Sales Question Bank
for Exam preparation

Q2. Results in the practice of too narrowly defining one’s business

1. Services marketing
2. Marketing management
3. Marketing myopia
4. Customer experience

Q3. 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

Q4. 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

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

1. customer satisfaction
2. offers
3. channels

Q6. _______________ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the buyer.

1. A direct marketing channel
2. An indirect marketing channel
3. A channel level
4. A channel switching system

Q7. Although ___ was developed as a Linux program, it is compatible with Windows.

1. SAP
2. Oracle
3. PeopleSoft
4. Telemation

Q8. Many firms use environmental scanning to assess their external environment. Environmental scanning should be used to

1. Respond to current crises
2. Identify future threats and opportunities
3. Determine personnel performance
4. Allocate financial resources
5. Assist with service delivery

Q9. The higher the inflation, the –

1. Lower would be the purchasing power of consumers
2. higher would be the purchasing power of consumers
3. Least affected would be the consumers of all genres
4. Least affected would be the consumers of creme de’ la crème genre

Q10. Which one of the following is not a feature of a strategic business unit?

1. Distinct mission
2. Separate identify under the umbrella of the parent firm
3. unlimited powers in the hands of CEO of SBU
4. Separate managing team