Sales Question Bank
for Exam preparation

Q2. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel.

1. width
2. depth
3. length
4. similarity

Q3. Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma in the area of:

1. Determining compensation and incentives
2. Equal treatment in hiring and promotion
3. Respect for individuals in supervisory and training programs
4. Fairness in the design of sales territories
5. Fairness in the assignment of sales territories

Q4. The creation of modern marketing is the result of ___

1. Industrial Revolution
2. Barter system
3. Decentralised exchange
4. Pre-industrial period

Q5. Avon, Amway, and Tupperware use which of the following forms of channel distribution?

1. direct marketing channel
2. indirect marketing channel
3. forward channel
4. fashion channel

Q6. Services marketing become difficult because of

1. Intangibility
2. no demand
3. More complex market
4. Difficult to enter the market

Q7. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….

1. Corporate vertical marketing systems
2. Contractual vertical marketing systems
3. Administered vertical
4. None of the above

Q8. The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as………….

1. Selling
2. Sales policy
3. Sales programme
4. Sales planning

Q9. _____ refers to the ability to perform the promised service dependably and accurately.

1. Tangibles
2. Responsiveness
3. Empathy
4. Reliability
5. Assurance

Q10. CRM helped in increasing customer satisfaction from order to end product.

1. True
2. False