BUSN160
Introduction to Sales & Business
Development
Comprehensive Finals Review (Qns & Ans)
2025
1. Which of the following is a key component of a sales
strategy?
- A) Product packaging
- B) Market segmentation
- C) Office decor
- D) Employee uniforms
- ANS: B) Market segmentation
©2024/2025
, - Rationale: Market segmentation helps in identifying and
targeting specific customer groups.
2. In business development, the term 'lead generation' refers to:
- A) Generating new product ideas
- B) Identifying potential customers
- C) Training new employees
- D) Developing marketing slogans
- ANS: B) Identifying potential customers
- Rationale: Lead generation is the process of attracting and
converting prospects into potential customers.
3. Which sales technique involves understanding customer needs
and providing solutions that meet those needs?
- A) Hard selling
- B) Consultative selling
- C) Cold calling
- D) Telemarketing
- ANS: B) Consultative selling
- Rationale: Consultative selling focuses on building
relationships and providing tailored solutions.
©2024/2025
,4. The process of analyzing and improving sales performance is
known as:
- A) Sales forecasting
- B) Sales optimization
- C) Sales training
- D) Sales reporting
- ANS: B) Sales optimization
- Rationale: Sales optimization involves evaluating and
enhancing sales processes to improve performance.
5. Which of the following is NOT a benefit of customer
relationship management (CRM) systems?
- A) Improved customer service
- B) Increased sales efficiency
- C) Enhanced data security
- D) Better customer insights
- ANS: C) Enhanced data security
- Rationale: While CRM systems offer many benefits,
enhanced data security is not their primary focus.
Fill-in-the-Blank Questions
©2024/2025
, 6. The ________ model of sales includes prospecting,
qualifying, presenting, handling objections, and closing.
- ANS: Sales funnel
- Rationale: The sales funnel model outlines the stages of the
sales process.
7. ________ is the process of identifying and nurturing potential
customers until they are ready to make a purchase.
- ANS: Lead nurturing
- Rationale: Lead nurturing involves building relationships
with prospects to guide them through the sales funnel.
8. In business development, ________ refers to the practice of
forming strategic partnerships to achieve mutual goals.
- ANS: Alliances
- Rationale: Alliances involve collaboration between
businesses to leverage each other's strengths.
9. A ________ is a formal written document that outlines the
goals, strategies, and tactics for achieving sales objectives.
- ANS: Sales plan
- Rationale: A sales plan provides a roadmap for achieving
sales targets.
©2024/2025
Introduction to Sales & Business
Development
Comprehensive Finals Review (Qns & Ans)
2025
1. Which of the following is a key component of a sales
strategy?
- A) Product packaging
- B) Market segmentation
- C) Office decor
- D) Employee uniforms
- ANS: B) Market segmentation
©2024/2025
, - Rationale: Market segmentation helps in identifying and
targeting specific customer groups.
2. In business development, the term 'lead generation' refers to:
- A) Generating new product ideas
- B) Identifying potential customers
- C) Training new employees
- D) Developing marketing slogans
- ANS: B) Identifying potential customers
- Rationale: Lead generation is the process of attracting and
converting prospects into potential customers.
3. Which sales technique involves understanding customer needs
and providing solutions that meet those needs?
- A) Hard selling
- B) Consultative selling
- C) Cold calling
- D) Telemarketing
- ANS: B) Consultative selling
- Rationale: Consultative selling focuses on building
relationships and providing tailored solutions.
©2024/2025
,4. The process of analyzing and improving sales performance is
known as:
- A) Sales forecasting
- B) Sales optimization
- C) Sales training
- D) Sales reporting
- ANS: B) Sales optimization
- Rationale: Sales optimization involves evaluating and
enhancing sales processes to improve performance.
5. Which of the following is NOT a benefit of customer
relationship management (CRM) systems?
- A) Improved customer service
- B) Increased sales efficiency
- C) Enhanced data security
- D) Better customer insights
- ANS: C) Enhanced data security
- Rationale: While CRM systems offer many benefits,
enhanced data security is not their primary focus.
Fill-in-the-Blank Questions
©2024/2025
, 6. The ________ model of sales includes prospecting,
qualifying, presenting, handling objections, and closing.
- ANS: Sales funnel
- Rationale: The sales funnel model outlines the stages of the
sales process.
7. ________ is the process of identifying and nurturing potential
customers until they are ready to make a purchase.
- ANS: Lead nurturing
- Rationale: Lead nurturing involves building relationships
with prospects to guide them through the sales funnel.
8. In business development, ________ refers to the practice of
forming strategic partnerships to achieve mutual goals.
- ANS: Alliances
- Rationale: Alliances involve collaboration between
businesses to leverage each other's strengths.
9. A ________ is a formal written document that outlines the
goals, strategies, and tactics for achieving sales objectives.
- ANS: Sales plan
- Rationale: A sales plan provides a roadmap for achieving
sales targets.
©2024/2025
