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

1. Personal selling is most effective when:

Products are low-involvement purchases

The product is complex and requires explanation

Target audience is very large

Marketing budget is small

2. CRM in personal selling stands for:

Customer Relationship Management

Corporate Resource Management

Client Retention Model

Consumer Research Module

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

Persuasive selling

Consultative selling

Transactional selling

Hard selling

4. A key characteristic of personal selling is:

One-way communication

Non-interactive marketing

Public relations focus

Two-way communication

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

Designing a product

Identifying potential customers

Setting sales targets

Convincing existing customers

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

Prospecting

Advertising

Pre-approach

Handling objections

7. Direct-response marketing aims to:

Create awareness only

Elicit an immediate customer action

Generate sales leads only

Build trade relationships

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

Transactional selling

Relationship selling

Aggressive selling

Retail selling

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

Retail advertising

Inbound marketing

Mass marketing

Outbound direct marketing

10. The pre-approach stage involves:

Making a direct sales pitch

Gathering information about potential customers

Closing the sale

Offering discounts

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