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Chapter 1: Introduction to Selling and Sales Management
True/False
- Jeff Immelt, CEO of General Electric, came up through the ranks as a salesperson at
GE.
Ans: True
Response: See Page 2
- According to Department of Labor statistics, about 5% of the U.S. work force are
employed in sales positions.
Ans: False
Response: See Page 3
- Public relations is not usually considered one of the elements of the promotion mix.
Ans: False
Response: See Page 3
- The advantage of advertising and sales promotion over other elements of the
promotion mix is that they involve two-way communication.
Ans: False
Response: See Page 3
- Advertising is generally more effective than personal selling in closing the sale.
Ans: False
Response: See Page 4
(Dalrymple's Sales Management Concepts and Cases 10e William Cron, Thomas DeCarlo ) (Test Bank all Chapters) 1 / 4
- Sales management can be defined as the control and implementation of personal
contact programs designed to achieve the sales objectives of the firm.
Ans: True
Response: See Page 4
- One reason U.S. companies are looking globally for incremental sales growth
opportunities is that over two-thirds of the world’s purchasing power is outside of the U.S.
Ans: True
Response: See Page 5
- Sales and customer relationship skills are most important during the growth phase
(i.e., the middle of the product life cycle) of the product life cycle.
Ans: False
Response: See Page 5
- Recent advances in technology have created an explosion of new sales and service
channels.
Ans: True
Response: See Page 5
- As a result of cutting out the middle man to reduce costs and prices, the number of
channels through which consumer products can be sold has decreased in recent years.
Ans: False
Response: See Page 6
- In general, customer dissatisfaction with the quality of service they receive has been
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caused by the deteriorating customer service provided by most companies.
Ans: False
Response: See Page 6
- An important market change affecting manufacturer sales forces is that channel
members are becoming more powerful.
Ans: True
Response: See Page 6
- Soloutions selling means the sales force emphasizes skills such as communicating
product benefits, helping customers make purchase decisions, and making the entire process easier and more convenient for the buyer.
Ans: False
Response: See Page 7
- Procter & Gamble recently adopted more of a solutions selling approach by
reorganizing its sales force into teams to represent all P&G product divisions sold to the same retail account, instead of having a separate sales force for each product division.
Ans: True
Response: See Page 8
- One change many sales forces are experiencing is that they are spending more
time meeting with people inside their own company.
Ans: True
Response: See Page 8
- The sales force is only responsible for generating revenues.
Ans: False
Response: See Page 10
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- In general, the field sales manager's job is limited to sales forecasting and
budgeting, training, and motivating sales personnel.
Ans: False
Response: See Page 3, 10-11
- Although many sales managers may reach their positions in a firm because of their
sales ability, continued success often depends on their administrative talents.
Ans: True
Response: See Page 10-11
- Listening skills are one of the top five skills needed to be successful in a solutions
selling model according to a recent survey of sales executives.
Ans: True
Response: See Page 8
- Most sales force automation initiatives have been successful.
Ans: False
Response: See Page 19
- When recruiting on college campuses, companies are looking to hire good
candidates directly into a sales management position.
Ans: False
Response: See Page 22
- A typical sales management career path might be hired as a district sales manager,
then be promoted to regional sales manager to national sales manager and then to the Vice President of Marketing.
Ans: False
Response: See Page 20-21
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