Question 1

A salesperson tells a hardware retailer,"Buy 10 sprayers today and get one free." The retailer is being offered a _____ discount.

Accepted Answer

A) trade 
B) cash 
C) noncumulative quantity 
D) consumer 
E) cumulative quantity 
A) trade 
B) cash 
C) noncumulative quantity 
D) consumer 
E) cumulative quantity C

Question 2

Net price is the standard price charged to customers.

Accepted Answer

A) True 
 B)False  False

Question 3

A car salesperson was selling a used car to Larry Travis when Larry said,"I really like this car,but I am not going to buy any car without knowing its history." The salesperson went to his computer,visited a Website called Car Fax and handed Travis a printout of the car's history.This incident best exemplifies how:

Accepted Answer

A) a sales-oriented promotional method is effective. 
B) changes in the technology have enhanced sales. 
C) influential transactional selling methods can be. 
D) a partnering relationship develops with consumers. 
E) important contact management software is to salespeople.. 
A) a sales-oriented promotional method is effective. 
B) changes in the technology have enhanced sales. 
C) influential transactional selling methods can be. 
D) a partnering relationship develops with consumers. 
E) important contact management software is to salespeople.. B

Question 4

A value analysis is defined as a:

Accepted Answer

A) listing of those products with the highest prices. 
B) determination of the best product for the money. 
C) listing of those products with the lowest prices. 
D) way to save costs while using cheaper products. 
E) way to save costs while using high-end products. 
A) listing of those products with the highest prices. 
B) determination of the best product for the money. 
C) listing of those products with the lowest prices. 
D) way to save costs while using cheaper products. 
E) way to save costs while using high-end products.

Question 5

In early 2003,billboards showing Polish actress Anna Przybylska urging Poles to vote to approve the nation's membership in the European Union were seen all over Poland.These billboards and other marketing communications supported speeches given at public meetings that encouraged an affirmative vote for EU membership.This exemplified how:

Accepted Answer

A) sales promotions support personal selling. 
B) other promotional elements are not as effective as personal selling. 
C) advertising supports personal selling efforts. 
D) advertising is more important than personal selling. 
E) advertising supports publicity. 
A) sales promotions support personal selling. 
B) other promotional elements are not as effective as personal selling. 
C) advertising supports personal selling efforts. 
D) advertising is more important than personal selling. 
E) advertising supports publicity.

Question 6

_____ is the money available to a firm to cover the costs of marketing its products,operating the business,and profit.

Accepted Answer

A) Operating factor 
B) Price factor 
C) Final discount 
D) Gross profit 
E) Net profit 
A) Operating factor 
B) Price factor 
C) Final discount 
D) Gross profit 
E) Net profit

Question 7

A salesperson selling ________ to ________ would most likely the most extensive product 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 8

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

Question 9

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.

Question 10

What kind of advertising would be found in Florist,a magazine with a mission "to inform,inspire,and educate retail florists"?

Accepted Answer

The answer of What kind of advertising would be found...

Question 11

In the area of sales promotions,the letters POP stand for priced-on-purchase.

Accepted Answer

A) True 
 B)False

Question 12

A product is priced FOB destination,which means:

Accepted Answer

A) title of goods passes to customer when they are loaded on the shipping vehicles. 
B) the buyer pays the shipping costs. 
C) the seller pays the shipping costs. 
D) the buyer and seller share the shipping costs equally. 
E) freight over a basic fee is paid at the destination. 
A) title of goods passes to customer when they are loaded on the shipping vehicles. 
B) the buyer pays the shipping costs. 
C) the seller pays the shipping costs. 
D) the buyer and seller share the shipping costs equally. 
E) freight over a basic fee is paid at the destination.

Question 13

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

Accepted Answer

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

Question 14

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 15

The Internet and the World Wide Web are the same thing.

Accepted Answer

A) True 
 B)False

Question 16

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 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

As Austin sells Clearwater Hampers,he can use his laptop computer to do all of the following EXCEPT:

Accepted Answer

A) initiate trial closes. 
B) generate expense reports. 
C) check a shipment status. 
D) track customer buying patterns. 
E) create sales presentations. 
A) initiate trial closes. 
B) generate expense reports. 
C) check a shipment status. 
D) track customer buying patterns. 
E) create sales presentations.

Question 20

List the three most popular sales force automation systems.

Accepted Answer

Word proce

A salesperson tells a hardware retailer,"Buy 10 sprayers today and get one free." The retailer is being offered a _____ discount.

Net price is the standard price charged to customers.

A value analysis is defined as a:

_____ is the money available to a firm to cover the costs of marketing its products,operating the business,and profit.

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

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

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:

What kind of advertising would be found in Florist,a magazine with a mission "to inform,inspire,and educate retail florists"?

In the area of sales promotions,the letters POP stand for priced-on-purchase.

A product is priced FOB destination,which means:

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

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?

The Internet and the World Wide Web are the same thing.

Salespeople use geographic information systems to:

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

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

As Austin sells Clearwater Hampers,he can use his laptop computer to do all of the following EXCEPT:

List the three most popular sales force automation systems.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

Exam 5: Sales Knowledge: Customers, products, technologies

A salesperson tells a hardware retailer,"Buy 10 sprayers today and get one free." The retailer is being offered a _____ discount.

Net price is the standard price charged to customers.

A value analysis is defined as a:

_____ is the money available to a firm to cover the costs of marketing its products,operating the business,and profit.

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

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

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:

What kind of advertising would be found in Florist,a magazine with a mission "to inform,inspire,and educate retail florists"?

In the area of sales promotions,the letters POP stand for priced-on-purchase.

A product is priced FOB destination,which means:

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

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?

The Internet and the World Wide Web are the same thing.

Salespeople use geographic information systems to:

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

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

As Austin sells Clearwater Hampers,he can use his laptop computer to do all of the following EXCEPT:

List the three most popular sales force automation systems.

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

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