Sales Management and Personal Selling Quiz

What is the act of managing the activities of the sales force?

• Advertising

• Salesmanship

• Personal Selling

• Sales Management

Which skill is used in personal selling to persuade prospects or customers to buy products or services?

• Public Relations

• Sales Promotion

• Objectives

• Salesmanship

What is the main objective of personal selling when there are no other elements in the promotional mix?

• To service existing accounts

• To search out and obtain new customers

• To do the entire selling job

• To keep customers informed on changes

In personal selling, what is the interaction between a seller and a particular prospect in the audience?

• Buyer-Seller Dyad

• Generating Leads

• Qualifying Leads

• Approaching the Customer

According to the AIDAS theory of selling, what does 'A' stand for?

• Desire

• Attention

• Satisfaction

• Action

What is the main purpose of advertising in comparison to personal selling?

• To provide technical advice

• To adjust personalities on every call

• To use nonpersonal presentations

• To establish personal contact

What is the last step in the personal selling process?

• Following Up

• Handling Objections

• Approaching the Customer

• Generating Leads

Which element is not part of the promotional mix?

• Sales Management

• Public Relations

• Sales Promotion

• Personal Selling

What is the key attribute of personal selling that involves buyer-seller interactions?

• Public Relations

• Advertising

• Sales Promotion

• Buyer-Seller Dyad

What is the quote by Raymond Loewy mentioned in the text?

• A window to a new world can also show you home.

• Home is where the heart is.

• Change is the only constant.

• The early bird catches the worm.