Sales Question Bank
for Exam preparation

Q2. 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

Q3. 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

Q4. Who sells to the customers?

1. Semi wholesalers
2. Wholesalers
3. Retailer
4. Distributor

Q5. Mrs. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT

1. Human resources
2. Financial resources
3. Service capabilities
4. Social and cultural environment
5. Research and development activities

Q6. A buyer’s perception of value is considered a trade-off between

1. Product value and psychic cost.
2. Total customer value and total customer cost
3. Image value and energy cost
4. Service value and monetary cost.

Q7. Which one of the following is not a feature of a strategic business unit?

1. Distinct mission
2. Separate identify under the umbrella of the parent firm
3. unlimited powers in the hands of CEO of SBU
4. Separate managing team

Q8. 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

Q9. ___ are often factors that a business cannot control.

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

Q10. Which among the following is a major part of applications and techniques that helps in gathering, storing, analyzing, and accessing the data?

1. Data mining
2. Virtual reality
3. Business analytics
4. Data visualization