Vài tập ôn tập chương 2 cuoi kỳ 1 - Tài liệu tham khảo | Đại học Hoa Sen

Question1 Not yet answered Marked out of 1.00 Flag question Question text
"Suggestive selling" is defined as: a.
suggesting to customers that they buy something that goes along with their primary purchase# b.
suggesting to salespeople that they try a different sales script to see if they will have a higher number of sales c.
suggesting to customers that they buy something from a different company d.
suggesting to customers that they buy something that suits them better than what they originally intended to buy Clear my choice Question2 Not yet answered Marked out of 1.00 Flag question Question text
Another word for "channel" in the phrase "sales channel" is: a. website b. groove c. staff d. method Clear my choice Question3 Not yet answered Marked out of 1.00 Flag question Question text Trade representatives sell to: a. retail customers in person b.
organizations that represent a particular industry c.
organizations that provide marketing but not sales d.
organizations that then sell to retail customers Clear my choice Question4 Not yet answered Marked out of 1.00 Flag question Question text
What does the word "purify" mean in terms of the sales function?# a.
It means to carefully consider the product line and eliminate products that do not sell well. b.
It means to ask all employees, regardless of job function, to sell to any customer they have contact with. c.
It means to change the ways non-sales activities occur so they cost the company less. d.
It means to choose the most expensive method to reach customers. Clear my choice Question5 Not yet answered Marked out of 1.00 Flag question Question text
Apex Ink Producers is considering moving from using its current salesperson-
based sales channel to a multiple channel model. Which of the following is a
reason Apex would use multiple sales channels instead of a single channel? # a.
The company's sales model channels all customers through its web portal. b.
The company's costs associated with multiple channels are sure to be offset by increased margins on products. c.
The company's customer base is located in multiple areas all over the country. d.
The company's customers would like to purchase products using various methods. Clear my choice Question6 Answer saved Marked out of 1.00 Flag question Question text
Manufacturer's reps and distributors are both outsourced salespeople for a
company. In what way is a manufacturer's rep different from a distributor? a.
A manufacturer's rep does not keep an inventory of products, while a distributor does. b.
A manufacturer's rep keeps an inventory of products, while a distributor does not. c.
A manufacturer's rep is a type of field rep while a distributor is an inside salesperson. d.
A manufacturer's rep does not sell directly to contractors, while a distributor does. Clear my choice Question7 Answer saved Marked out of 1.00 Flag question Question text
Jerry Rodriguez uses his car as his center of activity in his job selling energy
drinks for LiquidZing Unlimited. All day he drives from customer site to customer
site for sales meetings. Jerry is considered: a. a distributing rep b. a field rep c. an alignment rep d. an inside sales rep Clear my choice Question8 Answer saved Marked out of 1.00 Flag question Question text
Structuring the sales staff is a common challenge for sales managers at
companies of all sizes. Which of the following is a reason for a sales manager to
use field representatives instead of inside salespeople? a.
The salesperson needs to use a company vehicle for visits to customers. b.
The salesperson needs to sell to incoming callers. c.
The salesperson needs to show the product to the customer in person. d.
The salesperson needs to understand the sales cycle. Clear my choice Question9 Answer saved Marked out of 1.00 Flag question Question text
Anderson Financial is embarking on a system-wide review of their sales and
service process. In order to serve customers most efficiently and create profits
for the company, Anderson could use a combination of all of the following EXCEPT: a. competing metrics b.
inside salespeople and field reps c.
outsourced and company salespeople d.
multiple channels using diverse technologies Clear my choice Question10 Answer saved Marked out of 1.00 Flag question Question text
Marianne Tocaros is a retail sales rep for a jewelry store. She works only on
commission. Which of the following MUST BE true about Marianne? a.
She only earns money if she makes a sale. b. She is an outsourced employee. c.
She must be paid as an independent contractor. d.
She makes a percentage of a sale on top of her regular salary. Clear my choice Question11 Answer saved Marked out of 1.00 Flag question
Seamless integration is a goal for many companies but is not yet reality for most.
Which of the following is NOT an example of seamless integration? a.
buying a product online and then returning it to a retail store b.
buying a product online and picking up the product at a retail location c.
calling a customer service rep on the phone to inquire about an order placed through the company's website d.
buying a product at a retail store and taking it back to the store for a refund Clear my choice Question12 Not yet answered Marked out of 1.00 Flag question Question text
The Board of Directors of GenTech Corporation, which manufactures silicone
parts for use in surgical procedures, is urging the company's management to
convert to an electronic data interchange system. Which of the following is NOT
an advantage of electronic data interchange (EDI)? # a. real-time inventory management b. lowered costs c. increased human interaction d.
efficient use of current technology Clear my choice Question13 Not yet answered Marked out of 1.00 Flag question Question text
In what type of sales situation is a broker commonly used? a.
when the buyer and seller are in the financial industry b.
when the buyer likes to place multiple orders from the same seller c.
when the buyer is in one country and the seller is in another d.
#when the buyer and the seller are divisions of the same company Clear my choice Question14 Answer saved Marked out of 1.00 Flag question Question text
If a company wanted to keep its salespeople within the company but wanted to
outsource non-sales jobs, all of the following jobs could be outsourced EXCEPT a.
answering customer inquiries about installation b.
providing customers with pricing and product information before the sale c. shipping product to customers d.
sending bills to customers and following up to make sure they are paid Clear my choice Question15 Not yet answered Marked out of 1.00 Flag question Question text
In a contact center, ideas such as targeted number of calls per hour, call length,
customer satisfaction, and amount of sales made are all examples of: a. forecasts b. channels c. metrics d. distributors Clear my choice Question16 Answer saved Marked out of 1.00 Flag question Question text
A manufacturer's rep can sell one single product line, or can sell for non-
competing companies (also known as "principals"). What would be the main
advantage for the manufacturer's rep of selling multiple product lines? a.
The principals would be able to sell their product through many different manufacturer's
reps in the same geographic area. b.
The principals would give the manufacturer's rep a higher commission because the rep
was carrying products from multiple principals, and they would feel the need to compete
with each other for the rep's loyalty. c.
The manufacturer's rep would then become a "one-stop shop" for that industry, and
would be able to leverage interest in one product line to sell more of others to the same customers. d.
The manufacturer's rep would sell fewer of each type of product but more products
overall, thereby carrying less risk if the economy starts to soften. Clear my choice Question17 Answer saved Marked out of 1.00 Flag question Question text
An advantage of outsourcing the sales function is that selling costs can be shared
with other manufacturers. If a company manufactures spark plugs, which would
be the best company for them to share their outsourced salespeople with? # a.
a company that sells advertising in women's magazines b.
a company that manufactures fan belts c.
a company that sells credit card processing services d.
a company that manufactures spark plugs Clear my choice Question18 Answer saved Marked out of 1.00 Flag question Question text
A vertical rep is one type of salesperson. Which of the following is an example of a vertical rep? a.
a salesperson who sells within accounts in the same industry, no matter where they are geographically b.
a salesperson who sells within accounts in one distributorship c.
a salesperson who sells within accounts in a set geographic region, no matter what the industry d.
a salesperson who sells within accounts in one industry in a set geographic region Clear my choice Question19 Answer saved Marked out of 1.00 Flag question Question text
Which of the following is true of inside salespeople? a.
They may be within the company or outsourced, and they sell to customers at customer sites. b.
They are kept within the company, and they sell to customers from the company's site. c.
They may be within the company or outsourced, and they sell to customers from the company's site. d.
They are kept within the company, and they sell to customers at customer sites. Clear my choice Question20 Answer saved Marked out of 1.00 Flag question Question text
Outsourcing is an increasingly-popular method of increasing profits. In what way
can outsourcing selling activity benefit a company financially? a.
Companies have to train the outsourced salespeople in American slang. b.
Outsourced salespeople cost the company less money per sale. c.
Outsourced jobs may be filled either in the US or in foreign countries. d.
Some companies use a mix of in-house and outsourced salespeople. Clear my choice