Sales Knowledge: Customers,products,technologies

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

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True/False

Knowledge of selling is gained only through formal classes,which is why firms invest so heavily in employee training programs.

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Question 2

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True/False

According to the Golden Rule of Personal Selling,most customers do not care how much a salesperson knows about a product until the salesperson shows honesty and caring.

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Question 3

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True/False

According to the text,salespeople who are product experts develop ethical,long-term relationships with customers.

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Question 4

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True/False

Sales training is the effort put forth by an employer to provide the opportunity for the salesperson to receive job-related skills and knowledge that improve sales success.

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Question 5

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True/False

National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.

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Question 6

True/False

Cooperative advertising is paid for by retailers and designed to reach industrial buyers.

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Question 7

True/False

Trade advertising is advertising the retailer conducts with the cost shared between manufacturer and retailer.

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Question 8

True/False

Carla Piretti is a manager of a plant that processes recycled plastic and sells it to other companies.She recently saw an advertisement for a machine that would help her company reduce the cost of reclaiming the recycled plastic by 20 percent.This ad is an example of trade advertising.

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Question 9

True/False

To reduce the amount of time that must be devoted to sales training,modern companies do not teach their salespeople about the company's history.

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Question 10

True/False

Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.

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Question 11

True/False

Monitoring advertising and sales promotion activities enables salespeople to include current data and prices into sales presentations.

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Question 12

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One of the reasons companies advertise is because they hope to reduce cognitive dissonance over a purchase.

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Question 13

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Industrial advertising has more specified channels of communication and a smaller number of potential customers,leading to lower advertising costs.

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Question 14

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With reference to sales promotion,POP stands for price-on-purchase.

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Question 15

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Shelf facing refers to the number of individual products placed side-by-side on the shelf.

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Question 16

True/False

A primary obstacle faced by a salesperson who is trying to get shelf space for a new product is limited retail store space.

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Question 17

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A premium is an article of merchandise offered as an incentive to encourage the user to take some action.

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Question 18

True/False

Premiums are used solely to encourage customers to come into the retailer store.

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Question 19

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The three major categories of premiums are sales force premiums,consumer premiums,and dealer premiums.

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Question 20

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Price refers to the value of a product that attracts the buyer to exchange something of value for the product.

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