please answer question 1 through 5 only

trade advertising 168 industrial advertising 168 contact management direct-mail advertising 168 calendar management 175 consumer sales geographic information promotion 169 system (GIS) 176 trade sales promotion 169 computer-based point-of-purchase (POP) presentations 176 displays 169 word processing 177 Internet World Wide Web 179 Web page 180 links 180 surfing the Internet 180 netiquette 181 flaming 182 CATION TIONS 1. A salesperson's knowledge needs to extend into many areas such as general com- pany knowledge; product knowledge; knowledge of upcoming advertising and promotional campaigns; knowledge about company price, discount, and credit policies; and knowledge about the competition, the industry, and the economy These are all vital for sales success. For each of these categories, explain how a salesperson's knowledge can lay the groundwork for successful selling. 2. How do salespeople generally acquire their sales knowledge? 3. Explain how a salesperson's knowledge can be converted into selling points used in the sales presentation. Give two examples. 4. A salesperson must have a good understanding of the competition, customers, and everything connected with the company. Why, however, should a salesper- son take time to be up-to-date on facts about the economy and the industry? Chapter Six Sales Knowledge: Customers, Products, Technologies 185 5. What is the difference between a product's shelf positioning and its shelf fac- ings? How can a salesperson maximize both shelf positioning and shelf facings? Why is this important? 6. Companies use numerous premiums in their efforts to market products. Why? What types of premiums do they use? How can a salesperson use a premium offer in a sales presentation to a wholesaler or a retailer? 7. What are the major types of advertising that a manufacturer might use to pro- mote its products? How can a salesperson use information about the company's advertising in a sales presentation? 8. Before firms such as General Foods and Quaker Oats introduce a new consumer product nationally, they frequently place the product in a test market to see how it will sell. How can a salesperson use test information in a sales presentation? 9. What is cooperative advertising? Explain the steps involved. 10. Why do companies advertise? 11. Consumer sales promotion and trade sales promotion try to increase sales to consumers and resellers, respectively. Several promotional techniques follow; classify each item as a consumer or trade promotional technique and give an example for each one. Can any of the promotions be used for both consumers and the trade? a. Coupons on or inside packages. b. Free installation (premium)