BA 3750-CHAPTER ONE True/False Questions L.P. CHEW BA 3750-CHAPTER ONE True/False Questions L.P. CHEW 1. The Internet is replacing salespeople. 2. Many salespeople use the Internet to help generate leads. 3. Organizational buyers are now using more sources of supply than they did in earlier years. 4. Today, buyers purchase more from foreign suppliers than they have in the past. 5. Most sales jobs are extremely similar in their scope of activities and responsibilities. 6. The text defined sales management as the management of the personal selling component of an organization's marketing program. 7. Producers may engage in outside selling when they sell to household consumers. 8. Most outside sales forces belong to producers or wholesaling middlemen who sell to business users rather than to household consumers. 9. Telemarketing is not a form of outside selling. 10. Intangible services typically require less creative selling than tangible goods. 11. Today in many organizations, the salespeople serve as territorial profit managers. 12. Relationship marketing or selling focuses on cutting prices to gain the sale. 13. A missionary salesperson's primary job is to be an order-taker. 14. Because of the emphasis on product quality in today's business environment, the public ordinarily judges a company by its factory or office workers. 15. Management is a distinct skill, and it cannot be learned. 16. Salespeople have large role sets 17. Salespeople have very little role ambiguity. 18. An excellent salesperson will not always make a successful sales manager. 19. 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. 20. Branch manager positions are likely to be eliminated if the firm adopts a team selling approach. 21. When a strong buyer's market exists in the United States, the role of personal selling and sales management in an organization becomes less important. 22. The cost of managing and operating a sales force in most firms is a major cost of marketing second only to the cost of advertising. 23. Whether selling at home or abroad, an international perspective is likely to be very important for sales managers in the 2000s. 24. CRM is an acronym that stands for Customer Risk Management. 25. The number of female and minority salespeople is likely to increase in the 2000s over the level of the 1990s. 26. Because the topic of business ethics is such a difficult one to manage, it is better if sales executives do not get involved in this complex subject.

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