CHAPTER 1: INTRODUCTION TO SALES MANAGEMENT IN 21st CENTURY

1.                  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

Today it is common for sales managers to direct rather than mentor sales people.

• TRUE

• FALSE

The sales manager of the future is more likely to be a coach or a team leader rather than an authoritative figure isolated in the upper reaches of a corporate hierarchy.

• TRUE

• FALSE

The building of relationships between buyers and sellers requires a much greater emphasis on ethics than was expected with transactional exchanges.

• TRUE

• FALSE

Selling skills and requirements vary due to the consistency of the buying process and

constant level of product complexity.

• 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

Antitrust laws are aimed primarily at preserving and enhancing competition among firms in an industry.

• TRUE

• FALSE