Pre-Assessment: Sales Management (NBO1 / PNBO) –
Practice Questions & Answers | Latest Update 2026 | Exam
Prep PDF | Graded A+
A retailer is advertising its new product line and has designed a campaign that includes
social media advertising, print promotional pieces, online promotions, and a special
product launch event.
Which concept is the retailer using to promote its new product line? - correct answer-
Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales.
Which sales approach is the salesperson using? - correct answer-Relationship
A salesperson prepares for a customer meeting by reviewing the number of products
the customer has purchased since the company started. The salesperson decides to
open the conversation by reviewing how the company has consistently provided a
trusted product since the start of the customer relationship.
How does this salesperson's approach help achieve sales goals? - correct answer-It
emphasizes company value to the customer
Every semester, a nationally known textbook company's salesperson visits each
professor at a college to show what the company offers in the subject that the professor
teaches. The salesperson hopes the professors will adopt the book for use in the next
academic year.
Which type of salesperson role does this scenario illustrate? - correct answer-
Missionary
A small company manufactures automobile hood ornaments and sells them in a small
store located at one end of the factory.
Which type of sales channel is being used by this company? - correct answer-Direct
How does empathy contribute to building a good relationship with a customer? - correct
answer-By creating an emotional connection with clients to show understanding that is
built on trust
Why is responsive listening important when participating in verbal communication? -
correct answer-It encourages the salesperson to repeat back to the customer what they
believe the customer needs.
,What is a result of a salesperson conducting follow-up on a sale? - correct answer-
Ensures customer satisfaction
A school administrator receives a request from a textbook salesperson to meet with the
school principal. The administrator asks for the salesperson's contact information and
indicates that the principal may contact the salesperson if interested in meeting.
Which type of business-to-business (B2B) stakeholder is this school administrator? -
correct answer-Gatekeeper
A manufacturing company needs to replace its material requirements planning system
and has sent out Requests for Proposal (RFPs). The company has received several
responses back. A meeting has been called by the company's decision makers to
review the proposals received.
Which stage of the organizational buying process has this company entered? - correct
answer-Supplier selection
A private company purchases raw materials required to manufacture its tire air pressure
sensors. The company sells its sensors to major automobile companies.
Which role does the company play in the business-to-business (B2B) buying process? -
correct answer-Producer
A government agency issues a request for proposal (RFP) for development of military
software. The agency believes the cost will exceed one million dollars, and the agency
will need to collaborate with the developers on specific technical requirements.
Which type of government purchase is occurring? - correct answer-Contracting by
negotiation
A company seeks to expand internationally through foreign direct investment and needs
to purchase factory equipment that is customized to the facility to begin producing
goods in the new market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring? - correct answer-New task purchase
An e-commerce company is contracting with a third party to fulfill delivery of its products
while reducing costs and increasing efficiency.
Which process is being used by this company? - correct answer-Distribution
management
A beverage producer and a snack food company decide to enter into an agreement to
brand their products together during the summer season.
, Which agreement is being created by these companies? - correct answer-Co-marketing
How does customer relationship management (CRM) create value for an organization?
- correct answer-By recording data about buyers
A company wants to map the customer experience at specific interactions.
How can customer relationship management (CRM) support this goal? - correct answer-
It can reveal insights into touchpoints and post-purchase sentiment.
A business owner and a manufacturer have decided to partner to create a new product
for an industry they both serve.
Which strategic relationship is being sought by these two companies? - correct answer-
Joint research and development agreement
Why is market segmentation critical to effective implementation of a customer
relationship management (CRM) system? - correct answer-It identifies data to use in
customizing buyer messaging.
How should a company use customer relationship management (CRM) to provide
quality customer service? - correct answer-To assess interactions using key
performance indicators
Which action illustrates the use of undifferentiated marketing? - correct answer-A firm is
advertising a product on television during a popular program that the majority of the
population watches.
A company is looking at all marketing data associated with attracting prospects from the
last year in order to gain insights into prospective customers. The data contains
multimedia and unstructured data.
Which big data characteristic does this data represent? - correct answer-Relational
A company analyst seeks input from the sales department on which business objective
it wants to address so the analyst can develop a survey instrument.
Which step in the data analysis process is illustrated by this action? - correct answer-
Collection
Why should a company use open-source frameworks? - correct answer-To adapt
coding based on needs
Practice Questions & Answers | Latest Update 2026 | Exam
Prep PDF | Graded A+
A retailer is advertising its new product line and has designed a campaign that includes
social media advertising, print promotional pieces, online promotions, and a special
product launch event.
Which concept is the retailer using to promote its new product line? - correct answer-
Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales.
Which sales approach is the salesperson using? - correct answer-Relationship
A salesperson prepares for a customer meeting by reviewing the number of products
the customer has purchased since the company started. The salesperson decides to
open the conversation by reviewing how the company has consistently provided a
trusted product since the start of the customer relationship.
How does this salesperson's approach help achieve sales goals? - correct answer-It
emphasizes company value to the customer
Every semester, a nationally known textbook company's salesperson visits each
professor at a college to show what the company offers in the subject that the professor
teaches. The salesperson hopes the professors will adopt the book for use in the next
academic year.
Which type of salesperson role does this scenario illustrate? - correct answer-
Missionary
A small company manufactures automobile hood ornaments and sells them in a small
store located at one end of the factory.
Which type of sales channel is being used by this company? - correct answer-Direct
How does empathy contribute to building a good relationship with a customer? - correct
answer-By creating an emotional connection with clients to show understanding that is
built on trust
Why is responsive listening important when participating in verbal communication? -
correct answer-It encourages the salesperson to repeat back to the customer what they
believe the customer needs.
,What is a result of a salesperson conducting follow-up on a sale? - correct answer-
Ensures customer satisfaction
A school administrator receives a request from a textbook salesperson to meet with the
school principal. The administrator asks for the salesperson's contact information and
indicates that the principal may contact the salesperson if interested in meeting.
Which type of business-to-business (B2B) stakeholder is this school administrator? -
correct answer-Gatekeeper
A manufacturing company needs to replace its material requirements planning system
and has sent out Requests for Proposal (RFPs). The company has received several
responses back. A meeting has been called by the company's decision makers to
review the proposals received.
Which stage of the organizational buying process has this company entered? - correct
answer-Supplier selection
A private company purchases raw materials required to manufacture its tire air pressure
sensors. The company sells its sensors to major automobile companies.
Which role does the company play in the business-to-business (B2B) buying process? -
correct answer-Producer
A government agency issues a request for proposal (RFP) for development of military
software. The agency believes the cost will exceed one million dollars, and the agency
will need to collaborate with the developers on specific technical requirements.
Which type of government purchase is occurring? - correct answer-Contracting by
negotiation
A company seeks to expand internationally through foreign direct investment and needs
to purchase factory equipment that is customized to the facility to begin producing
goods in the new market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring? - correct answer-New task purchase
An e-commerce company is contracting with a third party to fulfill delivery of its products
while reducing costs and increasing efficiency.
Which process is being used by this company? - correct answer-Distribution
management
A beverage producer and a snack food company decide to enter into an agreement to
brand their products together during the summer season.
, Which agreement is being created by these companies? - correct answer-Co-marketing
How does customer relationship management (CRM) create value for an organization?
- correct answer-By recording data about buyers
A company wants to map the customer experience at specific interactions.
How can customer relationship management (CRM) support this goal? - correct answer-
It can reveal insights into touchpoints and post-purchase sentiment.
A business owner and a manufacturer have decided to partner to create a new product
for an industry they both serve.
Which strategic relationship is being sought by these two companies? - correct answer-
Joint research and development agreement
Why is market segmentation critical to effective implementation of a customer
relationship management (CRM) system? - correct answer-It identifies data to use in
customizing buyer messaging.
How should a company use customer relationship management (CRM) to provide
quality customer service? - correct answer-To assess interactions using key
performance indicators
Which action illustrates the use of undifferentiated marketing? - correct answer-A firm is
advertising a product on television during a popular program that the majority of the
population watches.
A company is looking at all marketing data associated with attracting prospects from the
last year in order to gain insights into prospective customers. The data contains
multimedia and unstructured data.
Which big data characteristic does this data represent? - correct answer-Relational
A company analyst seeks input from the sales department on which business objective
it wants to address so the analyst can develop a survey instrument.
Which step in the data analysis process is illustrated by this action? - correct answer-
Collection
Why should a company use open-source frameworks? - correct answer-To adapt
coding based on needs
