ls 4

Question 1

what is sales?

Answer 1

exchange of goods and services for money

Question 2

__ is the hallmark of business

Answer 2

Selling

Question 3

two types of selling

Answer 3

consumer selling

industrial selling

Question 4

_______ is necessary to create demand

Answer 4

Persuasion

Question 5

how does selling win the confidence of buyers?

Answer 5

by providing them info about the utility of products and services

Question 6

selling is a _____ way process. how?

Answer 6

two
it gives cash to seller
it satisfies needs of buyer

Question 7

4 methods of selling

Answer 7

1. sale by inspection
2. Sales by description
3. Sales by sample
4. Sales on approval

Question 8

sales by inspection is necessary when …

Answer 8

goods are non standardised / goods are perishable

Question 9

disadvantage of sales by inspection

Answer 9

it is time-consuming

Question 10

What is sales by inspection?

Answer 10

buyer inspects the goods before deciding to buy them

Question 11

two advantages of sales by description

Answer 11

saves time

widens market

Question 12

sales by description is possible only for ________ goods

Answer 12

standardised

Question 13

what does a description give u?

Answer 13

size,shape,design,content, usage, etc etc of goods

Question 14

through what can description be given?

Answer 14

catalogue,circular,sales letter,etc

Question 15

what is sales by sample

Answer 15

sample is checked and bulk order is placed based on the sample

Question 16

sales by sample is used in the case of _______

Answer 16

food grains, tea, coffee

Question 17

What is sales on approval/return ?

Answer 17

seller sends the goods to buyer

after checking, buyer will decide whether to buy or not

Question 18

marketing is ____ than selling

Answer 18

wider

Question 19

principle of selling

Answer 19

Caveat emptor - let the buyer beware

Question 20

principle of marketing

Answer 20

caveat vendor - let the seller beware

Question 21

selling is ______-oriented whereas marketing is ______-oriented

Answer 21

product,customer

Question 22

starting point of selling

Answer 22

factory

Question 23

starting point of marketing

Answer 23

target market

Question 24

features of personal selling

Answer 24

personal
selective
oral
long lasting relationship 
art
flexible
mutual benefit

Question 25

purpose of personal selling

Answer 25

win a permanent customer

Question 26

personal selling is a ___-way process

Answer 26

2

Question 27

importance of personal selling

Answer 27

``` understanding customer needs persuasion of customers complete job most flexible tool provides feedback ```

Question 28

most flexible tool of promoting sales

Answer 28

personal selling

Question 29

qualities of a good salesman

Answer 29

``` good physique cheerful sincere sensitive knowledgeable sound memory ```

Question 30

AIDCAM

Answer 30

``` Attention Interest Desire Conviction Action More sales ```

Question 31

steps in personal selling process

Answer 31

``` Preparation Prospecting Approach Presentation Convincing Closing the sale Post sale follow up ```

Question 32

what is done in Preparation step?

Answer 32

1. a motivated and well trained sales force is developed | 2. salespersons must have complete knowledge about everything

Question 33

what is prospecting

Answer 33

locating and identifying the potential buyers

Question 34

collection of info about prospective buyers is called:

Answer 34

pre approach

Question 35

salesperson makes face-to-face contact with the prospective buyer in this step

Answer 35

approach

Question 36

salespersons display and demonstrate the product in this stage

Answer 36

presentation

Question 37

which is more costly advertising or personal selling?

Answer 37

personal selling

Question 38

-------- should be considered as sales opportunities

Answer 38

objections

Question 39

convincing customer and clearing doubts happens in which stage?

Answer 39

convincing

Question 40

In order to earn repeat sales .. what must the salesperson do ?

Answer 40

pack and deliver the product carefully

Question 41

_______ action helps to win the trust and faith of the customer

Answer 41

Follow up

Question 42

sales is a __________- term whereas selling is a ___________ term

Answer 42

quantitative, qualitative

Question 43

____ is the end result of selling

Answer 43

sales

Question 44

__ is the hallmark of business

Answer 44

Selling