Question 1

One method to obtain information on competitors is through advertisements.

Accepted Answer

A) True 
 B)False

Question 2

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 3

An advertisement for Carr cabinet doors that is directed at people in the woodworking industry ran in a publication called Custom Woodworking Business.The ad explained why Carr cabinet doors were the perfect finishing touch for all cabinets.This manufacturer used _____ advertising to reach potential users.

Accepted Answer

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

Question 4

Which of the following refers to a small,fully functional computer that works as an extension of a desktop or laptop computer?

Accepted Answer

A) MP3 
B) POS 
C) GPS 
D) PDA 
E) GIS 
A) MP3 
B) POS 
C) GPS 
D) PDA 
E) GIS

Question 5

Premiums are used solely to get customers to come into the retailer's store.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson would most likely use an iPod to:

Accepted Answer

A) develop product knowledge and selling skills. 
B) search the Internet for a competitor's product data. 
C) integrate video clips into PowerPoint presentations. 
D) organize client contact information. 
E) schedule customer meetings. 
A) develop product knowledge and selling skills. 
B) search the Internet for a competitor's product data. 
C) integrate video clips into PowerPoint presentations. 
D) organize client contact information. 
E) schedule customer meetings.

Question 7

Which type of advertising is undertaken by the manufacturer and directed toward the wholesaler or the retailer?

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 8

Which of the following is a quantity discount that involves a one-time reduction in price?

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 9

Which of the following statements about how computers impact the productivity of salespeople is incorrect?

Accepted Answer

A) Computers are at the heart of salespeople's ability to provide top-quality customer service. 
B) Computers are impacting salespeople in all aspects of their lives. 
C) Computer technology is used to create better strategies. 
D) Computer technology helps salespeople increase their productivity and effectiveness. 
E) Computer technology cannot be used for order processing and customer service. 
A) Computers are at the heart of salespeople's ability to provide top-quality customer service. 
B) Computers are impacting salespeople in all aspects of their lives. 
C) Computer technology is used to create better strategies. 
D) Computer technology helps salespeople increase their productivity and effectiveness. 
E) Computer technology cannot be used for order processing and customer service.

Question 10

Cumulative quantity discounts are price reductions received for buying a certain amount of a product over a stated period of time.

Accepted Answer

A) True 
 B)False

Question 11

To reduce the amount of time that must be devoted to sales training,modern companies do not teach their salespeople about the company's history.

Accepted Answer

A) True 
 B)False

Question 12

When the book salesperson told the bookstore manager,"3/15 net 60," the manager knew that he was receiving 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 13

Why do some businesses require that new salespeople work on the company's assembly line?

Accepted Answer

A) Develop empathy 
B) Gain product knowledge 
C) Analyze channel distribution 
D) Monitor customer service facilities 
E) Form relationships with co-workers 
A) Develop empathy 
B) Gain product knowledge 
C) Analyze channel distribution 
D) Monitor customer service facilities 
E) Form relationships with co-workers

Question 14

Which of the following is most likely an example of a consumer sales promotion?

Accepted Answer

A) Free merchandise 
B) Trade advertisements 
C) Sales contests 
D) Retail coupons 
E) Shelf facings 
A) Free merchandise 
B) Trade advertisements 
C) Sales contests 
D) Retail coupons 
E) Shelf facings

Question 15

_____ is the additional sum of money expected from an investment over and above the original investment.

Accepted Answer

A) Return on sale 
B) Net sale 
C) Return allowance 
D) Return on investment 
E) Contribution margin 
A) Return on sale 
B) Net sale 
C) Return allowance 
D) Return on investment 
E) Contribution margin

Question 16

How can a geographic information system (GIS)make a salesperson more efficient?

Accepted Answer

A GIS allows a salesperson to view and m

Question 17

The three major categories of premiums are contests and sweepstakes,consumer premiums,and dealer premiums.

Accepted Answer

A) True 
 B)False

Question 18

"Yo-to-go" is an entrepreneurial venture of a college student named Cathy Frank.She sells yogurts in cups and cones from a trailer at the beach during the tourist season.If Frank pays $500 for cartons of yogurts then sells it all for $1200,how much is her return on investment?

Accepted Answer

A) $500 
B) $700 
C) $1200 
D) $1700 
E) $1900 
A) $500 
B) $700 
C) $1200 
D) $1700 
E) $1900

Question 19

Knowledge of selling is gained only through the company's formal training program.

Accepted Answer

A) True 
 B)False

Question 20

Sterling Industries offers customers cash discounts for paying their bills within 10 days.Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9,the amount due will be $9,000.

Accepted Answer

A) True 
 B)False

One method to obtain information on competitors is through advertisements.

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

Which of the following refers to a small,fully functional computer that works as an extension of a desktop or laptop computer?

Premiums are used solely to get customers to come into the retailer's store.

A salesperson would most likely use an iPod to:

Which type of advertising is undertaken by the manufacturer and directed toward the wholesaler or the retailer?

Which of the following is a quantity discount that involves a one-time reduction in price?

Which of the following statements about how computers impact the productivity of salespeople is incorrect?

Cumulative quantity discounts are price reductions received for buying a certain amount of a product over a stated period of time.

To reduce the amount of time that must be devoted to sales training,modern companies do not teach their salespeople about the company's history.

When the book salesperson told the bookstore manager,"3/15 net 60," the manager knew that he was receiving a _____ discount.

Why do some businesses require that new salespeople work on the company's assembly line?

Which of the following is most likely an example of a consumer sales promotion?

_____ is the additional sum of money expected from an investment over and above the original investment.

How can a geographic information system (GIS)make a salesperson more efficient?

The three major categories of premiums are contests and sweepstakes,consumer premiums,and dealer premiums.

"Yo-to-go" is an entrepreneurial venture of a college student named Cathy Frank.She sells yogurts in cups and cones from a trailer at the beach during the tourist season.If Frank pays $500 for cartons of yogurts then sells it all for $1200,how much is her return on investment?

Knowledge of selling is gained only through the company's formal training program.

Sterling Industries offers customers cash discounts for paying their bills within 10 days.Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9,the amount due will be $9,000.

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

One method to obtain information on competitors is through advertisements.

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

Which of the following refers to a small,fully functional computer that works as an extension of a desktop or laptop computer?

Premiums are used solely to get customers to come into the retailer's store.

A salesperson would most likely use an iPod to:

Which type of advertising is undertaken by the manufacturer and directed toward the wholesaler or the retailer?

Which of the following is a quantity discount that involves a one-time reduction in price?

Which of the following statements about how computers impact the productivity of salespeople is incorrect?

Cumulative quantity discounts are price reductions received for buying a certain amount of a product over a stated period of time.

To reduce the amount of time that must be devoted to sales training,modern companies do not teach their salespeople about the company's history.

When the book salesperson told the bookstore manager,"3/15 net 60," the manager knew that he was receiving a _____ discount.

Why do some businesses require that new salespeople work on the company's assembly line?

Which of the following is most likely an example of a consumer sales promotion?

_____ is the additional sum of money expected from an investment over and above the original investment.

How can a geographic information system (GIS)make a salesperson more efficient?

The three major categories of premiums are contests and sweepstakes,consumer premiums,and dealer premiums.

"Yo-to-go" is an entrepreneurial venture of a college student named Cathy Frank.She sells yogurts in cups and cones from a trailer at the beach during the tourist season.If Frank pays $500 for cartons of yogurts then sells it all for $1200,how much is her return on investment?

Knowledge of selling is gained only through the company's formal training program.

Sterling Industries offers customers cash discounts for paying their bills within 10 days.Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9,the amount due will be $9,000.

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