Lesson 4

Question 1

What is sales?

Answer 1

Exchange of goods and Services for Money.

Question 2

Seller transfers ownership of a good during

1. Selling process
2. Sales.
3. Personal Selling

Answer 2

2. Sales

Question 3

_________ is the hallmark of Business and No ______ comes unless ____ is made

Answer 3

Selling; Revenue; Sales;

Question 4

Selling -> ______, ______ and ______ a demand. Thus, Consummating the sales of it.

Answer 4

Finding, Developing and Securing a demand.

Question 5

2, 2 types of selling ->

Answer 5

1. Consumer selling and Industrial Selling

2. Over-the-counter and Door to Door Selling.

Question 6

Main features of Selling

Answer 6

1. Persuading and Convincing people
2. Winning the confidence
3. Coverts goods into Cash

Question 7

Types of selling:

Answer 7

1. Inspection
2. Description
3. Sample
4. Approval or Return

Question 8

______ is a time consuming method of selling.

Answer 8

Sales by Inspection.

Question 9

_______ is a wider term and includes ________.

Answer 9

Marketing, Selling

Question 10

________ is customer-oriented.

Answer 10

Marketing.

Question 11

_______ is product-oriented .

Answer 11

Selling

Question 12

Principle of Marketing is _______.

Answer 12

Caveat Vendor (let the seller beware)

Question 13

Principle of Selling is _______.

Answer 13

Caveat Emptor (let the buyer beware).

Question 14

Selling focuses on the needs of the ______, Marketing focuses on the needs of the _______.

Answer 14

Seller, Buyer.

Question 15

Steps in Personal Selling ->

Answer 15

1. Preparation
2. Prospecting
3. Approach
4. Presentation
5. Convincing
6. Closing the Sale
7. Post-Sale follow up.

Question 16

Selecting, Training and Motivating competent salespersons is a

Answer 16

Problem

Question 17

Sales person should have the knowledge about

Answer 17

1. Firms -> Their product and service
2. Competitors -> Their product and Service
3. Customers -> Selling techniques.

Question 18

List of prospective buyers can be prepared by using

Answer 18

Dealers, Sales persons, Telephone and trade directories -> Yellow Pages

Question 19

Telephone directories are also called

Answer 19

Yellow Pages

Question 20

Collection of information about the potential buyers is called

Answer 20

Pre-Approach

Question 21

He should explain how the product meets the

1. Demand
2. Need
3. Want

Answer 21

Need**

Question 22

Objections should be considered as ________.

Answer 22

Sales Oppurtunities.

Question 23

Some concessions maybe necessary during ______.

Answer 23

Closing the sales.

Question 24

Qualities of a good salesman

Answer 24

1. Knowledgeable
2. Sound Memory
3. Cheerful
4. Sensitive
5. Good Physique
6. Sincere.

Question 25

____ is the end result of the process of the _____.

Answer 25

Sales; Selling;

Question 26

Sales is the

Answer 26

Total amount of goods and services sold by a firm during a **given time**.

Question 27

Selling is the ____ of steps taken by a salesperson to sell goods and services.

Answer 27

Series;

Question 28

Selling is _______ activity but sales is known at the _____ of a period.

Answer 28

Ongoing, End.

Question 29

Sales is _______ term.

Answer 29

Quantitative

Question 30

Selling process is _______ term.

Answer 30

Qualitative

Question 31

Features of Personal Selling

Answer 31

1. Personal 2. Selective 3. Oral 4. Art 5. Long Lasting relationship 6. Mutual Benefit 7. Flexibility

Question 32

Persona selling is a _____-way process.

Answer 32

Two

Question 33

Importance of personal Selling

Answer 33

1. Helps in Understanding customer needs => Provides feedback 2. Persuade customers 3. Complete job 4. Most flexible tool

Question 34

Personal Selling is ______ and _________ process

Answer 34

Very costly and Time consuming.

Question 35

Sales persons concludes the sale after getting the _____ of the buyer.

Answer 35

Consent.

Question 36

Salesperson is loyal and Committed => He is

Answer 36

Sincere.

Question 37

Salespersons can convince buyers only with

Answer 37

Knowledge.

Question 38

Selling starts in ____, whereas Marketing Starts in _______

Answer 38

Factory; Target Market;

Question 39

Selling focuses on _____, whereas Marketing focuses on _______

Answer 39

Products; Customer Needs;

Question 40

Means of Marketing is through ________

Answer 40

Integrated Marketing.

Question 41

Means of selling is through __________.

Answer 41

Selling and Promotion.

Question 42

Goal of marketing is ________ | Goal of Selling is ________.

Answer 42

Profits through Customer Satisfaction. | Profits through sales Volume.

Question 43

Marketing identifies Customer's 1. Needs 2. Wants 3. Demands

Answer 43

2. Wants.

Question 44

Marketing Continues after sales to provide ______

Answer 44

After-Sales Services.

Question 45

Selling comes to an end when the ______

Answer 45

Product is delivered.

Question 46

Selling focuses on

Answer 46

Short term Maximization of profits.

Question 47

Salesperson should be courageous implies he is

Answer 47

Sincere.

Question 48

Research and Preparation Pays off during

Answer 48

Presentation

Question 49

Selling though retail outlets is

Answer 49

Personal Selling.

Question 50

________ is the best method of selling.

Answer 50

Sales on approval or return.