Exam 6: Sales Knowledge: Customers, Products, Technologies

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

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(Multiple Choice)

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Question 1

Correct Answer:

Verified

Distinguish between shelf positioning and shelf facings.

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(Essay)

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Question 2

Correct Answer:

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Shelf positioning refers to the physical placement of the product within the retailer's store. Whereas, shelf facings are the number of individual products placed beside each other on the shelf.

National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.

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(True/False)

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Question 3

Correct Answer:

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True

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

(Multiple Choice)

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Question 4

A salesperson would most likely use an iPod to:

(Multiple Choice)

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Question 5

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

(Multiple Choice)

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Question 6

Briefly distinguish between the Internet and the World Wide Web.

(Essay)

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Question 7

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

(Essay)

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Question 8

A salesperson with contact management software has a map file for routing each day's schedule.

(True/False)

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Question 9

When leaving a voice message, avoid stating your name or phone number more than once to save storage space on the user's voice mail system.

(True/False)

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Question 10

The right time for a salesperson to use a speakerphone in an office setting is when he or she is:

(Multiple Choice)

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Question 11

In sales, the need for netiquette mostly arises when using text messaging.

(True/False)

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Question 12

According to the text, salespeople who are product experts develop ethical, long-term relationships with customers.

(True/False)

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Question 13

When communicating via e-mail messages, a salesperson should never:

(Multiple Choice)

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Question 14

Discounts on prices are usually determined by the firm's ____.

(Multiple Choice)

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Question 15

Posh Pets is a small retailer of decorative pet-related merchandise. The price charged by its suppliers after allowance for all discounts is the _____ price.

(Multiple Choice)

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Question 16

Which of the following is a fully functional computer that works as an extension of a salesperson's personal computer?

(Multiple Choice)

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Question 17

Personal computers improve the number and quality of sales calls.

(True/False)

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Question 18

Industrial advertising has more specified channels of communication and a smaller number of potential customers, leading to lower advertising costs.

(True/False)

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Question 19

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

(Multiple Choice)

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Question 20

Showing 1 - 20 of 100

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

Distinguish between shelf positioning and shelf facings.

National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.

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

A salesperson would most likely use an iPod to:

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

Briefly distinguish between the Internet and the World Wide Web.

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

A salesperson with contact management software has a map file for routing each day's schedule.

When leaving a voice message, avoid stating your name or phone number more than once to save storage space on the user's voice mail system.

The right time for a salesperson to use a speakerphone in an office setting is when he or she is:

In sales, the need for netiquette mostly arises when using text messaging.

According to the text, salespeople who are product experts develop ethical, long-term relationships with customers.

When communicating via e-mail messages, a salesperson should never:

Discounts on prices are usually determined by the firm's ____.

Posh Pets is a small retailer of decorative pet-related merchandise. The price charged by its suppliers after allowance for all discounts is the _____ price.

Which of the following is a fully functional computer that works as an extension of a salesperson's personal computer?

Personal computers improve the number and quality of sales calls.

Industrial advertising has more specified channels of communication and a smaller number of potential customers, leading to lower advertising costs.

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

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

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