Sales Question Bank
for Exam preparation

Q2. 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

Q3. 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

Q4. From the economic system’s point of view, the role of marketing intermediaries is to transform:

1. raw products into finished products.
2. consumer needs into producer needs.
3. consumer needs and wants into product desires.
4. assortments of products made by producers into the assortments wanted by consumers.

Q5. A buyer’s perception of value is considered a trade-off between

1. Product value and psychic cost.
2. Total customer value and total customer cost
3. Image value and energy cost
4. Service value and monetary cost.

Q6. _____ refers to the knowledge and courtesy of employees and their ability to convey trust and confidence.

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

Q7. 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

Q8. What is the full form of CIS?

1. Channel information system
2. Channel induced system
3. Channel incorporated system

Q9. ___ is the input to the scoping and prioritizing stage of CRM implementation.

1. Scope statement
2. Requirements list
3. Design document
4. Business plans

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

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