Sales Question Bank
for Exam preparation

Q2. Independent firms at different channel levels integrate their programs on a contractual basis to achieve systemic economies and increased market impact are known as……….

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

Q3. Which of the following features of SFA helps to integrate financial functionality of the back and front office of an organization?

1. Contract management
2. Opportunity management
3. Asset management
4. Data quality management

Q4. According to Ansoft’s model of product/market expansion.

1. When products are new and markets are new, then diversification strategy would be implemented
2. When products are present (or current) and markets are present (or current), then product development would be the right strategy
3. Product development is not feasible
4. None of these

Q5. 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

Q6. ___ are important to develop and evaluate the results of marketing interactions.

1. Analytical tools
2. Data warehouses
3. Campaign management tools
4. Interfaces

Q7. CRM helped in increasing customer satisfaction from order to end product.

1. True
2. False

Q8. Sarah and Steve are sales reps for a major pharmaceutical company in the same geographic area. Sarah calls on private practice physicians, while Steve calls on hospital groups. Their sales manager would likely have an ethical dilemma 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

Q9. Makers of televisions, cameras, tires, furniture, and major appliances normally use which of the following distribution channel forms?

1. direct marketing channel
2. indirect marketing channel
3. horizontal channel
4. synthetic channel

Q10. A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them.

1. possession
2. profit
3. image
4. psychological