Question Bank – Personal Selling (Unit 1)
1.1 Nature and Importance of Personal Selling
2 Marks
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Define personal selling.
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Mention one significance of personal selling in business.
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Give one example of personal selling in practice.
5 Marks
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Explain the nature of personal selling.
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State and explain any three advantages of personal selling.
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How does personal selling help in building customer relationships?
10 Marks
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Discuss the meaning and importance of personal selling in detail.
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Explain how personal selling contributes to business growth and customer satisfaction.
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Evaluate the role of personal selling in the modern competitive market environment.
1.2 Distinctions: Personal Selling, Salesmanship, Sales Management
2 Marks
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Differentiate between personal selling and salesmanship (any one point).
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State one difference between sales management and salesmanship.
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Which focuses on planning and supervision: personal selling or sales management?
5 Marks
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Explain the difference between personal selling and salesmanship.
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Distinguish between sales management and personal selling.
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How does salesmanship differ from sales management?
10 Marks
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Discuss in detail the distinctions among personal selling, salesmanship, and sales management with examples.
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Compare and contrast personal selling and sales management in terms of scope and functions.
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Evaluate why understanding these distinctions is important for marketing managers.
1.3 Salesperson Characteristics
2 Marks
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State one essential trait of a good salesperson.
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Who is known as the “backbone” of the selling process?
5 Marks
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List and explain any three qualities of a successful salesperson.
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Why is honesty important for a salesperson?
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Explain the role of communication skills in personal selling.
10 Marks
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Discuss in detail the essential traits and qualities of an effective salesperson with examples.
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Analyze the importance of personality, product knowledge, and customer orientation in sales success.
1.4 Types of Selling Situations and Salespersons
2 Marks
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Give one example of a selling situation.
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State one type of salesperson.
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Which type of salesperson is involved in door-to-door selling?
5 Marks
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Explain any two types of selling situations.
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Write short notes on order-getters and order-takers.
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Explain the role of technical salespersons in industrial selling.
10 Marks
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Discuss the different types of selling situations with examples.
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Explain the classification of salespersons in detail.
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Evaluate how the role of a salesperson changes in different selling situations (B2B vs. B2C).
1.5 Limitations of Salesmanship
2 Marks
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Mention one limitation of salesmanship.
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True or False: Salesmanship can always guarantee customer loyalty.
5 Marks
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State and explain any three limitations of salesmanship.
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Why is salesmanship considered expensive?
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Explain the limitation of salesmanship in terms of scalability.
10 Marks
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Discuss in detail the limitations and challenges faced in salesmanship.
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Critically evaluate the drawbacks of depending too much on salesmanship for business growth.
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Suggest ways to overcome limitations of salesmanship in modern selling practices.
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