McqMate
Chapters
| 201. |
Which theory is summarized as “Everything was Right” theory? |
| A. | Situation Response Theory |
| B. | Right set of circumstances theory |
| C. | Buying formula theory of selling |
| D. | Both 1 and 2 |
| Answer» D. Both 1 and 2 | |
| 202. |
What is the next step after “Need and Problem identification” in personal selling process? |
| A. | The opening |
| B. | Presentation and demonstration |
| C. | Dealing with objectives |
| D. | Negotiation |
| Answer» B. Presentation and demonstration | |
| 203. |
Which among the following is not any stage of personal selling process? |
| A. | The opening |
| B. | Need and problem identification |
| C. | Selling the product |
| D. | Negotiation |
| Answer» C. Selling the product | |
| 204. |
What is AIDA? |
| A. | Attention Interest Desire Action |
| B. | Attract Interest Desire Action |
| C. | Attention Interest Design Action |
| D. | Attract Interest Design Action |
| Answer» A. Attention Interest Desire Action | |
| 205. |
_________________ is product reliability, after-sales service and delivery supported by penalty clauses so that the buyer can claim the cost if something go wrong during the given period by the salesperson. |
| A. | Demonstration |
| B. | Guarantees |
| C. | Trail orders |
| D. | Reference selling |
| Answer» B. Guarantees | |
| 206. |
Purchase process if differentiated by a mental sequence of events that goes on in prospects mind is |
| A. | AIDA |
| B. | Buying formula theory |
| C. | Selling theory |
| D. | Marketing theory |
| Answer» B. Buying formula theory | |
| 207. |
Which among the following are the methods for handling and overcoming objections in personal selling? |
| A. | Third party compensation |
| B. | Turn an objective into benefit |
| C. | Deny objections tactfully |
| D. | All of these |
| Answer» D. All of these | |
| 208. |
Which among the following explains “Behavioral Theory Equation”? |
| A. | Drives |
| B. | Cues |
| C. | Response |
| D. | All of these |
| Answer» D. All of these | |
| 209. |
Which among the following is a type of cue in “Behavioral Theory Equation” in personal selling? |
| A. | No triggering cues |
| B. | Triggering cues |
| C. | Information cues |
| D. | All of these |
| Answer» D. All of these | |
| 210. |
J.A Howard gave a formula for ‘’Behavioral Equation” B=P*D*K*V What D 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» C. present drive level | |
| 211. |
Which theory is also known as “Situation Response Theory”? |
| A. | AIDAS theory |
| B. | Buying formula theory of selling |
| C. | Behavioral equation theory |
| D. | Right set of circumstances theory |
| Answer» D. Right set of circumstances theory | |
| 212. |
___________________ reduces risk because they prove the benefits of the product. |
| A. | Demonstration |
| B. | Guarantees |
| C. | Trail orders |
| D. | Reference selling |
| Answer» A. Demonstration | |
| 213. |
For making advertisement s more effective, the manufacturers improve ____________and launch new products. |
| A. | Existing products |
| B. | Advertisement style |
| C. | Marketing channel |
| D. | Sponsors |
| Answer» A. Existing products | |
| 214. |
It is advisable to use ____________________ as a source of advertising. |
| A. | Social media |
| B. | |
| C. | Radio |
| D. | Television |
| Answer» D. Television | |
| 215. |
Selecting time, choosing media types, deciding on reach of frequency and media vehicle for advertisements are part of |
| A. | Media strategy |
| B. | Media execution |
| C. | Selecting media |
| D. | Measuring communication |
| Answer» C. Selecting media | |
| 216. |
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» B. Advertising | |
| 217. |
Advertisement through radio was very popular till the middle of last century because of _______________. |
| A. | Its effectiveness |
| B. | More popular than newspaper |
| C. | Mass reach |
| D. | Cost of advertisement |
| Answer» C. Mass reach | |
| 218. |
Advertising creates employment as it increases the volume of sales and___________ |
| A. | Production |
| B. | Marketing |
| C. | Promotion |
| D. | Personal selling |
| Answer» A. Production | |
| 219. |
Lower costs, greater global advertising coordination consistent worldwide image are the ______________________ of international marketing decision. |
| A. | Standardization drawbacks |
| B. | Advertisement regulations |
| C. | Standardization benefits |
| D. | Typical responses |
| Answer» C. Standardization benefits | |
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