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

1. A key characteristic of personal selling is:

Two-way communication

One-way communication

Public relations focus

Non-interactive marketing

2. Personal selling is primarily aimed at:

Generating mass brand awareness

Creating advertising campaigns

Building relationships and closing sales

Conducting market research

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

Closing

Presentation

Prospecting

Follow-up

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

Handling objections

Pre-approach

Advertising

Prospecting

5. The role of a sales manager includes:

Designing brand logos

Managing production

Recruiting, training, and motivating salespeople

Setting advertising rates

6. Which selling approach is based on solving customer problems?

Persuasive selling

Transactional selling

Hard selling

Consultative selling

7. Closing in the selling process means:

Prospecting new leads

Asking the customer for the order

Preparing the presentation

Conducting follow-ups

8. The primary goal of direct marketing is to:

Build mass brand equity

Obtain an immediate customer response

Promote only through intermediaries

Increase supplier relations

9. Which of the following is a major advantage of personal selling?

Easy standardization

Mass audience reach

Personalized communication and feedback

Low cost per contact

10. Direct marketing channels include all EXCEPT:

Television commercials

Telemarketing

Email campaigns

Direct mail

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