Question 1

Which of the following is NOT a guideline to follow when communicating with a cell phone?

Accepted Answer

A) Use text messaging to simplify your life 
B) Use the caller ID feature as a screening method 
C) Turn off the phone during meetings and sales calls 
D) Return messages as soon as possible 
E) Speak extra loudly into the phone 
A) Use text messaging to simplify your life 
B) Use the caller ID feature as a screening method 
C) Turn off the phone during meetings and sales calls 
D) Return messages as soon as possible 
E) Speak extra loudly into the phone

Question 2

When Rupert's Sandwich Shop received an invoice from Cozzini for $2,550 worth of boneless hams and turkey breasts,it included the following phrase: 1/10 net 30.If the meat was purchased on September 17 and the shop owner wants to pay the bill on September 30,how much should the owner make the check out for?

Accepted Answer

He has to pay the fu

Question 3

Salespeople should familiarize themselves with the company's price,discount,and credit policies so that they can use them as a competitive advantage.

Accepted Answer

A) True 
 B)False

Question 4

Which is the type of discount would most likely be given to a customer who pays bills within a stated period?

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 5

Sales force automation breaks down into three technologically broad areas of functionality.They are personal productivity,order processing and customer service,and:

Accepted Answer

A) sales presentation preparedness. 
B) inventory control. 
C) distribution management. 
D) sales manager monitoring. 
E) communications. 
A) sales presentation preparedness. 
B) inventory control. 
C) distribution management. 
D) sales manager monitoring. 
E) communications.

Question 6

Which of the following is NOT a feature associated with electronic calendar management?

Accepted Answer

A) Links scheduled events with accounts 
B) Assigns relative priorities to items listed 
C) Automatically checks for scheduling conflicts 
D) Reduces time management errors 
E) Includes information about date of last order 
A) Links scheduled events with accounts 
B) Assigns relative priorities to items listed 
C) Automatically checks for scheduling conflicts 
D) Reduces time management errors 
E) Includes information about date of last order

Question 7

Electronic calendar management can result in improved time management.

Accepted Answer

A) True 
 B)False

Question 8

To truly know resellers,a salesperson should know:

Accepted Answer

A) the financial history of each reseller. 
B) when the reseller began operation. 
C) what product lines the resellers stock. 
D) the names of all the reseller's employees. 
E) the number of competitors the resellers have. 
A) the financial history of each reseller. 
B) when the reseller began operation. 
C) what product lines the resellers stock. 
D) the names of all the reseller's employees. 
E) the number of competitors the resellers have.

Question 9

Manufacturers are LEAST likely to use premiums for:

Accepted Answer

A) getting prospects to request further information. 
B) boosting the future sales of fast moving products. 
C) getting customers to come into the retail store. 
D) persuading prospects to sample the product. 
E) introducing a new product. 
A) getting prospects to request further information. 
B) boosting the future sales of fast moving products. 
C) getting customers to come into the retail store. 
D) persuading prospects to sample the product. 
E) introducing a new product.

Question 10

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is appropriate when e-mailing customers?

Accepted Answer

A) Do not be afraid to send bad news via e-mail. 
B) Use flaming when appropriate in e-mails. 
C) If you want to make sure that a message is understood,write it in all capital letters. 
D) Use dates,salutations,and friendly closes in e-mails. 
E) Send the same message several times to make sure that it reaches the intended receiver(s). 
A) Do not be afraid to send bad news via e-mail. 
B) Use flaming when appropriate in e-mails. 
C) If you want to make sure that a message is understood,write it in all capital letters. 
D) Use dates,salutations,and friendly closes in e-mails. 
E) Send the same message several times to make sure that it reaches the intended receiver(s).

Question 12

Shelf facings are defined as:

Accepted Answer

A) the number of individual products placed beside each on the shelf. 
B) the number of individual point-of-purchase displays placed within a retail store. 
C) the physical placement of the product within the retail store. 
D) the actual potential inventory size of a retail outlet. 
E) the number of individual products placed beside each other on the retailer's shelf. 
A) the number of individual products placed beside each on the shelf. 
B) the number of individual point-of-purchase displays placed within a retail store. 
C) the physical placement of the product within the retail store. 
D) the actual potential inventory size of a retail outlet. 
E) the number of individual products placed beside each other on the retailer's shelf.

Question 13

Knight's Catering Service receives a May 19th invoice for $150 with terms of 3/10 net 30.If Knight's pays the invoice on May 28,how much is due?

Accepted Answer

A) $120.00 
B) $145.50 
C) $147.00 
D) $150.00 
E) $153.00 
A) $120.00 
B) $145.50 
C) $147.00 
D) $150.00 
E) $153.00

Question 14

Markup can only be derived from the product's cost.

Accepted Answer

A) True 
 B)False

Question 15

Clearwater Hampers spends money on advertising for all of the following reasons EXCEPT to:

Accepted Answer

A) increase overall sales. 
B) inform prospects that a product is on the market. 
C) develop leads for Austin and the rest of its sales force. 
D) create cognitive dissonance about recent purchases. 
E) educate customers about the company's picnic hampers. 
A) increase overall sales. 
B) inform prospects that a product is on the market. 
C) develop leads for Austin and the rest of its sales force. 
D) create cognitive dissonance about recent purchases. 
E) educate customers about the company's picnic hampers.

Question 16

Assume a product costs $3 and a retailer sells it for $6.What is the percentage markup on selling price and cost?

Accepted Answer

A) Markup on selling price = 33%;Markup on cost = 50% 
B) Markup on selling price = 40%;Markup on cost = 66.6% 
C) Markup on selling price = 50%;Markup on cost = 100% 
D) Markup on selling price = 100%;Markup on cost = 100% 
E) Markup on selling price = 120%;Markup on cost = 150% 
A) Markup on selling price = 33%;Markup on cost = 50% 
B) Markup on selling price = 40%;Markup on cost = 66.6% 
C) Markup on selling price = 50%;Markup on cost = 100% 
D) Markup on selling price = 100%;Markup on cost = 100% 
E) Markup on selling price = 120%;Markup on cost = 150%

Question 17

The Storage Bin Warehouse has reported a number of break-ins in the past few weeks.As a salesperson for No-Doubt Security Products,you believe your extensive line of alarm systems and locks could greatly benefit the retailer.You make an appointment with the Storage Bin manager for early next week.During your preparation for the sales call you learn the warehouse currently uses poor quality locks and has no security system.You plan to offer the manager a security package consisting of 150 Sure-Bolt locks at a price of $10 each and a new alarm system costing $5,000.The terms of the sale are 2/10 net 30.Assuming the Storage Bin manager purchases your suggested order and pays for it in one week,what would be the total cost?

Accepted Answer

A) $6,237 
B) $6,370 
C) $6,500 
D) $6,630 
E) $6,776 
A) $6,237 
B) $6,370 
C) $6,500 
D) $6,630 
E) $6,776

Question 18

There are numerous types of value analyses that a salesperson can develop for a prospect.One type that is frequently used is the:

Accepted Answer

A) retail cost versus wholesale cost. 
B) average markup. 
C) product cost versus true value. 
D) selling cost versus selling price. 
E) net profit. 
A) retail cost versus wholesale cost. 
B) average markup. 
C) product cost versus true value. 
D) selling cost versus selling price. 
E) net profit.

Question 19

List three reasons why it is important for a salesperson to have sales knowledge of his company,his buyer,and his market.

Accepted Answer

The three reasons why it is important fo

Question 20

The _____ is the dollar amount added to the cost of a product to determine its selling price.

Accepted Answer

A) markup 
B) profit factor 
C) consumer add-on 
D) gross profit 
E) net profit 
A) markup 
B) profit factor 
C) consumer add-on 
D) gross profit 
E) net profit

Which of the following is NOT a guideline to follow when communicating with a cell phone?

Salespeople should familiarize themselves with the company's price,discount,and credit policies so that they can use them as a competitive advantage.

Which is the type of discount would most likely be given to a customer who pays bills within a stated period?

Sales force automation breaks down into three technologically broad areas of functionality.They are personal productivity,order processing and customer service,and:

Which of the following is NOT a feature associated with electronic calendar management?

Electronic calendar management can result in improved time management.

To truly know resellers,a salesperson should know:

Manufacturers are LEAST likely to use premiums for:

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

Which of the following is appropriate when e-mailing customers?

Shelf facings are defined as:

Knight's Catering Service receives a May 19^th invoice for $150 with terms of 3/10 net 30.If Knight's pays the invoice on May 28,how much is due?

Markup can only be derived from the product's cost.

Clearwater Hampers spends money on advertising for all of the following reasons EXCEPT to:

Assume a product costs $3 and a retailer sells it for $6.What is the percentage markup on selling price and cost?

There are numerous types of value analyses that a salesperson can develop for a prospect.One type that is frequently used is the:

List three reasons why it is important for a salesperson to have sales knowledge of his company,his buyer,and his market.

The _____ is the dollar amount added to the cost of a product to determine its selling 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

Which of the following is NOT a guideline to follow when communicating with a cell phone?

Salespeople should familiarize themselves with the company's price,discount,and credit policies so that they can use them as a competitive advantage.

Which is the type of discount would most likely be given to a customer who pays bills within a stated period?

Sales force automation breaks down into three technologically broad areas of functionality.They are personal productivity,order processing and customer service,and:

Which of the following is NOT a feature associated with electronic calendar management?

Electronic calendar management can result in improved time management.

To truly know resellers,a salesperson should know:

Manufacturers are LEAST likely to use premiums for:

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

Which of the following is appropriate when e-mailing customers?

Shelf facings are defined as:

Knight's Catering Service receives a May 19th invoice for $150 with terms of 3/10 net 30.If Knight's pays the invoice on May 28,how much is due?

Markup can only be derived from the product's cost.

Clearwater Hampers spends money on advertising for all of the following reasons EXCEPT to:

Assume a product costs $3 and a retailer sells it for $6.What is the percentage markup on selling price and cost?

There are numerous types of value analyses that a salesperson can develop for a prospect.One type that is frequently used is the:

List three reasons why it is important for a salesperson to have sales knowledge of his company,his buyer,and his market.

The _____ is the dollar amount added to the cost of a product to determine its selling 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

Knight's Catering Service receives a May 19^th invoice for $150 with terms of 3/10 net 30.If Knight's pays the invoice on May 28,how much is due?