Sales Question Bank
for Exam preparation

Sales- Q2. _____ refers to the ability to perform the promised service dependably and accurately.

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

Sales- Q3. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel.

1. width
2. depth
3. length
4. similarity

Sales- Q4. Which of the following businesses would be characterized as a pure service

1. Insurance
2. Farming
3. Mining
4. There is no such thing as a pure service

Sales- Q5. Which of the following response media provides the three different service models of ‘Immediate Assistance’, ‘Deferred Assistance’ and ‘Engaging’ with the company via self-service.

1. E-mail
2. Call centre
3. SMS
4. Web site

Sales- Q6. Charging customers different prices for essentially the same service is called

1. Price discrimination
2. Supply and demand.
3. Complementary
4. Substitutes

Sales- Q7. 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

Sales- Q8. 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

Sales- Q9. A PEST analysis is used to identify the ___ forces affecting an organisation.

1. External
2. Internal
3. Competing
4. Legal

Sales- Q10. What is the full form of VMS?

1. Velocity moving system
2. Vertical marketing system
3. Vertical moving system
4. Very moveable system