Question 1

Today's most popular sales force communication systems involve word processing,contact management,and spreadsheets.

Accepted Answer

A) True 
 B)False

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 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

Corporate buyers typically pay for the shipment of hampers to their various recipients,and retailers pay shipping costs for hampers shipped to stores from Clearwater Hampers.In other words,Clearwater Hampers uses:

Accepted Answer

A) net pricing. 
B) FOB shipping point pricing. 
C) uniform pricing. 
D) zone shipment pricing. 
E) FOB destination pricing. 
A) net pricing. 
B) FOB shipping point pricing. 
C) uniform pricing. 
D) zone shipment pricing. 
E) FOB destination pricing.

Question 4

Which of the following is an appropriate guideline to follow when communicating with a cell phone?

Accepted Answer

A) Remember the person you are with should be the most important person for you to be communicating with 
B) Speak louder into a cell phone than you would in other types of phones 
C) Never ignore a cell phone call 
D) Avoid text messaging in public areas 
E) Always keep your phone in message mode 
A) Remember the person you are with should be the most important person for you to be communicating with 
B) Speak louder into a cell phone than you would in other types of phones 
C) Never ignore a cell phone call 
D) Avoid text messaging in public areas 
E) Always keep your phone in message mode

Question 5

It costs a company $6 to manufacture a product.It sells the product for $10 to a wholesaler who in turn sells it to a retailer for $12.A customer of the retailer buys it for $24.What was the markup on selling price for each member of this product's channel of distribution?

Accepted Answer

A) Manufacturer's markup = 40 percent;wholesaler's markup = 16.67 percent;retailer's markup = 50 percent 
B) Manufacturer's markup = 48 percent;wholesaler's markup = 18 percent;retailer's markup = 45 percent 
C) Manufacturer's markup = 60 percent;wholesaler's markup = 20 percent;retailer's markup = 100 percent 
D) Manufacturer's markup = 66.67 percent;wholesaler's markup = 20 percent;retailer's markup = 100 percent 
E) Manufacturer's markup = 60 percent;wholesaler's markup = 23 percent;retailer's markup = 40 percent 
A) Manufacturer's markup = 40 percent;wholesaler's markup = 16.67 percent;retailer's markup = 50 percent 
B) Manufacturer's markup = 48 percent;wholesaler's markup = 18 percent;retailer's markup = 45 percent 
C) Manufacturer's markup = 60 percent;wholesaler's markup = 20 percent;retailer's markup = 100 percent 
D) Manufacturer's markup = 66.67 percent;wholesaler's markup = 20 percent;retailer's markup = 100 percent 
E) Manufacturer's markup = 60 percent;wholesaler's markup = 23 percent;retailer's markup = 40 percent

Question 6

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 7

Salespeople need to have selling knowledge for all of the following EXCEPT:

Accepted Answer

A) increasing the individual salesperson's self-confidence. 
B) increasing sales. 
C) building relationships with their customers. 
D) building the buyer's confidence in the individual salesperson. 
E) increasing cognitive dissonance among customers. 
A) increasing the individual salesperson's self-confidence. 
B) increasing sales. 
C) building relationships with their customers. 
D) building the buyer's confidence in the individual salesperson. 
E) increasing cognitive dissonance among customers.

Question 8

What are the four types of discounts that buyers typically receive?

Accepted Answer

Cash,quant

Question 9

Brenda Hernandez is a manager of a plant that processes recycled plastic to prepare them for sale to retail supermarkets.She recently saw an advertisement for a machine her company could buy to reduce the cost of reclaiming the recycled plastic by 20 percent.This ad is an example of trade advertising.

Accepted Answer

A) True 
 B)False

Question 10

Computers can help salespeople have an efficient time management system through the use of:

Accepted Answer

A) computer-based presentations. 
B) contact management programs. 
C) calendar management programs. 
D) geographic information systems. 
E) spreadsheet tools. 
A) computer-based presentations. 
B) contact management programs. 
C) calendar management programs. 
D) geographic information systems. 
E) spreadsheet tools.

Question 11

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

Question 12

The rules of netiquette encourage you to use all capital letters in e-mail that needs to be communicated quickly.

Accepted Answer

A) True 
 B)False

Question 13

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) Market positioning 
B) Sales training 
C) Sales enhancement 
D) Market delegation 
E) Job development 
A) Market positioning 
B) Sales training 
C) Sales enhancement 
D) Market delegation 
E) Job development

Question 14

What is sales training? How long is the training period for the typical salesperson?

Accepted Answer

Sales training is the effort an employer

Question 15

A typical salesperson's product knowledge should primarily include:

Accepted Answer

A) the product's FAB. 
B) the product's SELL sequence. 
C) the product's AIDA sequence. 
D) who invented the product. 
E) how the product is made. 
A) the product's FAB. 
B) the product's SELL sequence. 
C) the product's AIDA sequence. 
D) who invented the product. 
E) how the product is made.

Question 16

When the manufacturer reduces prices to channel members to compensate them for the services they perform,it is known as a:

Accepted Answer

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

Question 17

Kellogs cereal manufacturer recently offered miniature versions of a popular cartoon character in their cereal boxes.The term used for this marketing tool is:

Accepted Answer

A) premium. 
B) reward. 
C) bonus. 
D) incentive. 
E) discount. 
A) premium. 
B) reward. 
C) bonus. 
D) incentive. 
E) discount.

Question 18

A salesperson who used a(n)_____ would be able to track customer buying patterns.

Accepted Answer

A) spreadsheet 
B) atlas 
C) management information system 
D) worksheet 
E) geographic information system 
A) spreadsheet 
B) atlas 
C) management information system 
D) worksheet 
E) geographic information system

Question 19

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

Accepted Answer

A) price. 
B) gross profit. 
C) contribution margin. 
D) markup. 
E) net profit. 
A) price. 
B) gross profit. 
C) contribution margin. 
D) markup. 
E) net profit.

Question 20

When communicating with e-mail messages,you should never:

Accepted Answer

A) use friendly closings. 
B) be too brief. 
C) use salutations. 
D) use all capital letters 
E) include subject headings 
A) use friendly closings. 
B) be too brief. 
C) use salutations. 
D) use all capital letters 
E) include subject headings

Today's most popular sales force communication systems involve word processing,contact management,and spreadsheets.

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 an example of _____ advertising.

Corporate buyers typically pay for the shipment of hampers to their various recipients,and retailers pay shipping costs for hampers shipped to stores from Clearwater Hampers.In other words,Clearwater Hampers uses:

Which of the following is an appropriate guideline to follow when communicating with a cell phone?

It costs a company $6 to manufacture a product.It sells the product for $10 to a wholesaler who in turn sells it to a retailer for $12.A customer of the retailer buys it for $24.What was the markup on selling price for each member of this product's channel of distribution?

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

Salespeople need to have selling knowledge for all of the following EXCEPT:

What are the four types of discounts that buyers typically receive?

Computers can help salespeople have an efficient time management system through the use of:

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:

The rules of netiquette encourage you to use all capital letters in e-mail that needs to be communicated quickly.

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?

What is sales training? How long is the training period for the typical salesperson?

A typical salesperson's product knowledge should primarily include:

When the manufacturer reduces prices to channel members to compensate them for the services they perform,it is known as a:

Kellogs cereal manufacturer recently offered miniature versions of a popular cartoon character in their cereal boxes.The term used for this marketing tool is:

A salesperson who used a(n)_____ would be able to track customer buying patterns.

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

When communicating with e-mail messages,you should never:

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

Today's most popular sales force communication systems involve word processing,contact management,and spreadsheets.

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 an example of _____ advertising.

Corporate buyers typically pay for the shipment of hampers to their various recipients,and retailers pay shipping costs for hampers shipped to stores from Clearwater Hampers.In other words,Clearwater Hampers uses:

Which of the following is an appropriate guideline to follow when communicating with a cell phone?

It costs a company $6 to manufacture a product.It sells the product for $10 to a wholesaler who in turn sells it to a retailer for $12.A customer of the retailer buys it for $24.What was the markup on selling price for each member of this product's channel of distribution?

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

Salespeople need to have selling knowledge for all of the following EXCEPT:

What are the four types of discounts that buyers typically receive?

Computers can help salespeople have an efficient time management system through the use of:

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:

The rules of netiquette encourage you to use all capital letters in e-mail that needs to be communicated quickly.

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?

What is sales training? How long is the training period for the typical salesperson?

A typical salesperson's product knowledge should primarily include:

When the manufacturer reduces prices to channel members to compensate them for the services they perform,it is known as a:

Kellogs cereal manufacturer recently offered miniature versions of a popular cartoon character in their cereal boxes.The term used for this marketing tool is:

A salesperson who used a(n)_____ would be able to track customer buying patterns.

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

When communicating with e-mail messages,you should never:

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