Sales Question Bank
for Exam preparation

Q2. ________________ is a marketing channel that has no intermediary levels.

1. direct marketing channel
2. indirect marketing channel
3. forward channel
4. hybrid channel

Q3. 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

Q4. Results in the practice of too narrowly defining one’s business

1. Services marketing
2. Marketing management
3. Marketing myopia
4. Customer experience

Q5. Transporting and storing goods is part of which of the following marketing channel functions?

1. negotiation
2. physical distribution
3. contact
4. matching

Q6. Avon, Amway, and Tupperware use which of the following forms of channel distribution?

1. direct marketing channel
2. indirect marketing channel
3. forward channel
4. fashion channel

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. When channel members assume responsibility for one or more of the marketing flows over at least two separate levels of distribution manufacturing and wholesaling, in fact, such systems are synonymous with both forward and backward vertical integration is known as…………

1. Corporate vertical marketing systems
2. Contractual vertical marketing systems
3. Administered vertical marketing systems
4. None of the above

Q9. The major focus of the societal marketing concept is –

1. Profit only
2. Society’s well being only
3. Satisfaction of customer only
4. All of these

Q10. _____ refers to the ability to perform the promised service dependably and accurately.

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