Strategic Sales Management Nptel Week 3 Answers
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Strategic Sales Management Nptel Week 3 Answers (July-Dec 2025)
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Question 1. Aarav works at the billing counter of a large electronics store… What type of selling role is Aarav most likely performing?
a) Creative selling
b) Semi-Development selling
c) Inside order taking
d) Pseudo Service selling
Question 2. Which of the following best describes the concept of development selling in a retail or sales context?
a) Obtaining repeat or additional orders from current competitors
b) Handling complaints and after-sales support
c) Transforming non-buyers into customers by converting prospects
d) Upselling add-on services to existing clients
Question 3. Priya has been working with a cloud services firm for 3 years… Which type of sales role does Priya represent?
a) Creative seller
b) Inside order taker
c) Farmer salesperson
d) Development seller
Question 4. Rohit works in a real estate company… What prospecting method is Rohit using?
a) Referral
b) Cold Calling
c) Trade Show
d) Directory Selling
Question 5. Carew International’s LAER has been considered as one of the effective ways of dealing with sales objections…
a) True
b) False
Question 6. In the AIDAS model, D indicates Design
a) True
b) False
Question 7. Rajat… is known for his aggressive outreach… What type of salesperson is Rajat?
a) Farmer salesperson
b) Missionary salesperson
c) Hunter salesperson
d) Inside order taker
Question 8. Reinforcement is defined as an event that intensifies the buyer’s predisposition towards making a particular response…
a) True
b) False
Question 9. Which of the following best describes the Right Set of Circumstances Theory in personal selling?
a) It emphasises adapting to the buyer’s emotional state and tailoring the message accordingly
b) It views selling as a logical series of steps influenced by buyer psychology and internal needs
c) It assumes that creating the right external situation will lead to a predictable, desired buyer response
d) It focuses on building long-term relationships through mutual value co-creation
Question 10. A _____________ brings together all those members of an organisation who are responsible for taking purchase decisions.
a) B- Junction
b) Buying Centre
c) DMM unit
d) None of the Above
These are Strategic Sales Management Nptel Week 3 Answers