Sales Question Bank
for Exam preparation

Q2. Karen is studying the potential for selling her company's products in China. As part of her analysis, she is assessing the number, types and availability of wholesalers and retailers. Karen is studying the country's

1. Natural conditions
2. Technological feasibility
3. Social and cultural norms
4. Distribution structure
5. Legal and political constraints

Q3. Which one of the following is not a demographic characteristic?

1. Migration
2. Consumption rate
3. Education level
4. Marital status

Q4. The creation of modern marketing is the result of ___

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

Q5. Two genres of consumer market segmentation are _________ and ________.

1. Demographic, promotional
2. Behavioral, geographic
3. Geographic, social
4. Psychographic, economic

Q6. 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

Q7. Which of the following options includes relationship management with external stakeholders in the value chain?

1. Analytical CRM
2. eCRM
3. Collaborative CRM
4. EAI

Q8. Which of the following statements about the pricing of services (compared to the pricing of goods) is false?

1. The demand for services tends to be more elastic than the demand for goods
2. Cost-oriented pricing is more difficult for services.
3. Comparing prices of competitors is more difficult for service consumers
4. Consumers are less able to stockpile services by taking advantage of discount prices

Q9. When the manufacturer establishes two or more channels catering to the same market, then …………… occurs.

1. Vertical channel conflict
2. Horizontal channel conflict
3. Multi channel conflict
4. None of the above

Q10. Which of the following marketing philosophy believes and operates with the guiding force that the consumers will prefer those products which are available at the right time and at right places?

1. Production concept
2. Exchange concept
3. Product concept
4. Marketing concept