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BBA Sales Management Exam | PDF
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BBA Sales Management Exam

This document contains a 10 question multiple choice objective test on sales management. The test covers topics such as different types of personal selling approaches like field selling and counter selling. It also addresses consumer buying behaviors like habitual and variety seeking behavior. Concepts like dissonance reducing behavior and virtual expatriates are tested. Sales skills like eye contact and flexibility are evaluated. Finally, the role of customers and sales resistance in the need for salespeople is questioned.

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Shanayyara Mahmood
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62 views1 page

BBA Sales Management Exam

This document contains a 10 question multiple choice objective test on sales management. The test covers topics such as different types of personal selling approaches like field selling and counter selling. It also addresses consumer buying behaviors like habitual and variety seeking behavior. Concepts like dissonance reducing behavior and virtual expatriates are tested. Sales skills like eye contact and flexibility are evaluated. Finally, the role of customers and sales resistance in the need for salespeople is questioned.

Uploaded by

Shanayyara Mahmood
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Department of Management Sciences

The Islamia University of Bahawalpur

Course: Sales Management Roll #: --------------------


Level: BBA-6th (M1&M2) Examination: Mid Term
Max. Marks: 10 Max. Time: 10 Minutes
OBJECTIVE PAPER

Note: Please Read carefully. Overwriting/cutting not allowed. Each question carries equal marks.

1. Sales presentations made at prospective customer home or business on a face to face basic is known as ____.
a. Field selling
b. Counter selling
c. Inside selling
d. None
2. Where there is low involvement and few difference between brands, the buying behavior is
a. Habitual
b. Variety seeking
c. Complex
d. Dissonance reducing
3. Perfect example of dissonance reducing behavior is purchase of
a. Laptop/mobile
b. Match box
c. Chips
d. Diamond ring
4. Personal selling conducted in retail and some wholesale locations in which customers come to the seller’ place
of business
a. Field selling
b. Counter selling
c. Inside selling
d. Telemarketing
5. Created by the internet, manage operations in other countries, but do not move to that country
a. Local Nationals
b. Virtual Expatriates
c. Third Country Nationals
d. Prospects
6. Making excessive eye contact shows
a. Impatience
b. Lack of confidence
c. Bullying or intimidation
d. Not receptive
7. Consumer markets are more likely to be price driven than brand driven
a. True
b. False
8. Dissonance-Reducing buying behavior consumer perceive brand switching
a. True
b. False
9. Flexibility should not be considered while selecting sales and marketing personnel
a. True
b. False
10. Without _______, there wouldn't be any need for salespeople
a. Customer
b. Sales resistance
c. Profit

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