Sales Question Bank
for Exam preparation

Q2. With respect to a channel of distribution, the number of intermediary levels within the channel indicates the ____________ of a channel.

1. width
2. depth
3. length
4. similarity

Q3. Which of the following statements about sales force management is true?

1. The sales force is the firm's most direct link to the customer
2. The statement, "The world will beat a path to your door if you build a better mousetrap," reflects how business operates today
3. As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented
4. Personal selling is usually less expensive than advertising
5. Sales management is no different from any other kind of management

Q4. Which of the following is not an element of the traditional marketing mix?

1. Product
2. Pricing
3. Promotion
4. Process

Q5. 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

Q6. CRM is a business philosophy that aims at maximizing ___ in the long run.

1. Customer value
2. Sales
3. Market Share

Q7. A PEST analysis is used to identify the ___ forces affecting an organisation.

1. External
2. Internal
3. Competing
4. Legal

Q8. ___ are important to develop and evaluate the results of marketing interactions.

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

Q9. 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

Q10. An offering that consists primarily of a tangible good with no services at all is considered a _____.

1. tangible good with accompanying services
2. hybrid
3. pure tangible good
4. major service with accompanying minor goods and services
5. pure service
6. pure tangible good