1. Using a ___________, merchandise cartons are prepackaged by the vendor for a specific store.

2. The question individuals ask during the norming stage of group development is _____

3. _____ is expressed as a retailer's sales or profits divided by the number of employees.

4. A(n) ________ server is a server that stores and manages files for network users.

5. A(n) ____________________ relationship exists when two entities are associated.

6. __________ offer an inconsistent assortment of brand-name merchandise at low prices.

7. After the norming stage in team development, a team would most likely move on to the _____ stage.

8. A true experiment involves the _____ of the independent variable.

9. When a product enters the maturity stage, the company should consider ________.

10. There are two types of disruptive business models ? ________ and ________.

11. More than ____ percent of american workers report general satisfaction with their jobs.

12. _____ is a measure of space productivity used by retailers.

13. In the short run, the firm’s network is _________ while in the long run it is ________.

14. A full-line discount store is a type of ____________ retailer.

15. When is an invoice sent to a customer?

16. While commencing on a sales campaign, the telecalling representative has been asked to divulge only the USP of the product his company is promoting. What would be the focus of his conversation with the prospective client?

17. Shopping has become a popular recreational activity. Which of the following facilities often provided in shopping malls does NOT reflect this?

18. Which of the following would not typically be included in a monthly sales report to management?

19. Which of the following does not feature in Bruce Henderson's 'BCG Matrix'?

20. Some transactions, especially property-related ones, are brokered by a 'disclosed dual agent'. Which of the following best characterizes this role?

21. Which of the following statements is/are true?i)The role of marketing is to make the sales environment more favorable.ii)Effective marketing is about reducing the price at which a product can be sold in the desired volumes.

22. Which of the following might cause a member of the sales staff's performance to be lower than his/her colleagues?i)Lack of training.ii)Less experience.iii)Personal problems

23. A sales presentation should have _______ to be effective and successful.

24. What is an IVR?

25. Which of the following are important ways to contact the decision maker in an outbound sales scenario?

26. What is the definition of the AIDA model?

27. The acronym 'AIDA' refers to the stages of persuading a customer to purchase a product. Which of the following words is not a part of AIDA?

28. Which of the following is NOT an example of a sales promotion?

29. Which of the following is NOT an element of the 'promotional mix'?

30. What does the term 'gatekeeper' mean in a sales scenario?

31. The term 'Sales Intelligence' (SI) refers to:

32. If a member of a sales team is underperforming, what should the manager's first step be?

33. Which of the following is NOT a key aspect of a sales manager's role?

34. A telemarketing executive, Charles, wants to sell a product from Nokia. Which of the following are the correct ways to open the call?

35. What is SPH in outbound sales terminology?

36. Which of the following is NOT a valid reason for a firm to implement a price reduction?

37. Which of the following sales methods would be best suited to the customers who were unable to visit shops and wanted a broad range of products?

38. What does EST mean in outbound sales?

39. Which of these is NOT a reason to sell via wholesalers?

40. Which of the following is NOT typically a reason for outsourcing sales?

41. The term 'Dutch auction' is best defined as:

42. Which of the following statements is/are true?i)Negotiations are invariably a zero-sum game.ii)Developing a rapport is detrimental to negotiations.

43. Which of the following statements is/are true?i)Offering financial rewards for strong performance is the best way to motivate staff.ii)Hygiene factors, such as the perception of job security, are not important in getting the job done.

44. Which of the following statements is/are true?i)A 'Theory Y' sales manager would closely monitor the team's performance.ii)A 'paternalistic' sales manager would inform the team of changes rather than consult it.

45. Which of the following functions does a gatekeeper perform?

46. Which of the following statements is/are true?i)With 'Consultative selling' the emphasis is on offering tailored solutions.ii)'Consultative selling' works best with low-cost high-volume products.

47. Who is the decision maker in an outbound sales process?

48. The art of creating and developing the image of a product is known as:

49. A company's set of processes relating to handling contact with customers is known as:

50. Which part of an outbound sales script needs to be recorded?

51. What does sign-posting mean in an outbound sales scenario?

52. Which of the following is characteristic of a monopolistic market?

53. A small independent retailer needing to stock low volumes of a broad range of products would source its stock ________.

54. Which of the following would NOT be an appropriate response to the introduction of a similar product to the market by a rival company?

55. A product or service specifically designed to benefit its association with the success of another product is known as a:

56. What is Average Wait Time in an outbound telecalling process?

57. A product that is sold below the cost price in order to boost sales of other products is known as a:

58. Where a product is strongly 'differentiated', the seller:

59. Which of these statements is/are true?i)Loyalty cards cannot be used to target certain products at particular customers.ii)Seasonal variations should not be factored into predictions of sales volume.

60. Which of the following is NOT a method of sales forecasting?

61. Which of the following is NOT an example of a point-of-sale promotional display?

62. What is the 'served market'?

63. What is the most important trait(s) a salesperson needs to have to get business from a prospect

64. Which of the following would be an example of 'demand generation'?

65. Market Penetration Strategy is one of the Strategies underlying Cost Control. True or False

66. Which of the following is NOT a Salesforce membership?

67. When a prospect refers the salesperson's product to their own contacts, they are referred to as _____.

68. Which of the following is the correct process for closing a sale?

69. After you've gathered and analyze your data, what is the next step in performing customer segmentation?

70. Which of the following is not a good question to ask while forming segments?

71. The sales _______ is a helpful way to forecast future sales.

72. A prospect is a/an _______.

73. _____ is a dollar measure based on the average company size, wealth, sales, and demographics of a territory.

74. Which of the following is the ideal ratio of speaking time between a prospect and a salesperson to effectively close a deal?

75. Which of the following types of people is the hardest to close deals with?

76. What is one way to go about validating segments?

77. What are three phases of a sales cycle?

78. What is a good way to gather indirect data on customers?

79. Which of the following is the most effective way to handle objections from a prospect?

80. When should a salesperson back off from a prospect?

81. Which of the following is NOT a common pitfall when finalizing segments?

82. Why are breakfast meetings ideal for closing deals?

83. A customer is interested in a fixed price of $2M for a service offering. The salesperson has $2.2M as his lowest price. How should he go about closing the deal?

84. What type of question should you ask once you've determined your customer personas?

85. In the Competitive Analysis It's Important to include:

86. Marketing Strategies can be composed of:

87. Which of the following is a good time to perform customer segmentation?

88. True or False: Voicemail is an effective technique in sales calls.

89. Sales potential is calculated by:

90. An enthusiastic lead within a larger company is generally called a/an ___________.

91. True or False: A salesperson should close a deal by asking, "What's the next step?"

92. Which of the following is NOT a Salesforce report type?

93. Which of the following is an example of a Columbo Close?

94. After you've launched, when is a good time to perform customer segmentation?

95. How long is the typical B2B selling cycle?

96. Dividing Expenses by sales gives you the ____%.

97. After you've gathered data, what is the second step in customer segmentation?

98. Many deals are lost due to the perception that the vending organization does not understand the needs of the client organization. What percentage of potential clients think that way?

99. What is one way to gather primary data?

100. Which of the following functions generally does NOT fall under business development?