Exam 5: Sales Knowledge: Customers, Products, Technologies

According to the Core Principles of Professional Selling, most customers do not care how much a salesperson knows about a product until the salesperson shows honesty and caring.

Netiquette:

A salesperson, promoting a new type of energy drink to a grocery-store chain, develops a plan integrating promotions within the grocery store, such as in-store sampling, along with national initiatives conducted by the energy drink manufacturer, such as national advertising and social media programming. This exemplified how:

How does a virtual office benefit a salesperson?

The emergence of the cloud technology has restricted more mobile, portable opportunities for salespeople.

The customer receives this type of discount for buying a certain amount of a product over a stated period of time.

The Internet is best described as:

Which type of advertising is undertaken by the manufacturer and directed toward the wholesaler or the retailer?

Distinguish between gross profit and net profit.

One method to obtain information on competitors is through advertisements.

For salespeople who need to be constantly in touch with their clients, technology allows a functioning virtual office in the salesperson's home, their vehicle, hotel room, or even local coffee shop.

Shelf facings are defined as:

To reduce the amount of time that must be devoted to sales training, modern companies do not teach their salespeople about the company's history.

When the salesperson told the owner of Pet World, "If you purchase a minimum of 700 pounds of my company's brand of dog treats over the next 12 months, you'll receive a discount of 10 percent," the pet storeowner knew she was getting a ________ discount.

Sheila Dunn is the author of a children's book. A retail bookstore chain has agreed to advertise Sheila's book aggressively with lots of countertop literature racks, posters, banners, and life-size images of the characters from her book. All of these are examples of:

There are numerous types of value analyses that a salesperson can develop for a prospect. One type that is frequently used is the:

A salesperson would most likely get benefits of using podcasts and other forms of e-learning modules by:

A value analysis is defined as a:

According to the text, salespeople who are product experts develop ethical, long-term relationships with customers.

Salespeople who use a virtual office are not as efficient as those who work out of a stable office.