Sales Question Bank
for Exam preparation

Q2. Which one of the following is not a demographic characteristic?

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

Q3. Customization is a process of ___ the CRM solution.

1. Planning
2. Buying
3. Fine-tuning
4. Integrating

Q4. 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

Q5. 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

Q6. Which is not a strategic role of sales management?

1. Tracking
2. Reporting
3. Delivery
4. Optimizes distribution

Q7. _____ refers to the willingness to help customers and to provide prompt service.

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

Q8. Two genres of consumer market segmentation are _________ and ________.

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

Q9. John, the sales manager for a building materials company, knows the customers in one profitable sales territory, are particularly hostile to women sales reps. John faces an ethical dilemma primarily 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

Q10. Collecting marketing information is a marketing function that’s related to ___.

1. Exchange
2. Physical supply
3. Facilitating
4. Marketing mix