Sales Chapter 2 1 Salespeople Spend Majority Their Time Selling A True B False Answer B

subject Type Homework Help
subject Pages 2
subject Words 448
subject Authors Greg W. Marshall, Mark W. Johnston

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1 Careers in sales have a negative image due to stereotypes of salespeople using a soft-sell
technique.
(A) True
(B) False
2 In a study of success factors, the factor rated most important was:
(A) Decision-making ability
(B) Creativity
(C) Empathy
(D) Listening skills
3 Salespeople spend a majority of their time selling.
(A) True
(B) False
4 Salespeople use the same skills as managers.
(A) True
(B) False
5 The characteristics of creative people can be developed in others.
(A) True
(B) False
6 Most sales jobs create a work/family conflict.
(A) True
(B) False
7 Sales careers appeal to people who prefer a structured work environment and defined
compensation.
(A) True
(B) False
8 Because salespeople tend to be compensated for performance, starting salaries for
salespeople right out of college tend to be lower than most other professions.
(A) True
(B) False
9 Because of the negative image, salespeople need to prove their value to society.
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(A) True
(B) False
10 Given all the new communications technology used by salespeople today, organizations
need to ensure that all salespeople:
(A) Submit their preferences
(B) Receive proper training
(C) Engage in dynamic scoring
(D) All of the choices are correct

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