Question 1

A primary obstacle faced by a salesperson who is trying to get shelf space for a new product is limited retail store space.

Accepted Answer

A) True 
 B)False  True

Question 2

Sales force automation addresses three broad areas of functionality: personal productivity,communications,and order processing and customer service.

Accepted Answer

A) True 
 B)False  True

Question 3

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

Accepted Answer

A) True 
 B)False  True

Question 4

A(n)_____ is an article of merchandise offered as an incentive to the user to take some action.

Accepted Answer

A)  premium 
B)  POP display 
C)  earned discount 
D)  value adding product 
E)  quantity discount allowance 
A)  premium 
B)  POP display 
C)  earned discount 
D)  value adding product 
E)  quantity discount allowance

Question 5

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

Accepted Answer

A)  hashtag 
B)  computerized atlas 
C)  management information system 
D)  shared worksheet platform 
E)  geographic information system 
A)  hashtag 
B)  computerized atlas 
C)  management information system 
D)  shared worksheet platform 
E)  geographic information system

Question 6

Carla Piretti is a manager of a plant that processes recycled plastic and sells it to other companies.She recently saw an advertisement for a machine that would help her company 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 7

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 8

A product is priced "FOB destination." This expression means:

Accepted Answer

A)  the shipping costs are negotiable. 
B)  the buyer pays the shipping costs. 
C)  the seller pays all shipping costs. 
D)  the buyer and seller share the shipping costs. 
E)  freight over a basic fee is paid at the destination. 
A)  the shipping costs are negotiable. 
B)  the buyer pays the shipping costs. 
C)  the seller pays all shipping costs. 
D)  the buyer and seller share the shipping costs. 
E)  freight over a basic fee is paid at the destination.

Question 9

Many companies offer customers various types of discounts,which are usually developed at the business unit level by the firm's product managers.

Accepted Answer

A) True 
 B)False

Question 10

List and explain the six basic types of advertising programs that a company can use.

Accepted Answer

The six basic types of advertising progr

Question 11

Which of the following is NOT a feature associated with electronic calendar management?

Accepted Answer

A)  Links scheduled events with accounts 
B)  Assigns relative priorities to items listed 
C)  Automatically checks for scheduling conflicts 
D)  Reduces time management errors 
E)  Includes product order history 
A)  Links scheduled events with accounts 
B)  Assigns relative priorities to items listed 
C)  Automatically checks for scheduling conflicts 
D)  Reduces time management errors 
E)  Includes product order history

Question 12

The rules of netiquette encourage the use of all capital letters in e-mails that need to be communicated quickly.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following statements about sales training is most likely 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 14

What aspects should you know about your product? How can you develop such knowledge?

Accepted Answer

Product knowledge includes details such

Question 15

How does a mobile office benefit a salesperson?

Accepted Answer

In a mobile office salespeople can stay

Question 16

Posh Pets is a small retailer of decorative pet-related merchandise.The price charged by its suppliers after allowance for all discounts is the _____ price.

Accepted Answer

A)  discretionary 
B)  zone 
C)  list 
D)  net 
E)  marginal 
A)  discretionary 
B)  zone 
C)  list 
D)  net 
E)  marginal

Question 17

Surfing the Internet primarily refers to:

Accepted Answer

A)  exploring sites found on the Web. 
B)  creating links between Web sites. 
C)  participating in online chat rooms. 
D)  accessing the Internet on a PDA. 
E)  purchasing a license for Internet access. 
A)  exploring sites found on the Web. 
B)  creating links between Web sites. 
C)  participating in online chat rooms. 
D)  accessing the Internet on a PDA. 
E)  purchasing a license for Internet access.

Question 18

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.

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Which information is the LEAST important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

Accepted Answer

A)  Distribution policies 
B)  Product lines carried 
C)  Pricing policies 
D)  Purchase history 
E)  Inventory methods 
A)  Distribution policies 
B)  Product lines carried 
C)  Pricing policies 
D)  Purchase history 
E)  Inventory methods

A primary obstacle faced by a salesperson who is trying to get shelf space for a new product is limited retail store space.

Sales force automation addresses three broad areas of functionality: personal productivity,communications,and order processing and customer service.

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

A(n)_____ is an article of merchandise offered as an incentive to the user to take some action.

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

Carla Piretti is a manager of a plant that processes recycled plastic and sells it to other companies.She recently saw an advertisement for a machine that would help her company reduce the cost of reclaiming the recycled plastic by 20 percent.This ad is an example of trade advertising.

Manufacturers are LEAST likely to use premiums for:

A product is priced "FOB destination." This expression means:

Many companies offer customers various types of discounts,which are usually developed at the business unit level by the firm's product managers.

List and explain the six basic types of advertising programs that a company can use.

Which of the following is NOT a feature associated with electronic calendar management?

The rules of netiquette encourage the use of all capital letters in e-mails that need to be communicated quickly.

Which of the following statements about sales training is most likely true?

What aspects should you know about your product? How can you develop such knowledge?

How does a mobile office benefit a salesperson?

Posh Pets is a small retailer of decorative pet-related merchandise.The price charged by its suppliers after allowance for all discounts is the _____ price.

Surfing the Internet primarily refers 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:

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

Which information is the LEAST important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 6: Sales Knowledge: Customers, Products, technologies

A primary obstacle faced by a salesperson who is trying to get shelf space for a new product is limited retail store space.

Sales force automation addresses three broad areas of functionality: personal productivity,communications,and order processing and customer service.

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

A(n)_____ is an article of merchandise offered as an incentive to the user to take some action.

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

Carla Piretti is a manager of a plant that processes recycled plastic and sells it to other companies.She recently saw an advertisement for a machine that would help her company reduce the cost of reclaiming the recycled plastic by 20 percent.This ad is an example of trade advertising.

Manufacturers are LEAST likely to use premiums for:

A product is priced "FOB destination." This expression means:

Many companies offer customers various types of discounts,which are usually developed at the business unit level by the firm's product managers.

List and explain the six basic types of advertising programs that a company can use.

Which of the following is NOT a feature associated with electronic calendar management?

The rules of netiquette encourage the use of all capital letters in e-mails that need to be communicated quickly.

Which of the following statements about sales training is most likely true?

What aspects should you know about your product? How can you develop such knowledge?

How does a mobile office benefit a salesperson?

Posh Pets is a small retailer of decorative pet-related merchandise.The price charged by its suppliers after allowance for all discounts is the _____ price.

Surfing the Internet primarily refers 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:

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

Which information is the LEAST important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters