Sales Question Bank
for Exam preparation

Q2. 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

Q3. To overcome competition, a company must provide greater ___ than its competitors.

1. customer satisfaction
2. offers
3. channels

Q4. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….

1. Corporate vertical marketing systems
2. Contractual vertical marketing systems
3. Administered vertical
4. None of the above

Q5. Which one of the following is not a demographic characteristic?

1. Migration
2. Consumption rate
3. Education level
4. Marital status

Q6. The creation of modern marketing is the result of ___

1. Industrial Revolution
2. Barter system
3. Decentralised exchange
4. Pre-industrial period

Q7. Under the diversification strategy, the firm tries to –

1. Remain in the same product line
2. Move into other products lines but removes previous product lines
3. Move into new product lines and retains the existing product lines
4. All of these

Q8. Transporting and storing goods is part of which of the following marketing channel functions?

1. negotiation
2. physical distribution
3. contact
4. matching

Q9. Collecting marketing information is a marketing function that’s related to ___.

1. Exchange
2. Physical supply
3. Facilitating
4. Marketing mix

Q10. 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