2. According to
Department of Labor statistics, about 5% of the U.S. work force are employed in
sales positions.
3. Public relations
is not usually considered one of the elements of the promotion mix.
4. The advantage of
advertising and sales promotion over other elements of the promotion mix is
that they involve two-way communication.
5. Advertising is
generally more effective than personal selling in closing the sale.
6. Sales management
can be defined as the control and implementation of personal contact programs
designed to achieve the sales objectives of the firm.
8. 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.
9. The competitive
change of âblurred boundariesâ refers to the practice of selling in multiple
countries.
10. The desire by
many customers to buy from fewer suppliers has been a welcomed and beneficial
development for most suppliers.
13. Relationship
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.
15. One change many
sales forces are experiencing is that they are spending more time meeting with
people inside their own company.
16. The sales force
is only responsible for generating revenues.
