A detergent that advertises how clean it gets clothes is appealing to the consumer need

M.COM Annual Examination Advertising And Sales Management Question Answer Paper

M.Com II Annual Examination

Advertising and Sales Management

1. “Advertisement is a selling art in a form of Printing.” This statement is said by

(1) Wheeler (2) Taylor (3) Laskar (4) Johns

2.“Wherever we are, Advertisement is always with us” who said this statement?

(1) Warden (2) Watson (3) Maison (4) Stanton 

3. “When was Advertisement through Radio started for the first time in India?

(1) 1947 (2Y 1956% (3) 1965 (4) 1976 

4. “Jindgi ke Saath bhi, Zindagi ke Baad bhi”, this Advertisement line is for which Insurance Co. 

(1) Birla Sun life

(2) Aviva 

(3) L.I.C.

(4) Bajaj Alliance 

5. “Advertisements are required for-

(1) Boosting the production level 

(2) Motivating the Employee 

(3) Boosting the Sales

(4) All of these 

6. Market Segmentation helps in

(1) Focus Marketing 

(2) Improved lead generation 

(3) Identifying the target groups

(4) All the above 

7. EPS’s are referred to as–

(1) Enormous selling propositions 

(2) Emotional selling propositions 

(3) Engaging selling points

(4) Encouraging selling points 

8. Main object of Sales Promotion is-

(1) To Intr duce New Product 

(2) To Attract New Customers 

(3) To Encourage to more Purchases o

(4) All the above 

9. Which of the following is not an aspect of the promotion mix? 

(1) Direct Marketing

(2) Advertising

(4) Strategic Positioning 

10. Consists of short-term incentives to encourage the purchase or sale of a product or a service-

(1) Advertisement 

(3) Sales Promotion

(2) Publicity

(4) A Segmented promotion

11. Which method of setting an advertisement budget role on analysing competitor spending?

(1) Affordable Method

(2) Competitive Party Method 

(3) Integrated Method 

(4) Percentage of Sales Method 

12. Which of the following is not an area of responsibility for people who works in a advertising agency?

(1) Research

(2) Buying 

(3) Creativity

(4) Printing 

13. The medium on which India advertise spend the most money each year is-

(1) Radio

(2) Newspapers 

(3) Television –

(4) Magazine 

14. Advertisement can be used to sell

(1) Ideas 

(2) Product 

(3) Services 

(4) All of these – 

15. Advertisers can reach audience in target geographical areas by-

(1) Placing Adds in regional issue of national magazines 

(2) Buying Time on local radio stations 

(3) Advertisement in local newspapers 

(4) Doing all of the above

16. The outdoor advertising include_

(1) wall display

(2) vehicular display 

(3) billboard display

(4) All of these – 

17. Which of the following is not the part of- 

(1) The pre-approach –

(2) Planning the sales presentation 

(3) Prospecting 

(4) Evaluating sales effectiveness 

18. Sales tools used to support a company’s advertising and the personal selling directed to wholesaler, retailer or distributors are called-

(1) Trade Oriented sales promotion 

(2) Consumer Promotion 

(3) Manufacturers Promotion

(4) Promotion 

19. ………. is quoted as saying that “Everyone lives by selling something”.

1. Bill Gates

(2) Robert Staveson 

(3) Henry Ford

(4) Arthur Miller 

20. One reason for not using newspapers as an advertising medium is their inability to cover markets-

(1) Short Time Span 

(2) High Cost

(3) Limited Scope

(4) Long lead time for ad placement

21. ……is any paid form of non-personal communication about an organisation, good, service or idea by an identified sponsor 

(1) Publicity

(2) Sales Promotion 

(3) Advertising

(4) Personal Selling 

22. The last stage in the selling process is the ………. stage. 

(1) Approach

(2) Handling Objections 

(3) Closing

(4) Follow-up 

23. The step in the selling process characterized by identifying qualified potential customer is called ………. step. 

(1) Closing

(2) Approach 

(3) Presentation

(4) Prospecting 

24. Which type of salesperson fits better with today’s marketing concept 

(1) Hard Sell Salesperson 

(2) Blad handing extroverta

(3) Relationship Introvert 

(4) Problem Solver 

25. Standards stating the amount a salesperson should sell and how the sales should be divided among the company’s products refer to- 

(1) Positive incentives

(2) Sales quota 

(3) Organisational climate 

(4) Profit Goals 

26. The fastest growing sales force technology tool is

(1) Personal Data Assessment 

(2) Cell Phone 

(3) Internet

(4) Laptop/Computer 

27. All the following are among the chief activities of a salesperson EXCEPT

(1) Profit Analysis

(2) Prospecting 

(3) Servicing

(4) Information gathering 

28. According to research the most popular compensation program for sales force is-

(1) Salary 

(2) Incentives 

(3) Combination of incentive and salary hike

(4) Profit sharing 

29. In advertising for ………. is not allowed on Television.

(1) Liquor

(2) Cigarettes 

(3) Both (1) and (2) 

(4) Neither (1) nor (2) 

30. Which type of advertising objective is most important for mature producta

(1) an estimate of the maximum possible sales opportunities present in a particular market segment 

(2) an estimate of sales, in physical unit in a future period 

(3) Both (1) and (2). 

(4) None of the above

31. Which of the following is not a ‘post-testing technique advertisement?

(1) Sales test

(2) Focus group

(3) Enquiry test 

(4) Altitude test 

32. Which type of advertising objective is most important for mature product

(1). Informative Advertisement 

(2) Reminder Advertisement

(3) Comparison Advertisement 

(4) Persuasive Advertisement 

33. What is the name of the promotional tool aimed at buildin good relations with a company and its public

(1) Publicity

2) Relation 

(3) Advertising

(4) Promotion 

(34.) “Nothing except the mint can make money without advertising.” Who said this? 

(1) Breach

(2) Lord Mecaley 

(3) Laskar

(4) Webestar 

35. When was the first Advertising Agency Established?

(1) 1894 

(2) 1905 

(3) 1915 

(4) 1925 

36. When was Indian Advertising Association formed?

(1) 1949 

(2) 1959 

(3) 1969 

(4) 1979 

37. “Salesmanship is the ability to change human needs into human wants.” This Statement is said by

(1) Ripley 

(2) Nokes 

(3) Garfield 

(4) Skot 

38. Which of the following is poi an example of persuasive advertisement? 

(1) Explaining how the product works 

(2) Persuading customers to receive a sales callb (3) Building brand preference

(4) Encouraging the customer to purchase now 

39. Newspaper and ……….. are the two main type of media in this class. 

(1) Trade bulletins

(2) Ezines 

(3) Magazines

(4) Journals 

40. When evaluating company advertisements, stats personal concerned about? 

(1) Cost and coverage 

(2) Image, ethos and candour 

(3) Accuracy, effectiveness and congruence

(4) Goodwill and sales 

41. Which of the following is one of the news channe channel on television? 

(1) Pogo

(2) Channel V 

(3) Aajtak

(4) Colours

42. MRP stands for

(1) Market Retail Price

(2) Maximum Retail Price 

(3) Minimum Retail Price

(4) Monopolistic Restricted Price 

43. “Apka chehra mere liye lucky hai* is the tag line of which famous soap? 

(1) Lux

(2) Dove 

(3) Pears

(4) Medimix 

44. “Do Boond Zindagi Ki” refers to the advertisement of which disease? 

(1) Cancer

(2) Cataract 

(3) Polio

(4) Malaria 

45. Advertisement is necessary for

(1) Introduction of new product market 

(2) Sales Promotion 

(3) Increase goodwill and awareness

(4) All of the above 

46. Quality of a successful salesman includes

(1) Influential Personality 

(2) Self confidence 

(3) Honesty

(4) All of these 

47. A detergent that advertises how clean it gets clothes is appealing to the ………… consumer need.

(1) Functional

(2) Symbolic 

(3) Biological

(4) Experimental 

48. Advertisement gives rise to-

(1) Sales

(2) Costa 

(3) Demandy

(4) All of these 

49. Sales Promotion means “Any steps, that are taken for the purpose of obtaining or increasing sales,” said by-

(1) Hooper

(2) Delens

(3) Dabur 

(4) Taylor 

50. Product advertising focus on-

(1) obtaining inquiries 

(2) selling a good or service 

(3) advocating a political position

(4) persuading opinion leaders 

51. The key objective of a pioneering ad is to-

(1) inform the target market 

(2) identify the target market

(3) change the target market 

(4) reinforce pervious knowledge 

52. Billboard Advertising is most effective for ………

advertising. 

(1) pioneering

(2) advocacy 

(3) reminder

(4) comparative

53. ……… advertising promotes a specific brand’s features benefits. 

(1) Institutional

(2) Hierarchical 

(3) Pioneering

(4) Competitive 

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