Psychological Factors MCQ (Multiple Choice Questions) PDF Download

The second step of personal selling process after completion of prospecting and qualifying is to

1. approach
2. presentation and demonstration
3. handling objections
4. pre-approach

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

1. indirect sales management
2. direct sales management
3. sales force management
4. persuasion management

The field sales force is also called as

1. inside sales force
2. outside sales force
3. channel intermediaries
4. none of the above

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

1. inbound promotion
2. outbound promotion
3. organizational promotion
4. 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

1. pre-approach
2. sales nomination
3. qualifying
4. prospecting