Advanced Sales Process MCQs | Sales Structure Practice Set with Solutions
Q1. Which factor most contributed to NutriPack India’s rapid growth in central Maharashtra under Rahul
Ray?
A. Aggressive pricing strategy
B. Strong distribution penetration and retailer understanding
C. Reduction of FMCG competitors
D. Increased government subsidies
✅ Answer: B. Strong distribution penetration and retailer understanding
Q2. What was the compound annual growth rate (CAGR) achieved by NutriPack India in central Maharashtra from
2008–2011?
A. 18%
B. 21%
C. 32%
D. 15%
✅ Answer: C. 32%
Q3. What is identified as the key to success in the Indian FMCG industry?
A. Celebrity endorsements
B. High product margins
C. Expansive distribution reach
D. Premium product pricing
✅ Answer: C. Expansive distribution reach
Q4. What was Sachin Agency’s annual security deposit with NutriPack India?
A. INR 2 million
B. INR 500,000
C. INR 1 million
D. INR 3 million
✅ Answer: C. INR 1 million
Q5. Which of the following FMCG categories contributes the MOST to NutriPack India’s revenue?
A. Honey
B. Jams
C. Health Food Drinks
D. Glucose drink
✅ Answer: C. Health Food Drinks
Q6. What was one major challenge faced by NutriPack in Jalgaon’s interior markets?
A. Over‐promotion
B. Excessive product returns
C. Retailers not receiving credit
D. Overstocking by distributors
✅ Answer: C. Retailers not receiving credit
Q7. How many outlets did NutriPack cover in Jalgaon district?
A. 300
B. 550
C. 750
D. 1,200
✅ Answer: C. 750
Q8. Which competitor had the highest volume share in Maharashtra’s HFD segment?
A. Bonny
B. NutriPower
C. Healthy
D. KidEnergy
✅ Answer: C. Healthy
Q9. What percentage of NutriPack India’s revenue was generated from NutriPower and NutriJams combined?
A. 60%
B. 71%
C. 80%
D. 50%
✅ Answer: B. 71%
Q10. Which city acted as the primary trading hub for Jalgaon district?
A. Nashik
B. Amravati
C. Jalgaon town
D. Aurangabad
✅ Answer: C. Jalgaon town
Q11. What was the distributor margin provided to Sachin Agency?
A. 2%
B. 3.5%
C. 4.5%
D. 5.5%
✅ Answer: C. 4.5%
Q12. Why did Mandore hesitate to invest more in distribution expansion?
A. Conflict with competitors
B. High existing operating expenses
C. Poor product performance
D. Bad relationship with retailers
✅ Answer: B. High existing operating expenses
Q13. Which type of shop is NOT mentioned as a common retail format in India?
A. Paan shops
B. Hawkers
C. Hypermarkets
D. E-commerce hubs
✅ Answer: D. E-commerce hubs
Q14. What was the CAGR of India’s retail market growth expected until 2016?
A. 7.5%
B. 10%
C. 5%
D. 3%
✅ Answer: A. 7.5%
Q15. What is the main value provided by wholesalers in the distribution chain?
A. Advertising support
B. Selling in bulk to small retailers
C. Providing brands with credit
D. Final consumer reach
✅ Answer: B. Selling in bulk to small retailers
Q16. What was Jalgaon district’s approximate population?
A. 2 million
B. 4.2 million
C. 1.8 million
D. 6 million
✅ Answer: B. 4.2 million
Q17. How many salesmen did Sachin Agency employ?
A. 5
B. 2
C. 3
D. 4
✅ Answer: C. 3
Q18. Which factor significantly impacted Sachin Agency’s profitability?
A. Slow-moving brands
B. High salary expenses
C. Pending secondary claims
D. Packaging defects
✅ Answer: C. Pending secondary claims
Q19. What was the credit period NutriPack India extended to Mandore?
A. 7 days
B. 30 days
C. 21 days
D. 14 days
✅ Answer: D. 14 days
Q20. What was a major complaint from important Jalgaon retailers?
A. Frequent stockouts
B. Scheme and cash discounts not uniform
C. Weak brand promotion
D. Frequent salesman rotation
✅ Answer: B. Scheme and cash discounts not uniform
Q21. The primary mode used by Mandore’s salesmen to gather orders was:
A. Phone orders
B. Ready-stock delivery
C. Market intelligence sheets
D. Order booking visits
✅ Answer: D. Order booking visits
Q22. Why did Amit Kumar believe expansion was necessary?
A. Competitors had deeper outlet coverage
B. Sales were declining
C. Mandore was inefficient
D. Retailers requested more schemes
✅ Answer: A. Competitors had deeper outlet coverage
Q23. What is the major cost driver in Mandore’s logistics operations?
A. Warehouse rent
B. Vans covering wide geographic routes
C. Retailer promotional allowances
D. High credit offered
✅ Answer: B. Vans covering wide geographic routes
Q24. What motivated New Generation buyers in Jalgaon to experiment with new brands?
A. Globalization and aspirations
B. High discount schemes
C. Product placement in malls
D. Online reviews
✅ Answer: A. Globalization and aspirations
Q25. What percent return did Mandore compare with the distributor margin?
A. 16%
B. 8%
C. 12%
D. 10.5%
✅ Answer: D. 10.5%
Q26. Which category contributes only 10% penetration in Indian processed foods?
A. Branded nutritional foods
B. Packaged snacks
C. Honey
D. Tea
✅ Answer: A. Branded nutritional foods
Q27. What is a key indicator that Mandore reduced his market visits?
A. Sales teams were underperforming
B. Retailers said they had not seen him in a year
C. Claims kept pending
D. Reduced outlet complaints
✅ Answer: B. Retailers said they had not seen him in a year
Q28. What was the delivery frequency issue in interior markets?
A. Delivery every week
B. Delivery once in two weeks if payment was not ready
C. Daily delivery
D. Delivery only once per month
✅ Answer: B. Delivery once in two weeks if payment was not ready
Q29. What was NutriPack India’s total turnover globally?
A. US$5 billion
B. US$10.5 billion
C. US$25 billion
D. US$1 billion
✅ Answer: B. US$10.5 billion
Q30. What role did Jalgaon play in the regional economy?
A. Storage hub
B. Tourism center
C. Agricultural feeder market
D. Export hub
✅ Answer: C. Agricultural feeder market
Q31. Why was inventory management crucial for Mandore?
A. High product perishability
B. High stockholding cost
C. Retailers demanded just-in-time delivery
D. Credit norms required fast liquidation
✅ Answer: C. Retailers demanded just-in-time delivery
Q32. What percentage of the Indian population lives in rural areas?
A. 30%
B. 40%
C. 66%
D. 75%
✅ Answer: C. 66%
Q33. How did the warehouse cost change over time?
A. From INR 5 to 9 per sq. ft.
B. From INR 2 to 7 per sq. ft.
C. From INR 10 to 20 per sq. ft.
D. From INR 1 to 3 per sq. ft.
✅ Answer: B. From INR 2 to 7 per sq. ft.
Q34. What was the typical credit Mandore extended to retailers?
A. 7 days
B. 30 days
C. 15 days
D. No credit
✅ Answer: C. 15 days
Q35. What was NutriPower’s volume market share?
A. 10%
B. 12%
C. 15%
D. 25%
✅ Answer: B. 12%
Q36. Why was expanding retail coverage essential?
A. Competitors were offering better discounts
B. Jalgaon’s growth potential was under-utilized
C. Salesmen were inefficient
D. Inventory was piling up
✅ Answer: B. Jalgaon’s growth potential was under-utilized
Q37. Which of the following best describes the structure of India’s FMCG distribution?
A. Short channels with few intermediaries
B. Highly complex with 4–5 intermediaries
C. Fully modern and centralized
D. Fully automated logistics
✅ Answer: B. Highly complex with 4–5 intermediaries
Q38. Which retail format is unique to India?
A. Supermarkets
B. Paan shops
C. Convenience stores
D. Cash-and-carry stores
✅ Answer: B. Paan shops
Q39. What was the main reason retailers complained about delivery issues?
A. High delivery charges
B. Lack of credit
C. Overburdened delivery vans
D. Excessive paperwork
✅ Answer: B. Lack of credit
Q40. Which brand had a 42% value market share in Maharashtra’s Jams category?
A. Northrange
B. NutriJams
C. Mazaa
D. Keswani
✅ Answer: B. NutriJams
41. Which of the following best describes a sales pipeline?
A. A list of competitors
B. A visual representation of customer stages
C. A legal contract
D. A method for calculating profit
Answer: B
42. The primary purpose of lead qualification is to:
A. Increase team size
B. Focus sales efforts on high-potential prospects
C. Replace existing customers
D. Increase product features
Answer: B
43. Which role in a sales hierarchy usually handles large, strategic accounts?
A. Sales Intern
B. Account Executive
C. Key Account Manager
D. SDR
Answer: C
44. A Sales Development Representative (SDR) primarily focuses on:
A. Closing deals
B. Customer onboarding
C. Lead generation and outreach
D. Product development
Answer: C
45. Which stage of the sales process includes identifying customer pain points?
A. Prospecting
B. Needs Assessment
C. Closing
D. Follow-up
Answer: B
46. Sales forecasting helps companies:
A. Reduce product quality
B. Predict future revenue
C. Replace staff
D. Increase employee turnover
Answer: B
47. Which factor most influences consultative selling?
A. Aggressive pitching
B. Customer relationship building
C. Random cold calls
D. High discounting
Answer: B
48. The term “conversion rate” refers to:
A. Number of proposals sent
B. Percentage of leads that turn into customers
C. Number of meetings scheduled
D. Total marketing spend
Answer: B
49. Upselling means:
A. Selling to new geographical markets
B. Convincing customers to buy a more premium option
C. Offering discounts
D. Advertising on new platforms
Answer: B
50. Cross-selling involves:
A. Selling unrelated products
B. Promoting complementary products
C. Increasing product prices
D. Reducing customer segments
Answer: B
51. Which metric measures the cost of acquiring a new customer?
A. CLV
B. CAC
C. ROI
D. NPS
Answer: B
52. CLV stands for:
A. Customer Lifetime Value
B. Corporate Listing Value
C. Client Loan Verification
D. Customer Listing Volume
Answer: A
53. A high NPS indicates:
A. More customer complaints
B. Strong loyalty and referrals
C. High marketing spend
D. Low employee satisfaction
Answer: B
54. Sales objections usually occur during:
A. Prospecting
B. Presentation
C. Negotiation
D. Onboarding
Answer: C
55. Which of the following is not a common type of sales objection?
A. Price
B. Need
C. Time
D. Weather
Answer: D
56. A sales quota represents:
A. Employee salaries
B. Minimum performance expectation
C. Total revenue earned
D. Product inventory
Answer: B
57. The main goal of a sales script is to:
A. Control customer decisions
B. Provide consistency in communication
C. Replace salesperson expertise
D. Reduce conversation time
Answer: B
58. Which role focuses on closing deals?
A. SDR
B. BDR
C. Account Executive
D. Sales Coordinator
Answer: C
59. A territory sales model divides customers based on:
A. Random allocation
B. Product size
C. Geography or region
D. Employee preference
Answer: C
60. Which technique is commonly used to close sales?
A. Trial closing
B. Silent treatment
C. Deliberate delay
D. Ignoring objections
Answer: A
61. Follow-up after closing is important because it:
A. Increases delivery delays
B. Builds long-term customer relationships
C. Reduces product usage
D. Eliminates customer questions
Answer: B
62. The purpose of CRM software is to:
A. Manage customer relationships
B. Design marketing posters
C. Manufacture products
D. Store financial reports
Answer: A
63. Inbound sales relies on:
A. Cold calling
B. Attracting customers through content
C. Door-to-door sales
D. High-pressure negotiation
Answer: B
64. Which leadership style focuses on motivating and inspiring teams?
A. Autocratic
B. Transformational
C. Transactional
D. Laissez-faire
Answer: B
65. A sales funnel narrows as:
A. Customers increase
B. Leads drop off during stages
C. Business becomes more profitable
D. Competitors exit the market
Answer: B
66. KPIs in sales are used to:
A. Terminate poor performers
B. Measure performance
C. Increase product cost
D. Reduce team size
Answer: B
67. The discovery call focuses on:
A. Presenting product features
B. Understanding customer needs
C. Negotiating pricing
D. Collecting payments
Answer: B
68. Sales forecasting accuracy improves when using:
A. Guesswork
B. Historical data
C. Random sampling
D. Customer reviews
Answer: B
69. Which method increases credibility in sales?
A. Overpromising
B. Transparency
C. Hiding limitations
D. Avoiding questions
Answer: B
70. A sales manager’s main responsibility is:
A. Handling all customer complaints alone
B. Reviewing competitor websites
C. Leading and enabling the sales team
D. Approving product designs
Answer: C
71. Which of the following is a KPI related to productivity?
A. Number of discovery calls per week
B. Website bounce rate
C. Marketing spend
D. Employee leave days
Answer: A
72. A sales target should be:
A. Impossible to achieve
B. Vague and flexible
C. SMART (Specific, Measurable, Achievable, Relevant, Time-bound)
D. Randomly assigned
Answer: C
73. Which approach is more customer-centric?
A. Product pushing
B. Consultative selling
C. High-pressure selling
D. Script-only selling
Answer: B
74. A sales forecast is least accurate when:
A. Data is incomplete
B. Trends are stable
C. Analytics tools are used
D. Historical data is available
Answer: A
75. Which of the following improves pipeline conversion?
A. Reducing customer support
B. Tailored value propositions
C. Avoiding follow-ups
D. Skipping qualification
Answer: B
76. Which strategy helps regain inactive customers?
A. Retargeting
B. Upgrading CRM hardware
C. Increasing product cost
D. Sending irrelevant messages
Answer: A
77. Sales enablement provides:
A. Training and tools for sales teams
B. Inventory tracking
C. Legal compliance
D. Customer complaints handling
Answer: A
78. A competitive advantage in sales is achieved by:
A. Reducing customer support
B. Differentiating product value
C. Ignoring customer trends
D. Limiting staff training
Answer: B
79. The purpose of negotiation is to:
A. Create a win–lose outcome
B. Agree on mutually acceptable terms
C. Delay the purchase
D. Avoid customer interaction
Answer: B
80. A warm lead is:
A. Completely unaware of the product
B. A previous customer
C. Someone showing interest
D. A closed deal
Answer: C
81. Which selling approach uses customer data insights?
A. Data-driven selling
B. Intuition-only selling
C. Door-to-door selling
D. Guess-based selling
Answer: A
82. “Needs-based selling” focuses on:
A. High discounts
B. Customer problems
C. Company goals
D. Market share
Answer: B
83. Which element is MOST important during product demo?
A. Showing every feature
B. Connecting features to customer benefits
C. Reading the script word-for-word
D. Keeping it as long as possible
Answer: B
84. Repeat customers usually generate:
A. Lower profitability
B. Higher lifetime value
C. Higher acquisition cost
D. None of the above
Answer: B
85. A pipeline review meeting checks:
A. Office supplies
B. Lead status and progress
C. Staff attendance
D. Product packaging
Answer: B
86. A well-defined sales process ensures:
A. Higher uncertainty
B. Improved predictability
C. Poor forecasting
D. No follow-ups
Answer: B
87. A CRM helps sales teams by:
A. Automating follow-ups
B. Increasing customer confusion
C. Decreasing collaboration
D. Replacing human roles entirely
Answer: A
88. A “qualified lead” means:
A. Someone randomly contacted
B. A prospect with clear need and ability to buy
C. A competitor’s customer
D. A rejected opportunity
Answer: B
89. A sales playbook contains:
A. Company legal policies
B. Best practices and scripts
C. Salary structures
D. Employee vacation rules
Answer: B
90. Customer churn refers to:
A. Revenue increase
B. Customers leaving
C. New staff joining
D. Product upgrades
Answer: B
91. A sales KPI related to quality is:
A. Number of emails
B. Conversion rate
C. Total calls made
D. Daily login time
Answer: B
92. Effective follow-ups must be:
A. Pushy
B. Timely and relevant
C. Rare
D. Automated only
Answer: B
93. A value proposition answers:
A. Why the product is expensive
B. Why customers should choose you
C. Competitor weaknesses
D. Employee incentives
Answer: B
94. Customer segmentation is useful for:
A. Sending identical messages
B. Personalizing communication
C. Avoiding data analysis
D. Reducing marketing efforts
Answer: B
95. The role of a Pre-Sales Engineer is to:
A. Provide technical support during sales
B. Handle financial auditing
C. Manage delivery
D. Approve vendor payments
Answer: A
96. When should a salesperson ask for the sale?
A. Immediately at the start
B. After establishing value
C. After closing
D. Never
Answer: B
97. The best way to handle objections is to:
A. Interrupt the customer
B. Dominate the conversation
C. Listen, clarify, respond
D. Ignore objections
Answer: C
98. A sales dashboard shows:
A. Employee birthdays
B. Real-time performance metrics
C. Company history
D. Customer complaints only
Answer: B
99. A long sales cycle usually indicates:
A. Low involvement decision
B. High involvement purchase
C. No customer interest
D. Competitor dominance
Answer: B
100. Which method improves closing probability?
A. Rushing the negotiation
B. Clear proposal with ROI
C. Avoiding customer questions
D. Reducing communication
Answer: B
101. The main advantage of sales automation is:
A. Reducing customer care
B. Streamlining repetitive tasks
C. Removing human judgment
D. Increasing complexity
Answer: B
102. High-performing sales teams are known for:
A. Poor follow-ups
B. Strong process discipline
C. Avoiding training
D. Random decision-making
Answer: B
103. Sales success is most strongly correlated with:
A. Product brochures
B. Customer trust
C. Office location
D. Number of team members
Answer: B
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