Psychological Factors Multiple Choice Questions with Answers – PDF Download

MCQ 1: 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

MCQ 2: 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

MCQ 3: The field sales force is also called as:

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

MCQ 4: 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

MCQ 5: 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