Question 1

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

Accepted Answer

A)  retailers' resistance to change. 
B)  limited shelf space. 
C)  negative publicity. 
D)  self-regulation. 
E)  determining product category. 
A)  retailers' resistance to change. 
B)  limited shelf space. 
C)  negative publicity. 
D)  self-regulation. 
E)  determining product category.

Question 2

Which of the following is a quantity discount that involves a one-time reduction in price?

Accepted Answer

A)  Cash discount 
B)  Noncumulative quantity discount 
C)  Trade discount 
D)  Cumulative quantity discount 
E)  Consumer discount 
A)  Cash discount 
B)  Noncumulative quantity discount 
C)  Trade discount 
D)  Cumulative quantity discount 
E)  Consumer discount

Question 3

Briefly describe what is the Internet and the cloud?

Accepted Answer

The Internet refers to the physical infr

Question 4

Sales force automation breaks down into three technologically broad areas of functionality. They are personal productivity, order processing, customer service, and:

Accepted Answer

A)  sales presentation preparedness. 
B)  inventory control. 
C)  distribution management. 
D)  sales manager monitoring. 
E)  communications. 
A)  sales presentation preparedness. 
B)  inventory control. 
C)  distribution management. 
D)  sales manager monitoring. 
E)  communications.

Question 5

Sterling Industries offers customers cash discounts for paying their bills within 10 days. Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9, the amount due will be $9,000.

Accepted Answer

A) True 
 B)False

Question 6

Nowadays, salespeople are not expected to be knowledge brokers for their sellers.

Accepted Answer

A) True 
 B)False

Question 7

An advertisement for Carr cabinet doors that is directed at people in the woodworking industry ran in a publication called Custom Woodworking Business. The ad explained why Carr cabinet doors were the perfect finishing touch for all cabinets. This manufacturer used ________ advertising to reach potential users.

Accepted Answer

A)  industrial 
B)  national 
C)  trade 
D)  retail 
E)  co-op 
A)  industrial 
B)  national 
C)  trade 
D)  retail 
E)  co-op

Question 8

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. Corporate buyers typically pay for the shipment of hampers to their various recipients, and retailers pay shipping costs for hampers shipped to stores from Clearwater Hampers. In other words, Clearwater Hampers uses:

Accepted Answer

A)  net pricing. 
B)  FOB shipping point pricing. 
C)  uniform pricing. 
D)  zone shipment pricing. 
E)  FOB destination pricing. 
A)  net pricing. 
B)  FOB shipping point pricing. 
C)  uniform pricing. 
D)  zone shipment pricing. 
E)  FOB destination pricing.

Question 9

Shelf positioning refers to the:

Accepted Answer

A)  number of individual products placed beside each on the shelf. 
B)  number of different product lines carried by an individual store. 
C)  number of individual point-of-purchase displays placed within a retail store. 
D)  physical placement of the product within the retail store. 
E)  physical placement of point-of-purchase displays within the retail store. 
A)  number of individual products placed beside each on the shelf. 
B)  number of different product lines carried by an individual store. 
C)  number of individual point-of-purchase displays placed within a retail store. 
D)  physical placement of the product within the retail store. 
E)  physical placement of point-of-purchase displays within the retail store.

Question 10

When the manufacturer reduces prices to channel members to compensate them for the services they perform, it is known as a:

Accepted Answer

A)  cash discount. 
B)  noncumulative quantity discount. 
C)  cumulative quantity discount. 
D)  consumer discount. 
E)  trade discount. 
A)  cash discount. 
B)  noncumulative quantity discount. 
C)  cumulative quantity discount. 
D)  consumer discount. 
E)  trade discount.

Question 11

________ is the money available to a firm to cover the costs of marketing its products, operating the business, and profit.

Accepted Answer

A)  Operating factor 
B)  Price factor 
C)  Final discount 
D)  Gross profit 
E)  Net profit 
A)  Operating factor 
B)  Price factor 
C)  Final discount 
D)  Gross profit 
E)  Net profit

Question 12

Manufacturers are LEAST likely to use premiums for:

Accepted Answer

A)  getting prospects to request further information. 
B)  boosting the future sales of fast moving products. 
C)  getting customers to come into the retail store. 
D)  persuading prospects to sample the product. 
E)  introducing a new product. 
A)  getting prospects to request further information. 
B)  boosting the future sales of fast moving products. 
C)  getting customers to come into the retail store. 
D)  persuading prospects to sample the product. 
E)  introducing a new product.

Question 13

Brenda Hernandez is a manager of a plant that processes recycled plastic to prepare them for sale to retail supermarkets. She recently saw an advertisement for a machine her company could buy to reduce the cost of reclaiming the recycled plastic by 20 percent. This ad is an example of trade advertising.

Accepted Answer

A) True 
 B)False

Question 14

Advertisements in a local newspaper for a locally owned garden center are examples of ________ advertising.

Accepted Answer

A)  industrial 
B)  national 
C)  trade 
D)  retail 
E)  co-op 
A)  industrial 
B)  national 
C)  trade 
D)  retail 
E)  co-op

Question 15

The rules of netiquette encourage you to use all capital letters in e-mail that needs to be communicated quickly.

Accepted Answer

A) True 
 B)False

Question 16

Todd, a sales representative for a textbook publisher, knows the name and direct line of each client's administrative assistant. Which type of software system most likely helps Todd keep track of this information?

Accepted Answer

A)  GIS 
B)  POP 
C)  Inventory management 
D)  CRM 
E)  Calendar management 
A)  GIS 
B)  POP 
C)  Inventory management 
D)  CRM 
E)  Calendar management

Question 17

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Accepted Answer

A)  How the product performs 
B)  How well the product is selling in the marketplace 
C)  Specific features, advantages, and benefits of the product 
D)  Physical size and characteristics of the product 
E)  How to make the product 
A)  How the product performs 
B)  How well the product is selling in the marketplace 
C)  Specific features, advantages, and benefits of the product 
D)  Physical size and characteristics of the product 
E)  How to make the product

Question 18

Local supermarkets and department stores regularly advertise nationally distributed brand products. Which of the following advertisement types are they most likely to use?

Accepted Answer

A)  Retail advertising 
B)  National advertising 
C)  Cooperative advertising 
D)  Trade advertising 
E)  Industrial advertising 
A)  Retail advertising 
B)  National advertising 
C)  Cooperative advertising 
D)  Trade advertising 
E)  Industrial advertising

Question 19

What are the four types of discounts that buyers typically receive?

Accepted Answer

Cash, quan

Question 20

A salesperson can develop numerous types of value analyses for a prospective buyer. List three types of frequently used value analyses.

Accepted Answer

(1) Product cost ver

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

Which of the following is a quantity discount that involves a one-time reduction in price?

Briefly describe what is the Internet and the cloud?

Sales force automation breaks down into three technologically broad areas of functionality. They are personal productivity, order processing, customer service, and:

Sterling Industries offers customers cash discounts for paying their bills within 10 days. Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9, the amount due will be $9,000.

Nowadays, salespeople are not expected to be knowledge brokers for their sellers.

Shelf positioning refers to the:

When the manufacturer reduces prices to channel members to compensate them for the services they perform, it is known as a:

________ is the money available to a firm to cover the costs of marketing its products, operating the business, and profit.

Manufacturers are LEAST likely to use premiums for:

Advertisements in a local newspaper for a locally owned garden center are examples of ________ advertising.

The rules of netiquette encourage you to use all capital letters in e-mail that needs to be communicated quickly.

Todd, a sales representative for a textbook publisher, knows the name and direct line of each client's administrative assistant. Which type of software system most likely helps Todd keep track of this information?

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Local supermarkets and department stores regularly advertise nationally distributed brand products. Which of the following advertisement types are they most likely to use?

What are the four types of discounts that buyers typically receive?

A salesperson can develop numerous types of value analyses for a prospective buyer. List three types of frequently used value analyses.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 5: Sales Knowledge: Customers, Products, Technologies

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

Which of the following is a quantity discount that involves a one-time reduction in price?

Briefly describe what is the Internet and the cloud?

Sales force automation breaks down into three technologically broad areas of functionality. They are personal productivity, order processing, customer service, and:

Sterling Industries offers customers cash discounts for paying their bills within 10 days. Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9, the amount due will be $9,000.

Nowadays, salespeople are not expected to be knowledge brokers for their sellers.

Shelf positioning refers to the:

When the manufacturer reduces prices to channel members to compensate them for the services they perform, it is known as a:

________ is the money available to a firm to cover the costs of marketing its products, operating the business, and profit.

Manufacturers are LEAST likely to use premiums for:

Advertisements in a local newspaper for a locally owned garden center are examples of ________ advertising.

The rules of netiquette encourage you to use all capital letters in e-mail that needs to be communicated quickly.

Todd, a sales representative for a textbook publisher, knows the name and direct line of each client's administrative assistant. Which type of software system most likely helps Todd keep track of this information?

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Local supermarkets and department stores regularly advertise nationally distributed brand products. Which of the following advertisement types are they most likely to use?

What are the four types of discounts that buyers typically receive?

A salesperson can develop numerous types of value analyses for a prospective buyer. List three types of frequently used value analyses.

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters