Question 1

The customer receives this type of discount for buying a certain amount of a product over a stated period of time.

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 2

Which of the following statements about sales training is 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 3

Smith-Lockwood,a gift store,ran a half-page advertisement in a regional newspaper for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.This is most likely an example of _____ advertising.

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

Netiquette:

Accepted Answer

A) does not change because it is based on common sense. 
B) is the term used for etiquette on the Internet. 
C) is based on the principle,"Don't put all of your eggs in one basket." 
D) advises e-mail senders to use flaming when implementing the AIDA process. 
E) is based on the iceberg principle. 
A) does not change because it is based on common sense. 
B) is the term used for etiquette on the Internet. 
C) is based on the principle,"Don't put all of your eggs in one basket." 
D) advises e-mail senders to use flaming when implementing the AIDA process. 
E) is based on the iceberg principle.

Question 5

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 6

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

Question 7

It costs Custom Design,Inc. ,$10 to make a brass and copper candleholder.It sells the candleholder to a wholesaler for $16.The wholesaler sells the candleholder to a gift shop for $20.The gift shop prices the candleholder at $45.What was the markup on selling price for each member of this product's channel of distribution?

Accepted Answer

Manufacturer $16 - $10/$16 = 3

Question 8

Identify the correct statement about sales training.

Accepted Answer

A) Knowledge of selling is primarily developed through experience. 
B) Most salespeople only go through about two weeks of sales training during their entire selling career. 
C) Sales knowledge gained from sales training typically does not benefit the salesperson. 
D) The only reason companies engage in sales training is to abide by federal government laws that require equity in positioning. 
E) A salesperson has to undergo sales training only at the beginning of a sales career. 
A) Knowledge of selling is primarily developed through experience. 
B) Most salespeople only go through about two weeks of sales training during their entire selling career. 
C) Sales knowledge gained from sales training typically does not benefit the salesperson. 
D) The only reason companies engage in sales training is to abide by federal government laws that require equity in positioning. 
E) A salesperson has to undergo sales training only at the beginning of a sales career.

Question 9

How does a mobile office benefit a salesperson?

Accepted Answer

In a mobile office salespeople can stay

Question 10

Etiquette rules for using the cell phone advise users to avoid cell yell.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is a one-time price reduction the manufacturer passes on to channel members or directly to customers?

Accepted Answer

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

Question 12

What is the difference between trade and industrial advertising?

Accepted Answer

Trade advertising is undertaken by the m

Question 13

According to the text,time is the most vulnerable asset a salesperson has to manage.

Accepted Answer

A) True 
 B)False

Question 14

The Internet is best described as:

Accepted Answer

A) a global network of computers. 
B) a service available only in the U.S. 
C) totally different from the phone system. 
D) synonymous with the World Wide Web. 
E) an extension of a person's personal computer. 
A) a global network of computers. 
B) a service available only in the U.S. 
C) totally different from the phone system. 
D) synonymous with the World Wide Web. 
E) an extension of a person's personal computer.

Question 15

Computerization provides salespeople with more efficient account control and better time and territory management.

Accepted Answer

A) True 
 B)False

Question 16

Briefly distinguish between the Internet and the World Wide Web.

Accepted Answer

The Internet refers to the phy

Question 17

All of the following are true about markup EXCEPT that it is:

Accepted Answer

A) based on a product's selling price or cost. 
B) intended to allow wholesalers to profit. 
C) usually expressed as a percentage. 
D) representative of gross profit. 
E) representative of net profit. 
A) based on a product's selling price or cost. 
B) intended to allow wholesalers to profit. 
C) usually expressed as a percentage. 
D) representative of gross profit. 
E) representative of net profit.

Question 18

Proctor & Gamble wants to reach all users of the firm's products,both industrial buyers and consumers The firm would most likely use _____ advertising because it has the greatest reach.

Accepted Answer

A) trade 
B) national 
C) relationship 
D) retail 
E) corporate 
A) trade 
B) national 
C) relationship 
D) retail 
E) corporate

Question 19

Distinguish between gross profit and net profit.

Accepted Answer

Gross profit is the money available to c

Question 20

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 _____ price.

Accepted Answer

A) marginal 
B) list 
C) zone 
D) net 
E) FOB shipping point 
A) marginal 
B) list 
C) zone 
D) net 
E) FOB shipping point

The customer receives this type of discount for buying a certain amount of a product over a stated period of time.

Which of the following statements about sales training is true?

Smith-Lockwood,a gift store,ran a half-page advertisement in a regional newspaper for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.This is most likely an example of _____ advertising.

Netiquette:

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

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

Identify the correct statement about sales training.

How does a mobile office benefit a salesperson?

Etiquette rules for using the cell phone advise users to avoid cell yell.

Which of the following is a one-time price reduction the manufacturer passes on to channel members or directly to customers?

What is the difference between trade and industrial advertising?

According to the text,time is the most vulnerable asset a salesperson has to manage.

The Internet is best described as:

Computerization provides salespeople with more efficient account control and better time and territory management.

Briefly distinguish between the Internet and the World Wide Web.

All of the following are true about markup EXCEPT that it is:

Proctor & Gamble wants to reach all users of the firm's products,both industrial buyers and consumers The firm would most likely use _____ advertising because it has the greatest reach.

Distinguish between gross profit and net profit.

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 _____ price.

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

The customer receives this type of discount for buying a certain amount of a product over a stated period of time.

Which of the following statements about sales training is true?

Smith-Lockwood,a gift store,ran a half-page advertisement in a regional newspaper for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.This is most likely an example of _____ advertising.

Netiquette:

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

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

Identify the correct statement about sales training.

How does a mobile office benefit a salesperson?

Etiquette rules for using the cell phone advise users to avoid cell yell.

Which of the following is a one-time price reduction the manufacturer passes on to channel members or directly to customers?

What is the difference between trade and industrial advertising?

According to the text,time is the most vulnerable asset a salesperson has to manage.

The Internet is best described as:

Computerization provides salespeople with more efficient account control and better time and territory management.

Briefly distinguish between the Internet and the World Wide Web.

All of the following are true about markup EXCEPT that it is:

Proctor & Gamble wants to reach all users of the firm's products,both industrial buyers and consumers The firm would most likely use _____ advertising because it has the greatest reach.

Distinguish between gross profit and net profit.

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 _____ price.

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