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Selling - class-XII

Description: selling
Number of Questions: 56
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Tags: elements of business marketing mix commercial applications advertising and sales promotion sales promotion selling organisation of commerce and management marketing mix - 4 p's business studies marketing management commerce commercial studies marketing
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Effective writers visualize ______ before writing

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Story

  2. Reader

  3. Colours

  4. Publisher

Show answer
Correct Option: D

Advertising is to create _______.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. primary demand for a product

  2. brand name

  3. more consumption

  4. All the above

Show answer
Correct Option: A

Which of the following schemes is intended to stimulate the sales during a slump season?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Price-off offer

  2. Coupons

  3. Samples

  4. Buy-back allowance

Show answer
Correct Option: A

One of the most powerful element in the promotion mix is:

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Salesmanship

  2. Point-of purchase display

  3. Advertising

  4. Price discount

Show answer
Correct Option: C

Sales promotion activities attract attention of the people because of the use of _______.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. advertising

  2. publicity

  3. incentives

  4. credits

Show answer
Correct Option: C

An _____ means that only the company employees that are set up on the server can access the company pages.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Internet

  2. Intranet

  3. Extranet

  4. Webnet

Show answer
Correct Option: B

Identify whether the statement is true or false.
Email etiquettes must be strictly adhered to in order to keep your communication authentic and graceful.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. False

  2. True

  3. Partly true

  4. None of above

Show answer
Correct Option: B

E-Correspondence is an electronic, cost-effective and fastest mode of communication as of today.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. False

  2. True

  3. Partly true

  4. None of the above

Show answer
Correct Option: B

Press releases are usually sent to the :
(I) Newspapers
(II) Government
(III) Electronic media
(IV) Leading new agencies
(V) Local authorities
Select the correct answer from the options given below.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. (III), (II) and (IV) only

  2. (I), (II), (III) and (IV) only

  3. (I), (II) and (V) only

  4. (I), (II) and (IV) only

Show answer
Correct Option: D

Which of the following is/are the limitation(s) of sales promotion?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Sales promotion tools can be very effective at the time of introduction of a new product.

  2. If a firm frequently rely on sales promotion, it may give the impression that it is unable to manage its sales.

  3. Sales promotion activities are designed to supplement the personal selling.

  4. Use of sales promotion tools may affect the image of a product.

Show answer
Correct Option: B,D

Marketing activities other than personal selling, advertising and publicity is:

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Public relation

  2. Industrial relation

  3. Sales promotion

  4. Marketing environment

Show answer
Correct Option: C

The basic purpose of promotion is to.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Persuade people to buy

  2. Create demand

  3. Both (A) and (B)

  4. Reduce the cost of production

Show answer
Correct Option: A

Which of the following is not the promotional mix element?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Advertising

  2. Personal selling

  3. Sales promotion

  4. Export promotion

Show answer
Correct Option: D

Sales administration refers to ______.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. only some of the functions of the management

  2. overall management of sales

  3. sales policies and sales procedures

  4. the targets to be achieved

Show answer
Correct Option: A

Non-personal stimulation of demand for a product or service is known as _____.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. publicity

  2. public relations

  3. personal selling

  4. advertising

Show answer
Correct Option: A

Price-off offer is also known as _________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. bargain offer

  2. price Packs

  3. discount

  4. Both (A) and (B)

Show answer
Correct Option: D

Sales programme is a consolidated list to point out.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Sales objective

  2. Sales policies

  3. Sales procedures

  4. All the above

Show answer
Correct Option: D

Which of the following goals is adopted when the product reaches maturity stage?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Buyer behaviour modifications

  2. Reminder promotion

  3. Persuasive promotion

  4. Informative promotion

Show answer
Correct Option: B

Sales administration refers to ____________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. overall management of sales

  2. targets to be achieved

  3. lower level function of doing

  4. top level function of thinking

Show answer
Correct Option: D

Sales objectives are ________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. the targets to be achieved

  2. a future course of action

  3. overall management of sales

  4. a definite way of doing a job

Show answer
Correct Option: A

Sales policy indicated __________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. the targets to be achieved

  2. the future course of action

  3. the broad ways and means by which the sales objectives may be realised

  4. a definite way of doing a job

Show answer
Correct Option: C

Choose the correct answer.
a) Sales forecast is the key to internal planning.
b) The sales forecast is a prediction of expected sales by product and price, for a specific period.
Of these.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Both (a) and (b) are true

  2. Both (a) and (b) are false

  3. (a) is true, but (b) is false

  4. (a) is false, but (b) is true

Show answer
Correct Option: A

Selling department is compared to _________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. an orchestra

  2. a drama

  3. a cinema

  4. a dance programme

Show answer
Correct Option: A

Which of the following is not a tool of sales promotion?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Sales contests

  2. Free gifts

  3. Point of purchase display

  4. Public Relations

Show answer
Correct Option: D
Explanation:

Sales promotion is one of the elements of promotional mix. Sales promotion uses both media and non media marketing communication to increase consumer demand. It includes several communication activities that attempt to provide added value or incentives to consumers, wholesalers and retailers. Public relation refers to maintaining a relation with consumers through communicating with them on a periodic basis and keeping them engaged. 

Sales forecast __________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. reduces selling costs

  2. helps in the proper pricing of the product

  3. stabilises production

  4. All the above

Show answer
Correct Option: D

Sales procedures mainly concerned with ________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. sales organisation

  2. product planning

  3. sales planning

  4. Both (A) and (C)

Show answer
Correct Option: D

The historical and the simplest method of making sales forecasts is?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Jury of executive opinion method

  2. Sales composite method

  3. Users expectation method

  4. Statistical method

Show answer
Correct Option: A

Sales procedures prescribe _________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. a future course of action

  2. the targets to be achieved

  3. the lower level function of doing

  4. a definite way of doing a job for the attainment of sales objectives

Show answer
Correct Option: D

Road blocking advertisement is ________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. advertising a product by blocking a road.

  2. putting an advertisement on a blocked road.

  3. a technique of gathering potential customers on the road.

  4. advertising a product on all similar TV/Radio channels at the same time.

Show answer
Correct Option: D
Explanation:

Road blocking advertisement is an an advertising strategy or a method in which a commercial is broadcast simultaneously on various radio stations and/or television channels. This leads to blocking the road for the competitors to broadcast their advertisements. 

Which one of the following is not matched correctly ?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Sales Portfolio - Internal Sales Promotion

  2. Merchandise Allowance - Dealer Promotion

  3. Count and Recount of Stock - Consumer Promotion

  4. Advertising - Market Promotion

Show answer
Correct Option: A

Which of the following is not a part of Place and Promotion?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Warranties

  2. Advertising

  3. Personal selling

  4. Sales Promotion

Show answer
Correct Option: A
Explanation:

Warranties is not a part of price and promotion it is the part of product.

The promotion mix of a company consists of these.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Marketing communication, promotion decisions

  2. Personal selling, product objectives

  3. Advertising, personal selling, sales promotion, publicity and public relations

  4. Consumer psychology, buyers motives, brand equity

Show answer
Correct Option: C
Explanation:

Promotional mix is a market of 4P's of marketing. Promotional mix give various tools and strategies as of how a product can be promoted. Advertising personal selling, sales promotion, publicity and public relations are the main tools of promoting a company's product and making customers aware about the company offers.

Discounts, coupons, contests, free samples and offering extra quantity etc., are the examples of __________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Sales Promotion

  2. Personal Selling

  3. Channels of distribution

  4. None of the above

Show answer
Correct Option: A
Explanation:

Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, prizes, product samples, and rebates.Sales promotions can be directed at either the customer, sales & staff, or distribution channel members (such as retailers).

Providing information to the customers about product, its features and quality etc., are part of:

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Production

  2. Promotion

  3. Pricing

  4. None of the above

Show answer
Correct Option: B
Explanation:

In marketing, promotion is advertising a product or brand, generating sales, and creating brand loyalty. It is one of the four basic elements of the market mix, which includes the four P's: price, product, promotion and place.

_______ is highly flexible as the message can be adjusted.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Advertising

  2. Personal selling

  3. Sales promotion

  4. Social media marketing

Show answer
Correct Option: B

Which of the following is not a part of sales promotion activities?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Discounts

  2. Lucky draw

  3. Online marketing

  4. Refunds

Show answer
Correct Option: C
Explanation:

Sales promotion is a pull marketing technique. It is done by providing various offers and discounts to the customers. The company can also motivate dealers and distributors of the distribution channel by offering commission, gifts, etc.  Online marketing does not qualify as a sales promotion as it does not offer any incentive to the consumer on the purchase of the company's product. 

Caveat emptor means _________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. let the seller beware

  2. let the buyer beware

  3. let the producer beware

  4. let the agent beware

Show answer
Correct Option: B
Explanation:

'Caveat emptor' is a Latin term that means 'let the buyer beware'. It is assumed that the buyer assumes the risk that a product may fail to meet expectations or have defects. The principle of 'caveat emptor' serves as a warning that buyers might not have any recourse with the seller if the product does not meet their expectations.

Which of the following statement is not true?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Advertisements are never targeted to improve sales

  2. Advertisements are prepared by professional agencies

  3. Advertisements make positive impact on sales

  4. Advertisements are expensive.

Show answer
Correct Option: A
Explanation:

Advertising is a part of promotional mix that uses audio or video or both form of marketing communication. The ethics in advertising underlines that truth and facts about the product ha to be communicated to consumers. Advertisements are aimed at persuading consumers to buy the company's product which would lead to improving sales and increasing company's revenue.

_______ refers to offering another product as gift along with the purchase of a product.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Personal selling

  2. Refunds

  3. Quantity gifts

  4. Product combination

Show answer
Correct Option: D
Explanation:

Product combination refers to offering another product as gift along with the purchase of a product .

Product combination is a part of customer sales promotions which is intended to increase the sales and attract new customers . In product combination on purchase of one product the buyer gets another product free. 

Which of the following is not a part of promotional mix?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Direct selling

  2. Sales prmotion

  3. Advertising

  4. None of the above

Show answer
Correct Option: D
Explanation:

Promotional mix is refers to the blend of several promotional tools used by the business to create , maintain and increase the demand for goods and services.

Which of the following would be characteristic of an effective marketing brochure?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Right justified text on all the inside panels

  2. Use of lists

  3. Use of six different fonts

  4. Long paragraphs of descriptive text

Show answer
Correct Option: B

A correct statement about advertising is ________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. it is a paid communication to the masses

  2. it is meant to impart information, develop attitudes and create needs.

  3. it induces action beneficial to the advertiser

  4. all the stated options are correct

Show answer
Correct Option: D

The company sets its marketing budget by estimating the investment in current assets at different points of time. Select the type of budget keeping in view the above mentioned purpose ?

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Sales Budget

  2. Cash-Budget

  3. Working capital Budget

  4. Production Budget

Show answer
Correct Option: A

Sales promotion spoils product's image.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. True

  2. False

Show answer
Correct Option: A

For a letter to be a good news letter is should have

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Evident approach

  2. Direct approach

  3. Long sentences

  4. Short sentences

Show answer
Correct Option: B

_______ includes only those activities which are used to provide short term incentives to boost the sales of a firm.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Personal selling

  2. Advertising

  3. Sales promotion

  4. Publicity

Show answer
Correct Option: C

Effective Sales writing demands: Attention, Interest, Desire, Action and Satisfaction.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. False

  2. True

  3. Partly false

  4. None of above

Show answer
Correct Option: B

____________ specifies expected sale of goods during a period(s).

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Cash budget

  2. Material budget

  3. Production budget

  4. Sales budget

Show answer
Correct Option: D
Explanation:

Sales budget specifies expected sale of goods during a period . It is used to determine the quantity of anticipated sales and the expected selling price per unit.

Classifieds, public notices and appointments are the various forms of __________.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. advertisement

  2. press Release

  3. internal Communication

  4. All of above

Show answer
Correct Option: A
Explanation:

Advertising is the activity of producing information for promoting the sale of commercial products or services . Advertising includes classifieds , public notices and appointments  .It is bringing a product to the attention of the potential customers and the current customers.

The following is format of ________
               TIMES OF INDIA
"Shre Shushant Kamalnath Gore has been 
elected President of the Punjab, Haryana, Delhi
Chamber if Commerce and Industry. Shri
Shushant Kamalnath is presently Chairman 
and Managing Director of Z International
Ltd., a multinational company".

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Office Order

  2. Office Memorandum

  3. Office Note

  4. Press Release

Show answer
Correct Option: D

Which of the following is an element of a good advertisement copy

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. The audience must be exposed to the communication.

  2. The audience must remember or retain the message

  3. The audience must act on the advertisement

  4. All of the above

Show answer
Correct Option: D

A ______ is usually drafted in-house by the Public Relations Officer of the company, who makes available information with him which may be published without any major cuts in the print or electronic media

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Pass Report

  2. Press Release

  3. Public Notice

  4. None of the above

Show answer
Correct Option: C

In order to have a fair chance of selection, a press release should have the following:

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. New value

  2. Factual

  3. Suitable

  4. All of above

Show answer
Correct Option: D

________ activities are designed to supplement the personal selling and advertising efforts

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Attention Value

  2. Sales promotion

  3. New Product Launch

  4. All of the above

Show answer
Correct Option: B

Identify the merit(s) of sales promotion.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. Attention Value

  2. Useful in New Product Launch

  3. Synergy in Total Promotional Efforts

  4. All of the above

Show answer
Correct Option: D

Sales promotion includes _______.

elements of business sales promotion promotion and promotional techniques promotion meaning, role and techniques of sales promotion pricing

  1. personal selling

  2. advertising

  3. supplementary selling activities

  4. All the above

Show answer
Correct Option: D
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