Sales Question Bank
for Exam preparation

Q2. A market segment must be ______ and _______.

1. Substantial, powerful
2. Powerful, measurable
3. Measurable, differentiable
4. Actionable, powerful

Q3. ___ are important to develop and evaluate the results of marketing interactions.

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

Q4. Which of the following is not a source of product ideas?

1. Research and development personnel
2. Marketing personnel
3. Associated companies in other countries
4. Accountants

Q5. When channel members assume responsibility for one or more of the marketing flows over at least two separate levels of distribution manufacturing and wholesaling, in fact, such systems are synonymous with both forward and backward vertical integration is known as…………

1. Corporate vertical marketing systems
2. Contractual vertical marketing systems
3. Administered vertical marketing systems
4. None of the above

Q6. 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

Q7. A distribution channel moves goods and services from producers to consumers. It overcomes the major time, place, and ______________ gaps that separate goods and services from those who would use them.

1. possession
2. profit
3. image
4. psychological

Q8. 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

Q9. A PEST analysis is used to identify the ___ forces affecting an organisation.

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

Q10. Which of the following businesses would be characterized as a pure service

1. Insurance
2. Farming
3. Mining
4. There is no such thing as a pure service