Personal Seeling QB

 

UNIT 2: 

2 Marks Questions (Remembering)

1. Define selling.

2. What is a core function of selling?

3. State any two types of selling.

4. What is the difference between personal selling and non-personal selling?

5. Define buying motives.

6. Mention two examples of consumer markets.

7. What are industrial markets?

8. Define consumer characteristics.

9. What is meant by prospecting in the selling process?

10. What is the pre-approach step in selling?

11. Define presentation in the selling process.

12. What is meant by handling objections?

13. What do you mean by closing a sale?

14. Define post-sale activities.

15. What is demonstration in selling?

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5 Marks Questions (Understanding)

1. Explain the core functions of selling.

2. Describe different types of selling with examples.

3. What are the main buying motives of consumers?

4. Distinguish between consumer markets and industrial markets.

5. Explain how consumer characteristics affect selling strategies.

6. Describe the various steps involved in an effective selling process.

7. Explain the importance of the pre-approach and approach in selling.

8. Discuss the role of demonstration and presentation in successful selling.

9. Explain the significance of handling objections and closing a sale.

10. Describe the post-sale activities and their importance in maintaining customer relationships.

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10 Marks Questions (Application/Analysis)

1. Discuss in detail the types of selling and their relevance in modern marketing.

2. Analyze the different buying motives and explain how they influence the selling process.

3. Explain the selling process in detail with suitable examples.

4. Examine how consumer and industrial market characteristics affect selling strategies.

5. Describe the importance of each step in the selling process for effective customer satisfaction.

6. Evaluate how post-sale service and relationship management help in customer retention.

7. “Handling objections effectively is the key to successful selling.” — Discuss with examples.

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UNIT 3: SELLING AS A CAREER

2 Marks Questions (Remembering)

1. Define a sales career.

2. Mention any two advantages of a career in selling.

3. State any two challenges faced by salespeople.

4. What are the key qualities of a successful salesperson?

5. Define sales documentation.

6. What is a sales manual?

7. What is a catalog?

8. Define a cash memo.

9. What is an order book used for?

10. What is a tour diary?

11. Define distribution network.

12. What is meant by professional networking?

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5 Marks Questions (Understanding)

1. Explain the advantages and challenges of a career in selling.

2. Discuss the qualities required for a successful salesperson.

3. Explain the importance of motivation and confidence in sales as a profession.

4. How can selling be made an attractive career for youth?

5. Discuss strategies for enhancing career prospects in sales.

6. Explain the importance of distribution and network relationships in sales success.

7. Describe the role of professional networking in the career development of salespeople.

8. Explain the importance of sales documentation in business transactions.

9. Describe the different types of sales documents used in selling activities.

10. Explain the uses of a sales manual, catalog, and tour diary in sales operations.

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10 Marks Questions (Application/Analysis)

1. Analyze the career prospects in selling with reference to advantages, challenges, and opportunities.

2. Explain in detail the essential qualities of a successful salesperson with examples from real business situations.

3. Discuss various strategies that can make selling an attractive and respected career option.

4. Evaluate the role of distribution and network relationships in building long-term sales success.

5. Describe and explain the importance of key sales documents such as order books, cash memos, tour diaries, and reports.

6. “Effective documentation ensures transparency and efficiency in sales operations.” — Justify this statement.

7. Examine how professional networking contributes to career growth and performance in the selling profession.