Sales Question Bank
for Exam preparation

Q2. PESTLE analysis stands for analysis of ___, Economic, Social, Technological, Legal and environmental factors affecting business.

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

Q3. 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

Q4. CRM is a business philosophy that aims at maximizing ___ in the long run.

1. Customer value
2. Sales
3. Market Share

Q5. _____ refers to the willingness to help customers and to provide prompt service.

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

Q6. In SWOT, the letter ‘O’ stands for –

1. Omnipresent (product lines)
2. Obvious (Marketing responses)
3. Occurrence (of trade cycles)
4. None of the above

Q7. 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

Q8. Services marketing become difficult because of

1. Intangibility
2. no demand
3. More complex market
4. Difficult to enter the market

Q9. 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

Q10. 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