Sales Question Bank
for Exam preparation

Q2. 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

Q3. According to the BCG matrix a cash cow.

1. Has a high market growth rate but small market share
2. Generates less cash for the firm
3. Requires firm to invest heavily in market
4. None of these

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. Which of the following is the criticism against the production concept?

1. Consumers are not given personal attention
2. Marketing expenses are costly
3. No efforts are made for reducing the competition
4. There is a large number of buyers and sellers

Q6. ___ are often factors that a business cannot control.

1. Process variation
2. Cost reduction
3. External forces
4. Turnover

Q7. Discussions are held with all the ___ of the company during requirements gathering.

1. Technical staff
2. Managers
3. Sales personnel
4. Stakeholders

Q8. 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

Q9. 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

Q10. The work of setting up objectives for selling activities, determining and scheduling the steps necessary to achieve these objectives is known as………….

1. Selling
2. Sales policy
3. Sales programme
4. Sales planning