Selling Today Partnering to Create Value 13th Edit-Test Bank

Selling Today, 13e (Manning/Ahearne/Reece)

Chapter 1 Relationship Selling Opportunities in the Information Economy

1.1 True/False Questions

1) Knowledge workers are people who succeed by adding value to information.

Answer: TRUE

Diff: 1

Objective: LO5

2) Knowledge workers need selling skills to communicate information to consumers.

Answer: TRUE

Diff: 1

AACSB: Written and Oral Communication

Objective: LO5

3) Managers do not need sales skills because they need to obtain information from clients, not communicate information to clients.

Answer: FALSE

Diff: 2

AACSB: Written and Oral Communication

Objective: LO5

4) Firms that hire professionals such as accountants and engineers always hire separate sales staff so the professionals do not have to sell.

Answer: FALSE

Diff: 1

Objective: LO5

5) Once an entrepreneur's company is successful, the entrepreneur no longer has to sell.

Answer: FALSE

Diff: 1

Objective: LO5

6) Another name for missionary salespeople is "detail salespeople."

Answer: TRUE

Diff: 1

Objective: LO3

7) Salespeople today need to have more education and skills than salespeople did in the past.

Answer: TRUE

Diff: 1

Objective: LO3

8) Salespeople who are promoted to management make more money than do their coworkers who stay in sales.

Answer: FALSE

Diff: 2

Objective: LO3

9) Sales positions can be a good track for promotion to supervisory-management positions.

Answer: TRUE

Diff: 2

Objective: LO3

10) The highest compensation for salespeople generally goes to those focusing on transactional sales.

Answer: FALSE

Diff: 2

Objective: LO3

11) Examples of industries in the service channel include convention centers, banking, and advertising.

Answer: TRUE

Diff: 1

Objective: LO4

12) The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led.

Answer: TRUE

Diff: 2

Objective: LO4

13) The primary goal of a...