Question 1

Which of the following is most likely an example of a consumer sales promotion?

Accepted Answer

Retail coupons are most commonly used as consumer sales promotions, offering immediate discounts to customers who use them at the point of sale. Free merchandise and sales contests could also be considered consumer sales promotions, but they are less commonly used. Trade advertisements and shelf facings are more related to trade promotions and product placement.

Question 2

Sales force automation breaks down into three technologically broad areas of functionality.They are personal productivity,order processing and customer service,and:

Accepted Answer

Sales force automation includes personal productivity, order processing and customer service, and communications, which facilitate interaction and information exchange.

Question 3

Computers can help salespeople have an efficient time management system through the use of:

Accepted Answer

The answer of Computers can help salespeople have an efficient...

Question 4

_____ is the computerized listing of all the customers that a salesperson meets in the process of making sales.

Accepted Answer

A contact management system is specifically designed for managing customer data and interactions. It allows salespeople to input and organize customer information, track leads and sales activities, and schedule follow-up tasks.

Question 5

Shelf positioning refers to the:

Accepted Answer

Shelf positioning refers to the physical placement of the product within the retail store, such as where the product is located on the shelf, how noticeable it is to customers, and how it compares to competing products.

Question 6

Todd,a sales representative for a textbook publisher,knows the name and direct line of each client's administrative assistant.Which type of software most likely helps Todd keep track of this information?

Accepted Answer

Contact management software is designed to help individuals and teams manage contacts and customers, including their contact information, preferences, and interaction history. This type of software is ideal for sales representatives like Todd, who need to maintain communication with a large number of clients and administrative assistants. Contact management software can help Todd keep track of each client's name, contact information (including the direct line for administrative assistants), and other details that may be relevant to his work.

Question 7

The value or worth of a product that attracts the buyer to exchange money or something of value for the good or service is its:

Accepted Answer

Price refers to the amount of money a buyer must pay to acquire a good or service. It is the value or worth of the product that the buyer is willing to exchange money or something of value for.

Question 8

Shelf facings are defined as:

Accepted Answer

Shelf facings refer to the number of individual products placed beside each other on the retailer's shelf. This is important because it determines how many products are visible to customers and can impact sales. Retailers often use planograms to strategically arrange shelf facings for optimal product placement.

Question 9

Kellogs cereal manufacturer recently offered miniature versions of a popular cartoon character in their cereal boxes.The term used for this marketing tool is:

Accepted Answer

A premium is an item given as a gift with a purchase to promote sales. In this case, the miniature cartoon character would be the premium offered by Kellogg's to entice customers to buy their cereal.

Question 10

The major obstacle a salesperson faces when trying to get retailers to place new products on store shelves is:

Accepted Answer

Limited shelf space is a major issue for retailers, who have to carefully choose which products to carry in their stores. This means that they may be resistant to adding new products, especially if they already have established products or limited room on their shelves. Other factors such as negative publicity or self-regulation may also impact a retailer's decision, but limited shelf space is the primary obstacle that salespeople may face.

Question 11

Which of the following is most likely an example of a trade sales promotion?

Accepted Answer

The answer of Which of the following is most likely...

Question 12

A car salesperson was selling a used car to Larry Travis when Larry said,"I really like this car,but I am not going to buy any car without knowing its history." The salesperson went to his computer,visited a Website called Car Fax and handed Travis a printout of the car's history.This incident best exemplifies how:

Accepted Answer

This incident best exemplifies how changes in technology have enhanced sales, as the salesperson used a website to provide the customer with the car's history.

Question 13

Which of the following statements about how computers impact the productivity of salespeople is incorrect?

Accepted Answer

The statement "Computer technology cannot be used for order processing and customer service" is incorrect. In fact, computer technology is commonly used for both order processing and customer service, improving productivity and effectiveness for salespeople.

Question 14

Which of the following would most likely remind a salesperson to send a thank-you letter to a sales prospect?

Accepted Answer

A sales force automation system is designed to track and manage a salesperson's interactions with prospects and customers. It can therefore be programmed to remind the salesperson to send a thank-you letter after a meeting with a sales prospect. The other options listed do not have this specific feature.

Question 15

Which of the following would most likely be used by a salesperson to make a sales presentation that includes product video clips?

Accepted Answer

PowerPoint is the most common software used for creating and delivering sales presentations that include media elements such as video clips. Outlook and Excel are primarily used for email communication and spreadsheet calculations, respectively. Windows and Internet Explorer are operating systems and web browsers, respectively, and do not have the capability for creating presentations.

Question 16

Manufacturers are LEAST likely to use premiums for:

Accepted Answer

Premiums are usually used to boost sales of slow-moving or new products, or to persuade prospects to sample the product. Fast-moving products do not require premiums as they are already selling well.

Question 17

A salesperson who used a(n)_____ would be able to track customer buying patterns.

Accepted Answer

The answer of A salesperson who used a(n)_____ would be...

Question 18

To make the most efficient use of their computers as a sales tool,salespeople should use their personal computers to:

Accepted Answer

Using personal computers to improve personal productivity can help salespeople manage their tasks, schedule appointments, and keep track of customer information, which ultimately leads to more sales. The other options, such as playing games or creating personal blogs, do not directly contribute to sales performance.

Question 19

Terrence sells office equipment and is asked by a prospect,"How does your product compare to the one I'm currently using?" To prepare for this question,Terrence should have:

Accepted Answer

Examining the competition's ads will provide Terrence with information about the features and benefits of the competitor's product. This will help him to compare and contrast his own product with the competitor's, and provide a detailed and informed answer to the prospect's question. Planning a trial close or practicing question-avoidance techniques may be helpful in other sales situations, but they will not specifically address this question about product comparison. Checking the firm's code of ethics or talking to former employees of competitors are not relevant to this question.

Question 20

Which of the following is NOT a feature associated with electronic calendar management?

Accepted Answer

Information about the date of last order is not a feature associated with electronic calendar management. The other options are all common features of electronic calendars.

Quiz 5: Sales Knowledge: Customers, products, technologies