QUIZ MGT1153

Personal selling is the most expensive marketing communications tool that most organizations use.

• True

• False

The sales force is usually a firm's most direct link with the customer.

• True

• False

A focus on relationship selling usually increases the number of vendors a company does business with.

• True

• False

The five broad categories that make up the external environment are (1) economic, (2) social and cultural, (3) legal, political and ethical, (4)   natural and (5) technical.

• True

• False

A company's distribution system is part of its external economic environment.

• True

• False

Division and specialization of labor increase productivity.

• True

• False

The simplest and most common method of organizing a company's sales force is to assign individual salespeople to separate geographic territories. 

• True

• False

Because major or key accounts tend to be sellers with which the company has built a long-term relationship, these large accounts require no different treatment than smaller accounts. 

• True

• False

1.            Large firms typically rely on external agents rather than creating their own sales force.

• True

• False

Activities that do not rely directly on the firm's core competencies or transaction-specific assets can often be performed more effectively and efficiently through outsourcing. 

• True

• False