Personal Selling MCQs 2026

Personal selling is most suited for

1. A expensive, complex or custom products ✓
2. B low-cost daily staples with zero explanation ✓
3. C anonymous commodity markets only ✓
4. D products never seen by buyers ✓

The sales process typically includes prospecting, pre-approach, approach, presentation, handling objections, closing and

1. A factory shutdown ✓
2. B annual audit only ✓
3. C follow-up ✓
4. D product disposal only ✓

A prospect is

1. A any person on the street without need ✓
2. B only competitors ✓
3. C only suppliers ✓
4. D a potential customer qualified as worth pursuing ✓

SPIN selling uses questions about Situation, Problem, Implication and

1. A Need-payoff ✓
2. B Salary, Profit, Income and Net worth ✓
3. C Supply, Price, Inventory and Network ✓
4. D Sales, Promotion, Investment and Negotiation ✓

Closing techniques aim to

1. A avoid any purchase decision ✓
2. B delay indefinitely without agreement ✓
3. C terminate all contact ✓
4. D gain customer commitment to purchase ✓

Sales force compensation may include salary, commission and

1. A only parking fines ✓
2. B bonuses ✓
3. C only tax penalties ✓
4. D only supplier rebates to buyer ✓

Relationship selling emphasizes

1. A one-time hit and run tactics ✓
2. B long-term customer satisfaction over single transaction ✓
3. C misleading claims for quick sale ✓
4. D avoiding all after-sales contact ✓

Sales quota is

1. A a target assigned to a salesperson for a period ✓
2. B a legal penalty ✓
3. C a product ingredient ✓
4. D a factory machine setting ✓

Adaptive selling adjusts

1. A sales presentation based on customer type and reaction ✓
2. B identical script for every buyer always ✓
3. C no listening to customer ✓
4. D only product features without needs analysis ✓

Order taker primarily

1. A develops new complex accounts from scratch ✓
2. B processes routine reorders with minimal persuasion ✓
3. C designs factory equipment ✓
4. D sets monetary policy ✓

Order getter actively

1. A only files paperwork for repeat orders ✓
2. B only counts warehouse stock ✓
3. C only audits financial statements ✓
4. D seeks new business and closes new accounts ✓

Sales force size decision considers

1. A only office carpet color ✓
2. B workload, territory, product complexity and revenue targets ✓
3. C only CEO age ✓
4. D only competitor logo shape ✓

Territory design should balance

1. A random assignment without data ✓
2. B maximum travel time always ✓
3. C zero customer contact ✓
4. D workload, potential and fair coverage across salespeople ✓

Handling objections in selling requires

1. A arguing aggressively with the customer ✓
2. B listening, clarifying and responding with evidence ✓
3. C ignoring all concerns ✓
4. D ending the meeting immediately ✓

Cross-selling in personal selling means

1. A selling to competitors ✓
2. B returning all products ✓
3. C eliminating the product line ✓
4. D selling complementary products to existing customers ✓

Personal selling case 3: B2B medical equipment at stage of prospecting trade shows requires the salesperson to

1. A push product features without understanding buyer needs ✓
2. B make unsubstantiated claims to force a signature ✓
3. C identify qualified leads with budget, authority, need and timeline ✓
4. D disappear immediately after receiving payment ✓

Personal selling case 14: B2B fleet vehicles at stage of needs discovery meeting requires the salesperson to

1. A ask open questions to uncover problems before presenting solutions ✓
2. B push product features without understanding buyer needs ✓
3. C make unsubstantiated claims to force a signature ✓
4. D disappear immediately after receiving payment ✓

Personal selling case 22: B2B fleet vehicles at stage of handling price objection requires the salesperson to

1. A push product features without understanding buyer needs ✓
2. B make unsubstantiated claims to force a signature ✓
3. C disappear immediately after receiving payment ✓
4. D clarify the concern and demonstrate value relative to total cost of ownership ✓

Personal selling case 26: B2B corporate software at stage of negotiating payment terms requires the salesperson to

1. A trade concessions strategically while protecting margin and relationship ✓
2. B push product features without understanding buyer needs ✓
3. C make unsubstantiated claims to force a signature ✓
4. D disappear immediately after receiving payment ✓

Personal selling case 39: B2B banking corporate at stage of closing multi-year contract requires the salesperson to

1. A summarize agreed benefits and confirm commitment with clear next steps ✓
2. B push product features without understanding buyer needs ✓
3. C make unsubstantiated claims to force a signature ✓
4. D disappear immediately after receiving payment ✓

Personal selling case 45: B2B real estate commercial at stage of post-sale follow-up visit requires the salesperson to

1. A ensure implementation satisfaction and identify additional opportunities ✓
2. B push product features without understanding buyer needs ✓
3. C make unsubstantiated claims to force a signature ✓
4. D disappear immediately after receiving payment ✓

Personal selling case 50: B2B corporate software at stage of cross-selling maintenance contract requires the salesperson to

1. A push product features without understanding buyer needs ✓
2. B recommend complementary solutions that solve related customer problems ✓
3. C make unsubstantiated claims to force a signature ✓
4. D disappear immediately after receiving payment ✓