现代销售学创造顾客价值版32794 chaph.pdfVIP

SellingToday:CreatingCustomerValue,11e(Manning/Reece/Ahearne)

Chapter2alSellingOpportunitiesinofInformation

2.1True/False

1)Knowledgeworkersarepeoplewhosucceedbyaddingvaluetoinformation.

Answer:TRUE

Diff:1PageRef:27

Objective:LO1

2)Knowledgeworkersneedsellingskillstocommunicatetheirknowledgetoconsumers.

Answer:TRUE

Diff:1PageRef:28

Objective:LO1

3)Managersdonotneedsalesskillsbecausetheyneedtoobtaininformationfromclients,not

communicateinformationtoclients.

Answer:FALSE

Diff:2PageRef:28

Objective:LO1

4)Firmsthathireprofessionalssuchasaccountantsandengineersusuallyhireseparatesales

staffsotheprofessionalsdonothavetosell.

Answer:FALSE

Diff:1PageRef:28

Objective:LO1

5)Onceanentrepreneurscompanyissuccessful,theentrepreneurnolongerhastosell.

Answer:FALSE

Diff:1PageRef:29

Objective:LO1

6)ABusinessDevelopmentManagerisinthesalesdepartment.

Answer:TRUE

Diff:1PageRef:31

Objective:LO1

7)Salespeopletodayneedtohavemoreeducationandskillsthansalespeopledidinthepast.

Answer:TRUE

Diff:1PageRef:31

Objective:LO2

8)Salespeoplewhoarepromotedtomanagementmakemoremoneythandotheircoworkers

whostayinsales.

Answer:FALSE

Diff:2PageRef:32

Objective:LO2

9)Salespositionscanbeagoodtrackforpromotiontosupervisory-managementpositions.

Answer:TRUE

Diff:2PageRef:32

Objective:LO2

10)Thehighestcompensationforsalespeoplegenerallygoestothosefocusingontransactional

sales.

Answer:FALSE

Diff:2PageRef:32

Objective:LO2

11)Examplesofserviceindustriesincludeconventioncenters,banking,anda