Question 1

Which of the following is an appropriate guideline to follow when communicating with a cell phone?

Accepted Answer

A)  Remember the person you are with should be the most important person for you to be communicating with. 
B)  Speak louder into a cell phone than you would in other types of phones. 
C)  Never ignore a cell phone call. 
D)  Never let your voice mail take the call. 
E)  Always keep your phone in message mode. 
A)  Remember the person you are with should be the most important person for you to be communicating with. 
B)  Speak louder into a cell phone than you would in other types of phones. 
C)  Never ignore a cell phone call. 
D)  Never let your voice mail take the call. 
E)  Always keep your phone in message mode.

Question 2

In most cases national and retail advertising is aimed at:

Accepted Answer

A)  manufacturers. 
B)  wholesalers. 
C)  final consumers. 
D)  trade specialists. 
E)  industrial users. 
A)  manufacturers. 
B)  wholesalers. 
C)  final consumers. 
D)  trade specialists. 
E)  industrial users.

Question 3

Which of the following is most likely an example of a trade sales promotion?

Accepted Answer

A)  Free samples 
B)  Free merchandise 
C)  Consumer contests 
D)  Store coupons 
E)  Consumer demonstrations 
A)  Free samples 
B)  Free merchandise 
C)  Consumer contests 
D)  Store coupons 
E)  Consumer demonstrations

Question 4

According to the text, salespeople need to have sales knowledge to:

Accepted Answer

A)  comply with Green River Ordinances. 
B)  build the buyer's confidence in the salesperson. 
C)  eliminate inequities in sales experience. 
D)  more efficiently manage inventory. 
E)  win their employers' confidence. 
A)  comply with Green River Ordinances. 
B)  build the buyer's confidence in the salesperson. 
C)  eliminate inequities in sales experience. 
D)  more efficiently manage inventory. 
E)  win their employers' confidence.

Question 5

The ________ is the dollar amount added to the cost of a product to determine its selling price.

Accepted Answer

A)  markup 
B)  profit factor 
C)  consumer add-on 
D)  gross profit 
E)  net profit 
A)  markup 
B)  profit factor 
C)  consumer add-on 
D)  gross profit 
E)  net profit

Question 6

Monitoring advertising and sales promotion activities enables salespeople to include current data and prices into sales presentations.

Accepted Answer

A) True 
 B)False

Question 7

Smith-Lockwood, a gift store, ran a half-page advertisement in a regional newspaper for Howard Miller brand clocks. Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost. This is most likely an example of ________ advertising.

Accepted Answer

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

Question 8

To make the most efficient use of technology and software applications as sales tools, salespeople should use them to:

Accepted Answer

A)  play games while they wait for a customer. 
B)  make cold calls. 
C)  help them avoid using the wrong closing. 
D)  improve their personal productivity. 
E)  create personal blogs. 
A)  play games while they wait for a customer. 
B)  make cold calls. 
C)  help them avoid using the wrong closing. 
D)  improve their personal productivity. 
E)  create personal blogs.

Question 9

Which of the following is NOT a guideline to follow when communicating with a cell phone?

Accepted Answer

A)  If you are expecting an important call during a presentation, make sure to silence your ringer. 
B)  Use the caller ID feature as a screening method. 
C)  Turn off the phone during meetings and sales calls. 
D)  Return messages as soon as possible. 
E)  Speak extra loudly into the phone. 
A)  If you are expecting an important call during a presentation, make sure to silence your ringer. 
B)  Use the caller ID feature as a screening method. 
C)  Turn off the phone during meetings and sales calls. 
D)  Return messages as soon as possible. 
E)  Speak extra loudly into the phone.

Question 10

A successful salesperson focuses only on gaining knowledge about the specific product being sold because that is the only information that customers demand.

Accepted Answer

A) True 
 B)False

Question 11

When communicating with e-mail messages, you should never:

Accepted Answer

A)  use friendly closings. 
B)  be too brief. 
C)  use salutations. 
D)  use all capital letters. 
E)  include subject headings. 
A)  use friendly closings. 
B)  be too brief. 
C)  use salutations. 
D)  use all capital letters. 
E)  include subject headings.

Question 12

Which term refers to an employer's effort to provide the opportunity for salespeople to learn about the job-related skills, knowledge, and attitudes that lead to sales success?

Accepted Answer

A)  Market positioning 
B)  Sales training 
C)  Sales enhancement 
D)  Market delegation 
E)  Job development 
A)  Market positioning 
B)  Sales training 
C)  Sales enhancement 
D)  Market delegation 
E)  Job development

Question 13

Distinguish between shelf positioning and shelf facings.

Accepted Answer

Shelf positioning refers to th

Question 14

Why do some businesses require that new salespeople work on the company's assembly line?

Accepted Answer

A)  Develop empathy 
B)  Gain product knowledge 
C)  Analyze channel distribution 
D)  Monitor customer service facilities 
E)  Form relationships with co-workers 
A)  Develop empathy 
B)  Gain product knowledge 
C)  Analyze channel distribution 
D)  Monitor customer service facilities 
E)  Form relationships with co-workers

Question 15

Identify the incorrect statement about the buyer's expectations from a knowledgeable salesperson.

Accepted Answer

A)  Buyers want salespeople to aid them in meeting their professional goals. 
B)  Buyers want salespeople to have knowledge about product and service, only. 
C)  Buyers want salespeople to aid them in meeting their organizational goals. 
D)  Buyers want salespeople to aid them in meeting their personal goals 
E)  Buyers want salespeople to be able to furnish important information on the environment and help interpret the information. 
A)  Buyers want salespeople to aid them in meeting their professional goals. 
B)  Buyers want salespeople to have knowledge about product and service, only. 
C)  Buyers want salespeople to aid them in meeting their organizational goals. 
D)  Buyers want salespeople to aid them in meeting their personal goals 
E)  Buyers want salespeople to be able to furnish important information on the environment and help interpret the information.

Question 16

If one case of Winston brand chocolate molds costs $10.00, but a single order for 10 cases costs a total of $94.00, it is MOST accurate to say that:

Accepted Answer

A)  someone in the manufacturer's book keeping department made an error. 
B)  the manufacturer offers a cash discount. 
C)  the manufacturer offers a cumulative quantity discount. 
D)  the manufacturer offers a noncumulative quantity discount. 
E)  the manufacturer offers a trade discount. 
A)  someone in the manufacturer's book keeping department made an error. 
B)  the manufacturer offers a cash discount. 
C)  the manufacturer offers a cumulative quantity discount. 
D)  the manufacturer offers a noncumulative quantity discount. 
E)  the manufacturer offers a trade discount.

Which of the following is an appropriate guideline to follow when communicating with a cell phone?

In most cases national and retail advertising is aimed at:

Which of the following is most likely an example of a trade sales promotion?

According to the text, salespeople need to have sales knowledge to:

The ________ is the dollar amount added to the cost of a product to determine its selling price.

Monitoring advertising and sales promotion activities enables salespeople to include current data and prices into sales presentations.

Smith-Lockwood, a gift store, ran a half-page advertisement in a regional newspaper for Howard Miller brand clocks. Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost. This is most likely an example of ________ advertising.

To make the most efficient use of technology and software applications as sales tools, salespeople should use them to:

Which of the following is NOT a guideline to follow when communicating with a cell phone?

A successful salesperson focuses only on gaining knowledge about the specific product being sold because that is the only information that customers demand.

When communicating with e-mail messages, you should never:

Which term refers to an employer's effort to provide the opportunity for salespeople to learn about the job-related skills, knowledge, and attitudes that lead to sales success?

Distinguish between shelf positioning and shelf facings.

Why do some businesses require that new salespeople work on the company's assembly line?

Identify the incorrect statement about the buyer's expectations from a knowledgeable salesperson.

If one case of Winston brand chocolate molds costs $10.00, but a single order for 10 cases costs a total of $94.00, it is MOST accurate to say that:

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

Which of the following is an appropriate guideline to follow when communicating with a cell phone?

In most cases national and retail advertising is aimed at:

Which of the following is most likely an example of a trade sales promotion?

According to the text, salespeople need to have sales knowledge to:

The ________ is the dollar amount added to the cost of a product to determine its selling price.

Monitoring advertising and sales promotion activities enables salespeople to include current data and prices into sales presentations.

Smith-Lockwood, a gift store, ran a half-page advertisement in a regional newspaper for Howard Miller brand clocks. Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost. This is most likely an example of ________ advertising.

To make the most efficient use of technology and software applications as sales tools, salespeople should use them to:

Which of the following is NOT a guideline to follow when communicating with a cell phone?

A successful salesperson focuses only on gaining knowledge about the specific product being sold because that is the only information that customers demand.

When communicating with e-mail messages, you should never:

Which term refers to an employer's effort to provide the opportunity for salespeople to learn about the job-related skills, knowledge, and attitudes that lead to sales success?

Distinguish between shelf positioning and shelf facings.

Why do some businesses require that new salespeople work on the company's assembly line?

Identify the incorrect statement about the buyer's expectations from a knowledgeable salesperson.

If one case of Winston brand chocolate molds costs $10.00, but a single order for 10 cases costs a total of $94.00, it is MOST accurate to say that:

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