PYQ 2018-19 Selling and Advertising

 Q1. Catalogues, magazines, newspaper and invitations to organization-sponsored  events are associated with the marketing mix activity of 

(a) Manufacture 

(b) Production 

(c) Promotion 

(d) Development

Q2. Advertisement is a type of  

(a) Outdoor marketing

(b) Indirect marketing 

(c) Share marketing 

(d) Transaction marketing 

Q3..... Is non-personal mass communication which has become a powerful means  of education and bulk selling.  

a) Advertising budget 

b) Advertising 

c) Marketing 

d) Communication 

Q4. which medium has both short lead times and a short lifespan? 

a) TV 

b) Newspaper 

c) Bus shelters 

d) Magazines 

Q5. a product purchase cycle may also influence media.... 

a) Planning 

b) Scheduling 

c) Mix 

d) Cost 

Q6. Promotion mix includes Sales Promotion, Personal Selling, Advertising and a) Marketing 

b) Sales 

c) Publicity 

d) None of these

Q7. A consumer contest is an example of. 

a) Personal Selling 

b) Sales Promotion 

c) Advertisement 

d) Indirect Selling 

8.Searching and identifying potential buyers for a product is a) Selling 

b) Prospecting 

c) Compelling

d) Canvasing

Q9.Salesperson who sell their product directly to the customers on the telephone  is called: 

a) Outside sales force 

b) Inside sales force 

c) Telemarketing 

d) Team selling 

e) None of these

Q10. In order for a customer to at a buying decision, the salesperson should present  the product according to: 

a) The individual customer's needs 

b) The salesperson's point of view 

c) A standardized procedure or presentation 

D) The buyer profile based on industry research 

e) The chronological timeline of the product 

 

Q11. Sale people are same as: 

a)Sales consultant 

b) Agents 

c) Marketing representative 

d)Sales engineer 

E)All of these

Q12. Motives can be: 

a) Patronage motives 

b) Product motives 

c) Emotional and Rational Motives 

d) All of these

13.…..are the reasons that create an impulse in the consumer to initiate action:  a) Consumer Behaviour 

b) Consumer Psychology 

c) Buying motives 

d) None of these

Q14.is the heart of the selling process: viv Guidance 

a) Prospecting 

b) Approach 

c) Sales Presentation 

d) Objection

Q15.Sales techniques lie in which stages of action: 

a)Attention 

b) Interest 

c) Desire 

d) Action 

e) All of the above 

Q16.AIDA stands for Attention, Desire and Action: 

a) Interest 

b) Inferior 

c) Industry 

d) India 

Searching and identifying potential buyer for a product is : Ans: Prospecting Q2.A consumer contest is an example of Ans: sales Promotion Q3.A place for buying and selling activities is Called Ans: Market Q4.Which one of the following is one of the P of the marketing mix? Ans: place Q5. Which concept holds that consumers will not buy enough of organizations product unless it takes large scale selling and promotion effort? Ans: selling Q6.Which of the following is not an element the marketing mix ? Dwivedi Distribution Product Target market Pricing Ans:c Promotion mix includes sales promotion, personal selling, advertising and Sales Publicity Marketing Production Ans: B is the oral communication potential buyers of a produ intention of making a sale. with the Ans: Personal Selling Essential element of personal selling is Ans: Face to face interaction Personal selling is more effective than advertising when the customer base is Ans: Small, widely disappeared Promotion mix is also called as....mix ans:Communication is the components of sales .....management. Ans: Sales Planning The most essential quality of a good sale's person is Ans: Good Communication Skill The sales people who travel to call customers is known as on Ans:Field sales force is the most effective promotional tool in making buyers preferences, convictions and most importantly actions. Ans: Personal Selling Which one is not a key concepts of personal selling Ans: Publicity The selling concept by which sellers and buyers come in direct contact is: Ans: Personal Selling While developing salesperson must know about the characteristics desired of the sales people by buyers. Ans: Personal Selling Skill

Q38.Most common and usual form of direct compensation paid in organizations  is: 

a) Base pay and benefits 

b) Base and variable pay 

c) Variable pay and benefits 

d) All of the above 

39.Incentives depend upon:  

Productivity 

b) Sales 

c)profit

All of the above

40.Any compensation plan must be: 

a) Understandable, workable, acceptable 

b) Reasonable, workable, acceptable 

c) Understandable, feasible, acceptable 

d) Understandable, workable, compensable

41.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 

Q42. is a non-paid form once  

a) Advertising 

b) Direct Marketing  

c) Sales Promotion  

d) Publicity