Scribd
Upload
31 views3 pages

Sales Management and Promotions

The document contains 25 multiple choice questions about sales management and promotions topics such as promotion mix objectives, marketing mix elements, publicity, advertising, sales promotion, communication elements, personal selling, sales force qualities, prospecting, logical resistance, negotiation, salesmanship, and sales management responsibilities and processes.

Uploaded by

shaukat74
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
31 views3 pages

Sales Management and Promotions

The document contains 25 multiple choice questions about sales management and promotions topics such as promotion mix objectives, marketing mix elements, publicity, advertising, sales promotion, communication elements, personal selling, sales force qualities, prospecting, logical resistance, negotiation, salesmanship, and sales management responsibilities and processes.

Uploaded by

shaukat74
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
You are on page 1/ 3

SALES MANAGEMENT AND PROMOTIONS

1. Which of the followings is not an objective of any promotion mix?


a. Informing
b. Persuading
c. Reminding
d. Purchasing
2. Which one of the following is not a part of the marketing mix element of a good?
a. Product
b. Price
c. Physical distribution
d. Physical evidence
3. Which of the following is not true about publicity?
a. It is non personal in nature
b. It is newsworthy
c. It is unpaid form of communication
d. It is more controlled.
4. Which of the following is not true about advertising?
a. It is a mass communication
b. It has always an identified sponsor
c. It is personal in nature
d. It has message content.
5. Which of the following is not true about sales promotion?
a. It aims at short term sales increase
b. It is a non personal selling effort
c. It only consist of consumer promotion tools
d. It is a part of personal selling.
6. As per percentage of sales technique, which of the following percentage of sales is
generally taken to fix the budget.
a. 0.5 to 1 percentage
b. 1 to 2 percentage
c. 2 to 3 percentage
d. 3 to 4 percentage
7. Which of the following is not an element of communication?
a. Source
b. Noise
c. Encoding
d. Decoding
Write True/False:
8. Publicity is one of the paid form of communication (True/False)
9. Co-operative advertising is a form of trade promotion (True/False)
10. Customer promotion is a pull strategy (True/False)
11. Coupons are the certificates of discounts offered on the purchase of a specific
product.
True/False)
12. Which of the statement is correct about personal selling?
a. Its aim is not transfer of title of the goods or services from the owner to the buyer
b. It does not involve face to face relationship.
c. In this case sales people do not aware of the problems of the buyers
d. It is an oral presentation of goods to one or more prospective customers.
.
13. Which statement is not correct about personal selling?
a. It is very flexible and can be fitted to the individual needs and motives of the
buyers.
b. It closes sales talk at finalisation of sales task
c. F eedback of the sales force helps management control, planning and execution.
d. It is more attractive for smaller companies.
14. Which of the following is not a quality of sales force
a. Salesmen are not hard working
b. They always take initiative to persuade people to purchase goods.
c. They should know Sales Techniques and should have willingness to follow them.
d. They should have adequate Knowledge
15. What is prospecting?
a. Matching the supply with demand
b. Matching supply with production
c. Matching demand with production
d. Matching supply with inventory.
16. Which one of the following is not a source of logical resistance?
a. Price
b. Product
c. Payment system
d. Preference to tradition
17. Which of the following statement is not true about negotiation?
a. In negotiated exchange, terms are decided by agreement.
b. Two or more party may be involved in negotiation
c. In negotiation, a marketer always aims at achieving profit or minimising loss.
d. Negotiation never believes in building relationships.
Write True/False
18. Salesmanship is the ability of the sales force to sell goods (True/False)
19. AID AS is a seller oriented formula (True/False)
20. True Salesmanship believes in making profit at any cost (True/False)

21. Which of the following is not a part of the sales management?


a. Formulation of obj ectives.
b. Budgeting
c. Controlling
d. Manufacturing.
22. Which of the following is not a part of selection process?
a. Choosing right persons for a post
b. To ascertain the quality and ability of the applicants
c. To find out the sources of potential candidate
d. To ascertain the number and kind of sales person required.
23. Which of the following is the responsibility of the sales force
a. To sell product
b. To identify customer's need
c. To collect market information
d. All of the above.
24. A detail study of breaking the job into smaller components is called
a. Job analysis
b. Job description
c. Job specification
d. Job evaluation.
25. Categorising the jobs on the basis of duties and responsibilities is called
a. Job analysis
b. Job description
c. Job specification
d. Job evaluation.

You might also like