission is combined with a base salary it is known as……………… |
| A. | Commission based compensation plans |
| B. | Straight salary compensation plan |
| C. | Territory volume compensation plans |
| D. | Profit margin/ revenue based sales compensation plans |
| Answer» B. Straight salary compensation plan | |
| 431. |
Which one is not a multiple realtionship strategies. |
| A. | Multiple Relationship Strategy |
| B. | All our multiple relationship strategies |
| C. | Consultative Selling |
| D. | Transactional Selling |
| Answer» C. Consultative Selling | |
| 432. |
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What K stands for? |
| A. | response or the internal response tendency, that is, the act of Purchasing a brand or patronizing a supplier |
| B. | predisposition or the inward response tendency, that is, force of habit |
| C. | present drive level |
| D. | “incentive potential,” that is, the value of the product or its potential Satisfaction to the buyer |
| Answer» E. | |
| 433. |
The work of setting up objectives for selling activities, determining and scheduling thesteps necessary to achieve these objectives is known as…………. |
| A. | Selling |
| B. | Sales policy |
| C. | Sales programme |
| D. | Sales planning |
| Answer» E. | |
| 434. |
Which of the following activity should be done after presentation? |
| A. | Handling objection |
| B. | Closing the sale |
| C. | Following-up |
| D. | None of the above |
| Answer» B. Closing the sale | |
| 435. |
One of the element of sales planning is to ………for selling activities. |
| A. | Set objectives |
| B. | Schedule objectives |
| C. | Track Objectives |
| D. | None of the above |
| Answer» B. Schedule objectives | |
| 436. |
Which of the following activity is offered by online airline services? |
| A. | Booking |
| B. | Seats selection |
| C. | Automated flight status |
| D. | All of the above |
| Answer» E. | |
| 437. |
________ is knowing what is needed as new products are being developed |
| A. | Significant teamwork |
| B. | Open Communication |
| C. | Customers and the planning process |
| D. | Integration of Marketing |
| Answer» D. Integration of Marketing | |
| 438. |
There are three interrelated elements of rewards for salespeople. One of the elements isdirect financial rewards and includes: |
| A. | Salary, commission, and career advancement |
| B. | Merit salary increases, commission, and better territory |
| C. | Merit salary increases, bonuses, and commissions |
| D. | Larger sales territories, bonuses, insurance, and a certificate of achievement |
| Answer» D. Larger sales territories, bonuses, insurance, and a certificate of achievement | |
| 439. |
Which of the following is the foundational step of the sales process? |
| A. | Solve the objections |
| B. | Follow-up |
| C. | Prospecting |
| D. | Presentation |
| Answer» D. Presentation | |
| 440. |
Many firms use environmental scanning to assess their external environment.Environmental scanning should be used to |
| A. | Respond to current crises |
| B. | Identify future threats and opportunities |
| C. | Determine personnel performance |
| D. | Allocate financial resources |
| Answer» C. Determine personnel performance | |
| 441. |
Which of the following is not a part of traditional selling strategy? |
| A. | Approach |
| B. | Pre approach |
| C. | Presentation |
| D. | Online sales |
| Answer» E. | |
| 442. |
Selecting time, choosing media types, deciding on reach of frequency and media vehiclefor advertisements are part of |
| A. | Media strategy |
| B. | Media execution |
| C. | Selecting media |
| D. | Measuring communication |
| Answer» D. Measuring communication | |
| 443. |
Earning 20% return on investment is an example of which strategic marketing planning. |
| A. | Objective |
| B. | Tactics |
| C. | Neither |
| D. | Strategy |
| Answer» B. Tactics | |
| 444. |
To introduce the new products to world of consumers is the main goal of |
| A. | Entertainment |
| B. | Advertising |
| C. | Boost the sales |
| D. | Online marketing |
| Answer» C. Boost the sales | |
| 445. |
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. | The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today |
| C. | As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented |
| D. | Personal selling is usually less expensive than advertising |
| Answer» D. Personal selling is usually less expensive than advertising | |
| 446. |
In terms of prospecting, identifying leads, the __________ is when often customers may given some type of bonus by providing names. |
| A. | Company source |
| B. | External referral agencies |
| C. | Published directories |
| D. | Customer referrals |
| Answer» E. | |
| 447. |
A common method of preparing sales forecast consists of |
| A. | Prepare a macro economic forecast |
| B. | Prepare on industry sales forecast |
| C. | Prepare a company sales forecast |
| D. | All of the above |
| Answer» E. | |
| 448. |
Emphasize long term interests instead of closing a sale, form transaction orientation to relationship marketing, customers want “whole solution” packages, quick responses; often problem if ,separate sales forces for each product is |
| A. | Follow-up |
| B. | Approach |
| C. | Relationship marketing |
| D. | Closing |
| Answer» D. Closing | |
| 449. |
The flow of information may be both horizontal and ……………… |
| A. | Vertical |
| B. | From bottom to top |
| C. | From top to bottom |
| D. | None of the above |
| Answer» B. From bottom to top | |
| 450. |
……………….and ………….are thee source of recruitment in the sales organisation. |
| A. | Company Executive and placement agencies |
| B. | Managers and salesmen |
| C. | Trustee and Manager |
| D. | Partners |
| Answer» B. Managers and salesmen | |