Question 1

Which of the following is NOT an example of a trade sales promotion?

Accepted Answer

Coupons are typically a consumer sales promotion tool, not a trade sales promotion.

Question 2

Which of the following would you Not include as a "sales trade promotion"?

Accepted Answer

The answer of Which of the following would you Not...

Question 3

Part of Gillian's job as a sales representative for a major pet food manufacturer is to try to get retailers to use her company's POPs.What does the acronym POP stand for?

Accepted Answer

POP stands for point-of-purchase displays, which are marketing materials and displays designed to attract a customer's attention as they are about to make a purchase, with the goal of increasing sales.

Question 4

According to the textbook, there are four main factors of a firm's promotional effort.Which of the following is not one of the factors?

Accepted Answer

The four main factors of a firm's promotional effort according to the textbook are personal selling, advertising, publicity, and sales promotions. B2B selling is not one of the main factors listed in the textbook.

Question 5

Johnson is selling a service which has potential benefits: time saving, competitive pricing, and fast delivery.However, during his presentation to a prospect, he realizes that delivery timings are not as important to the client.What should Johnson do?

Accepted Answer

Since the client does not prioritize fast delivery, Johnson should focus on emphasizing the benefits that are important to the client, which are time saving and competitive pricing.

Question 6

Paul is in the middle of a negotiation regarding a shelf position and shelf spacing of his products at a retailer's space.Which of the following will be helpful in convincing Paul's client to give Paul's product a space within his store?

Accepted Answer

A planogram is a visual representation of the retailer's intended product placement, layout and spacing on the shelf, and can be helpful in showing the client how the proposed placement will benefit their store in terms of increased sales and improved aesthetics. Pricing, premiums, store positioning, and shelf placing may also be important considerations, but they may not be as directly relevant in this particular negotiation.

Question 7

What is not a purpose behind a manufacturer using premiums?

Accepted Answer

It is not a purpose behind a manufacturer using premiums to lower the sales of their top selling products. The other choices would be viable reasons for a manufacturer to use premiums.

Question 8

Which of the following refers to the physical placement of the product within the retailer's store?

Accepted Answer

The answer of Which of the following refers to the...

Question 9

In simple terms, what does the acronym USP mean to a potential buyer?

Accepted Answer

USP stands for Unique Selling Proposition, which refers to the unique value or benefit that a product or service can offer to its potential buyers. It is what sets the product or service apart from competitors and makes it more attractive to buy. Therefore, the correct answer is B - the value the product will create for the buyer.

Question 10

Why do companies develop USPs?

Accepted Answer

Companies develop Unique Selling Propositions (USPs) to differentiate themselves from their competitors and create a unique selling point that appeals to customers. This helps them stand out in a crowded marketplace and potentially gain a competitive advantage. USPs can also help to build brand recognition and loyalty.

Question 11

Which of the following bits of information would not be important for a salesperson to know about a channel member that sells the same products as the salesperson's employer?

Accepted Answer

The operating expenses of the channel member are not directly relevant to the salesperson's strategy or competitive analysis, unlike distribution policies, product lines, pricing policies, and past purchases.

Question 12

Computers Are US decides to run a consumer sales promotion in one of their stores.Which of the following would NOT be an example of a consumer sales promotion available to Computer Are US?

Accepted Answer

Displays are not an example of a consumer sales promotion. They are a part of visual merchandising that draws attention to a product, but do not offer any special discounts or incentives to the consumer. The other options - free copies, contests, coupons, and hands-on demonstrations - are all examples of consumer sales promotions.

Question 13

Which of the following should NOT be categorized as consumer sales promotions?

Accepted Answer

Providing a discount to resellers is a trade sales promotion, not a consumer sales promotion.

Question 14

The text offers a top ten list of how technology applications are leveraged by salespeople.Which of the following is NOT identified by the text as a top ten?

Accepted Answer

The text does not mention tracking the real-time location of clients as a top ten technology application leveraged by salespeople.

Question 15

Apple started selling their products in Walmart not too long ago.As you may have noticed, Apple products are highly visible in Walmart.Therefore, Apple must have gotten the upper hand when negotiating:

Accepted Answer

Apple's products being highly visible in Walmart suggests that they negotiated favorable shelf positioning, which is crucial for visibility and sales.

Question 16

Which of the following terms define the number of individual products placed beside each other on the retailer's shelf?

Accepted Answer

Shelf facings refer to the number of individual products placed beside each other on the retailer's shelf.

Question 17

"As a professional I sell three things." Which of the following options best describes the three things referred to in this statement?

Accepted Answer

The statement refers to selling oneself, the company, and the products/services, which encompasses the personal connection, the brand, and the offerings.

Question 18

As a marketing manager, you are putting together a presentation to senior management to support funding of a new sales promotion.Which of the following objectives is likely NOT to be included in your presentation?

Accepted Answer

Increasing cognitive dissonance among consumers who have purchased the company's products is an undesirable outcome and would not be included as an objective for a sales promotion. Sales promotions are typically designed to enhance customer satisfaction and loyalty, and increasing cognitive dissonance among consumers would have the opposite effect.

Question 19

Joan sells a product that is extremely well priced, made with top notch materials by a company with an impeccable reputation.In order for Joan to close this deal, what information should she avoid discussing in her sales process?

Accepted Answer

Discussing the competition might introduce doubts or comparisons that could detract from the strengths of her product and the company.

Question 20

Scott's Hardware, a small-town retailer, recently ran an advertisement in its local newspaper for Round-Up weed killer.Scott's identified in the ad that they were the only retailer in town that would deliver for free.What does their free delivery best illustrate?

Accepted Answer

The free delivery offered by Scott's Hardware is a unique selling proposition, meaning it sets them apart from other retailers in their town. This is a marketing strategy used to differentiate a business from its competitors and appeal to customers.

Quiz 5: Sales Knowledge: Customers, Products, Technologies