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Chapters
2: Marketing mix - 4 P's
3: Advertising and Brand Promotion
▶ 4: Sales and Selling Process
5: Generally Accepted Accounting Principles (GAAP)
6: Financial Accounting and Reporting
7: Banking and Bank Transactions
8: Fundamental Concepts of Cost
9: Importance of Human Resources
10: Recruitment, Selection and Training
11: Public Relations
12: Issues of the Environment
![Goyal Brothers Prakashan solutions for Commercial Applications [English] Class 10 ICSE chapter 4 - Sales and Selling Process - Shaalaa.com](/images/commercial-applications-english-class-10-icse_6:eea752901d2b4c6ba18f6be5b2bef4a1.jpg "Goyal Brothers Prakashan solutions for Commercial Applications [English] Class 10 ICSE chapter 4 - Sales and Selling Process")
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Solutions for Chapter 4: Sales and Selling Process
Below listed, you can find solutions for Chapter 4 of CISCE Goyal Brothers Prakashan for Commercial Applications [English] Class 10 ICSE.
Goyal Brothers Prakashan solutions for Commercial Applications [English] Class 10 ICSE 4 Sales and Selling Process EXERCISES [Pages 71 - 73]
MULTIPLE CHOICE QUESTIONS.
______ reduces salesman's jobs.
Sales promotion
Personal selling
Forecasting
Advertising
Which of the following is the last steps in the process of selling?
Preparation
Prospecting
Closing the sale
Post-sale follow-up
Keen observation, alert mind, sharp memory and ability to judge people are necessary for a successful ______.
Promotion
Salesman
Advertisement
None of these
______ means locating and identifying the potential buyers.
Preparation
Prospecting
Closing the sale
Post-sale follow-up
______ removes the doubts of customers.
Sales promotion
Personal selling
Forecasting
Advertising
Which tool involves direct face-to-face conversation with prospective customer?
Sales promotion
Personal selling
Advertisement
Publicity
Selling involves exchange of goods for money between the sellers and buyers. Selling focuses on the needs of seller, and the marketing, on the needs of the ______.
Manufacture
Seller
Buyer
Producers
______ bridges the gap between advertising and personal selling.
Sales
Promotion
Advertisement
Sponsorship
Which of the following is not a main objective of personal selling?
Generate sales
Build awareness and appreciation for the product
Create personal contact
None of these
The process of direct communication between the sales person and a prospect is called ______.
Direct marketing
Personal selling
Advertising
None of these
In this step, the salesperson makes face-to-face contact with the prospective buyer.
Approach
Prospecting
Closing the sale
Post-sale follow-up
Personal selling is the most ______ method.
Flexible
Fixed
Rigid
Inflexible
In ______, the communication message can be adjusted as per customers specific needs or wants.
Advertising
Personal selling
Publicity
Sales promotion
Marketing is a ______ term than selling.
Narrow
Wider
Equivalent
None of these
Selling involves ______ of goods and services.
Distribution
Exchange
Advertisement
None of these
The traditional name for personal selling is ______.
Marketing
Salesmanship
Retailing
Advertisement
Which of the following is the first step in the process of selling?
Preparation
Prospecting
Closing the sale
Post-sale follow-up
The process of assisting and persuading a buyer to buy a product or service through face-to-face contact is ______.
Marketing
Selling
Production
Product
A good salesman should have adequate and up-to-date knowledge about his ______.
Firm
Product market
Competitors
All of these
______ can result in immediate sale.
Marketing
Promoting
Personal Selling
Advertisement
The series of steps that must be followed by sales persons is classified as ______.
Marketing process
Selling process
Intermediation process
Nominal process
Which of the following is/are qualities of a good salesman?
Cheerful disposition
Sincerity
Sensitivity
All of these
______ enables a sales person to understand and persuade customers to do complete job of selling and to collect feedback.
Sales promotion
Personal selling
Forecasting
Advertising
Advertising is ______ than personal selling.
Less costly
More costly
Equivalent
None of these
Marketing is ______ oriented where as selling is ______ oriented.
Promotion, satisfaction
Profit, integration
Customer, product
None of these
Sale by description is suitable for ______.
Standardized goods
Non-standardized goods
Perishable goods
Speciment goods
Keen observation, alert mind and ______ are the qualities of a good salesman.
Cheerfulness
Sharp memory
Sincerity
Sensitivity
The latest method of direct selling is ______.
Online marketing
Retail outlets
Door-to-door selling
Catalogue selling
Selling aims at ______.
Maximization of customer satisfaction
Long term goals
Maximization of profit
Stability of firm
______ is selective, flexible and is the skill of persuading people.
Personal selling
Sales promotion
Advertising
Publicity
Sales promotion is ______ in nature.
Non-recurring
Recurring
Written form
Symbolic
The term Caveat emptor means ______.
Let the seller beware
Direct mail
Customer is king
Let the producer beware
It is one of the methods of selling.
Sale on approval
Capital sales
Sale on instruction
Exchange sales
Which should not be a desirable quality of a good salesman?
Cheerful
Impatient
Sensitive
Sincere
SHORT-ANSWER QUESTIONS
Define sales.
Define salesmanship.
Distinguish between institutional and informative advertising.
Describe any two qualities that a salesman selling LCD Television should possess.
What AIDCAM stands for?
Explain two qualities of a good salesman.
Distinguish between Marketing and Selling.
Why is personal selling considered selective in nature?
What is sale on approval?
Explain two basic differences between sales and selling process.
Give two features of salesmanship.
Give one difference between advertising and personal selling.
Marketing is wide term than selling. Justify.
LONG-ANSWER QUESTIONS
What is personal selling?
Give one difference between advertising and personal selling.
Distinguish between Marketing and Selling.
Explain various steps in the process of personal selling.
Discuss the importance of personal selling in marketing.
What are the qualities of a good salesman? Explain.
Distinguish between sales and selling.
Differentiate between personal selling and advertising.
Explain and expand AIDCAM.
Write any two differences between Marketing and Sales.
What are the qualities of a good salesman? Explain.
What are the qualities of a good salesman? Explain.
Explain various steps in the process of personal selling.
Explain any two methods of selling.
Goyal Brothers Prakashan solutions for Commercial Applications [English] Class 10 ICSE 4 Sales and Selling Process QUESTION BANK [Pages 73 - 77]
Define sales.
Distinguish between sales and selling.
Distinguish between Marketing and Selling.
Define salesmanship.
Explain and expand AIDCAM.
Give two features of salesmanship.
Enumerate the steps of a personal selling process.
Why is personal selling considered selective in nature?
What is sale on approval?
Explain two qualities of a good salesman.
Discuss the importance of personal selling in marketing.
Explain various steps in the process of personal selling.
Differentiate between personal selling and advertising.
Explain any two methods of selling.
What are the qualities of a good salesman? Explain.
Explain various steps in the process of personal selling.
Distinguish between Marketing and Selling.
"Advertising can only create demand. Personal selling is necessary to convert demand into sales". Explain.
Solutions for 4: Sales and Selling Process
Goyal Brothers Prakashan solutions for Commercial Applications [English] Class 10 ICSE chapter 4 - Sales and Selling Process
Shaalaa.com has the CISCE Mathematics Commercial Applications [English] Class 10 ICSE CISCE solutions in a manner that help students grasp basic concepts better and faster. The detailed, step-by-step solutions will help you understand the concepts better and clarify any confusion. Goyal Brothers Prakashan solutions for Mathematics Commercial Applications [English] Class 10 ICSE CISCE 4 (Sales and Selling Process) include all questions with answers and detailed explanations. This will clear students' doubts about questions and improve their application skills while preparing for board exams.
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Concepts covered in Commercial Applications [English] Class 10 ICSE chapter 4 Sales and Selling Process are Sales and the Selling Process, Meaning of Sales, Difference Between Marketing and Sales, Concept of Personal Selling, Importance of Personal Selling, Distinction Between Advertising and Personal Selling, Steps in Personal Selling Process, Qualities of a Good Salesman, Distinction Between Sales and Selling Process.
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