Aaron
4.16
#112. Caroline is unable to travel to a client’s
office but needs to demonstrate product
features and be able to answer questions
as they arise. What technology tool would
be helpful to her in making a sale?
A. High-tech sales-support office
B. Web presentation combined with a
teleconference
C. Cell phone with wireless faxing
D. PowerPoint presentation on CD
#112. Caroline is unable to travel to a client’s
office but needs to demonstrate product
features and be able to answer questions
as they arise. What technology tool would
be helpful to her in making a sale?
A. High-tech sales-support office
B. Web presentation combined with a
teleconference
C. Cell phone with wireless faxing
D. PowerPoint presentation on CD
112. B
Web presentation combined with a teleconference.
Utilizing this combination, Caroline’s client could
view the demonstration online as she walks the
customer through the presentation.
Teleconferencing allows her to answer questions as
they arise during the presentation. A PowerPoint
presentation on CD could be sent to the client to
view, but this would not provide a live
demonstration. Also, questions would have to be
addressed via another method. The high-tech salessupport office is maintained for the use of
salespeople who may be dispersed geographically
or travel a great deal. A cell phone with wireless
faxing would provide a static picture while allowing
question to be answered. This could also be time
consuming for the salesperson and the client.
#113. What technology allows the Gateway Insurance
Group to match its agents with policyholders by
aligning its agents with market potential?
A.
B.
C.
D.
Database software
Outbound telemarketing
Mapping software
Inbound telemarketing
#113. What technology allows the Gateway Insurance
Group to match its agents with policyholders by
aligning its agents with market potential?
A.
B.
C.
D.
Database software
Outbound telemarketing
Mapping software
Inbound telemarketing
113. C
Mapping software. This software is used in
territory management and enable manager4s
to align territories and get an instant visual
display of the effects. Outbound
telemarketing allows companies to build
extensive databases of current as well as
potential customers. Database software is
used to create records of customers and
related information for future use by the
business. Inbound telemarketing occurs
when customers call a toll-free number to
place an order, file a complaint, or ask a
question.
#114. What is a sales practice that may
be considered illegal?
A. Noncompete clauses
B. Executive contracts
C. Competitive bids
D. Tying arrangements
#114. What is a sales practice that may
be considered illegal?
A. Noncompete clauses
B. Executive contracts
C. Competitive bids
D. Tying arrangements
114. D
Tying arrangements. A tying arrangement is an illegal
agreement requiring a customer to buy other
products in order to obtain desired goods and
services. An example of a tying arrangement is a
salesperson’s requiring a customer to but the
company’s copy paper and toner in order to obtain
the desired copier machine. The copy paper and
toner are the products tied to the main product.
Noncompete clauses in a salesperson’s contract are
legal in certain situations. Executive contracts and
competitive bids are legal.
#115. What type of laws protect
consumers from unethical selling
practices, such as high-pressure
sales techniques?
A. Limited-probationary
B. Cooling-Off
C. Conditional-sales
D. Buyer-withdrawal
#115. What type of laws protect
consumers from unethical selling
practices, such as high-pressure
sales techniques?
A. Limited-probationary
B. Cooling-Off
C. Conditional-sales
D. Buyer-withdrawal
115. B
Cooling-Off. Many levels of government (e.g.,
local, state, provincial, national) have cooling
off laws. Cooling-Off regulations allow
consumers the option to back out of a sales
contract or transaction within a limited
period of time. These laws provide
consumers with an opportunity to reevaluate
sales transactions, which often occurs when
a salesperson uses high-pressure, unethical
sales techniques. Limited-probationary,
conditional-sales, and buyer-withdrawal are
not terms commonly used to describe selling
regulations.
#116. What is an illegal selling practice
that is regulated because is reduces
competition?
A. Incentive contracts
B. Product labeling
C. Exclusive dealing
D. Discount pricing
#116. What is an illegal selling practice
that is regulated because is reduces
competition?
A. Incentive contracts
B. Product labeling
C. Exclusive dealing
D. Discount pricing
116. C
Exclusive dealing. Exclusive dealing
agreements forbid customers from
buying products from competitors. This
selling practice is regulated because it
reduces competition. Consumer
protection legislation addresses
product labeling issues. Incentives and
discounts are not selling activities that
always reduce competition.