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

1. The first step in the personal selling process is:

Closing

Presentation

Prospecting

Follow-up

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

Outbound direct marketing

Retail advertising

Inbound marketing

Mass marketing

3. A key characteristic of personal selling is:

Two-way communication

Non-interactive marketing

One-way communication

Public relations focus

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

Convincing existing customers

Designing a product

Identifying potential customers

Setting sales targets

5. Personal selling is primarily aimed at:

Building relationships and closing sales

Generating mass brand awareness

Creating advertising campaigns

Conducting market research

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

Aggressive selling

Retail selling

Relationship selling

Transactional selling

7. Direct marketing differs from mass marketing because it:

Relies heavily on TV and radio

Is more expensive

Avoids customer data usage

Targets individuals directly rather than large audiences

8. The role of a sales manager includes:

Recruiting, training, and motivating salespeople

Managing production

Setting advertising rates

Designing brand logos

9. Direct-response marketing aims to:

Create awareness only

Generate sales leads only

Build trade relationships

Elicit an immediate customer action

10. Personal selling is most effective when:

Marketing budget is small

Products are low-involvement purchases

Target audience is very large

The product is complex and requires explanation

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