1. Companies employing a robust personal selling strategy must perceive a __ to have salespeople communicate directly with the customers.

a. need

b. drawback

c. disadvantage

d. probability

2. Salespeople represent the company they work for so have the obligation of representing the features and benefits of the firms product in a transparent, truthful, and accurate manner.

a. True

b. False

3. Maintaining business is more associated with being a __.

a. Hunter

b. Gatherer

c. Farmer

d. Cobbler

4. IBM salespeople do get good training and are expected to have a college degree, but do NOT get compensated very well.

a. True

b. False

5. Yes or No: Successful salespeople have high job security because their activities generate revenue that helps keep other employees employed.

a. Yes

b. No