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Sales Question Bank
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Question:

John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily 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






Q2. 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
Correct Answer

Q3. To overcome competition, a company must provide greater ___ than its competitors.

  1. customer satisfaction
  2. offers
  3. channels
Correct Answer

Q4. Which of the following options is linked to order management?

  1. Exports and imports account data
  2. Improves financial planning by easily tracking sales pipeline
  3. Maintains audit information automatically
  4. Associates opportunity data records with purchase decisions
Correct Answer

Q5. Charging customers different prices for essentially the same service is called

  1. Price discrimination
  2. Supply and demand.
  3. Complementary
  4. Substitutes
Correct Answer

Q6. The difference between transactional selling and relationship selling is

  1. In transaction, selling buyers must pay cash
  2. In relationship selling, buyers and sellers must be related
  3. In transaction selling, sellers provide greater service
  4. In relationship selling, sellers work to provide value to their customers
  5. In transaction selling, the transaction is the beginning of a relationship
Correct Answer

Q7. When channel members assume responsibility for one or more of the marketing flows over at least two separate levels of distribution manufacturing and wholesaling, in fact, such systems are synonymous with both forward and backward vertical integration is known as…………

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

Q8. An offering that consists primarily of a tangible good with no services at all is considered a _____.

  1. tangible good with accompanying services
  2. hybrid
  3. pure tangible good
  4. major service with accompanying minor goods and services
  5. pure service
  6. pure tangible good
Correct Answer

Q9. Which of the following businesses would be characterized as a pure service

  1. Insurance
  2. Farming
  3. Mining
  4. There is no such thing as a pure service
Correct Answer

Q10. According to Ansoft’s model of product/market expansion.

  1. When products are new and markets are new, then diversification strategy would be implemented
  2. When products are present (or current) and markets are present (or current), then product development would be the right strategy
  3. Product development is not feasible
  4. None of these
Correct Answer








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