Questions and answers for exam Preparation

MCQs

Total Questions : 94 | Page 8 of 10 pages

Question 71. The third step in personal selling process after completion of pre-approach step is to

prospecting and qualifying
handling objections
approach
presentation and demonstration

Discuss Question

Answer: Option C. -> approach
Answer: (c).approach

Question 72. The step in personal selling process which consists of first meeting first meeting between customer and sales person is called

qualifying
prospecting
follow up
approach

Discuss Question

Answer: Option D. -> approach
Answer: (d).approach

Question 73. The communication channel in which two or more people communicate with each other via e-mail or mail, telephone call or face to face is classified as

personal communication channels
irrational communication channels
non-personal communication channels
non-emotional communication channels

Discuss Question

Answer: Option A. -> personal communication channels
Answer: (a).personal communication channels

Question 74. The type of sales person who work from their offices through internet or telephone are classified as

channel intermediaries
nominal sales force
inside sales force
outside sales force

Discuss Question

Answer: Option C. -> inside sales force
Answer: (c).inside sales force

Question 75. The highly automated storage house to receive products from various suppliers, fill area efficiently and send orders to customers efficiently is classified as

exclusive center
distribution center
inbound center
outbound center

Discuss Question

Answer: Option B. -> distribution center
Answer: (b).distribution center

Question 76. The arrangement of vertical management system in which non-dependent firms for production and distribution works together through contracts is classified as

full time VMS
contractual VMS
administered VMS
corporate VMS

Discuss Question

Answer: Option B. -> contractual VMS
Answer: (b).contractual VMS

Question 77. The marketing channel that involves no intermediaries to made their products available to final buyers is classified as

direct channel
indirect channel
flexible channel
static channel

Discuss Question

Answer: Option A. -> direct channel
Answer: (a).direct channel

Question 78. The course of sales and profits of a product over its whole life is called

product life cycle
customer lifetime value
product management
marketing management

Discuss Question

Answer: Option A. -> product life cycle
Answer: (a).product life cycle

Question 79. The new product development stage in which the concept is tested whether idea has strong appeal is called

concept development
concept testing
material testing
market screening

Discuss Question

Answer: Option B. -> concept testing
Answer: (b).concept testing

Question 80. The market segmented on the basis of knowledge level of customers regarding such as 'unaware, aware, interested and desirous customers' is included in