Sales Question Bank
for Exam preparation

Q2. 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

Q3. In ___, active management and assessment of products and services take place

1. Initial phase
2. Intelligence phase
3. Value creation phase
4. Integration phase

Q4. A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them.

1. possession
2. profit
3. image
4. psychological

Q5. PESTLE analysis stands for analysis of ___, Economic, Social, Technological, Legal and environmental factors affecting business.

1. Personal
2. Political
3. Proposal
4. Production

Q6. To overcome competition, a company must provide greater ___ than its competitors.

1. customer satisfaction
2. offers
3. channels

Q7. Results in the practice of too narrowly defining one’s business

1. Services marketing
2. Marketing management
3. Marketing myopia
4. Customer experience

Q8. 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

Q9. 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

Q10. The higher the inflation, the –

1. Lower would be the purchasing power of consumers
2. higher would be the purchasing power of consumers
3. Least affected would be the consumers of all genres
4. Least affected would be the consumers of creme de’ la crème genre