Sales Question Bank
for Exam preparation

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

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

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

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

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

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

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

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

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

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

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

Q10. What is the full form of VMS?

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