Tony has recently been hired as a salesperson by a logistics company. The company divides its clients into different markets based on their requirements. Tony has been asked to work exclusively with emerging entrepreneurs. To build long-term relationships with his clients, he has to improve his _____.
A) competitor knowledge
B) product knowledge
C) customer knowledge
D) price knowledge
E) promotion knowledge
Question 2Larger companies typically break their customers into distinct markets. Which of the following statements is true of this sales strategy?
A) It involves following a common marketing strategy for all customers.
B) It results in an overall decrease in customer satisfaction.
C) It prevents a salesperson from understanding a customer's specific needs.
D) It allows a salesperson to become an expert in a line of business.
E) It aims at enhancing a buyer's factual knowledge about a product.
Question 3Milton is the sales manager of a cosmetics company that offers a wide range of face creams, lipsticks, and eye makeup. Some of the products are sold to wholesalers and distributors, while others are sold directly to end-users. Milton decides to divide his company's vast customer base into distinct segments so that the company's salespeople can specialize in one line of business only. To carry out this process, it is necessary for Milton to possess sound _____.
A) product knowledge
B) price knowledge
C) technology knowledge
D) promotion knowledge
E) market knowledge
Question 4Which of the following knowledge tools must a salesperson use to answer the question Can the salesperson give additional discounts to get a potential client whom the company has been after for years?
A) Price knowledge
B) Customer knowledge
C) Technology knowledge
D) Market knowledge
E) Product knowledge
Question 5Rita has recently been hired as a sales representative at a grocery store. As part of her training, her store manager asks her to memorize the discounts offered by the store during the Christmas season. In this scenario, the store manager wants to enhance Rita's _____.
A) promotion knowledge
B) technology knowledge
C) industry knowledge
D) customer knowledge
E) competition knowledge
Question 6It is important for a salesperson to understand what service dimensions concern a buyer. A salesperson's question, Do we send a team to your site for start-up? addresses the service dimension of _____.
A) delivery
B) inventory
C) training
D) installation
E) warranty
Question 7A salesperson's service mission is to:
A) convince a customer to make a purchase at all costs.
B) prioritize his or her personal interests over a customer's interests.
C) maximize the number of sales.
D) provide added value for a customer.
E) minimize direct contact with a customer.
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