Sales Question Bank
for Exam preparation

Q2. Which of the following is not the objective of pricing?

1. R O I
2. Market share
3. Prevention of competition
4. Profiteering

Q3. 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

Q4. Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma 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

Q5. USP stands for ____ and is an important advantage of branding

1. Unique Selling Proposition
2. Unequal Selling Pitch
3. Unidentified Shuttle Position
4. Unmanned Space Probe

Q6. A large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as………………..

1. Wholesaler
2. Sole selling agent
3. Direct marketing channel
4. Semi-wholesalers

Q7. Which one of the following is not a demographic characteristic?

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

Q8. ___ is the input to the scoping and prioritizing stage of CRM implementation.

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

Q9. A ______________ is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.

1. retailer
2. wholesaler
3. distribution channel
4. middleman

Q10. Using manufacturer’s representatives or sales branches is usually a characteristic of which of the following channel forms?

1. business marketing channels
2. customer marketing channels
3. service marketing channels
4. direct marketing channels