4.16

Aaron

#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 officeB. Web presentation combined with a

teleconferenceC. Cell phone with wireless faxingD. 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 officeB. Web presentation combined with a

teleconferenceC. Cell phone with wireless faxingD. PowerPoint presentation on CD

112. BWeb 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 sales-support 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. Database software

B. Outbound telemarketing

C. Mapping software

D. Inbound telemarketing

#113. What technology allows the Gateway Insurance Group to match its agents with policyholders by aligning its agents with market potential?

A. Database software

B. Outbound telemarketing

C. Mapping software

D. Inbound telemarketing

113. CMapping 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. DTying 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. BCooling-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.