Sales Question Bank
for Exam preparation

Q2. Which is not a strategic role of sales management?

1. Tracking
2. Reporting
3. Delivery
4. Optimizes distribution

Q3. Which of the following response media provides the three different service models of ‘Immediate Assistance’, ‘Deferred Assistance’ and ‘Engaging’ with the company via self-service.

1. E-mail
2. Call centre
3. SMS
4. Web site

Q4. Which one of the following is not a demographic characteristic?

1. Migration
2. Consumption rate
3. Education level
4. Marital status

Q5. Which of the following statements about the pricing of services (compared to the pricing of goods) is false?

1. The demand for services tends to be more elastic than the demand for goods
2. Cost-oriented pricing is more difficult for services.
3. Comparing prices of competitors is more difficult for service consumers
4. Consumers are less able to stockpile services by taking advantage of discount prices

Q6. The brand name or logo should not be used generically or commonly, as this leads to the dilution of the brand value

1. True
2. False

Q7. Transporting and storing goods is part of which of the following marketing channel functions?

1. negotiation
2. physical distribution
3. contact
4. matching

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

Q9. According to the BCG matrix a cash cow.

1. Has a high market growth rate but small market share
2. Generates less cash for the firm
3. Requires firm to invest heavily in market
4. None of these

Q10. When the manufacturer establishes two or more channels catering to the same market, then …………… occurs.

1. Vertical channel conflict
2. Horizontal channel conflict
3. Multi channel conflict
4. None of the above