Management of a Sales Force 12th Edition Rosan Spiro - Test Bank

,c1

Student: ___________________________________________________________________________

1. The Internet is replacing salespeople.
True False



2. Many salespeople use the Internet to help generate leads.
True False



3. Organizational buyers are now using more sources of supply than they did in earlier
years.
True False



4. Today, buyers purchase more from foreign suppliers than they have in the past.
True False



5. Most sales jobs are extremely similar in their scope of activities and responsibilities.
True False



6. The text defined sales management as the management of the personal selling
component of an organization's marketing program.
True False



7. A sales manager is first and foremost a manager – an administrator – and
management is a distinct skill.
True False



8. Producers may engage in outside selling when they sell to household consumers.
True False

,9. Outside sales forces are in business-to-business sales, but not business-to-consumer
sales.
True False



10. Salespeople most commonly sell products that are pure goods (i.e., with no service
component).
True False



11. In transaction selling, sales organizations price for profit and concentrate on a select
number of accounts.
True False



12. Most outside sales forces belong to producers or wholesaling middlemen who sell to
business users rather than to household consumers.
True False



13. Intangible services typically require less creative selling than tangible goods.
True False



14. Today in many organizations, the salespeople serve as territorial profit managers.
True False



15. Relationship selling focuses on getting new accounts.
True False



16. Relationship marketing or selling focuses on cutting prices to gain the sale.
True False



17. A missionary salesperson's primary job is to be an order-taker.
True False

, 18. Key account sellers tend to use transaction selling as opposed to relationship selling.
True False



19. Because of the emphasis on product quality in today's business environment, the
public ordinarily judges a company by its factory or office workers.
True False



20. Management is a distinct skill, and it cannot be learned.
True False



21. Salespeople have large role sets.
True False



22. Salespeople have very little role ambiguity.
True False



23. An excellent salesperson will not always make a successful sales manager.
True False



24. The primary responsibility of delivery sellers is to ensure that their products are
getting as much shelf space and promotional attention as possible.
True False



25. Several executive levels typically are involved in sales force management, but the
title of sales manager usually is applied to only a couple of these levels.
True False



26. Branch manager positions often are eliminated if the firm adopts a team selling
approach.
True False