Question 1

Surfing the Internet refers to:

Accepted Answer

A) exploring sites found on the Web. 
B) creating links between Web sites. 
C) participating in online chat rooms. 
D) accessing the Internet on a PDA. 
E) purchasing a license for Internet access. 
A) exploring sites found on the Web. 
B) creating links between Web sites. 
C) participating in online chat rooms. 
D) accessing the Internet on a PDA. 
E) purchasing a license for Internet access.

Question 2

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 3

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

Accepted Answer

A) True 
 B)False

Question 4

When the salesperson told the owner of Pet World,"If you purchase a minimum of 700 pounds of my company's brand of dog treats over the next 12 months,you'll receive a discount of 10 percent," the pet storeowner knew she was getting 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

Question 5

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 6

A GIS is capable of revealing customer buying patterns.

Accepted Answer

A) True 
 B)False

Question 7

_____ is the computerized listing of all the customers that a salesperson meets in the process of making sales.

Accepted Answer

A) Contact management system 
B) Personal productivity 
C) A salesperson diary 
D) Spreadsheet organizer 
E) Worksheet information system 
A) Contact management system 
B) Personal productivity 
C) A salesperson diary 
D) Spreadsheet organizer 
E) Worksheet information system

Question 8

_____ is the money that remains after the costs of marketing and operating the business are paid.

Accepted Answer

A) Account receivable 
B) Contribution margin 
C) Consumer residual 
D) Net profit 
E) Dividend 
A) Account receivable 
B) Contribution margin 
C) Consumer residual 
D) Net profit 
E) Dividend

Question 9

Netiquette is most closely related to:

Accepted Answer

A) the 80/20 principle. 
B) distributive justice. 
C) the Golden Rule. 
D) the iceberg principle. 
E) procedural justice. 
A) the 80/20 principle. 
B) distributive justice. 
C) the Golden Rule. 
D) the iceberg principle. 
E) procedural justice.

Question 10

Sales force automation systems are used for managing customer follow-up calls.

Accepted Answer

A) True 
 B)False

Question 11

E-mails sent to customers can be written in a more casual format than business letters sent by conventional mail.

Accepted Answer

A) True 
 B)False

Question 12

A Clearwater Hampers ad in magazines targeted to retail store managers would be an example of:

Accepted Answer

A) retail advertising. 
B) national advertising. 
C) exclusive promotion. 
D) intensive promotion. 
E) trade advertising. 
A) retail advertising. 
B) national advertising. 
C) exclusive promotion. 
D) intensive promotion. 
E) trade advertising.

Question 13

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

Accepted Answer

A) comply with 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 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 14

Which computerized aid commonly used by salespeople can be described as an electronic Rolodex?

Accepted Answer

Contact ma

Question 15

Distinguish between shelf positioning and shelf facings.

Accepted Answer

Shelf positioning refers to th

Question 16

Which type of advertising is aimed at individuals and organizations who purchase products used for manufacturing other products?

Accepted Answer

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

Question 17

What is the main obstacle faced by a hair product salesperson who is trying to convince a retailer to give a new shampoo good shelf positioning?

Accepted Answer

Limited re

Question 18

Markup is:

Accepted Answer

A) the money available to cover only the costs of marketing the product. 
B) based on the product's selling price. 
C) based on the product's discount price. 
D) often expressed as a fraction. 
E) represented by net profit. 
A) the money available to cover only the costs of marketing the product. 
B) based on the product's selling price. 
C) based on the product's discount price. 
D) often expressed as a fraction. 
E) represented by net profit.

Question 19

A New York-based retailer purchases picnic hampers for $75,000 on November 1 and is given a cash discount of 3/10 net 30.If the invoice is paid on November 6,the retailer will:

Accepted Answer

A) pay $75,000. 
B) receive a trade discount of $2,250. 
C) receive a quantity discount of $1,500. 
D) receive a cash discount of $2,250. 
E) pay $75,000 plus a penalty charge of $2,250. 
A) pay $75,000. 
B) receive a trade discount of $2,250. 
C) receive a quantity discount of $1,500. 
D) receive a cash discount of $2,250. 
E) pay $75,000 plus a penalty charge of $2,250.

Question 20

A salesperson can develop numerous types of value analyses for a prospective buyer.List three types of frequently used value analyses.

Accepted Answer

(1)Product cost vers

Surfing the Internet refers to:

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

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

When the salesperson told the owner of Pet World,"If you purchase a minimum of 700 pounds of my company's brand of dog treats over the next 12 months,you'll receive a discount of 10 percent," the pet storeowner knew she was getting a _____ discount.

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

A GIS is capable of revealing customer buying patterns.

_____ is the computerized listing of all the customers that a salesperson meets in the process of making sales.

_____ is the money that remains after the costs of marketing and operating the business are paid.

Netiquette is most closely related to:

Sales force automation systems are used for managing customer follow-up calls.

E-mails sent to customers can be written in a more casual format than business letters sent by conventional mail.

A Clearwater Hampers ad in magazines targeted to retail store managers would be an example of:

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

Which computerized aid commonly used by salespeople can be described as an electronic Rolodex?

Distinguish between shelf positioning and shelf facings.

Which type of advertising is aimed at individuals and organizations who purchase products used for manufacturing other products?

What is the main obstacle faced by a hair product salesperson who is trying to convince a retailer to give a new shampoo good shelf positioning?

Markup is:

A New York-based retailer purchases picnic hampers for $75,000 on November 1 and is given a cash discount of 3/10 net 30.If the invoice is paid on November 6,the retailer will:

A salesperson can develop numerous types of value analyses for a prospective buyer.List three types of frequently used value analyses.

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

Surfing the Internet refers to:

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

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

When the salesperson told the owner of Pet World,"If you purchase a minimum of 700 pounds of my company's brand of dog treats over the next 12 months,you'll receive a discount of 10 percent," the pet storeowner knew she was getting a _____ discount.

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

A GIS is capable of revealing customer buying patterns.

_____ is the computerized listing of all the customers that a salesperson meets in the process of making sales.

_____ is the money that remains after the costs of marketing and operating the business are paid.

Netiquette is most closely related to:

Sales force automation systems are used for managing customer follow-up calls.

E-mails sent to customers can be written in a more casual format than business letters sent by conventional mail.

A Clearwater Hampers ad in magazines targeted to retail store managers would be an example of:

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

Which computerized aid commonly used by salespeople can be described as an electronic Rolodex?

Distinguish between shelf positioning and shelf facings.

Which type of advertising is aimed at individuals and organizations who purchase products used for manufacturing other products?

What is the main obstacle faced by a hair product salesperson who is trying to convince a retailer to give a new shampoo good shelf positioning?

Markup is:

A New York-based retailer purchases picnic hampers for $75,000 on November 1 and is given a cash discount of 3/10 net 30.If the invoice is paid on November 6,the retailer will:

A salesperson can develop numerous types of value analyses for a prospective buyer.List three types of frequently used value analyses.

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