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Question 1
A Swiss commercial sales manager plans the annual field sales capacity for a territory. A standard calendar year has 250 gross working days (Monday–Friday). The field representative is entitled to 25 vacation days, 10 official public holidays, an average of 5 days of illness/contingency, 10 days of professional training, and 20 days dedicated to internal office administration and sales meetings. How many net field working days (Netto-Aussendiensttage) are available for customer visits?
Correct Answer:
180 days
Question 2
A field sales representative has 180 net field days per year and works an 8-hour workday. On average, a customer visit takes 1.5 hours on-site plus 1.0 hour of travel and route time (total 2.5 hours per visit). How many customer visits can this representative conduct annually?
Correct Answer:
576 visits
Question 3
A Swiss B2B machinery distributor segments its market into 3 customer tiers: 50 Tier-A customers needing 12 visits/year, 150 Tier-B customers needing 6 visits/year, and 300 Tier-C customers needing 7 visits/year. If a full-time field sales representative can perform exactly 600 visits per year, how many sales representatives are required to cover the market?
Correct Answer:
6 representatives
Question 4
In strategic sales planning, what is the primary structural difference between pure turnover (Umsatz) planning and contribution margin (Deckungsbeitrag) planning?
Correct Answer:
Turnover planning tracks top-line volume regardless of product profitability, whereas contribution margin planning ensures sales efforts prioritize products that cover overhead and generate operating profit.
Question 5
When designing and balancing sales territories across Switzerland, which criterion is most critical for ensuring equitable sales workload and fair bonus compensation among field representatives?
Correct Answer:
Balancing the territories based on comparable market potential (Marktpotenzial) and required customer visit workload rather than physical land area.
Question 1
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About this Exam

Prepare with the Verkaufsfachmann FA Practice Questions - Verkaufsfachmann Verkaufsfachfrau mit eidgenössischem Fachausweis Exam practice quiz. This question bank includes 100 questions covering sales, customer, account, field, and swiss. Use it to review important concepts, identify knowledge gaps, and build confidence for the related exam, course, or assessment.

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Verkaufsfachmann FA Practice Questions - Verkaufsfachmann Verkaufsfachfrau mit eidgenössischem Fachausweis Exam

This practice set contains 100 questions from the matching question bank and focuses on sales, customer, account, field, and swiss. Work through each question carefully, review the provided solutions, and revisit topics that need more study before your next attempt.

This is an independent study resource intended for practice and review; it is not an official examination or an endorsement by any organization named in the title.

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