Question 1

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

Accepted Answer

A)  retailers' resistance to change. 
B)  unclear product categories. 
C)  negative publicity. 
D)  poor self-regulation. 
E)  limited shelf space. 
A)  retailers' resistance to change. 
B)  unclear product categories. 
C)  negative publicity. 
D)  poor self-regulation. 
E)  limited shelf space.

Question 2

A veterinarian ran a local newspaper advertisement announcing it was the exclusive distributor of Hill brand gourmet pet food.The Hill salesperson reimbursed the veterinarian for the media cost.This is most likely an example of _____ advertising.

Accepted Answer

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

Question 3

Trade advertising is advertising the retailer conducts with the cost shared between manufacturer and retailer.

Accepted Answer

A) True 
 B)False

Question 4

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

Accepted Answer

A) True 
 B)False

Question 5

The personal computer is a valuable tool for increasing a salesperson's productivity and improving customer relationships.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following would most likely be used by a salesperson to make a sales presentation that includes product video clips?

Accepted Answer

A)  Outlook 
B)  Windows 
C)  Excel 
D)  PowerPoint 
E)  Internet Explorer 
A)  Outlook 
B)  Windows 
C)  Excel 
D)  PowerPoint 
E)  Internet Explorer

Question 7

A manufacturer that bases its charge to customers on the customer's location or the customer's distance from the shipping point is using a(n)_____ price.

Accepted Answer

A)  geographic 
B)  zone 
C)  FOB destination 
D)  net 
E)  FOB shipping point 
A)  geographic 
B)  zone 
C)  FOB destination 
D)  net 
E)  FOB shipping point

Question 8

Electronic calendar management can result in improved time management.

Accepted Answer

A) True 
 B)False

Question 9

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 10

A POP display would most likely be used by a retailer to:

Accepted Answer

A)  facilitate the SELL sequence in a sales presentation. 
B)  develop long-term customer relationships. 
C)  meet environmental requirements. 
D)  attract customer attention. 
E)  expand shelf space. 
A)  facilitate the SELL sequence in a sales presentation. 
B)  develop long-term customer relationships. 
C)  meet environmental requirements. 
D)  attract customer attention. 
E)  expand shelf space.

Question 11

When leaving a voice message,avoid stating your name or phone number more than once to save storage space on the user's voice mail system.

Accepted Answer

A) True 
 B)False

Question 12

The three major categories of premiums are sales force premiums,consumer premiums,and dealer premiums.

Accepted Answer

A) True 
 B)False

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 28,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

_____ refers to the physical placement of the product within the retail store.

Accepted Answer

A)  Inventory management 
B)  Shelf positioning 
C)  Suggestion selling 
D)  Shelf facing 
E)  Stock locating 
A)  Inventory management 
B)  Shelf positioning 
C)  Suggestion selling 
D)  Shelf facing 
E)  Stock locating

Question 15

Which of the following would most likely remind a salesperson to send a thank-you letter to a sales prospect?

Accepted Answer

A)  Geographic information system 
B)  Electronic Rolodex 
C)  Sales force automation system 
D)  Demographic information system 
E)  Global positioning system 
A)  Geographic information system 
B)  Electronic Rolodex 
C)  Sales force automation system 
D)  Demographic information system 
E)  Global positioning system

Question 16

Salespeople who use a mobile office are not as efficient as those who work out of a stable office.

Accepted Answer

A) True 
 B)False

Question 17

What sort of knowledge should you have about your resellers?

Accepted Answer

Some important information you should ha

Question 18

National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.

Accepted Answer

A) True 
 B)False

Question 19

To make the most efficient use of computers as sales tools,salespeople should use their personal computers to:

Accepted Answer

A)  play challenging games. 
B)  make additional cold calls. 
C)  help them avoid poor closings. 
D)  improve their personal productivity. 
E)  create personal blogs about selling. 
A)  play challenging games. 
B)  make additional cold calls. 
C)  help them avoid poor closings. 
D)  improve their personal productivity. 
E)  create personal blogs about selling.

Question 20

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

Accepted Answer

A) True 
 B)False

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

A veterinarian ran a local newspaper advertisement announcing it was the exclusive distributor of Hill brand gourmet pet food.The Hill salesperson reimbursed the veterinarian for the media cost.This is most likely an example of _____ advertising.

Trade advertising is advertising the retailer conducts with the cost shared between manufacturer and retailer.

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

The personal computer is a valuable tool for increasing a salesperson's productivity and improving customer relationships.

Which of the following would most likely be used by a salesperson to make a sales presentation that includes product video clips?

A manufacturer that bases its charge to customers on the customer's location or the customer's distance from the shipping point is using a(n)_____ price.

Electronic calendar management can result in improved time management.

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

A POP display would most likely be used by a retailer to:

When leaving a voice message,avoid stating your name or phone number more than once to save storage space on the user's voice mail system.

The three major categories of premiums are sales force premiums,consumer premiums,and dealer premiums.

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,how much is due?

_____ refers to the physical placement of the product within the retail store.

Which of the following would most likely remind a salesperson to send a thank-you letter to a sales prospect?

Salespeople who use a mobile office are not as efficient as those who work out of a stable office.

What sort of knowledge should you have about your resellers?

National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.

To make the most efficient use of computers as sales tools,salespeople should use their personal computers to:

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

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

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

A veterinarian ran a local newspaper advertisement announcing it was the exclusive distributor of Hill brand gourmet pet food.The Hill salesperson reimbursed the veterinarian for the media cost.This is most likely an example of _____ advertising.

Trade advertising is advertising the retailer conducts with the cost shared between manufacturer and retailer.

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

The personal computer is a valuable tool for increasing a salesperson's productivity and improving customer relationships.

Which of the following would most likely be used by a salesperson to make a sales presentation that includes product video clips?

A manufacturer that bases its charge to customers on the customer's location or the customer's distance from the shipping point is using a(n)_____ price.

Electronic calendar management can result in improved time management.

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

A POP display would most likely be used by a retailer to:

When leaving a voice message,avoid stating your name or phone number more than once to save storage space on the user's voice mail system.

The three major categories of premiums are sales force premiums,consumer premiums,and dealer premiums.

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 28,how much is due?

_____ refers to the physical placement of the product within the retail store.

Which of the following would most likely remind a salesperson to send a thank-you letter to a sales prospect?

Salespeople who use a mobile office are not as efficient as those who work out of a stable office.

What sort of knowledge should you have about your resellers?

National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.

To make the most efficient use of computers as sales tools,salespeople should use their personal computers to:

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

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

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,how much is due?