Selling Customers

Business

Quiz 6 :
Sales Knowledge: Customers, Products, technologies

Quiz 6 :
Sales Knowledge: Customers, Products, technologies

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

Answer:

False
Explanation:Like many professional careers, selling is a skill that is truly developed only through experience. Sales knowledge obtained through education, reading, formalized sales training, and word-of-mouth is helpful in enhancing overall sales ability, but actual experience is the critical source of sales knowledge.

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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.
Free
True False
Answer:

Answer:

True
Explanation: Placing the customer's welfare before one's own welfare is key to having a successful sales career according to the Golden Rule of Personal Selling. It is important to remember that people do not care how much you know until they know how much you care.

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According to the text,salespeople who are product experts develop ethical,long-term relationships with customers.
Free
True False
Answer:

Answer:

False
Explanation: It is important to remember that people do not care how much you know until they know how much you care. Ethical service builds customer relationships and is based on the truth.

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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.
True False
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National advertising is sometimes limited to the top 100 markets in order to provide more punch per ad dollar.
True False
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Cooperative advertising is paid for by retailers and designed to reach industrial buyers.
True False
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Trade advertising is advertising the retailer conducts with the cost shared between manufacturer and retailer.
True False
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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.
True False
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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.
True False
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Direct-mail advertising helps expose users to a product or remind them that the product is available to meet a specific need.
True False
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Monitoring advertising and sales promotion activities enables salespeople to include current data and prices into sales presentations.
True False
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One of the reasons companies advertise is because they hope to reduce cognitive dissonance over a purchase.
True False
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Industrial advertising has more specified channels of communication and a smaller number of potential customers,leading to lower advertising costs.
True False
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With reference to sales promotion,POP stands for price-on-purchase.
True False
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Shelf facing refers to the number of individual products placed side-by-side on the shelf.
True False
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A primary obstacle faced by a salesperson who is trying to get shelf space for a new product is limited retail store space.
True False
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A premium is an article of merchandise offered as an incentive to encourage the user to take some action.
True False
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Premiums are used solely to encourage customers to come into the retailer store.
True False
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The three major categories of premiums are sales force premiums,consumer premiums,and dealer premiums.
True False
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Price refers to the value of a product that attracts the buyer to exchange something of value for the product.
True False
Answer:
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