Question 1

FOB shipping point means the buyer pays all shipping costs.

Accepted Answer

A) True 
 B)False

Question 2

Markup is the dollar amount of money added to the product cost to determine its selling price.

Accepted Answer

A) True 
 B)False

Question 3

To make the most efficient use of their computers as a sales tool,salespeople should use their personal computers to:

Accepted Answer

A) play games while they wait for a customer. 
B) make cold calls. 
C) help them avoid using the wrong closing. 
D) improve their personal productivity. 
E) create personal blogs. 
A) play games while they wait for a customer. 
B) make cold calls. 
C) help them avoid using the wrong closing. 
D) improve their personal productivity. 
E) create personal blogs.

Question 4

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

Accepted Answer

A) Free samples 
B) Free merchandise 
C) Consumer contests 
D) Store coupons 
E) Consumer demonstrations 
A) Free samples 
B) Free merchandise 
C) Consumer contests 
D) Store coupons 
E) Consumer demonstrations

Question 5

Prospects want to do business with salespeople who know their business and the products they sell.

Accepted Answer

A) True 
 B)False

Question 6

Is it good netiquette for an e-mail user to use flaming when communicating with customers? Briefly explain your answer.

Accepted Answer

No.Flaming is the eq

Question 7

Which information is the LEAST important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

Accepted Answer

A) The channel member's distribution policies 
B) Product lines and assortments carried 
C) The channel members' pricing policies 
D) Past purchases of the salesperson's product 
E) Details on inventory,storage,and distribution 
A) The channel member's distribution policies 
B) Product lines and assortments carried 
C) The channel members' pricing policies 
D) Past purchases of the salesperson's product 
E) Details on inventory,storage,and distribution

Question 8

Distinguish between consumer sales promotions and trade sales promotions.

Accepted Answer

Consumer sales promotions are

Question 9

Shelf positioning refers to the:

Accepted Answer

A) number of individual products placed beside each on the shelf. 
B) number of different product lines carried by an individual store. 
C) number of individual point-of-purchase displays placed within a retail store. 
D) physical placement of the product within the retail store. 
E) physical placement of point-of-purchase displays within the retail store. 
A) number of individual products placed beside each on the shelf. 
B) number of different product lines carried by an individual store. 
C) number of individual point-of-purchase displays placed within a retail store. 
D) physical placement of the product within the retail store. 
E) physical placement of point-of-purchase displays within the retail store.

Question 10

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

Accepted Answer

A) How the product performs 
B) How well the product is selling in the marketplace 
C) Specific features,advantages,and benefits of the product 
D) Physical size and characteristics of the product 
E) How to make the product 
A) How the product performs 
B) How well the product is selling in the marketplace 
C) Specific features,advantages,and benefits of the product 
D) Physical size and characteristics of the product 
E) How to make the product

Question 11

In most cases national and retail advertising is aimed at:

Accepted Answer

A) manufacturers. 
B) wholesalers. 
C) final consumers. 
D) trade specialists. 
E) industrial users. 
A) manufacturers. 
B) wholesalers. 
C) final consumers. 
D) trade specialists. 
E) industrial users.

Question 12

The only time a salesperson should use a speakerphone in an office setting is when he or she is:

Accepted Answer

A) inputting data into a laptop computer. 
B) participating in a conference call. 
C) part of a regional sales team. 
D) talking to someone in an office. 
E) getting ready to leave an office. 
A) inputting data into a laptop computer. 
B) participating in a conference call. 
C) part of a regional sales team. 
D) talking to someone in an office. 
E) getting ready to leave an office.

Question 13

Increased worldwide interaction requires access and exchange of data on a global basis.

Accepted Answer

A) True 
 B)False

Question 14

How does the typical salesperson obtain the knowledge needed to become a successful salesperson?

Accepted Answer

The text lists two ways.The first method

Question 15

The Kentucky Grass Seed Company gives a 33 percent reduction off the retail list price of its best-selling grass seed mix to retailers.This practice is an example of a _____ discount.

Accepted Answer

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

Question 16

Cottage in a Teapot is a small retailer of decorative merchandise.The price charged by its suppliers after allowance for all discounts is the _____ price.

Accepted Answer

A) discretionary 
B) zone 
C) list 
D) net 
E) marginal 
A) discretionary 
B) zone 
C) list 
D) net 
E) marginal

Question 17

Cadwell,Inc. ,a regional business computer sales firm is attempting to sell a convenience store chain,Gas 'N' Go,a new computer-operated pump meter.Terry Williams,owner of the convenience stores,seems interested in Cadwell's initial proposal but believes the price may be too high.The cost per computer is $1,000,but Cadwell could sell Williams 50 computers for $45,000 with terms of the sale being 2/10 net 30.Williams purchases 50 computers and pays for them five days after the purchase,so his _____ is $882.

Accepted Answer

A) cash discount 
B) unit cost 
C) gross profit 
D) trade discount 
E) breakeven cost 
A) cash discount 
B) unit cost 
C) gross profit 
D) trade discount 
E) breakeven cost

Question 18

Gross profit is the money that remains after paying the costs of marketing and operating the business.

Accepted Answer

A) True 
 B)False

Question 19

According to the Golden Rule of Personal Selling,most customers do not care how much a salesperson knows about a product until the salesperson shows honesty and caring.

Accepted Answer

A) True 
 B)False

Question 20

A premium is an article of merchandise offered as an incentive to the user to sample a product or visit a store.

Accepted Answer

A) True 
 B)False

FOB shipping point means the buyer pays all shipping costs.

Markup is the dollar amount of money added to the product cost to determine its selling price.

To make the most efficient use of their computers as a sales tool,salespeople should use their personal computers to:

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

Prospects want to do business with salespeople who know their business and the products they sell.

Is it good netiquette for an e-mail user to use flaming when communicating with customers? Briefly explain your answer.

Which information is the LEAST important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

Distinguish between consumer sales promotions and trade sales promotions.

Shelf positioning refers to the:

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

In most cases national and retail advertising is aimed at:

The only time a salesperson should use a speakerphone in an office setting is when he or she is:

Increased worldwide interaction requires access and exchange of data on a global basis.

How does the typical salesperson obtain the knowledge needed to become a successful salesperson?

The Kentucky Grass Seed Company gives a 33 percent reduction off the retail list price of its best-selling grass seed mix to retailers.This practice is an example of a _____ discount.

Cottage in a Teapot is a small retailer of decorative merchandise.The price charged by its suppliers after allowance for all discounts is the _____ price.

Gross profit is the money that remains after paying the costs of marketing and operating the business.

According to the Golden Rule of Personal Selling,most customers do not care how much a salesperson knows about a product until the salesperson shows honesty and caring.

A premium is an article of merchandise offered as an incentive to the user to sample a product or visit a store.

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

FOB shipping point means the buyer pays all shipping costs.

Markup is the dollar amount of money added to the product cost to determine its selling price.

To make the most efficient use of their computers as a sales tool,salespeople should use their personal computers to:

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

Prospects want to do business with salespeople who know their business and the products they sell.

Is it good netiquette for an e-mail user to use flaming when communicating with customers? Briefly explain your answer.

Which information is the LEAST important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

Distinguish between consumer sales promotions and trade sales promotions.

Shelf positioning refers to the:

Which of the following pieces of information would be LEAST important for a salesperson to know about the product she sells?

In most cases national and retail advertising is aimed at:

The only time a salesperson should use a speakerphone in an office setting is when he or she is:

Increased worldwide interaction requires access and exchange of data on a global basis.

How does the typical salesperson obtain the knowledge needed to become a successful salesperson?

The Kentucky Grass Seed Company gives a 33 percent reduction off the retail list price of its best-selling grass seed mix to retailers.This practice is an example of a _____ discount.

Cottage in a Teapot is a small retailer of decorative merchandise.The price charged by its suppliers after allowance for all discounts is the _____ price.

Gross profit is the money that remains after paying the costs of marketing and operating the business.

According to the Golden Rule of Personal Selling,most customers do not care how much a salesperson knows about a product until the salesperson shows honesty and caring.

A premium is an article of merchandise offered as an incentive to the user to sample a product or visit a store.

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