Sales Question Bank
for Exam preparation

Q2. Discussions are held with all the ___ of the company during requirements gathering.

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

Q3. Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

1. Respond to current crises
2. Identify future threats and opportunities
3. Determine personnel performance
4. Allocate financial resources
5. Assist with service delivery

Q4. ___ are often factors that a business cannot control.

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

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. Services marketing become difficult because of

1. Intangibility
2. no demand
3. More complex market
4. Difficult to enter the market

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 the strategy of product mix?

1. Expansion of Product mix
2. Contraction of Product mix
3. Alteration of existing products
4. Pricing the product

Q9. The creation of modern marketing is the result of ___

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

Q10. ___ generations is done after prototyping.

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