1- Does the Internet replace the need for salespeople? In what situations is the Internet most likely to replace salespeople? What characteristics of a situation would make the Internet least likely to replace salespeople?

2- A number of organizations that did not consider marketing part of their business activities in the past have found the need to begin to market their services. Nowhere is this more prevalent than in the nonprofit community. While not selling a product or service, public service organizations such as the Red Cross have developmental officers who market the organization in the community. How might you sell a public service organization in the community? What is different about this versus selling for a for-profit enterprise? What would be your goals and how would you accomplish them?

3- Sales people are also called salesrepresentatives. Define the term representative.Whom does the salesperson represent? Why is it important to recognize the different groups that salespeople represent? How does this recognition of who is represented influence sales management?

What do you think the differences would be in the selling process for the following products and services? How would managing the sales process differ for each?

Selling Planters Peanuts to your grocer.

Selling Planters Peanuts to Southwest Airlines to be given to its customers.

Selling telecommunications equipment costing $1 to $2 million to the U.S. government.

Selling telecommunications equipment costing $1 to $2 million to General Electric.

Selling five-year leases on prime retail space in Beverly Hills.

4- Changes in the technological environment have the potential to significantly affect the activities of the sales force. Automation can offer the sales force a competitive advantageif the sales force is motivated to use computers and other technological methods that are part of automation. What steps should management adopt to ensure that the sales force buys into the companys automation system? Especially, what can the sales organization do to promote technology use by more senior salespeople (senior in age, that is)?