Sales Question Bank
for Exam preparation

Q2. CRM is a business philosophy that aims at maximizing ___ in the long run.

1. Customer value
2. Sales
3. Market Share

Q3. _____ refers to the willingness to help customers and to provide prompt service.

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

Q4. _____ refers to the ability to perform the promised service dependably and accurately.

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

Q5. Which of the following is NOT the strategy of product mix?

1. Expansion of Product mix
2. Contraction of Product mix
3. Alteration of existing products
4. Pricing the product

Q6. Which of the following statements about the sales force in the 21st century is true?

1. Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss
2. Transactional exchanges no longer occur
3. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort
4. Salespeople make little use of the Internet because they realize the importance of the personal touch
5. All of the above statements about the sales force in the 21st century are true

Q7. ___ generations is done after prototyping.

1. Report
2. Proposal
3. Bill
4. Plan

Q8. 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

Q9. 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

Q10. ___ is the input to the scoping and prioritizing stage of CRM implementation.

1. Scope statement
2. Requirements list
3. Design document
4. Business plans