Exam 5: Sales Knowledge: Customers, Products, Technologies

Etiquette rules for using a cell phone advise users to avoid cell yell.

The use of technology provides salespeople with more efficient account control and better time and territory management.

Salespeople trying to gather general information about their own company may be LEAST interested in learning about:

What is the main obstacle faced by a hair product salesperson who is trying to convince a retailer to give a new shampoo good shelf positioning?

While in the supermarket, you notice the label on a jar of Heinz pickle relish is marked, "30 cents off regular price." This is an example of a ________ discount.

Cottage in a Teapot is a small retailer of decorative merchandise. The price charged by its suppliers after allowance for all discounts is the ________ price.

According to the text, The value of a CRM system lies in its ability to manage knowledge.

Sales technology can help salespeople have an efficient time management system through the use of:

Due to the availability, processing speeds, and expanding reach of technology, salespeople are able to conduct business in a variety of venues that effectively serve as _______?

List three important guidelines for cell phone usage.

Electronic calendar management can result in improved time management.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where gift-giving is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. The firm's products are also available in a number of retail establishments around the world. The leading salesperson for Clearwater Hampers is Peter Austin who has been with the company since it began operation in 1979. The firm's owners were originally trout farmers who needed a source of income during the winter months and who diversified into selling fine liquors, cheeses, chocolates, and other luxury food items. The company uses a variety of promotions to make prospects aware of the company's products. A New York-based retailer purchases picnic hampers for $75,000 on November 1 and is given a cash discount of 3/10 net 30. If the invoice is paid on November 6, the retailer will:

Markup can only be derived from the product's cost.

Which of the following would most likely remind a salesperson to send a thank-you letter to a sales prospect?

Kellogs cereal manufacturer recently offered miniature versions of a popular cartoon character in their cereal boxes. The term used for this marketing tool is:

Netiquette is most closely related to:

According to the text, time is the most vulnerable asset a salesperson has to manage.

Distinguish between FOB shipping point and FOB destination.

"Yo-to-go" is an entrepreneurial venture of a college student named Cathy Frank. She sells yogurts in cups and cones from a trailer at the beach during the tourist season. If Frank pays $500 for cartons of yogurts then sells it all for $1200, how much is her return on investment?

Is it good netiquette for an e-mail user to use flaming when communicating with customers? Briefly explain your answer.