Sales Question Bank
for Exam preparation

Q2. According to ___, CRM is an iterative process that turns customer information into positive customer relations.

1. Ronald S. Swift
2. Stanley A. Brown
3. Chris Todman
4. Gartner Group

Q3. According to ___, “the marketing concept-holds the key to achieve organisational goals consistent with the needs and wants of the target market and deliver the desired satisfaction more effectively and efficiently than competitors”.

1. Philip Kotler
2. Rajan Nair
3. Stanton
4. American Marketing Association

Q4. What is the full form of VMS?

1. Velocity moving system
2. Vertical marketing system
3. Vertical moving system
4. Very moveable system

Q5. ___ are important to develop and evaluate the results of marketing interactions.

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

Q6. A restaurant is an example of a(n) _____.

1. hybrid
2. pure service
3. tangible good with accompanying services
4. tangible good with accompanying services
5. pure tangible good

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

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

Q8. _____ refers to the willingness to help customers and to provide prompt service.

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

Q9. Which of the following features of SFA helps to integrate financial functionality of the back and front office of an organization?

1. Contract management
2. Opportunity management
3. Asset management
4. Data quality management

Q10. A ______________ is a set of interdependent organizations involved in the process of making a product or service available for use of consumption by the consumer or business user.

1. retailer
2. wholesaler
3. distribution channel
4. middleman