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1 | |
Like many professional career, the only way to truly develop an individual's selling skills is through: |
| | A) | computer simulation |
| | B) | traditional class lectures and tests |
| | C) | experience |
| | D) | role-playing |
| | E) | none of the above |
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2 | |
Salespeople must have knowledge to be competent in their jobs. They need general company information. All of the following are examples of general company knowledge that would be useful for a salesperson to know EXCEPT: |
| | A) | how the company has developed since its origin |
| | B) | how its production facilities operate |
| | C) | how its service facilities are operated |
| | D) | the distribution, pricing, and promotion policies of its resellers |
| | E) | its policies and procedures that relate to customer satisfaction |
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3 | |
Product knowledge for a salesperson who sells Stihl brand chain saws to retailers would include: |
| | A) | the fact that the Andreas Stihl Company is the number one chain saw manufacturer in the U.S. |
| | B) | the fact that the Stihl saw comes in both electric and gasoline models |
| | C) | the fact that the company has been in business since 1926 |
| | D) | how individual Stihl retailers sell the saws to final consumers |
| | E) | all of the above |
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4 | |
Dillard's is a regional chain of department stores in the southeastern United States. It often runs ads in magazines like Southern Living, which is targeted to consumers living in the southeastern states. These ads often feature the products of a single manufacturer such as Liz Claiborne, Keds shoes, or Dermablend, cosmetics. In each of these ads, the manufacturer's products are prominently displayed. Headlines at the bottom announce they are available at Dillard's. This is an example of _____ advertising because Dillard's and the manufacturer share the advertising cost. |
| | A) | national |
| | B) | trade |
| | C) | advocacy |
| | D) | cooperative |
| | E) | comparative |
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5 | |
In Grocery Equipment, the magazine of design equipment for the supermarket industry, you would expect to find _____ advertising. |
| | A) | banner |
| | B) | comparative |
| | C) | trade |
| | D) | cooperative |
| | E) | retail |
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6 | |
Why does a pharmaceutical company that manufactures drugs that consumers can only buy if their doctor has prescribed the medication use advertising in consumer magazines like People and Reader's Digest? |
| | A) | to educate customers about the products' benefits |
| | B) | to reduce cognitive dissonance over the product |
| | C) | to increase overall sales of a specific product |
| | D) | to inform customers that a product is on the market and how to acquire it |
| | E) | to do all of the above |
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7 | |
Which of the following is the BEST example of a trade sales promotion? |
| | A) | The veterinarian sent the Adams family a coupon for a free flea treatment for their poodle. |
| | B) | Hunter got a $5 refund when he sent in his purchase information on a new Hoover vacuum cleaner. |
| | C) | Included in Madison's mail yesterday was a free sample of Alka Seltzer cold remedy. |
| | D) | The retail clerk won a sales contest because she sold more RubberMaid products than any other salesperson in her store's district. |
| | E) | Telma was so impressed by the in-store demonstration of Simple Green cleaner that she bought 6 bottles. |
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8 | |
The sales rep stocking the shelves with Golden Flake snack products is concerned about getting adequate shelf facings for his product. He is concerned about: |
| | A) | the use of banners and coupons to increase product purchases |
| | B) | where the Frito-Lay products are located relative to other branded products carried by the store |
| | C) | special purchase prices for resellers |
| | D) | how on-pack premiums are displayed |
| | E) | the number of individual products placed beside each other on the shelf |
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9 | |
The salesperson for Clairol Herbal Essences hair care products wants to use more shelf facings but is finding store managers reluctant to grant him his request. The most likely reason why store managers are reluctant to give him more shelf facings is: |
| | A) | lack of shelf space |
| | B) | legislation, which indicates that shelf facings may adversely affect competition |
| | C) | a potential violation of Food and Drug Administration policies dealing with product positioning |
| | D) | labor costs to rearrange existing shelves |
| | E) | store policies that limit the amount of shelf facing any one product can have |
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10 | |
Sales force automation can be broken down into three broad areas of functionality. They are: |
| | A) | production, management, and marketing |
| | B) | order getting, order taking, and customer service |
| | C) | push functions, pull functions, and customer service functions |
| | D) | personal productivity, communications, and order processing and customer service |
| | E) | pricing, distribution, and product management |
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11 | |
Diane sells textbooks. When she received information that the new edition of Lehmann & Winer Product Management would be out at the end of June, she E-mailed her customers who taught classes for which this text would be appropriate to tell them when they could expect to receive sample copies of the new book. To keep up with her customers and to make sure that she was able to reach all prospective users of the book, Diane would use: |
| | A) | production management |
| | B) | transactional partnering |
| | C) | value-added marketing |
| | D) | market bundling |
| | E) | contact management |
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12 | |
Asia sells the shelves and display units used in retail stores. Asia understands the importance of time management. She does not want to waste her selling time driving from customer to customer. She wants to make sure that she uses the most efficient routes, and more importantly that she does not have to drive 50 miles east to see one customer and then 30 miles west to see her next customer. Asia should use a(n): |
| | A) | tickler file |
| | B) | geographic information system |
| | C) | contact management file |
| | D) | expert system |
| | E) | automated mapping system |
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13 | |
According to the rules of netiquette, when a salesperson uses E-mail to communicate with a customer, he or she should: |
| | A) | avoid flaming |
| | B) | always be short to guarantee they will be read |
| | C) | send any bad news such as stockouts via E-mail |
| | D) | use all capital letters for important messages |
| | E) | do none of the above |
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14 | |
Andre is going into a meeting with a customer that could potentially be his company's largest customer if he is able to close the sale. He is expecting an important cell phone call from a realtor about the sale of his current home. What should he do? |
| | A) | Postpone the meeting until he hears from his realtor. |
| | B) | Turn off his phone and use text messaging. |
| | C) | Take his phone to the meeting and advise the prospect that he will be taking a call during the meeting. |
| | D) | Only answer his cell phone if Caller ID identifies the realtor as the caller. |
| | E) | Do none of the above. |
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15 | |
When Maria purchased a dress from the Willow Ridge catalog, she had to pay the price of the dress listed in the catalog and all shipping charges. Maria paid: |
| | A) | net price and zone price |
| | B) | list price and FOB destination price |
| | C) | net price and FOB shipping price |
| | D) | list price and FOB shipping price |
| | E) | list price and zone price. |
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16 | |
A manufacturer of scented candles wants to offer noncumulative quantity discounts. That means it should: |
| | A) | indicate 2/10 net 30 or something similar on its bill |
| | B) | have one price if a customer buys 10 or fewer and a lower price if a customer buys more than 10 |
| | C) | pay all transportation charges and maintain title of the candles until delivered to the reseller |
| | D) | offer customers a discount for buying a certain number of candles over an extended period of time |
| | E) | reduce prices to channel members to compensate them for services provided |
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17 | |
If a Denver ski shop purchases $30,000 worth of ski equipment on January 1, and the cash discount is 1/15 net 30, what amount of money will the shop's owner have to pay if he pays the bill on January 26? |
| | A) | $25,500 |
| | B) | $29,700 |
| | C) | $30,000 |
| | D) | $30,300 |
| | E) | cannot be determined from the information provided |
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18 | |
Which of the following statements about trade discounts is true? |
| | A) | A trade discount is usually stated as a dollar reduction in transportation costs. |
| | B) | A trade discount is often stated in the following form: 3/10 net 30. |
| | C) | A channel member who accepts a trade discount is no longer eligible for a cash discount. |
| | D) | Equal trade discounts must be offered to all channel members. |
| | E) | None of the above statements about trade discounts is true. |
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19 | |
The percentage markup is based on either: |
| | A) | gross margin or return on investment desired |
| | B) | the cost of the product or the cost of servicing the product |
| | C) | the product's selling price or its cost |
| | D) | the length or the width of the channel |
| | E) | the types of discounts offered or the market share of the product being sold |
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20 | |
A value analysis would be used to determine: |
| | A) | the number of shelf facings available in a typical supermarket |
| | B) | the economical advantages of new assembly line equipment over time |
| | C) | whether to use cooperative advertising |
| | D) | whether a company needs to change its return policies |
| | E) | how large a cash discount to offer |
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2002 McGraw-Hill Higher Education