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Exam 5: Sales Knowledge: Customers, products, technologies

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Question 51

Multiple Choice

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Which of the following refers to a small,fully functional computer that works as an extension of a desktop or laptop computer?

A) MP3
B) POS
C) GPS
D) PDA
E) GIS

F) B) and C)
G) A) and D)

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Question 52

Multiple Choice

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_____ is the additional sum of money expected from an investment over and above the original investment.

A) Return on sale
B) Net sale
C) Return allowance
D) Return on investment
E) Contribution margin

F) A) and C)
G) A) and E)

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Question 53

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Which of the following statements about how computers impact the productivity of salespeople is incorrect?

One method to obtain information on competitors is through advertisements.

A salesperson would most likely use an iPod to:

Knowledge of selling is gained only through the company's formal training program.

Premiums are used solely to get customers to come into the retailer's store.

How can a geographic information system (GIS)make a salesperson more efficient?

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.

"Yo-to-go" is an entrepreneurial venture of a college student named Cathy Frank.She sells yogurts in cups and cones from a trailer at the beach during the tourist season.If Frank pays $500 for cartons of yogurts then sells it all for $1200,how much is her return on investment?

Why do some businesses require that new salespeople work on the company's assembly line?

Which of the following is most likely an example of a consumer sales promotion?

When the book salesperson told the bookstore manager,"3/15 net 60," the manager knew that he was receiving a _____ discount.

The three major categories of premiums are contests and sweepstakes,consumer premiums,and dealer premiums.

Cumulative quantity discounts are price reductions received for buying a certain amount of a product over a stated period of time.

Salespeople who use a mobile office are not as efficient as those who work out of a stable office.

Which type of advertising is undertaken by the manufacturer and directed toward the wholesaler or the retailer?

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.

Which of the following is a quantity discount that involves a one-time reduction in price?

Sterling Industries offers customers cash discounts for paying their bills within 10 days.Assume a Sterling Industries customer purchases $10,000 worth of goods on October 1 and the cash discount is "2/10 net 30." If the customer pays his bill on October 9,the amount due will be $9,000.