Personal Selling and Direct Marketing MCQ: Kotler’s Marketing Management - Quiz

1. Personal selling is primarily aimed at:

Conducting market research

Generating mass brand awareness

Building relationships and closing sales

Creating advertising campaigns

2. The role of a sales manager includes:

Managing production

Recruiting, training, and motivating salespeople

Designing brand logos

Setting advertising rates

3. Which type of selling focuses on building long-term customer relationships?

Relationship selling

Retail selling

Transactional selling

Aggressive selling

4. Personal selling is most effective when:

Marketing budget is small

Target audience is very large

The product is complex and requires explanation

Products are low-involvement purchases

5. In personal selling, ‘prospecting’ refers to:

Designing a product

Setting sales targets

Convincing existing customers

Identifying potential customers

6. A key characteristic of personal selling is:

Two-way communication

Non-interactive marketing

One-way communication

Public relations focus

7. Direct-response marketing aims to:

Elicit an immediate customer action

Build trade relationships

Generate sales leads only

Create awareness only

8. Which of the following is NOT a step in the personal selling process?

Advertising

Prospecting

Handling objections

Pre-approach

9. Direct marketing differs from mass marketing because it:

Targets individuals directly rather than large audiences

Relies heavily on TV and radio

Is more expensive

Avoids customer data usage

10. A telemarketer contacting a consumer at home is an example of:

Outbound direct marketing

Retail advertising

Mass marketing

Inbound marketing

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