55) Why do some businesses require that new salespeople work on the company’s assembly line?
A) Develop empathy
B) Gain product knowledge
C) Analyze channel distribution
D) Monitor customer service facilities
E) Form relationships with co-workers
56) 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:
A) price.
B) gross profit.
C) contribution margin.
D) markup.
E) net profit.
57) 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:
A) planned a trial close.
B) examined the competition’s ads.
C) checked his firm’s code of ethics.
D) practiced question-avoidance techniques.
E) talked to former employees of his competitors.
58) A salesperson, promoting a new type of energy drink to a grocery-store chain, develops a
plan integrating promotions within the grocery store, such as in-store sampling, along with
national initiatives conducted by the energy drink manufacturer, such as national advertising and
social media programming. This exemplified how:
A) the salesperson is using sales promotions to support personal selling.
B) the salesperson relies on other promotional elements as personal selling is not a very effective
method to sell to retailers.
C) the selling firm would create awareness of their product and incent grocery consumers to visit
the stores and purchase their energy drinks.
D) advertising is more important than personal selling.
E) the selling firm’s advertising would support publicity.
59) Which type of advertising is undertaken by the manufacturer and directed toward the
wholesaler or the retailer?
A) Direct-mail advertising
B) Retail advertising
C) Trade advertising
D) Industrial advertising
E) Cooperative advertising
60) Which type of advertising is aimed at individuals and organizations who purchase products
used for manufacturing other products?
A) Direct-mail advertising
B) Retail advertising
C) Trade advertising
D) Industrial advertising
E) Cooperative advertising
61) Proctor & Gamble wants to reach all users of the firm’s products, both industrial buyers and
consumers. The firm would most likely use ________ advertising because it has the greatest
reach.
A) trade
B) national
C) relationship
D) retail
E) corporate
62) Local supermarkets and department stores regularly advertise nationally distributed brand
products. Which of the following advertisement types are they most likely to use?
A) Retail advertising
B) National advertising
C) Cooperative advertising
D) Trade advertising
E) Industrial advertising
63) Advertisements in a local newspaper for a locally owned garden center are examples of
________ advertising.
A) industrial
B) national
C) trade
D) retail
E) co-op
64) Which of the following would most likely include a trial sample or request consumers to
complete a questionnaire to receive a free product sample?
A) Trade advertising
B) Industrial advertising
C) Cooperative advertising
D) Retail advertising
E) Direct-mail advertising
65) Smith-Lockwood, a gift store, ran a half-page advertisement in a regional newspaper for
Howard Miller brand clocks. Smith-Lockwood’s Howard Miller supplier reimbursed the store’s
owner for the media cost. This is most likely an example of ________ advertising.
A) industrial
B) national
C) trade
D) institutional
E) co-op
66) A veterinarian ran a local newspaper advertisement announcing it was the exclusive
distributor of Hill brand gourmet pet food. The Hill salesperson reimbursed the veterinarian for
the media cost. This is an example of ________ advertising.
A) industrial
B) national
C) trade
D) dual
E) co-op
67) In most cases national and retail advertising is aimed at:
A) manufacturers.
B) wholesalers.
C) final consumers.
D) trade specialists.
E) industrial users.
68) An advertisement for Carr cabinet doors that is directed at people in the woodworking
industry ran in a publication called Custom Woodworking Business. The ad explained why Carr
cabinet doors were the perfect finishing touch for all cabinets. This manufacturer used ________
advertising to reach potential users.
A) industrial
B) national
C) trade
D) retail
E) co-op
69) Companies do all of the following while advertising their products EXCEPT:
A) increase intermediary cooperation.
B) educate potential customers about products.
C) reduce buyers’ cognitive dissonance about a purchase.
D) develop leads for salespeople through mail-ins.
E) presell even before a salesperson’s call.
70) Sheila Dunn is the author of a children’s book. A retail bookstore chain has agreed to
advertise Sheila’s book aggressively with lots of countertop literature racks, posters, banners, and
life-size images of the characters from her book. All of these are examples of:
A) trade sales promotion.
B) point-of-purchase displays.
C) shelf positioning.
D) shelf facing.
E) retailer premiums.
71) Which of the following is most likely an example of a trade sales promotion?
A) Free samples
B) Free merchandise
C) Consumer contests
D) Store coupons
E) Consumer demonstrations
72) Which of the following is most likely an example of a consumer sales promotion?
A) Free merchandise
B) Trade advertisements
C) Sales contests
D) Retail coupons
E) Shelf facings
73) Shelf positioning refers to the:
A) number of individual products placed beside each on the shelf.
B) number of different product lines carried by an individual store.
C) number of individual point-of-purchase displays placed within a retail store.
D) physical placement of the product within the retail store.
E) physical placement of point-of-purchase displays within the retail store.
74) Shelf facings are defined as:
A) the number of individual products placed beside each on the shelf.
B) the number of individual point-of-purchase displays placed within a retail store.
C) the physical placement of the product within the retail store.
D) the actual potential inventory size of a retail outlet.
E) the number of individual products placed beside each other on the retailer’s shelf.
75) The major obstacle a salesperson faces when trying to get retailers to place new products on
store shelves is:
A) retailers’ resistance to change.
B) limited shelf space.
C) negative publicity.
D) self-regulation.
E) determining product category.
76) Manufacturers are LEAST likely to use premiums for:
A) getting prospects to request further information.
B) boosting the future sales of fast moving products.
C) getting customers to come into the retail store.
D) persuading prospects to sample the product.
E) introducing a new product.
77) Kellogs cereal manufacturer recently offered miniature versions of a popular cartoon
character in their cereal boxes. The term used for this marketing tool is:
A) premium.
B) reward.
C) bonus.
D) incentive.
E) discount.
78) To make the most efficient use of technology and software applications as sales tools,
salespeople should use them to:
A) play games while they wait for a customer.
B) make cold calls.
C) help them avoid using the wrong closing.
D) improve their personal productivity.
E) create personal blogs.
79) A salesperson was selling industrial power generators to a manufacturing firm when the
purchase manager said, “I really like the specifications, but I am not going to give the order
without knowing its warranty details” The salesperson, utilizing his tablet, visited her firm’s main
computer database, and handed the purchase manager a printout of the generator’s warranty
details immediately. This incident best exemplifies how:
A) a sales-oriented promotional method is effective.
B) changes in the technology have enhanced sales.
C) influential transactional selling methods can be.
D) a partnering relationship develops with consumers.
E) important CRM software is to salespeople.
80) Which of the following statements about how sales technology impacts the productivity of
salespeople is incorrect?
A) Sales technology tools are at the heart of salespeople’s ability to provide top-quality customer
service.
B) Sales technology is impacting salespeople in all aspects of their lives.
C) Sales technology is used to create better strategies.
D) Sales technology helps salespeople increase their productivity and effectiveness.
E) Sales technology cannot be used for order processing and customer service.
81) Sales force automation breaks down into three technologically broad areas of functionality.
They are personal productivity, order processing, customer service, and:
A) sales presentation preparedness.
B) inventory control.
C) distribution management.
D) sales manager monitoring.
E) communications.
82) Sales technology can help salespeople have an efficient time management system through
the use of:
A) computer-based presentations.
B) contact management programs.
C) calendar management programs.
D) geographic information systems.
E) spreadsheet tools.
83) ________ is a technology system that helps companies manage information about existing
and potential customers.
A) CRM (customer relationship management)
B) Personal productivity
C) A salesperson diary
D) Spreadsheet organizer
E) Worksheet information system
84) Todd, a sales representative for a textbook publisher, knows the name and direct line of each
client’s administrative assistant. Which type of software system most likely helps Todd keep
track of this information?
A) GIS
B) POP
C) Inventory management
D) CRM
E) Calendar management
85) Which of the following is NOT a feature associated with electronic calendar management?
A) Links scheduled events with accounts
B) Assigns relative priorities to items listed
C) Automatically checks for scheduling conflicts
D) Reduces time management errors
E) Includes information about date of last order
86) Which of the following would most likely remind a salesperson to send a thank-you letter to
a sales prospect?
A) Geographic information system
B) Electronic Rolodex
C) Sales force automation system
D) Demographic information system
E) Global positioning system
87) A salesperson who used a(n) ________ would be able to track customer buying patterns.
A) spreadsheet
B) atlas
C) management information system
D) worksheet
E) geographic information system
88) Which of the following would most likely be used by a salesperson to make a sales
presentation that includes product video clips?
A) Outlook
B) Windows
C) Excel
D) PowerPoint
E) Internet Explorer
89) Salespeople use geographic information systems to:
A) increase their sales quotas.
B) acquire instant knowledge.
C) create more efficient routing patterns.
D) send text messages to customers and prospects.
E) stay in constant contact with their sales managers.
90) A salesperson would most likely get benefits of using podcasts and other forms of e-learning
modules by:
A) Developing product knowledge and selling skills.
B) Searching the Internet for a competitor’s product data.
C) Integrating video clips into PowerPoint presentations.
D) Organizing client contact information.
E) Scheduling customer meetings.
91) The Internet is best described as:
A) a global network of computers.
B) a service available only in the U.S.
C) totally different from the phone system.
D) synonymous with the World Wide Web.
E) an extension of a person’s personal computer.
92) Due to the availability, processing speeds, and expanding reach of technology, salespeople
are able to conduct business in a variety of venues that effectively serve as _______?
A) Technology hub
B) Service center
C) Sales force library
D) Virtual offices
E) GIS
93) Which of the following refers to a technology approach that enables a more mobile, portable
opportunity for salespeople by allowing access to software anywhere, as long as the individual is
connected to the Internet.
A) The Internet
B) CRM
C) Tablet
D) The Cloud
E) GIS
94) Netiquette is most closely related to:
A) the 80/20 principle.
B) distributive justice.
C) the Golden Rule.
D) the iceberg principle.
E) procedural justice.