Sales Question Bank
for Exam preparation

Q2. 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

Q3. Which of the following is not the objective of pricing?

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

Q4. Results in the practice of too narrowly defining one’s business

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

Q5. Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's

1. Natural conditions
2. Technological feasibility
3. Social and cultural norms
4. Distribution structure
5. Legal and political constraints

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. Under the process of behavioural segmentation, we consider _______ and ______ as two major criteria.

1. Benefits, personality
2. Personality, life-style
3. Occasions, benefits
4. Occasions, life-style

Q8. CRM is a business philosophy that aims at maximizing ___ in the long run.

1. Customer value
2. Sales
3. Market Share

Q9. _____ refers to the knowledge and courtesy of employees and their ability to convey trust and confidence.

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

Q10. Which of the following features of SFA helps to integrate financial functionality of the back and front office of an organization?

1. Contract management
2. Opportunity management
3. Asset management
4. Data quality management