1) The continuous process of checking external environment to identify customers needs, competitive actions and technological changes is ___________________________

a) Assessing salespeople b) Segmenting customers c) Scanning the territory d) Developing key account strategy

2) The encouragement, power, direction and determination towards selling 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 sales person.

a. Advertising, b. order taker, c. Sales Support, d. deliverer

4) A ______ is the daily & plan of visiting the existing and prospective 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 to the number of outlets visited.

a. Call productivity, b, objectivity, c. Strategy, d.visibility

6) Sales Management is the most important functions because_____

a. one of the oldest functions, b. only income-generating function,c. salespersons are highly qualified, d. none of the above

7) A ______ made by sales managers is a part of the demand management process.

a. promise, b. estimate, c. guess, d. negotiation.

8) ensuring that all the requirements of customers are met in full 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 buy can be called __

a. suspect, b. *potential Customer, c. probable prospect, d. none of the above

11) ________ is stage of selling process in which sales person helps the buyer to make the purchase decision.

a. Closing, b. Selection, c. problem identification, d. demonstration

12) ________ decision Making is generall& done on regular basis 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.