Question 1

What kind of advertising would be found in Florist, a magazine with a mission "to inform, inspire, and educate retail florists"?

Accepted Answer

The answer of What kind of advertising would be found...

Question 2

Knowledge of selling is gained only through the company's formal training program.

Accepted Answer

A) True 
 B)False

Question 3

Increased worldwide interaction requires access and exchange of data on a global basis.

Accepted Answer

A) True 
 B)False

Question 4

________ is the money that remains after the costs of marketing and operating the business are paid.

Accepted Answer

A)  Account receivable 
B)  Contribution margin 
C)  Consumer residual 
D)  Net profit 
E)  Dividend 
A)  Account receivable 
B)  Contribution margin 
C)  Consumer residual 
D)  Net profit 
E)  Dividend

Question 5

Prospects want to do business with salespeople who know their business and the products they sell.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson who used a(n) ________ would be able to track customer buying patterns.

Accepted Answer

A)  spreadsheet 
B)  atlas 
C)  management information system 
D)  worksheet 
E)  geographic information system 
A)  spreadsheet 
B)  atlas 
C)  management information system 
D)  worksheet 
E)  geographic information system

Question 7

As per the text, in order to be a knowledge broker, which one of the following pieces of information would be LEAST important for a salesperson?

Accepted Answer

A)  their customers 
B)  their customer's business and industry 
C)  their customer's organization 
D)  key dynamics and trends that can impact their customer 
E)  their customer's political beliefs 
A)  their customers 
B)  their customer's business and industry 
C)  their customer's organization 
D)  key dynamics and trends that can impact their customer 
E)  their customer's political beliefs

Question 8

Distinguish between consumer sales promotions and trade sales promotions.

Accepted Answer

Consumer sales promotions are

Question 9

In sales, the need for netiquette mostly arises when using cell phones.

Accepted Answer

A) True 
 B)False

Question 10

A product is priced FOB destination, which means:

Accepted Answer

A)  title of goods passes to customer when they are loaded on the shipping vehicles. 
B)  the buyer pays the shipping costs. 
C)  the seller pays the shipping costs. 
D)  the buyer and seller share the shipping costs equally. 
E)  freight over a basic fee is paid at the destination. 
A)  title of goods passes to customer when they are loaded on the shipping vehicles. 
B)  the buyer pays the shipping costs. 
C)  the seller pays the shipping costs. 
D)  the buyer and seller share the shipping costs equally. 
E)  freight over a basic fee is paid at the destination.

Question 11

Markup is the dollar amount of money added to the product cost to determine its selling price.

Accepted Answer

A) True 
 B)False

Question 12

A salesperson was selling industrial power generators to a manufacturing firm when the purchase manager said, "I really like the specifications, but I am not going to give the order without knowing its warranty details" The salesperson, utilizing his tablet, visited her firm's main computer database, and handed the purchase manager a printout of the generator's warranty details immediately. This incident best exemplifies how:

Accepted Answer

A)  a sales-oriented promotional method is effective. 
B)  changes in the technology have enhanced sales. 
C)  influential transactional selling methods can be. 
D)  a partnering relationship develops with consumers. 
E)  important CRM software is to salespeople. 
A)  a sales-oriented promotional method is effective. 
B)  changes in the technology have enhanced sales. 
C)  influential transactional selling methods can be. 
D)  a partnering relationship develops with consumers. 
E)  important CRM software is to salespeople.

Question 13

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. As Austin sells Clearwater Hampers, he can use his Tablet to do all of the following EXCEPT:

Accepted Answer

A)  initiate trial closes. 
B)  generate expense reports. 
C)  check a shipment status. 
D)  track customer buying patterns. 
E)  create sales presentations. 
A)  initiate trial closes. 
B)  generate expense reports. 
C)  check a shipment status. 
D)  track customer buying patterns. 
E)  create sales presentations.

Question 14

E-mails sent to customers can be written in a more casual format than business letters sent by conventional mail.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements about how sales technology impacts the productivity of salespeople is incorrect?

Accepted Answer

A)  Sales technology tools are at the heart of salespeople's ability to provide top-quality customer service. 
B)  Sales technology is impacting salespeople in all aspects of their lives. 
C)  Sales technology is used to create better strategies. 
D)  Sales technology helps salespeople increase their productivity and effectiveness. 
E)  Sales technology cannot be used for order processing and customer service. 
A)  Sales technology tools are at the heart of salespeople's ability to provide top-quality customer service. 
B)  Sales technology is impacting salespeople in all aspects of their lives. 
C)  Sales technology is used to create better strategies. 
D)  Sales technology helps salespeople increase their productivity and effectiveness. 
E)  Sales technology cannot be used for order processing and customer service.

Question 16

Cadwell, Inc., a regional business computer sales firm is attempting to sell a convenience store chain, Gas 'N' Go, a new computer-operated pump meter. Terry Williams, owner of the convenience stores, seems interested in Cadwell's initial proposal but believes the price may be too high. The cost per computer is $1,000, but Cadwell could sell Williams 50 computers for $45,000 with terms of the sale being 2/10 net 30. Williams purchases 50 computers and pays for them five days after the purchase, so his ________ is $882.

Accepted Answer

A)  cash discount 
B)  unit cost 
C)  gross profit 
D)  trade discount 
E)  breakeven cost 
A)  cash discount 
B)  unit cost 
C)  gross profit 
D)  trade discount 
E)  breakeven cost

Question 17

Which of the following refers to a technology approach that enables a more mobile, portable opportunity for salespeople by allowing access to software anywhere, as long as the individual is connected to the Internet.

Accepted Answer

A)  The Internet 
B)  CRM 
C)  Tablet 
D)  The Cloud 
E)  GIS 
A)  The Internet 
B)  CRM 
C)  Tablet 
D)  The Cloud 
E)  GIS

Question 18

Net price is the standard price charged to customers.

Accepted Answer

A) True 
 B)False

Question 19

List four reasons why it is important for a salesperson to have sales knowledge of his company, his buyer, and his market.

Accepted Answer

Four important reasons for the salespers

Question 20

FOB shipping point means the buyer pays all shipping costs.

Accepted Answer

A) True 
 B)False

What kind of advertising would be found in Florist, a magazine with a mission "to inform, inspire, and educate retail florists"?

Knowledge of selling is gained only through the company's formal training program.

Increased worldwide interaction requires access and exchange of data on a global basis.

________ is the money that remains after the costs of marketing and operating the business are paid.

Prospects want to do business with salespeople who know their business and the products they sell.

A salesperson who used a(n) ________ would be able to track customer buying patterns.

As per the text, in order to be a knowledge broker, which one of the following pieces of information would be LEAST important for a salesperson?

Distinguish between consumer sales promotions and trade sales promotions.

In sales, the need for netiquette mostly arises when using cell phones.

A product is priced FOB destination, which means:

Markup is the dollar amount of money added to the product cost to determine its selling price.

E-mails sent to customers can be written in a more casual format than business letters sent by conventional mail.

Which of the following statements about how sales technology impacts the productivity of salespeople is incorrect?

Which of the following refers to a technology approach that enables a more mobile, portable opportunity for salespeople by allowing access to software anywhere, as long as the individual is connected to the Internet.

Net price is the standard price charged to customers.

List four reasons why it is important for a salesperson to have sales knowledge of his company, his buyer, and his market.

FOB shipping point means the buyer pays all shipping costs.

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

What kind of advertising would be found in Florist, a magazine with a mission "to inform, inspire, and educate retail florists"?

Knowledge of selling is gained only through the company's formal training program.

Increased worldwide interaction requires access and exchange of data on a global basis.

________ is the money that remains after the costs of marketing and operating the business are paid.

Prospects want to do business with salespeople who know their business and the products they sell.

A salesperson who used a(n) ________ would be able to track customer buying patterns.

As per the text, in order to be a knowledge broker, which one of the following pieces of information would be LEAST important for a salesperson?

Distinguish between consumer sales promotions and trade sales promotions.

In sales, the need for netiquette mostly arises when using cell phones.

A product is priced FOB destination, which means:

Markup is the dollar amount of money added to the product cost to determine its selling price.

E-mails sent to customers can be written in a more casual format than business letters sent by conventional mail.

Which of the following statements about how sales technology impacts the productivity of salespeople is incorrect?

Which of the following refers to a technology approach that enables a more mobile, portable opportunity for salespeople by allowing access to software anywhere, as long as the individual is connected to the Internet.

Net price is the standard price charged to customers.

List four reasons why it is important for a salesperson to have sales knowledge of his company, his buyer, and his market.

FOB shipping point means the buyer pays all shipping costs.

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