Question 1

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

Accepted Answer

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

Question 2

_____ advertising is designed to reach all users of the products whether consumers or industrial buyers.

Accepted Answer

A)  Direct-mail 
B)  Industrial 
C)  Trade 
D)  National 
E)  Retail 
A)  Direct-mail 
B)  Industrial 
C)  Trade 
D)  National 
E)  Retail

Question 3

Todd,a sales representative for a textbook publisher,knows the name and direct line of each client's administrative assistant.Which type of software most likely helps Todd keep track of this information?

Accepted Answer

A)  GIS 
B)  POP 
C)  Inventory management 
D)  Contact management 
E)  Calendar management 
A)  GIS 
B)  POP 
C)  Inventory management 
D)  Contact management 
E)  Calendar management

Question 4

Sheila Dunn is the author of a children's book.A retail bookstore chain has agreed to advertise Sheila's book aggressively with lots of countertop literature racks,posters,banners,and life-size images of the characters from her book.All of these are examples of:

Accepted Answer

A)  trade sales promotion efforts. 
B)  point-of-purchase displays. 
C)  shelf positioning tools. 
D)  shelf facing tactics. 
E)  retailer premiums. 
A)  trade sales promotion efforts. 
B)  point-of-purchase displays. 
C)  shelf positioning tools. 
D)  shelf facing tactics. 
E)  retailer premiums.

Question 5

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)  Negotiation training 
B)  Sales training 
C)  Market positioning 
D)  Contact management 
E)  Job development 
A)  Negotiation training 
B)  Sales training 
C)  Market positioning 
D)  Contact management 
E)  Job development

Question 6

Which of the following is a quantity discount that involves a one-time reduction in price?

Accepted Answer

A)  Cash discount 
B)  Noncumulative quantity discount 
C)  Trade discount 
D)  Cumulative quantity discount 
E)  Consumer discount 
A)  Cash discount 
B)  Noncumulative quantity discount 
C)  Trade discount 
D)  Cumulative quantity discount 
E)  Consumer discount

Question 7

In office settings,a salesperson should not use speakerphones unless it is required for a meeting.

Accepted Answer

A) True 
 B)False

Question 8

The right time for a salesperson to use a speakerphone in an office setting is when he or she is:

Accepted Answer

A)  inputting data into a computer. 
B)  participating in a conference call. 
C)  part of a regional sales team. 
D)  talking to someone in an office. 
E)  talking to a key customer. 
A)  inputting data into a computer. 
B)  participating in a conference call. 
C)  part of a regional sales team. 
D)  talking to someone in an office. 
E)  talking to a key customer.

Question 9

Which of the following would most likely include a trial sample or request consumers to complete a questionnaire to receive a free product sample?

Accepted Answer

A)  Trade advertising 
B)  Industrial advertising 
C)  Cooperative advertising 
D)  Retail advertising 
E)  Direct-mail advertising 
A)  Trade advertising 
B)  Industrial advertising 
C)  Cooperative advertising 
D)  Retail advertising 
E)  Direct-mail advertising

Question 10

One method to obtain information on competitors is through advertisements.

Accepted Answer

A) True 
 B)False

Question 11

Advertising developed and paid for by manufacturers and directed toward wholesalers is most likely _____ advertising.

Accepted Answer

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

Question 12

With reference to sales promotion,POP stands for price-on-purchase.

Accepted Answer

A) True 
 B)False

Question 13

Knowledge of selling is gained only through formal classes,which is why firms invest so heavily in employee training programs.

Accepted Answer

A) True 
 B)False

Question 14

Advertising directed toward individuals who purchase products for use in manufacturing other products is called _____ advertising.

Accepted Answer

A)  industrial 
B)  national 
C)  trade 
D)  manufacturers' 
E)  installation 
A)  industrial 
B)  national 
C)  trade 
D)  manufacturers' 
E)  installation

Question 15

How does the salesperson obtain the knowledge needed for selling?

Accepted Answer

The knowledge for selling can be obtaine

Question 16

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Accepted Answer

A)  How the product performs 
B)  How the product is selling in the market 
C)  Specific features and benefits of the product 
D)  Physical size and characteristics of the product 
E)  Steps and safety precautions required to make the product 
A)  How the product performs 
B)  How the product is selling in the market 
C)  Specific features and benefits of the product 
D)  Physical size and characteristics of the product 
E)  Steps and safety precautions required to make the product

Question 17

Shelf facings are defined as the:

Accepted Answer

A)  number of products of a particular manufacturer in a retail outlet. 
B)  number of individual POP displays placed within a retail store. 
C)  physical placement of the product within the retail store. 
D)  total number of products in a retail outlet. 
E)  number of individual products placed beside each other on a retailer's shelf. 
A)  number of products of a particular manufacturer in a retail outlet. 
B)  number of individual POP displays placed within a retail store. 
C)  physical placement of the product within the retail store. 
D)  total number of products in a retail outlet. 
E)  number of individual products placed beside each other on a retailer's shelf.

Question 18

Price refers to the value of a product that attracts the buyer to exchange something of value for the product.

Accepted Answer

A) True 
 B)False

Question 19

A salesperson selling ________ to ________ would most likely need the most extensive product and company knowledge.

Accepted Answer

A)  skis; consumers 
B)  jewelry; retailers 
C)  televisions; consumers 
D)  computers; small businesses 
E)  rocket components; engineers 
A)  skis; consumers 
B)  jewelry; retailers 
C)  televisions; consumers 
D)  computers; small businesses 
E)  rocket components; engineers

Question 20

Local supermarkets and department stores regularly advertise nationally distributed brand products.Which of the following advertisement types are they most likely to use?

Accepted Answer

A)  Retail advertising 
B)  National advertising 
C)  Cooperative advertising 
D)  Trade advertising 
E)  Industrial advertising 
A)  Retail advertising 
B)  National advertising 
C)  Cooperative advertising 
D)  Trade advertising 
E)  Industrial advertising

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

_____ advertising is designed to reach all users of the products whether consumers or industrial buyers.

Todd,a sales representative for a textbook publisher,knows the name and direct line of each client's administrative assistant.Which type of software most likely helps Todd keep track of this information?

Sheila Dunn is the author of a children's book.A retail bookstore chain has agreed to advertise Sheila's book aggressively with lots of countertop literature racks,posters,banners,and life-size images of the characters from her book.All of these are examples of:

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?

Which of the following is a quantity discount that involves a one-time reduction in price?

In office settings,a salesperson should not use speakerphones unless it is required for a meeting.

The right time for a salesperson to use a speakerphone in an office setting is when he or she is:

Which of the following would most likely include a trial sample or request consumers to complete a questionnaire to receive a free product sample?

One method to obtain information on competitors is through advertisements.

Advertising developed and paid for by manufacturers and directed toward wholesalers is most likely _____ advertising.

With reference to sales promotion,POP stands for price-on-purchase.

Knowledge of selling is gained only through formal classes,which is why firms invest so heavily in employee training programs.

Advertising directed toward individuals who purchase products for use in manufacturing other products is called _____ advertising.

How does the salesperson obtain the knowledge needed for selling?

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Shelf facings are defined as the:

Price refers to the value of a product that attracts the buyer to exchange something of value for the product.

A salesperson selling to would most likely need the most extensive product and company knowledge.

Local supermarkets and department stores regularly advertise nationally distributed brand products.Which of the following advertisement types are they most likely to use?

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

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

_____ advertising is designed to reach all users of the products whether consumers or industrial buyers.

Todd,a sales representative for a textbook publisher,knows the name and direct line of each client's administrative assistant.Which type of software most likely helps Todd keep track of this information?

Sheila Dunn is the author of a children's book.A retail bookstore chain has agreed to advertise Sheila's book aggressively with lots of countertop literature racks,posters,banners,and life-size images of the characters from her book.All of these are examples of:

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?

Which of the following is a quantity discount that involves a one-time reduction in price?

In office settings,a salesperson should not use speakerphones unless it is required for a meeting.

The right time for a salesperson to use a speakerphone in an office setting is when he or she is:

Which of the following would most likely include a trial sample or request consumers to complete a questionnaire to receive a free product sample?

One method to obtain information on competitors is through advertisements.

Advertising developed and paid for by manufacturers and directed toward wholesalers is most likely _____ advertising.

With reference to sales promotion,POP stands for price-on-purchase.

Knowledge of selling is gained only through formal classes,which is why firms invest so heavily in employee training programs.

Advertising directed toward individuals who purchase products for use in manufacturing other products is called _____ advertising.

How does the salesperson obtain the knowledge needed for selling?

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Shelf facings are defined as the:

Price refers to the value of a product that attracts the buyer to exchange something of value for the product.

A salesperson selling ________ to ________ would most likely need the most extensive product and company knowledge.

Local supermarkets and department stores regularly advertise nationally distributed brand products.Which of the following advertisement types are they most likely to use?

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

A salesperson selling to would most likely need the most extensive product and company knowledge.