Question 1

In 1980,Britnee kept her clients' names,titles,and phone numbers in a binder arranged alphabetically.In 2014,Britnee is likely to be using what kind of system to maintain this information?

Accepted Answer

Britnee is likely to be using a contact management system in 2014 to maintain her clients' names, titles, and phone numbers. This type of system allows for more efficient organization and tracking of contacts, compared to a binder arranged alphabetically.

Question 2

Which of the following statements about how computers impact the productivity of salespeople if true?

Accepted Answer

Computers are essential for providing customer service, impact various aspects of life, and are necessary for maintaining competitiveness, making all statements correct.

Question 3

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 4

What is the purpose behind a manufacturer using premiums?

Accepted Answer

Manufacturers use premiums for various reasons, such as generating inquiries, promoting slow-moving products, attracting customers to retail stores, and encouraging prospects to sample the product. Therefore, all the given choices are correct.

Question 5

Which of the following is NOT an appropriate way for a salesperson to use his or her computer?

Accepted Answer

Providing games to play while waiting for prospects is not a productive use of a salesperson's computer and does not contribute to their sales efforts. All of the other options listed can help improve sales productivity and effectiveness.

Question 6

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 computers?

Accepted Answer

The usage of computers and mobile devices can improve sales presentation preparedness, inventory control, distribution management, and sales manager monitoring. However, it does not necessarily guarantee increased sales as it still depends on the salesperson's skills and the quality of the product/service being sold.

Question 7

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

Accepted Answer

A calendar management system will help a salesperson schedule appointments and make sure they are not double-booked, which will help manage their time efficiently. An email system, geographic information systems, contact management systems, and intranet management systems may also be useful for salespeople, but they are not specifically designed to help manage time.

Question 8

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 rows of a single product placed next to each other on a retailer's shelf. The term is important because a retailer can sell more products if there are multiple facings, as they help ensure that the product is visible to the customer.

Question 9

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

Researching competitor's pricing schedule is not about your own company, and therefore does not belong to the list of critical activities to undertake when researching your own company as a new salesperson. Instead, it belongs to researching your competitors' companies.

Question 10

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 are potential sources referenced in the text?

Accepted Answer

The text mentions several sources including trade publications, newspapers, the Internet, television, and radio. Therefore, all of these choices are correct potential sources for salespersons to use.

Question 11

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

Accepted Answer

All of these choices are identified by the text as a top ten. The text identifies tracking customers' order patterns and profiles, tracking of ratios of calls to presentations and presentations to sales, tracking potential clients, and tracking of expenses as ways in which computers are leveraged by salespeople.

Question 12

What does the acronym FAB stand for?

Accepted Answer

FAB stands for Features, Advantages, and Benefits, which is a marketing concept used to communicate the benefits of a product or service.

Question 13

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

By examining the competition's ads, Adam can gain insight into what features and benefits they are promoting and how his product can differentiate itself from the competition. This will enable him to answer the question effectively and highlight the unique value proposition of his product. Practicing probing questions and preparing for question-avoidance techniques may not be relevant if the customer is directly asking about the competition. Checking the ethics and talking to former employees may not be practical or necessary in this case.

Question 14

Computer 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

The answer of Computer Are US decides to run a...

Question 15

Which of the following are activities that computers can help salespeople become more effective at?

Accepted Answer

All of the given choices are activities that computers can help salespeople become more effective at. Computers can assist in creating visually appealing and interactive presentations, managing contacts for better communication and follow-up, managing and syncing calendars for efficient scheduling, and storing and analyzing customer information to personalize sales efforts.

Question 16

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

Accepted Answer

The answer of According to the text,computers enhance a salesperson's...

Question 17

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

Accepted Answer

The answer of Which of the following is NOT an...

Question 18

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 smart phones.Which of the following are likely to be included in your lecture notes to the students?

Accepted Answer

All of these choices are important for modern salespeople to consider when using their smart phones. Cell yell (speaking loudly on a phone in public) can be unprofessional and bothersome to those around you. Using a lock code on your phone is necessary for security and privacy. It is also important to never use your phone while driving for safety reasons. And finally, text messaging can be a useful tool for simplifying communication and keeping track of important information.

Question 19

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 and is a marketing technique used by companies to promote their products at the point of sale. Gillian's job is to persuade retailers to use her company's POPs to showcase their pet food products and increase sales.

Question 20

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 already purchased the company's products is not a typical objective of a sales promotion. In fact, it is counterproductive as it may lead to dissatisfaction and negative word-of-mouth. The other objectives listed, such as increasing excitement, providing additional selling tools, building company recognition, and increasing reseller cooperation, are all common objectives of sales promotions.

Quiz 5: Sales Knowledge: Customers, products, technologies