Chap018 - Chapter 18 Personal Selling and Sales Management...

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Chapter 18 Personal Selling and Sales Management True / False Questions 1. Almost everyone is engaged in some form of selling. True False 2. One of the benefits of careers in sales is flexibility in scheduling. True False 3. One of the major responsibilities of being a sales rep is being the frontline emissary for his firm. True False 4. Firms that use personal selling do so because the benefits exceed the costs. True False 5. The sales process always proceeds through each of the five steps. True False 6. Potential customers are called marks. True False 7. When assisting customers, retail salespeople should never "judge a book by its cover." True False 8. Geraldine is in NEC's sales training program. She will probably be taught that in order to be successful, all a salesperson needs to do is ask questions. True False 9. The best way to avoid post-sale problems is to contact customers right after they take possession of their products. True False 10. Manufacturers' representatives are a firm's senior sales employees. True False 11. Marketing executives, by a seven to one margin, believe that salespeople are born, not made.
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True False 12. The three main elements of financial rewards for sales representatives are salaries, commissions and bonuses. True False 13. If you are hired as a sales manager, you will be responsible for recruiting, selecting, training, motivating, compensating and evaluating the sales force. True False 14. If you had a small business and needed a sales force but did not wish to hire anyone, you could use the services of an independent agent. True False 15. If it is a company's policy to intentionally mislead potential customers about some aspect of a product, a sales rep that carries out this policy by misleading the customer can be held legally accountable. True False 16. Ethical and legal issues are likely to arise between the sales force and corporate policy, when the salespeople become conflicted between doing what they believe is ethical and what their company asks them to do in order to make a sale. True False Multiple Choice Questions 17. Aaron is an attorney. He uses his knowledge of sales and selling principles to: A. sell potential clients on his ability to meet their needs. B. articulate his arguments to judges and juries. C. handle rebuttals and objections. D. sell himself inside his company. E. all of these.
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