Sales Question Bank
for Exam preparation

Q2. CRM is a business philosophy that aims at maximizing ___ in the long run.

1. Customer value
2. Sales
3. Market Share

Q3. The creation of modern marketing is the result of ___

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

Q4. According to ___, “the marketing concept-holds the key to achieve organisational goals consistent with the needs and wants of the target market and deliver the desired satisfaction more effectively and efficiently than competitors”.

1. Philip Kotler
2. Rajan Nair
3. Stanton
4. American Marketing Association

Q5. 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

Q6. Which is not a strategic role of sales management?

1. Tracking
2. Reporting
3. Delivery
4. Optimizes distribution

Q7. Our marketing mechanism is deemed successful only if –

1. We get money from him
2. Customer is fully satisfied by our products and services
3. We can sell more than our competitors
4. We can make more profit than our competitors

Q8. Which of the following is an example of the external natural environment for a manufacturer of metal lawn furniture?

1. A longer than usual distribution channel due to a rail strike
2. Consumer trend toward treating gardens like another room
3. The popularity of metal lawn furniture that looks vintage rather than newly bought
4. A flood at the manufacturer's main warehouse
5. Inflationary pricing by competitors

Q9. 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

Q10. 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