PERSONAL SELLING MCQs
1. What is personal selling?
a) Selling products online
b) Personal presentations by the firm’s sales force to engage customers
c) Advertising through social media
d) A type of market research
Answer: b
2. What does a salesperson do?
a) Only communicates with customers
b) Represents a company to customers through activities like prospecting and selling
c) Focuses on product development
d) Manages company finances
Answer: b
3. What is the purpose of the follow-up step in the selling process?
a) To close the deal
b) To ensure customer satisfaction and repeat business
c) To identify objections
d) To give discounts
Answer: b
4. What is the fixed amount in a salesperson’s compensation plan called?
a) Fringe benefits
b) Expenses
c) Salary
d) Bonus
Answer: c
5. Which structure assigns each salesperson to a geographic territory?
a) Product sales force structure
b) Territorial sales force structure
c) Customer sales force structure
d) Inside sales force
Answer: b
6. What are the key talents of the best salespeople?
a) Knowledge, good looks, and charisma
b) Intrinsic motivation, discipline, ability to close a sale, and relationship building
c) Technical knowledge and product design skills
d) High energy levels and aggressive communication
Answer: b
7. What is the first step in the selling process?
a) Pre-approach
b) Approach
c) Prospecting
d) Presentation
Answer: c
8. What is team selling?
a) Selling by a single salesperson
b) Using teams from multiple departments to service large accounts
c) A method for recruiting salespeople
d) Online selling through social media
Answer: b
9. Which sales force structure focuses on selling specific products?
a) Customer sales force structure
b) Product sales force structure
c) Inside sales force
d) Field sales force
Answer: b
10.What is the purpose of the presentation step in the selling process?
a) To resolve customer objections
b) To showcase the value of the company’s offer
c) To meet the customer for the first time
d) To follow up after the sale
Answer: b
11.What does sales force management include?
a) Designing, recruiting, and compensating the sales team
b) Marketing and advertising
c) Customer relationship management only
d) Managing supply chain logistics
Answer: a
12.What are inside salespeople responsible for?
a) Conducting business from their offices
b) Traveling to meet customers
c) Handling inventory and logistics
d) Designing products
Answer: a
13.What is the main goal of training salespeople?
a) To teach them advanced coding skills
b) To improve their knowledge about customers, products, and selling techniques
c) To focus on market research
d) To ensure they know how to manufacture products
Answer: b
14.What motivates salespeople to work hard?
a) Attractive compensation plans
b) Strict supervision
c) Long working hours
d) Relaxed targets
Answer: a
15.Which compensation element rewards salespeople for greater sales effort?
a) Fixed salary
b) Fringe benefits
c) Variable amount (commissions or bonuses)
d) Expenses
Answer: c
16.What does the pre-approach step involve?
a) Learning about prospective customers before a sales call
b) Closing the sale
c) Handling customer objections
d) Meeting customers for the first time
Answer: a
17.Which sales force structure focuses on specific customers or industries?
a) Territorial sales force structure
b) Customer sales force structure
c) Product sales force structure
d) Inside sales force
Answer: b
18.What are fringe benefits in compensation?
a) Fixed salaries
b) Commissions for sales
c) Additional benefits like healthcare or retirement plans
d) Travel reimbursements
Answer: c
19.What is the purpose of handling objections in the selling process?
a) To identify and overcome customer objections to buying
b) To finalize the sale
c) To present the product features
d) To collect customer information
Answer: a
20.How does supervision help salespeople?
a) By ensuring they work in groups
b) By helping them work smart and efficiently
c) By providing free transportation
d) By focusing only on sales targets
Answer: b
21.What is a product sales force structure best suited for?
a) A company selling one product line
b) A company with numerous and complex products
c) A company focused only on customer relationships
d) A company operating only in one region
Answer: b
22.What is a significant difference between an average and a top salesperson?
a) Knowledge of advanced technology
b) Ability to build customer relationships
c) The number of products sold
d) Years of experience in the industry
Answer: b
23.Why is team selling particularly useful?
a) It reduces the workload on a single salesperson
b) It ensures a diverse team can manage complex accounts effectively
c) It eliminates the need for customer interaction
d) It focuses solely on small accounts
Answer: b
24.What does evaluating sales force performance involves?
a) Tracking regular information about salespeople
b) Only counting the total sales made
c) Focusing on recruitment strategies
d) Observing customer behavior exclusively
Answer: a
25.What is the main goal of the approach step in the selling process?
a) To meet the customer for the first time and create a positive impression
b) To close the sale immediately
c) To gather information about competitors
d) To train new salespeople
Answer: a
