SALES MANAGEMENT NBO1 – Exam Questions & Answers

What distinguishes transactional selling from other types of selling?

☐ It aims to customize sales.

☐ It identifies the seller as a trusted advisor.

✔ It aims to quickly make sales.

☐ It focuses on fostering connections with people.

Q: Which stage occurs directly before supplier selection in the B2B buying process?

☐ Need definition

☐ Supplier search

✔ Bid analysis

☐ Performance review

Q: What is one component of ethics in sales and marketing?

✔ Being transparent about product risks

☐ Providing product warranties

☐ Making product manuals accessible

☐ Supporting market competitors

Q: What is one of the four groups of intermediaries?

☐ Manufacturers

☐ Developers

☐ Consumers

✔ Wholesalers

Q: Which action should increase long-term sales with declining clients?

☐ Ask for referrals

☐ Report to executives

✔ Meet clients to develop solutions

☐ Identify client competitors

Q: What is a hard skill for salespeople?

☐ Analytical decision-making

✔ Product knowledge

☐ Verbal communication

☐ Critical thinking

Q: Which activity helps a B2C retailer increase short-term sales?

✔ Increase buyer’s perception of value

☐ Identify new distributors

☐ Research competitors

☐ Hire new sales staff

Q: Which salesperson role is illustrated by an in-store product educator?

☐ Trade

✔ Inside

☐ Missionary

☐ Outside

Q: Which B2B stakeholder evaluates cost and profit margin?

☐ Agent

✔ Buyer

☐ User

☐ Marketer

Q: What is job analysis?

☐ Job redesign

✔ Gathering job responsibility information

☐ Interview scoring

☐ Internal recruiting

Q: Which buying approach involves routine reordering?

☐ New task purchase

☐ Modified rebuy

☐ Wholesale distribution

✔ Straight rebuy

Q: What behavior defines a producer as a B2B customer?

☐ Serve constituents

✔ Make goods to sell

☐ End-user consumption

☐ Rent finished goods

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