Question 1

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

Accepted Answer

A) True 
 B)False

Question 2

A GIS is capable of revealing customer buying patterns.

Accepted Answer

A) True 
 B)False

Question 3

What is netiquette?

Accepted Answer

Netiquette is the term used fo

Question 4

How can a geographic information system (GIS) make a salesperson more efficient?

Accepted Answer

A GIS allows a salesperson to view and m

Question 5

The Storage Bin Warehouse has reported a number of break-ins in the past few weeks. As a salesperson for No-Doubt Security Products, you believe your extensive line of alarm systems and locks could greatly benefit the retailer. You make an appointment with the Storage Bin manager for early next week. During your preparation for the sales call you learn the warehouse currently uses poor quality locks and has no security system. You plan to offer the manager a security package consisting of 150 Sure-Bolt locks at a price of $10 each and a new alarm system costing $5,000. The terms of the sale are 2/10 net 30. Assuming the Storage Bin manager purchases your suggested order and pays for it in one week, what would be the total cost?

Accepted Answer

A)  $6,237 
B)  $6,370 
C)  $6,500 
D)  $6,630 
E)  $6,776 
A)  $6,237 
B)  $6,370 
C)  $6,500 
D)  $6,630 
E)  $6,776

Question 6

Salesperson knowledge is simply about a product or service.

Accepted Answer

A) True 
 B)False

Question 7

It costs Custom Design, Inc., $10 to make a brass and copper candleholder. It sells the candleholder to a wholesaler for $16. The wholesaler sells the candleholder to a gift shop for $20. The gift shop prices the candleholder at $45. What was the markup on selling price for each member of this product's channel of distribution?

Accepted Answer

Manufacturer $16 − $10/$16 = 3

Question 8

Which of the following statements about sales training is true?

Accepted Answer

A)  Sales training ends when the salesperson actually begins the selling job. 
B)  An understanding of sales training is only gained through the company's formal training program. 
C)  Sales training is irrelevant once a salesperson receives the designation of "master sales representative." 
D)  Sales knowledge gained from sales training benefits not only the salesperson and the company but also the customer. 
E)  Periodic sales training is intended to keep salespeople humble and aware of their shortcomings. 
A)  Sales training ends when the salesperson actually begins the selling job. 
B)  An understanding of sales training is only gained through the company's formal training program. 
C)  Sales training is irrelevant once a salesperson receives the designation of "master sales representative." 
D)  Sales knowledge gained from sales training benefits not only the salesperson and the company but also the customer. 
E)  Periodic sales training is intended to keep salespeople humble and aware of their shortcomings.

Question 9

________ is the standard amount charged to customers for a product.

Accepted Answer

A)  List price 
B)  Transactional value 
C)  Net price 
D)  Contribution margin 
E)  Net worth 
A)  List price 
B)  Transactional value 
C)  Net price 
D)  Contribution margin 
E)  Net worth

Question 10

To truly know channels of distribution, a salesperson should know:

Accepted Answer

A)  the financial history of each channel member. 
B)  when the channel member began operation. 
C)  what product lines the channel member stock. 
D)  the names of all the channel member's employees. 
E)  the number of competitors the channel members have. 
A)  the financial history of each channel member. 
B)  when the channel member began operation. 
C)  what product lines the channel member stock. 
D)  the names of all the channel member's employees. 
E)  the number of competitors the channel members have.

Question 11

What is sales training? How long is the training period for the typical salesperson?

Accepted Answer

Sales training is the effort an employer

Question 12

Which technology aid commonly used by salespeople can be described as an electronic collection of business cards?

Accepted Answer

CRM system

Question 13

Knight's Catering Service receives a May 19th invoice for $150 with terms of 3/10 net 30. If Knight's pays the invoice on May 28th, how much is due?

Accepted Answer

A)  $120.00 
B)  $145.50 
C)  $147.00 
D)  $150.00 
E)  $153.00 
A)  $120.00 
B)  $145.50 
C)  $147.00 
D)  $150.00 
E)  $153.00

Question 14

A salesperson tells a hardware retailer, "Buy 10 sprayers today and get one free." The retailer is being offered a ________ discount.

Accepted Answer

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

Question 15

Gross profit is the money that remains after paying the costs of marketing and operating the business.

Accepted Answer

A) True 
 B)False

Question 16

Premiums are used solely to get customers to come into the retailer's store.

Accepted Answer

A) True 
 B)False

Question 17

Salespeople should familiarize themselves with the company's price, discount, and credit policies so that they can use them as a competitive advantage.

Accepted Answer

A) True 
 B)False

Question 18

The Kentucky Grass Seed Company gives a 33 percent reduction off the retail list price of its best-selling grass seed mix to retailers. This practice is an example of a ________ discount.

Accepted Answer

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

Question 19

Salespeople use geographic information systems to:

Accepted Answer

A)  increase their sales quotas. 
B)  acquire instant knowledge. 
C)  create more efficient routing patterns. 
D)  send text messages to customers and prospects. 
E)  stay in constant contact with their sales managers. 
A)  increase their sales quotas. 
B)  acquire instant knowledge. 
C)  create more efficient routing patterns. 
D)  send text messages to customers and prospects. 
E)  stay in constant contact with their sales managers.

Question 20

Terrence sells office equipment and is asked by a prospect, "How does your product compare to the one I'm currently using?" To prepare for this question, Terrence should have:

Accepted Answer

A)  planned a trial close. 
B)  examined the competition's ads. 
C)  checked his firm's code of ethics. 
D)  practiced question-avoidance techniques. 
E)  talked to former employees of his competitors. 
A)  planned a trial close. 
B)  examined the competition's ads. 
C)  checked his firm's code of ethics. 
D)  practiced question-avoidance techniques. 
E)  talked to former employees of his competitors.

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

A GIS is capable of revealing customer buying patterns.

What is netiquette?

How can a geographic information system (GIS) make a salesperson more efficient?

Salesperson knowledge is simply about a product or service.

Which of the following statements about sales training is true?

________ is the standard amount charged to customers for a product.

To truly know channels of distribution, a salesperson should know:

What is sales training? How long is the training period for the typical salesperson?

Which technology aid commonly used by salespeople can be described as an electronic collection of business cards?

Knight's Catering Service receives a May 19^th invoice for $150 with terms of 3/10 net 30. If Knight's pays the invoice on May 28^th, how much is due?

A salesperson tells a hardware retailer, "Buy 10 sprayers today and get one free." The retailer is being offered a ________ discount.

Gross profit is the money that remains after paying the costs of marketing and operating the business.

Premiums are used solely to get customers to come into the retailer's store.

Salespeople should familiarize themselves with the company's price, discount, and credit policies so that they can use them as a competitive advantage.

The Kentucky Grass Seed Company gives a 33 percent reduction off the retail list price of its best-selling grass seed mix to retailers. This practice is an example of a ________ discount.

Salespeople use geographic information systems to:

Terrence sells office equipment and is asked by a prospect, "How does your product compare to the one I'm currently using?" To prepare for this question, Terrence should have:

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

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

A GIS is capable of revealing customer buying patterns.

What is netiquette?

How can a geographic information system (GIS) make a salesperson more efficient?

Salesperson knowledge is simply about a product or service.

Which of the following statements about sales training is true?

________ is the standard amount charged to customers for a product.

To truly know channels of distribution, a salesperson should know:

What is sales training? How long is the training period for the typical salesperson?

Which technology aid commonly used by salespeople can be described as an electronic collection of business cards?

Knight's Catering Service receives a May 19th invoice for $150 with terms of 3/10 net 30. If Knight's pays the invoice on May 28th, how much is due?

A salesperson tells a hardware retailer, "Buy 10 sprayers today and get one free." The retailer is being offered a ________ discount.

Gross profit is the money that remains after paying the costs of marketing and operating the business.

Premiums are used solely to get customers to come into the retailer's store.

Salespeople should familiarize themselves with the company's price, discount, and credit policies so that they can use them as a competitive advantage.

The Kentucky Grass Seed Company gives a 33 percent reduction off the retail list price of its best-selling grass seed mix to retailers. This practice is an example of a ________ discount.

Salespeople use geographic information systems to:

Terrence sells office equipment and is asked by a prospect, "How does your product compare to the one I'm currently using?" To prepare for this question, Terrence should have:

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

Knight's Catering Service receives a May 19^th invoice for $150 with terms of 3/10 net 30. If Knight's pays the invoice on May 28^th, how much is due?