Department of Management Sciences

The Islamia University of Bahawalpur

Course: Sales Management Roll #: --------------------

Level: BBA-6th (M1&M2) Examination: Mid Term
Max. Marks: 10 Max. Time: 10 Minutes
OBJECTIVE PAPER

Note: Please Read carefully. Overwriting/cutting not allowed. Each question carries equal marks.

1. Sales presentations made at prospective customer home or business on a face to face basic is known as ____.
a. Field selling
b. Counter selling
c. Inside selling
d. None
2. Where there is low involvement and few difference between brands, the buying behavior is
a. Habitual
b. Variety seeking
c. Complex
d. Dissonance reducing
3. Perfect example of dissonance reducing behavior is purchase of
a. Laptop/mobile
b. Match box
c. Chips
d. Diamond ring
4. Personal selling conducted in retail and some wholesale locations in which customers come to the seller’ place
of business
a. Field selling
b. Counter selling
c. Inside selling
d. Telemarketing
5. Created by the internet, manage operations in other countries, but do not move to that country
a. Local Nationals
b. Virtual Expatriates
c. Third Country Nationals
d. Prospects
6. Making excessive eye contact shows
a. Impatience
b. Lack of confidence
c. Bullying or intimidation
d. Not receptive
7. Consumer markets are more likely to be price driven than brand driven
a. True
b. False
8. Dissonance-Reducing buying behavior consumer perceive brand switching
a. True
b. False
9. Flexibility should not be considered while selecting sales and marketing personnel
a. True
b. False
10. Without _______, there wouldn't be any need for salespeople
a. Customer
b. Sales resistance
c. Profit