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| 1 | |
Only through possessing a high level of knowledge can the salesperson provide excellent service. |
| | A) | True |
| | B) | False |
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| 2 | |
Paula Swanson manages a plant that manufactures small engines that are later purchased by Honda and Toro for use in lawnmowers and portable generators. She recently received an advertisement for a machine that would to speed up the packaging process by 20 percent. This ad is an example of trade 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 World Wide Web is a part of the Internet, which is the physical infrastructure of a global computer network. |
| | A) | True |
| | B) | False |
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| 5 | |
A sales representative visiting a customer in an unfamiliar town would benefit from a GIS. |
| | A) | True |
| | B) | False |
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| 6 | |
Sales knowledge most likely: |
| | A) | improves corporate ethics. |
| | B) | builds buyer confidence. |
| | C) | eliminates unnecessary puffery. |
| | D) | enhances multicultural understanding. |
| | E) | creates a highly competitive atmosphere. |
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| 7 | |
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 at consumers living in the southeastern states. These ads often feature the products of a single manufacturer such as Liz Claiborne, Coach, or Clinique. 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) | cooperative |
| | B) | national |
| | C) | trade |
| | D) | advocacy |
| | E) | comparative |
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| 8 | |
Companies should NOT spend money on advertising if their goal is to: |
| | A) | increase cognitive dissonance among consumers who have purchased company products. |
| | B) | give salespeople additional selling information for sales presentations. |
| | C) | educate customers about company products. |
| | D) | increase cooperation from intermediaries. |
| | E) | build company recognition. |
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| 9 | |
Which of the following is primarily a trade sales promotion? |
| | A) | Free samples |
| | B) | Rebates |
| | C) | Demonstrations |
| | D) | Sales contests |
| | E) | Coupons |
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| 10 | |
What is the LEAST likely reason that salespeople use personal computers? |
| | A) | To enter orders. |
| | B) | To track leads. |
| | C) | To prepare sales forecasts. |
| | D) | To check inventory status. |
| | E) | To blog about their sales success. |
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| 11 | |
A giant, cardboard Gatorade bottle stands at the end of a grocery store aisle. The giant bottle holds 16 ounce bottles of a new Gatorade flavor. Which term best describes this arrangement? |
| | A) | Point-of-purchase display |
| | B) | Trade sales promotion |
| | C) | Territory management |
| | D) | Shelf positioning |
| | E) | Product premium |
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| 12 | |
Todd, a tool salesperson, has forgotten about three retailer appointments in the last month, which means lost sales. Which type of computer application would most likely benefit Todd? |
| | A) | Electronic mail |
| | B) | Geographic information systems |
| | C) | Calendar management |
| | D) | Computer-based presentations |
| | E) | Contact management |
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| 13 | |
Karin, a textbook sales representative, knows that the new edition of the Futrell ABCs of Selling textbook will be released in June. Karin e-mails university professors in her sales territory to let them know when to expect a sample copy of the new book. Karin most likely uses ________ software to facilitate this process. |
| | A) | production management |
| | B) | contact management |
| | C) | calendar management |
| | D) | word processing |
| | E) | geographic information system |
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| 14 | |
Taniah sells office supplies and 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 possible, so Taniah should use a(n): |
| | A) | tickler file. |
| | B) | location system. |
| | C) | contact management file |
| | D) | automated mapping system. |
| | E) | geographic information system. |
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| 15 | |
"Buy10 cases today; get one case free," is an example of a _____ discount. |
| | A) | trade |
| | B) | cash |
| | C) | consumer |
| | D) | cumulative quantity |
| | E) | noncumulative quantity |
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