Question 1

Which of the following cannot be used by salespeople to enhance their personal productivity?

Accepted Answer

Planograms are not a technology tool that salespeople can use to enhance their personal productivity. Planograms are visual representations of how products should be displayed in-store or on shelves. While helpful for merchandising, they are not a tool that can be used by salespeople on the go. All other options listed are technology tools that can be used to increase personal productivity, such as GPS for navigation, PDAs and cell phones for communication and organization, and iPads for accessing information and presentations on the go.

Question 2

Which of the following best describes the term reseller?

Accepted Answer

A reseller is a channel of distribution used by a manufacturer to move its products to the final consumer. They purchase products in bulk from wholesalers and sell those products to consumers in smaller quantities. They often operate as independent businesses and may sell a variety of products from different manufacturers.

Question 3

Adam is selling electric generators.He has just been asked, "How does your product compare to the competition?" What should Adam have done in preparing for this sales presentation?

Accepted Answer

To effectively answer the question about how his product compares to the competition, Adam should have examined the competition's ads and marketing materials beforehand. This would allow him to highlight the unique features and benefits of his product in comparison to the competition. Practicing asking probing questions may also be helpful, but examining the competition's ads would be the most relevant and direct way to prepare for this question. Checking the ethics of asking such a question and practicing question-avoidance techniques or talking to former employees of competitors are not relevant or ethical ways to prepare for this question.

Question 4

Which of the following statements about how technology applications impact the productivity of salespeople is false?

Accepted Answer

This statement is false. Technology applications are not becoming more complex and lowering the productivity of salespeople. In fact, technology applications are designed to enhance the productivity of salespeople by providing them with tools to manage their tasks, streamline processes, and increase efficiency.

Question 5

How can social networking be used by modern salespeople? Provide examples.

Accepted Answer

The answer of How can social networking be used by...

Question 6

Being able to view and manipulate customer and prospect information on an electronic map may require the use of which of the following?

Accepted Answer

Electronic mapping of customer and prospect information requires the use of Geographic Information System (GIS) software, which allows for the integration and analysis of spatial data. A geography textbook or topographical information system would not provide the necessary functionality, and a geographic PDA or global satellite navigation system may be used for location-based services but do not have the advanced mapping capabilities of a GIS software.

Question 7

Which of the following technology applications will most likely make it easier for a salesperson to manage his or her time efficiently?

Accepted Answer

A calendar management system helps a salesperson schedule and organize appointments, meetings, and tasks, making it easier to manage time efficiently.

Question 8

According to the text, computers enhance a salesperson's communications with their customers and employees through the use of which of the following?

Accepted Answer

Word processing and email allow salespeople to communicate with customers and employees more efficiently and effectively.

Question 9

A product benefit answers which of the following questions?

Accepted Answer

A product benefit answers the question "What's in it for me?", as it outlines how the product will improve the life or experience of the customer.

Question 10

As a new salesperson, researching your own company is a critical activity you should undertake.That activity should NOT include which of the following?

Accepted Answer

As a salesperson, it is important to research your own company to understand its strengths, weaknesses, products, and services. However, researching competitor's pricing schedule is not relevant to understanding your own company and may be considered unethical or even illegal in some cases.

Question 11

LinkedIn, Twitter, and Facebook can be used for which of the following?

Accepted Answer

LinkedIn, Twitter, and Facebook are all social networking platforms.

Question 12

According to the text, modern business cards need to have critical information.Which of the following is not identified by the text as critical information that should be captured in your business card?

Accepted Answer

The answer of According to the text, modern business cards...

Question 13

Richard is a sales representative for a computer manufacturer.He has been successful in convincing the reseller of the value associated with his line of computers.What are the two major obstacles faced by Richard in trying to convince this reseller to give his new product some of the limited shelf space he has in his store? How can Richard overcome these obstacles?

Accepted Answer

The answer of Richard is a sales representative for a...

Question 14

You have been asked to address a 1^st year university course focusing on professional sales.Your section of the lecture focuses on how modern salespeople should use their smartphones.Which of the following is not likely to be included in your lecture notes to the students?

Accepted Answer

It is not appropriate to have the ringer on during a meeting as it can disrupt the flow of the meeting and be seen as rude. It is better to put the phone on silent or vibrate mode and check for important calls or messages during a break. The other options listed are all important guidelines for using smartphones professionally.

Question 15

You are about to start your sales presentation to a large group of potential customers when your cellular phone rings.You look at the screen and notice it is your sales manager.Of the following potential answers, which one best fits the spirit of the content captured in the text?

Accepted Answer

You should have turned off your phone before the presentation to avoid interruptions and maintain professionalism.

Question 16

The usage of computers and mobile devices is becoming the norm in a "sales world." Which of the following is NOT an outcome associated with salespeople using technology?

Accepted Answer

While the usage of technology can improve sales presentation preparation, inventory control, distribution management, and sales manager monitoring, it does not guarantee an increase in sales. Higher sales depend on various factors such as the quality of the product or service, market demand, competition, and the salesperson's skills and efforts.

Question 17

The text offers several sources salespersons may use so as to be conversant with both their competition and the general state of the economy.Which of the following is not a potential source referenced in the text?

Accepted Answer

The text does not mention FAB (Features, Advantages, Benefits) of their own product as a potential source for salespersons to stay informed about their competition and the economy.

Question 18

Which of the following is not an activity that technology can help salespeople become more effective at?

Accepted Answer

Mobile gaming is not an activity that can help salespeople become more effective. The other options - presentations, contact management, calendar management, and customer information - are all activities that can be made more efficient and effective with the help of technology.

Question 19

In 1980, Britnee kept her clients' names, titles, and phone numbers in a binder arranged alphabetically.In 2020, Britnee is likely to be using what kind of system to maintain this information?

Accepted Answer

A contact management system would be the most likely choice for Britnee to use in 2020 to maintain her clients' information, as it allows for easy organization and retrieval of contact information, as well as additional features such as email integration and task management.

Question 20

Which of the following is NOT an appropriate way for a salesperson to use technology applications?

Accepted Answer

Providing games to play while waiting for prospects is not an appropriate way for a salesperson to use technology applications as it can be seen as unprofessional and may not help in achieving their sales goals. The other options listed are appropriate ways to use technology applications in the sales process.

Quiz 5: Sales Knowledge: Customers, Products, Technologies