Sales Question Bank
for Exam preparation

Q2. Which of the following is not an element of the traditional marketing mix?

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

Q3. A large marketing intermediary, but not as large as a sole selling agent in terms of size, resources and territory of operation is known as………………..

1. Wholesaler
2. Sole selling agent
3. Direct marketing channel
4. Semi-wholesalers

Q4. 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

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. 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

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. A ______________ is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.

1. retailer
2. wholesaler
3. distribution channel
4. middleman

Q9. 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

Q10. 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