Question 1

Salespeople act on behalf of both their employer and customer.

True

False

Question 2

Salespeople do not pursue all available accounts.

True

False

Question 3

Account managers identify lead users and build relationships with them.

True

False

Question 4

Serving one large customer can often be less profitable than serving smaller customers because large customers receive quantity discounts.

True

False

Question 5

A customer who purchases a product from a seller out of habit is said to have a functional relationship with the seller.

True

False

Question 6

A transactional relationship is one in which the buyer and seller commit time and money to expand "the pie" for both parties.

True

False

Question 7

From the seller's perspective, the goal is not so much to make each relationship a strategic partnership. Instead, the motivation stems from account size, innovation, status, and lifetime value.

True

False

Question 8

Salespeople may deal with objections from potential customers during various parts of the sales process.

True

False

Question 9

A sales quota refers to the minimum level of sales performance for an individual salesperson.

True

False

Question 10

Salespeople can track their conversion ratios to identify which stages of the sales cycle they need to work on.

True

False

Question 11

Sales executives typically focus solely on sales.

True

False

Question 12

Typically, a sale is when a product is delivered and accepted by a buyer.

True

False

Question 13

Brand awareness opens doors for salespeople.

True

False

Question 14

Cold leads are those who are interested but have no immediate plans to buy.

True

False

Question 15

A company can outsource all of the sales cycle.

True

False