Question 1

A salesperson with contact management software has a map file for routing each day's schedule.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following is a fully functional computer that works as an extension of a salesperson's personal computer?

Accepted Answer

A)  MP3 
B)  POS 
C)  GPS 
D)  PDa 
E)  GIS 
A)  MP3 
B)  POS 
C)  GPS 
D)  PDa 
E)  GIS

Question 3

Smith-Lockwood,a gift store,ran a half-page newspaper advertisement for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.What type of advertising has most likely been used?

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 4

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

Accepted Answer

A)  comply with state and federal 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 state and federal 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

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

Accepted Answer

A) True 
 B)False

Question 6

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 7

Why is knowledge about their company,buyer,and market important to salespeople?

Accepted Answer

The three important reasons fo

Question 8

Cooperative advertising is paid for by retailers and designed to reach industrial buyers.

Accepted Answer

A) True 
 B)False

Question 9

Dell Computers wants to reach all potential users of their products,both industrial buyers and final consumers.They would most likely use _____ advertising because it has the greatest reach.

Accepted Answer

A)  trade 
B)  national 
C)  industrial 
D)  retail 
E)  cooperative 
A)  trade 
B)  national 
C)  industrial 
D)  retail 
E)  cooperative

Question 10

Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.

Accepted Answer

A) True 
 B)False

Question 11

Industrial advertising has more specified channels of communication and a smaller number of potential customers,leading to lower advertising costs.

Accepted Answer

A) True 
 B)False

Question 12

When the manufacturer of Western Riding Saddles advertises in a publication that is distributed only to operators of riding schools,it is an example of _____ advertising.

Accepted Answer

A)  industrial 
B)  national 
C)  retail 
D)  trade 
E)  pioneering 
A)  industrial 
B)  national 
C)  retail 
D)  trade 
E)  pioneering

Question 13

Which of the following is primarily a trade sales promotion?

Accepted Answer

A)  Free samples 
B)  Consumer demonstrations 
C)  Store coupons 
D)  Sweepstakes 
E)  Special purchase prices 
A)  Free samples 
B)  Consumer demonstrations 
C)  Store coupons 
D)  Sweepstakes 
E)  Special purchase prices

Question 14

Discounts on prices are usually determined by the firm's ____.

Accepted Answer

A)  chief executive officer 
B)  marketing managers 
C)  channel partners 
D)  salespeople 
E)  distributors 
A)  chief executive officer 
B)  marketing managers 
C)  channel partners 
D)  salespeople 
E)  distributors

Question 15

A premium is an article of merchandise offered as an incentive to encourage the user to take some action.

Accepted Answer

A) True 
 B)False

Question 16

Salespeople need to have selling knowledge for all of the following reasons EXCEPT:

Accepted Answer

A)  increasing sales. 
B)  building relationships with their customers. 
C)  increasing the individual salesperson's self-confidence. 
D)  building the buyer's confidence in the individual salesperson. 
E)  increasing cognitive dissonance among customers and competitors. 
A)  increasing sales. 
B)  building relationships with their customers. 
C)  increasing the individual salesperson's self-confidence. 
D)  building the buyer's confidence in the individual salesperson. 
E)  increasing cognitive dissonance among customers and competitors.

Question 17

Distinguish between shelf positioning and shelf facings.

Accepted Answer

Shelf positioning refers to th

Question 18

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 19

Premiums are used solely to encourage customers to come into the retailer store.

Accepted Answer

A) True 
 B)False

Question 20

In sales,the need for netiquette mostly arises when using text messaging.

Accepted Answer

A) True 
 B)False

A salesperson with contact management software has a map file for routing each day's schedule.

Which of the following is a fully functional computer that works as an extension of a salesperson's personal computer?

Smith-Lockwood,a gift store,ran a half-page newspaper advertisement for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.What type of advertising has most likely been used?

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

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

Salespeople use geographic information systems to:

Why is knowledge about their company,buyer,and market important to salespeople?

Cooperative advertising is paid for by retailers and designed to reach industrial buyers.

Dell Computers wants to reach all potential users of their products,both industrial buyers and final consumers.They would most likely use _____ advertising because it has the greatest reach.

Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.

Industrial advertising has more specified channels of communication and a smaller number of potential customers,leading to lower advertising costs.

When the manufacturer of Western Riding Saddles advertises in a publication that is distributed only to operators of riding schools,it is an example of _____ advertising.

Which of the following is primarily a trade sales promotion?

Discounts on prices are usually determined by the firm's ____.

A premium is an article of merchandise offered as an incentive to encourage the user to take some action.

Salespeople need to have selling knowledge for all of the following reasons EXCEPT:

Distinguish between shelf positioning and shelf facings.

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

Premiums are used solely to encourage customers to come into the retailer store.

In sales,the need for netiquette mostly arises when using text messaging.

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 salesperson with contact management software has a map file for routing each day's schedule.

Which of the following is a fully functional computer that works as an extension of a salesperson's personal computer?

Smith-Lockwood,a gift store,ran a half-page newspaper advertisement for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.What type of advertising has most likely been used?

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

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

Salespeople use geographic information systems to:

Why is knowledge about their company,buyer,and market important to salespeople?

Cooperative advertising is paid for by retailers and designed to reach industrial buyers.

Dell Computers wants to reach all potential users of their products,both industrial buyers and final consumers.They would most likely use _____ advertising because it has the greatest reach.

Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.

Industrial advertising has more specified channels of communication and a smaller number of potential customers,leading to lower advertising costs.

When the manufacturer of Western Riding Saddles advertises in a publication that is distributed only to operators of riding schools,it is an example of _____ advertising.

Which of the following is primarily a trade sales promotion?

Discounts on prices are usually determined by the firm's ____.

A premium is an article of merchandise offered as an incentive to encourage the user to take some action.

Salespeople need to have selling knowledge for all of the following reasons EXCEPT:

Distinguish between shelf positioning and shelf facings.

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

Premiums are used solely to encourage customers to come into the retailer store.

In sales,the need for netiquette mostly arises when using text messaging.

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