Sysco Marketing Associate Exam

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Category 1
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Healthcare and Hospitality
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Category 2
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Dairy
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Category 3
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Meats
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Category 4
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Seafood
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Category 5
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Poultry
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Category 6
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Frozen
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Category 7
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Canned and Dry Goods
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Category 8
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Paper Goods and Disposables
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Category 9
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Chemicals and Janitorial
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Category 10
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Equipment and Supplies
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Category 11
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Produce
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Category 12
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Beverage and Dispensers
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What are the top four primal cuts of beef?
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Chuck, Rib, Loin, Round
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What are the top five sub-primal cuts of beef?
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Strip Loin, Ribeye, Top Sirloin Butt, Tenderloin, Top Round
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What is Sysco’s Mission Statement?
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To market and deliver great products to our customer’s with exceptional service.
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What is Sysco’s Vision?
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To be our customer’s most valued and trusted business partner.
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What are the five stages of the Partnership Selling Process?
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Strategize, Identify, Propose, Commit, Reinforce
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In what stage of PSP in OARS used in?
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Identify
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What does O.A.R.S. stand for?
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Open-Ended Questions, Active Listening, Response, Silence.
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What does T.E.D. stand for?
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Tell me more about that… Explain… Describe…
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What does PSP stand for?
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Partnership Selling Process
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What does PMT stand for?
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Price Manager Tool
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What is Sysco’s Five Point Strategy?
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People, Product, Partnership, Portfolio, and Productivity
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What is the purpose of a MA?
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To grow sales profitably.
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Brand –
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the identity of a specific product, service, or business.
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Brand Awareness –
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customers’ ability to recall and recognize the brand.
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Brand Promise –
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what a particular brand stands for.
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What are Sysco’s four brand positions?
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Imperial, Supreme, Classic, Reliance.
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What are the three main areas of Category Management?
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Variety, Value, and Innovation
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What are the five benefits of purchasing Sysco Brand products?
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Safe, Reliable, Consistent, Value, Equity
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What tools are available to sell the brand?
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Magazines, Test Kitchens, 360, Cuttings
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What are three ways to impact sales?
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New business, lost business, and penetration.
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Sysco Brand of Seafood
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Portico
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Sysco Brand of Hispanic Foods
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Casa Solano
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Sysco Brand of Italian Foods
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Arrezzio
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Sysco Brand of Produce
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Freshpoint
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Sysco Brand of Boxed Beef
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Butcher Block
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Sysco Brand of Deli
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Block and Barrel
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Sysco Brand of Pork
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White Marble Farms
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Sysco Brand of Ground Beef
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Fire River Farms
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Sysco Brand of Condiments
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House Recipe
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Sysco Brand of Bread
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BakerSource
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What are the goals of the “Identify” stage?
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Open-Ended Questions, Key Motivators, Active Listening, and Call Objective
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What are key behaviors of the “Identify” stage?
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Active Listening, Open-Ended Questions
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What are ways to build rapport?
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Establish your brand and likability, challenge yourself to learn the names of team members, make connections with everyone
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How do you handle an objection?
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Seek specifics, be sure to understand any comparisons, double-check yourself
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What are qualities of the “Propose” stage?
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Have a compelling story, focus on select features and advantages, focus on profitability, OARS and transition to “Commit” stage.
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What does F.A.B.S. stand for?
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Features, Advantages, Benefits, and Story.
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What is a “key influencer”?
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Someone who affects the decision but is not the direct buyer.
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What are the Key Motivators for a customer?
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Makes them money, saves them money, makes someone happy.
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What is the “seven second rule”?
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Let silence do the “heavy-lifting”.
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What is as trial close?
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Test the readiness of the buyer to purchase the product.
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What is the highest percentage of fat that ground beef can have?
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30%.
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What are the five different types of patties?
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Round, Oval, Cloud, Stretch Band, and Jumbo.
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What are the three grades of beef most commonly served in restaurants?
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Prime, Choice, Select
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What does C.O.P. stand for?
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Center of the Plate
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What are the three tiers of coffee?
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Gourmet, Premium, and Traditional
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What are the two types of coffee?
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Arabica and Robusta
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What are the four different types of communication styles?
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Logical, Deliberate, Assuring, and Free-Style.
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What does P.L.O.T. stand for?
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Potatoes, Lettuce, Onions, and Tomatoes
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What are three key features of Mobile Inventory?
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Offline Mode, Cost of Goods Sold, and Tracking Inventory
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What does L.P.H. stand for?
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Last Price Held
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What are the benefits of using PMT?
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Saves time, sell more cases, and grow your business
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What does N.C.O.B. stand for?
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New Customer On Boarding
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What are factors that influence cost of items?
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Operational costs, freight, weather, Quality Assurance, Relationship with Supplier, Purchase Volume, and Sysco Brand
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What does C.M.P. stand for?
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Coaching Maximizing Performance
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What are three causes of bacteria?
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Cross-Contamination, Sanitation, Time and Temperature
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On average at Sysco, what percentage of Sales Dollars does a territory lose each year?
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10.5%.
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What are the five ways Sysco make money?
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Merchandising, Operations, Marketing, Sales, and Customer Profitability
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What does Sysco stand for?
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Systems and Services Company
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What are five Sysco values?
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Excellence, Integrity, Teamwork, Responsibility, Inclusiveness,
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What does S.M.A.R.T. goals stand for?
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Specific, Measurable, Attainable, Realistic, Time-Bound.
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What are the three tiers of the Portico brand?
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Bounty, Simply, Prime
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What are the four sub-categories of Menu Engineering?
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Star, Plow Horse, Dog, Puzzle
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How long does an average guest look at a menu?
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109 seconds
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MA’s that utilize business reviews grow their business __________ times more than those who don’t.
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Three
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True or False: When presenting to customers, it is best to describe all the features of the product and then ask the customer for feedback.
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False
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What is the hot key combination in SAM to display gross profit dollars in the order total field?
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Control + D
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What is the hot key combination in SMX to navigate to the search field?
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Control + S
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What are the three key motivators for an MA?
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To increase sales, decrease cost, and make someone happy
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What are the customer levels?
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Gold, Silver, and Bronze

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