It begins after the goods are produced:

1. Marketing
2. Research and Development
3. Selling
4. Procurement of Raw Material

With reference to steps in personal selling, which statement is (are) correct?

(1) Prospecting means locating and identifying the potential buyers for sales.

(2) Prospecting means to make face to face contact with buyers.

(3) Prospecting means after meeting buyers, display the product.

(4) Prospecting makes well trained sales force.

1. 2 & 3
2. 1 & 4
3. Only 4
4. Only 1

Personal selling is …………… as the salesman can tailor his sales presentation to fit the needs, motives, and behaviour of individual consumers.

1. Art
2. Flexible
3. Mutual benefit
4. Rigid

With reference to the 'Cost Plus Pricing', which statement(s) is/are correct?

(1) Selling price of the product must cover full cost.

(2) Selling price must cover full cost and yield a reasonable margin of profit.

(3) Selling price should be high to get more profit.

(4) Selling price should be low, so cost could be covered.

1. 1 & 3 are correct
2. 2 & 3 are correct
3. 1 & 4 are correct
4. Only 2 is correct