Sales Question Bank
for Exam preparation

Q2. 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

Q3. 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

Q4. 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

Q5. The type of branding used for introducing new products in an existing lineup, is called as___

1. Individual brand
2. Umbrella brand
3. Private Label
4. Family brand

Q6. Which of the following is not an element of the traditional marketing mix?

1. Product
2. Pricing
3. Promotion
4. Process

Q7. From the economic system’s point of view, the role of marketing intermediaries is to transform:

1. raw products into finished products.
2. consumer needs into producer needs.
3. consumer needs and wants into product desires.
4. assortments of products made by producers into the assortments wanted by consumers.

Q8. What is the full form of CIS?

1. Channel information system
2. Channel induced system
3. Channel incorporated system

Q9. 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

Q10. Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

1. Respond to current crises
2. Identify future threats and opportunities
3. Determine personnel performance
4. Allocate financial resources
5. Assist with service delivery