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

1. The role of a sales manager includes:

Designing brand logos

Setting advertising rates

Managing production

Recruiting, training, and motivating salespeople

2. Personal selling is primarily aimed at:

Building relationships and closing sales

Conducting market research

Creating advertising campaigns

Generating mass brand awareness

3. Closing in the selling process means:

Asking the customer for the order

Preparing the presentation

Prospecting new leads

Conducting follow-ups

4. CRM in personal selling stands for:

Consumer Research Module

Client Retention Model

Customer Relationship Management

Corporate Resource Management

5. Which of the following is a direct marketing tool?

Outdoor advertising

Catalog marketing

Radio spots

Trade shows

6. The primary goal of direct marketing is to:

Obtain an immediate customer response

Increase supplier relations

Promote only through intermediaries

Build mass brand equity

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

Designing a product

Convincing existing customers

Identifying potential customers

Setting sales targets

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

Aggressive selling

Relationship selling

Transactional selling

Retail selling

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

Advertising

Pre-approach

Prospecting

Handling objections

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

Mass audience reach

Personalized communication and feedback

Easy standardization

Low cost per contact

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