Sales Question Bank
for Exam preparation

Q2. Which among the following is defined as an ability to track and respond to clients in an individualized manner?

1. Inbound management
2. Automation
3. Outbound management
4. Personalization

Q3. 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

Q4. Under the diversification strategy, the firm tries to –

1. Remain in the same product line
2. Move into other products lines but removes previous product lines
3. Move into new product lines and retains the existing product lines
4. All of these

Q5. To overcome competition, a company must provide greater ___ than its competitors.

1. customer satisfaction
2. offers
3. channels

Q6. A PEST analysis is used to identify the ___ forces affecting an organisation.

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

Q7. Mrs. Narayan, the new national sales manager is learning about the internal organizational environment in her company. She will learn about all of the following EXCEPT

1. Human resources
2. Financial resources
3. Service capabilities
4. Social and cultural environment
5. Research and development activities

Q8. Which of the following concept is a common approach for any marketing effort?

1. Selling
2. Production
3. Marketing
4. Selling

Q9. 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

Q10. The differentiated marketing strategy of segmentation involves _______ products and several ________ programmes to prepare the different market mix for each market segment.

1. Unusual, segments
2. Different, segments
3. Segmented, markets
4. None of those