Question 1

Dell Computers wants to reach all potential users of their products,both industrial buyers and final consumers.They would most likely use _____ advertising because it has the greatest reach.

Accepted Answer

A)   trade
B)   national
C)   industrial
D)   retail
E)   cooperativeF) B) and E)
G) A) and E)

Question 2

Which of the following is primarily a trade sales promotion?

Accepted Answer

A)   Free samples
B)   Consumer demonstrations
C)   Store coupons
D)   Sweepstakes
E)   Special purchase pricesF) B) and D)
G) All of the above

Question 3

Smith-Lockwood,a gift store,ran a half-page newspaper advertisement for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.What type of advertising has most likely been used?

Accepted Answer

A)   Industrial
B)   National
C)   Trade
D)   Institutional
E)   Co-opF) C) and D)
G) A) and D)

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)   increasing sales.
B)   building relationships with their customers.
C)   increasing the individual salesperson's self-confidence.
D)   building the buyer's confidence in the individual salesperson.
E)   increasing cognitive dissonance among customers and competitors.F) All of the above
G) B) and D)

Question 6

When the manufacturer of Western Riding Saddles advertises in a publication that is distributed only to operators of riding schools,it is an example of _____ advertising.

Accepted Answer

A)   industrial
B)   national
C)   retail
D)   trade
E)   pioneeringF) A) and B)
G) B) and E)

Question 7

Cooperative advertising is paid for by retailers and designed to reach industrial buyers.

Accepted Answer

A) True 
 B)False

Question 8

Distinguish between shelf positioning and shelf facings.

Accepted Answer

Shelf positioning refers to th...

Question 9

Why is knowledge about their company,buyer,and market important to salespeople?

Accepted Answer

The three important reasons fo...

Question 10

According to the text,salespeople need to have sales knowledge to:

Accepted Answer

A)   comply with state and federal Green River Ordinances.
B)   build the buyer's confidence in the salesperson.
C)   eliminate inequities in sales experience.
D)   more efficiently manage inventory.
E)   win their employers' confidence.F) A) and B)
G) A) and E)

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)   chief executive officer
B)   marketing managers
C)   channel partners
D)   salespeople
E)   distributorsF) B) and C)
G) A) and D)

Question 14

Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.

Accepted Answer

A) True 
 B)False

Question 15

Premiums are used solely to encourage customers to come into the retailer store.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A)   MP3
B)   POS
C)   GPS
D)   PDa
E)   GISF) A) and B)
G) A) and C)

Question 17

Salespeople use geographic information systems to:

Accepted Answer

A)   increase their sales quotas.
B)   acquire instant knowledge.
C)   create more efficient routing patterns.
D)   send text messages to customers and prospects
E)   stay in constant contact with their sales managers.F) A) and B)
G) A) and C)

Question 18

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-workersF) B) and D)
G) A) and E)

Question 19

A premium is an article of merchandise offered as an incentive to encourage the user to take some action.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

Exam 6: Sales Knowledge: Customers, Products, technologies

Which of the following is primarily a trade sales promotion?

Correct AnswerverifiedShow Answer

Salespeople use geographic information systems to:

Correct AnswerverifiedShow Answer

Why is knowledge about their company,buyer,and market important to salespeople?

Correct AnswerverifiedThe three important reasons fo...View AnswerShow Answer

Distinguish between shelf positioning and shelf facings.

Correct AnswerverifiedShelf positioning refers to th...View AnswerShow Answer

When the manufacturer of Western Riding Saddles advertises in a publication that is distributed only to operators of riding schools,it is an example of _____ advertising.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Cooperative advertising is paid for by retailers and designed to reach industrial buyers.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.

Correct AnswerverifiedShow Answer

Dell Computers wants to reach all potential users of their products,both industrial buyers and final consumers.They would most likely use _____ advertising because it has the greatest reach.

Correct AnswerverifiedShow Answer

According to the text,salespeople need to have sales knowledge to:

Correct AnswerverifiedShow Answer

Premiums are used solely to encourage customers to come into the retailer store.

Correct AnswerverifiedShow Answer

Smith-Lockwood,a gift store,ran a half-page newspaper advertisement for Howard Miller brand clocks.Smith-Lockwood's Howard Miller supplier reimbursed the store's owner for the media cost.What type of advertising has most likely been used?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A premium is an article of merchandise offered as an incentive to encourage the user to take some action.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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The three important reasons fo...
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Shelf positioning refers to th...
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