All Free Management Sciences MCQs with Answers

• A. prospecting and qualifying
• B. handling objections
• C. approach
• D. presentation and demonstration

Explanation: After prospecting and qualifying, the salesperson conducts the pre-approach, and the next step is the approach, meaning the initial…

• A. percentage of sales method
• B. affordable method
• C. competitive parity method
• D. objective and task method

Explanation: The affordable method sets the promotion budget at whatever amount the company believes it can spare after covering other expenses.

• A. irrational appeal
• B. moral appeal
• C. rational appeal
• D. emotional appeal

Explanation: A rational appeal connects the offering with the audience's practical self-interest, such as quality, economy, or performance.

• A. indirect sales force structure
• B. territorial sales force structure
• C. customer sales force structure
• D. product sales force structure

Explanation: In a product sales force structure, representatives specialize in selling particular products or product lines.

• A. shipper approach
• B. handling shipment
• C. closing
• D. follow up

Explanation: Closing is the stage in which the salesperson directly seeks the customer's order or commitment to buy.

• A. point of purchase promotion
• B. cents off deals
• C. sales premium
• D. advertising specialties

Explanation: Point-of-purchase promotion uses displays, demonstrations, and other promotional devices at the location where the buying decision occurs.

• A. introduction stage
• B. turbulent stage
• C. innovation stage
• D. non-profit stage

Explanation: The introduction stage usually has no profits because research, development, promotion and distribution expenses are high while sales are…

• A. screening of product
• B. screening of customers
• C. screening of ideas
• D. generation of ideas

Explanation: Idea screening is the idea-reducing stage because unsuitable or unprofitable product ideas are eliminated before further development.

• A. print and broadcast media
• B. word-of-mouth influence
• C. buzz marketing
• D. display and online media

Explanation: Buzz marketing works by informing or involving opinion leaders so they create and spread discussion about an offering.

• A. online media
• B. print media
• C. broadcast media
• D. display media

Explanation: Billboards and posters are display media because they present promotional messages visually in public or other selected locations.

• A. pull and push strategy
• B. rational and moral selling strategy
• C. direct strategy
• D. indirect strategy

Explanation: The two principal promotion-mix strategies are push and pull. A push strategy directs promotion through the distribution channel, whereas…

• A. personal communication channels
• B. irrational communication channels
• C. non-personal communication channels
• D. both a and c

Explanation: Marketing communication channels are broadly divided into personal channels, involving direct interpersonal contact, and non-personal…

• A. rational selling strategy
• B. push strategy
• C. pull strategy
• D. moral selling strategy

Explanation: A push strategy uses the producer's sales force and trade promotion to move a product through intermediaries toward customers.

• A. maturity stage
• B. predictive stage
• C. improved market stage
• D. profit achieved stage

Explanation: In the maturity stage, sales growth slows and profits may decline because competition becomes stronger, although the product has already…

• A. fashion
• B. fads
• C. followers
• D. customs

Explanation: Fashion is a currently accepted and popular style in a particular field, such as clothing or design.

• A. new products
• B. existing products
• C. acquisition
• D. mergers

Explanation: Products developed internally through a company's own research and development are new products.

• A. target market
• B. planned value proposition
• C. sales, profit goals, market share
• D. developing mission statement

Explanation: A marketing strategy statement identifies the target market, the planned value proposition, and the intended sales, profit, or…

• A. controlled test markets
• B. simulated test markets
• C. free test markets
• D. both a and b

Explanation: Two recognised approaches are controlled test markets, where exposure is managed by a research firm, and simulated test markets, which…

• A. low sales
• B. rapidly rising sales
• C. peak sales
• D. declining sales

Explanation: During the growth stage, growing awareness and wider distribution cause demand to expand quickly, so sales rise rapidly.

• A. styles
• B. fashion
• C. norms
• D. followers

Explanation: A style is a particular form or mode of dress, such as casual or formal clothing.