21MS3085 SCM-Marketing Quiz 1

The process of planning, analysing, controlling and implementing the activities of sales force is classified as

• indirect sales management

• direct sales management

• sales force management

• persuasion management

The tools of sales promotion that are used to trigger short term customer involvement or to build customer relationships are classified as

• inbound promotion

• outbound promotion

• organizational promotion

• consumer promotions

The step of personal selling process in which the sales person learns about potential buyer before making a call for sale is classified as

• pre-approach

• sales nomination

• qualifying

• prospecting

The sales promotion tool through which resellers are persuaded to carry brand, provide shelf space, promote advertising and push to final buyers is classified as

• point of purchase promotion

• trade promotion

• event promotion

• off deal promotion

The last step in personal selling process is

• present and demonstrate

• follow up

• closing

• approach

Qualifying a prospect is

• identical with checking references for an applicant

• determining which applicant to hire

• conducting an exit interview

• determining if a prospect is interested in a product

Which of the following statements about sales force management is true?

• The sales force is the firm's most direct link to the customer

• The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today

• As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented

• Personal selling is usually less expensive than advertising

__________refers to the administration of the personal selling component of a company’s marketing program

• Sales management

• Distribution management

• Promotion Management

• Marketing Management

Sales and Distribution Management majorly focuses on the___________ aspect of an organization.

• Buying

• Selling

• Negotiating

• Producing

Sales and Distribution Management majorly focuses on the___________ aspect of an organization.

• Sales Planning

• Personal Selling

• Sales & Distribution Management

• Oral Selling