Exam 5: Sales Knowledge: Customers, Products, Technologies

Which type of advertising is aimed at individuals and organizations who purchase products used for manufacturing other products?

Cumulative quantity discounts are price reductions received for buying a certain amount of a product over a stated period of time.

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. Clearwater Hampers spends money on advertising for all of the following reasons EXCEPT to:

A manufacturer that bases its charge to customers on the customer's location or the customer's distance from the shipping point is using a ________ price.

Many companies offer customers various types of discounts, which are usually developed at the business unit level by the firm's product managers.

Which is the type of discount that would most likely be given to a customer who pays bills within a stated period?

When the book salesperson told the bookstore manager, "3/15 net 60," the manager knew that he was receiving a ________ discount.

Sales force automation systems are used for managing customer follow-up calls.

How does the typical salesperson obtain the knowledge needed to become a successful salesperson?

All of the following are true about markup EXCEPT that it is:

Which of the following is NOT a feature associated with electronic calendar management?

________ is the additional sum of money expected from an investment over and above the original investment.

When Rupert's Sandwich Shop received an invoice from Cozzini for $2,550 worth of boneless hams and turkey breasts, it included the following phrase: 1/10 net 30. If the meat was purchased on September 17 and the shop owner wants to pay the bill on September 30, how much should the owner make the check out for?

What is the difference between trade and industrial advertising?

________ is a technology system that helps companies manage information about existing and potential customers.

A typical salesperson's product knowledge should primarily include:

Which of the following would most likely be used by a salesperson to make a sales presentation that includes product video clips?

According to some experts, what has been an effect of the increased use of technology for communication with customers?

Which of the following would most likely include a trial sample or request consumers to complete a questionnaire to receive a free product sample?

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 Clearwater Hampers ad in magazines targeted to retail store managers would be an example of: