Sales Question Bank
for Exam preparation

Q2. What is the full form of CIS?

1. Channel information system
2. Channel induced system
3. Channel incorporated system

Q3. Customization is a process of ___ the CRM solution.

1. Planning
2. Buying
3. Fine-tuning
4. Integrating

Q4. 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

Q5. A large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as………………..

1. Wholesaler
2. Sole selling agent
3. Direct marketing channel
4. Semi-wholesalers

Q6. Under the diversification strategy, the firm tries to –

1. Remain in the same product line
2. Move into other products lines but removes previous product lines
3. Move into new product lines and retains the existing product lines
4. All of these

Q7. ___ are often factors that a business cannot control.

1. Process variation
2. Cost reduction
3. External forces
4. Turnover

Q8. To overcome competition, a company must provide greater ___ than its competitors.

1. customer satisfaction
2. offers
3. channels

Q9. Through their contacts, experience, specialization, and scale of operation, ______________ usually offer the firm more than it can achieve on its own.

1. manufacturers
2. producers
3. direct marketers
4. intermediaries

Q10. 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