chapter 1:

RELATIONSHIP SELLING IN THE INFORMATION ECONOMY

Top of Form

01Salespeople make up __________________ percent of the workforce in Canada.

almost 2

15

approximately 5

nearly 10

about 12

02Assigning sales duties to customer service representatives (CSRs) makes sense when you consider

easy it is to sell.

the cost of a CSR versus a sales representative.

how few duties one can assign to a CSR.

how little sales skill is required to be a CSR.

the number of contacts customers have with CSRs.

03The percentage of women in the sales force has increased because it offers

opportunities to meet men.

large amounts of travel.

a good work-life balance.

a flexible work schedule.

rigid work schedules.

04 "Executive selling" by leaders and managers can be described as

sales presentations made to multinational corporations.

the work sales managers do to develop important sales presentations.

attempts by executives to sell to other executives.

selling at the highest levels of a company.

efforts managers make with salespeople to capture information from customers and assist in the selling process.

05 Sales may not be an early career choice for some college graduates because

companies will not hire them due to their lack of experience.

some may believe a sales career will require them to engage in deceitful or dishonest practices.

new college graduates generally do not have the skills required for success in sales.

companies will want to observe their performance before offering a sales position.

there are very few sales opportunities for college graduates.

06 Advancement opportunities often come to top-performing salespeople because

often have a manager who acts as their mentor.

their high income means they can be promoted without giving them a raise in compensation.

their selling skills have prepared them for less responsibility.

management desires to improve low morale.

they generally work in positions of high visibility and have been recognized for their accomplishments.

07 Network or multilevel marketing is a rapidly growing form of direct sales relying on

Internet to make connections.

mass marketing forms of communication like network television.

calling on all levels within a customer's location.

a large network of independent consultants.

telling as many people as possible about the product offering.

08How do salespeople use value-added selling to create value with customers?

They help customers develop systems and methods to find the best products at the best price.

They carefully identify customer needs.

They develop a plan to sell more products or services.

They work with people inside their own companies to determine how to sell at the highest level of profit.

They provide more information to customers than any of their competitors.

09Inside sales, which are described as beinginbound,means that

he salesperson has additional responsibilities including inventory management.

salespeople provide technical assistance and support to customers.

salespeople travel to meet prospects and customers in their place of business or residence.

salespeople approach customers with telemarketing.

salespeople respond to calls initiated by the customer.

10What type of salesperson is rewarded for indirectly selling goods?

Wholesale salesperson

Distributor salesperson

Detail salesperson

Inside salesperson

Sales engineer

11 Value-added selling today involves only providing tangible product features and benefits that meet customer needs.

True

False

12If a salesperson has knowledge of a new technology, but fails to effectively communicate it, there is little value to the information.

True

False

13Opportunities for advancement in sales peak at middle management.

True

False

14Opportunities for advancement in sales peak at middle management.

True

False

15Telemarketing is a common form of outbound inside sales.

True

False

16The financial, advancement, and recognition opportunities associated with selling are unique.

True

False

17Firms have recognized that gender is not a barrier to sales success and are hiring women in growing numbers.

True

False

18 Personal selling involves person-to-person communication with a prospect.

True

False

19Selling through channels is only required for industrial products.

True

False

20 A new salesperson preparing for a consultative selling position may spend a few months to a year or more in training.

True

False