Which of the following statements about sales force management is true?

The sales force is the firm's most direct link to the customer

The statement, 'The world will beat a path to your door if you build a better mousetrap,' reflects how business operates today

As organizations implement the marketing concept, they soon realize how important it is to be sales-oriented

Personal selling is usually less expensive than advertising

Sales management is no different from any other kind of management

Which of the following statements about the sales force in the 21st century is true?

Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort

Sales managers will use a hands-off approach and let the professional salesperson be his or her own boss

Transactional exchanges no longer occur

Salespeople make little use of the Internet because they realize the importance of the personal touch

All of the above statements about the sales force in the 21st century are true

Sales force managers are confronted with many new issues in the 21st century including

Creating more nimble sales force organization

Building long-term relationships with customers

Gaining greater commitment from salespeople

Leveraging available technology

The difference between transactional selling and relationship selling is

In relationship selling, sellers work to provide value to their customers

In transaction, selling buyers must pay cash

In relationship selling, buyers and sellers must be related

In transaction selling, sellers provide greater service

In transaction selling, the transaction is the beginning of a relationship

The movement toward relationship selling causes most firms to

Reduce the number of vendors they do business with

Increase the size of the sales force

Increase the cost of value management

Solicit new sources of supply rather than from existing sources

Which of the following is NOT one of the technology tools used by most salespeople?

Synchronized customer solicitations

Efficient consumer response systems

Customer relationship management

In the twenty-first century, sales leaders are

Becoming a coach instead of a supervisor

Controlling rather than communicate with personnel

Empowering sales managers to make decision

Directing sales people to achieve the defined goals

Alex is the new sales manager for FDP pet vitamins. He quickly recognizes his sales force does not have a global focus. To help motivate his staff toward expanding globally he points out

Today, customers can communicate worldwide

There are significant growth opportunities outside the domestic market

A sucker may be born every minute, but if your business depends on repeat business and word-of-mouth advertising

High ethical standards are required

Transactional sales will work best

Relationship selling will conflict with ethical standards

Sales managers will need to control all aspects of the sales process

Static sales strategies will work best

Brenda is the newly appointed sales manager for Beta Business Products. She knows sales force management is a dynamic process and therefore

Studies her firm's environmental circumstances including both internal and external environments

Arranges her office to facilitate leadership

Solicits business from old contacts as a first priority

Sells senior management on the idea of leaving the sales force alone

Offers bonuses to salespeople who meet their goals

Sales management is a multi-step interrelated process. Which step is concerned with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts towards the desired objectives?

The organizing stage of the sales program

The implementation stage of the sales program

The evaluation and control of sales force performance

The formulation of the strategic sales program

All of the above processes are involved with selecting appropriate sales personnel and designing and implementing policies and procedures that will direct their efforts toward the desired objectives

Sales management is a multi-step interrelated process. Which step is concerned with environmental factors and attempts to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy?

The organizing stage of the sales program

The implementation stage of the sales program

The evaluation and control of sales force program

The formulation of the sales program

All of the above processes are concerned with environmental factors and attempt to organize the overall selling efforts as well as integrate them with other elements of the firm's marketing strategy