Sales Question Bank
for Exam preparation

Q2. 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

Q3. 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

Q4. Which of the following options is linked to order management?

1. Exports and imports account data
2. Improves financial planning by easily tracking sales pipeline
3. Maintains audit information automatically
4. Associates opportunity data records with purchase decisions

Q5. According to ___, CRM is an iterative process that turns customer information into positive customer relations.

1. Ronald S. Swift
2. Stanley A. Brown
3. Chris Todman
4. Gartner Group

Q6. The difference between transactional selling and relationship selling is

1. In transaction, selling buyers must pay cash
2. In relationship selling, buyers and sellers must be related
3. In transaction selling, sellers provide greater service
4. In relationship selling, sellers work to provide value to their customers
5. In transaction selling, the transaction is the beginning of a relationship

Q7. 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

Q8. Which of the following is not an element of the traditional marketing mix?

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

Q9. _____ refers to the knowledge and courtesy of employees and their ability to convey trust and confidence.

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

Q10. ___ generations is done after prototyping.

1. Report
2. Proposal
3. Bill
4. Plan