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1 | |
The sales training a salesperson receives helps build his buyer's confidence in him. |
| | A) | True |
| | B) | False |
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2 | |
Paula Swanson is a manager of a plant that processes recycled plastic to prepare them for sale to retail supermarkets. She recently was sent an advertisement for a machine her company could buy to reduce the cost of reclaiming the recycled plastic by 20 percent. This ad is an example of direct-mail advertising. |
| | A) | True |
| | B) | False |
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3 | |
Profit refers to the value of a product that attracts the buyer to exchange something of value for the product. |
| | A) | True |
| | B) | False |
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4 | |
The Internet and the World Wide Web are not the same thing. |
| | A) | True |
| | B) | False |
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5 | |
The added price is the dollar amount of money added to the product cost to determine its selling price. |
| | A) | True |
| | B) | False |
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6 | |
ROI stands for Rules of Inventory. |
| | A) | True |
| | B) | False |
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7 | |
_____ is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related culture, skills, knowledge, and attitudes that result in improved performance in the selling environment. |
| | A) | Sales training |
| | B) | Market positioning |
| | C) | Sales enhancement |
| | D) | Market delegation |
| | E) | Job description |
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8 | |
Sales knowledge: |
| | A) | guarantees ethical behavior. |
| | B) | increases sales. |
| | C) | eliminates problems with puffery. |
| | D) | allows salespeople to be equally effective in all cultures. |
| | E) | does all of the above. |
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9 | |
______ is the standard amount charged to customers for a product. |
| | A) | Net worth |
| | B) | Transactional value |
| | C) | Cost |
| | D) | Contribution margin |
| | E) | List price |
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10 | |
The _____ is the dollar amount added to the cost of a product to determine its selling price. |
| | A) | consumer add-on |
| | B) | profit factor |
| | C) | markup |
| | D) | gross profit |
| | E) | net profit |
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11 | |
Celia's Yogurt is an entrepreneurial venture of a college student named Celia Wu. She sells yogurts in cups and cones from a trailer at the beach during the tourist season. If Wu pays $500 for cartons of yogurts then sells it all for $1200, how much is her return on investment? |
| | A) | $500 |
| | B) | $700 |
| | C) | $1200 |
| | D) | $1700 |
| | E) | cannot be determined from the information given |
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12 | |
Product cost versus true value, unit cost, and return-on-investment are three types of: |
| | A) | financial analysis. |
| | B) | sales proposals. |
| | C) | liquidity measures. |
| | D) | cost analysis. |
| | E) | value analysis. |
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13 | |
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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14 | |
Karin sells textbooks. When she received information that the new edition of the Futrell ABCs of Selling textbook 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, Karin would use: |
| | A) | production management |
| | B) | transactional partnering |
| | C) | value-added marketing |
| | D) | market bundling |
| | E) | contact management |
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15 | |
Taniah sells office supplies. Taniah 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. Taniah 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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