Question 1

The order of the FAB not important and you can present them in any other you wish.

Accepted Answer

The order of the FAB (Features, Advantages, Benefits) is not important and can be presented in any order.

Question 2

According to the text, sales force automation breaks down into three broad areas of functionality covering; (a.) corporate productivity, (b.) communications, and (c.) order processing and customer service.

Accepted Answer

Sales force automation typically covers areas such as sales management, customer management, and order processing, but not specifically "corporate productivity" and "communications" as separate broad areas.

Question 3

Modern business cards should NOT include links to social media platforms as these give the card an unprofessional and busy feel.

Accepted Answer

Including links to social media platforms on modern business cards can actually be useful for networking and showcasing one's online presence. However, it is important to limit the number of links and prioritize the most relevant platforms for the business or individual. The design of the card should also be balanced and visually appealing, rather than cluttered or overwhelming.

Question 4

Salespeople can now use a cloud-based presentation software which allows them to create or edit on the go and all the changes are reflected across all their devices.According to the textbook, one software known to have this feature is called Pretzels.

Accepted Answer

The textbook does not mention any software called Pretzels.

Question 5

In the area of sales promotions, the letters POP stand for the price on product.

Accepted Answer

In the area of sales promotions, the letters POP stands for Point of Purchase. It refers to any promotional display, sign, or other material that is placed next to the product being sold to attract the customers' attention and influence their buying decision.

Question 6

Statements like "This product will make you money or save you money" are examples of advantages statements.

Accepted Answer

The answer of Statements like "This product will make you...

Question 7

Shelf-facing refers to the number of individual products placed side-by-side on the shelf.

Accepted Answer

Shelf-facing refers to the amount of space a product takes up on the shelf, which is determined by the number of individual products placed side-by-side on the shelf. Shelf-facing refers to the number of individual products placed side-by-side on the shelf. Therefore, the statement is true.

Question 8

Planograms are blueprints of where products should be displayed on store shelves, allowing the manager to make decisions about sales and margins.

Accepted Answer

Planograms are indeed blueprints that show the ideal placement of products on store shelves, helping store managers with sales and margin decisions.

Question 9

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

Accepted Answer

A gross up is actually an accounting term used to refer to the addition of taxes or fees to a base amount, in order to calculate the total cost. It is not related to merchandise or incentives.

Question 10

For any USP to work, it must have the following two attributes: 1) it has to be true (that you really offer it) and 2) your competition might take a while to replicate it

Accepted Answer

The answer of For any USP to work, it must...

Question 11

The text identifies three so called "realms." These are yourself, the product, and the company.

Accepted Answer

The text indeed identifies three realms - yourself, the product or service, and the company or organization.

Question 12

If a customer is not interested in a particular feature, then the salesperson should emphasize on the benefits of using that feature.

Accepted Answer

If a customer is not interested in a particular feature, the salesperson should focus on other features that align with the customer's needs and interests, rather than emphasizing something they are not interested in.

Question 13

The only product knowledge a successful salesperson needs is knowledge of his or her own products.

Accepted Answer

A successful salesperson needs to have knowledge not only of their own products but also of their competitors' products, industry trends, and customers' needs and preferences. The more well-rounded their product knowledge, the better equipped they are to sell effectively.

Question 14

An example of an advantage to a retail store manager is, "This display will bring more customers into your store and will help eliminate your problem of stock outs."

Accepted Answer

The answer of An example of an advantage to a...

Question 15

Although there is no particular order of presenting FAB, the textbook suggests using Features first.

Accepted Answer

The answer of Although there is no particular order of...

Question 16

The use of computers to increase personal productivity includes such activities as contact management and calendar management.

Accepted Answer

Computers can be used to manage contacts and schedule tasks, which can increase personal productivity.

Question 17

In order to develop a successful USP, a successful salesperson should ask several questions about the product or business.One of those questions is; "Which of my product's attributes is the most important to my customer?"

Accepted Answer

By identifying which attribute of the product is most important to the customer, a salesperson can focus on and highlight that attribute in their USP to make it more appealing to potential customers.

Question 18

Planogram software helps sales reps, buyers, and merchandisers make the best use of selling space.

Accepted Answer

Planogram software is specifically designed to help sales reps, buyers, and merchandisers optimize the use of selling space, by creating visual representations or diagrams of how products should be placed on shelves or displays. It takes into account factors such as product popularity, seasonality, and current trends to create the most effective layout for the target audience.

Question 19

A geographic information system is only used to help prevent salespeople from getting lost in strange territories.

Accepted Answer

A geographic information system (GIS) is a tool that allows for the capture, storage, manipulation, and analysis of spatial data. It has many applications beyond just helping salespeople navigate unfamiliar regions, including urban planning, natural resource management, emergency response, and more.

Question 20

Computers enhance a salesperson's communications ability through word processing, email, and social media.

Accepted Answer

Computers provide various tools for communication which includes word processing, email, and social media, that can enhance a salesperson's communication ability.

Quiz 5: Sales Knowledge: Customers, Products, Technologies