1) The continuous process of checking external environment toidentify customer’s needs, competitive actions and technologicalchanges is ___________________________
a) Assessing salespeople b) Segmenting customers c) Scanning theterritory d) Developing key account strategy
2) The encouragement, power, direction and determination towardsselling tasks is known as ____________________
a) Sales motivation b) Sales leadership c) Sales training d)Sales compensation
3) From the following _______ is not the function of a salesperson.
a. Advertising, b. order taker, c. Sales Support, d.deliverer
4) A ______ is the daily & plan of visiting the existing andprospective customers as per a time
a. Beta or Call plan, b. personal plan, c. Famil& plan, d.group plan
5) ___________ is the ratio of number of Sales orders made tothe number of outlets visited.
a. Call productivity, b, objectivity, c. Strategy,d.visibility
6) Sales Management is the most important functionsbecause_____
a. one of the oldest functions, b.only income-generating function,c. salespersons arehighly qualified, d. none of the above
7) A ______ made by sales managers is a part of the demandmanagement process.
a. promise, b. estimate, c. guess, d. negotiation.
8) ensuring that all the requirements of customers are met infull and on time is called Suppl & Management.
a. False, b. true
9) the first Stage of buying decision *process is _______.
a. information search, b. problem or need recognition,c.deciding to purchase d. none of the above
10) A *prospect who needs the product and has an ability to buycan be called __
a. suspect, b. *potential Customer, c. probable prospect, d.none of the above
11) ________ is stage of selling process in which sales personhelps the buyer to make the purchase decision.
a. Closing, b. Selection, c. problem identification, d.demonstration
12) ________ decision Making is generall& done on regularbasis without much thought for repeated purchases life milk,newspaper etc.
a. routine, b. New, c. Change, d. Communicative
13) when a sales lead becomes a potential customer it is called_______.
a. Qualif&ing, b. relationship, c. Selection, d.purchase.
