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True or False
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1
Good salespeople anticipate objections and have answers ready.
A)True
B)False
2
An important question in IMC is how it affects sales.
A)True
B)False
3
From an IMC perspective, if a salesperson is doing a good job the average customer lifetime should decrease.
A)True
B)False
4
Another name for solution selling is enterprise selling.
A)True
B)False
5
Needs assessment facilitates cold call selling.
A)True
B)False
6
Good salespeople act as a liaison between a company and its customers.
A)True
B)False
7
For a salesperson, the correct answer to a manager's question, "Who are you working for, us or the customer?" is both.
A)True
B)False
8
An important part of a sales relationship strategy is the use of advertising.
A)True
B)False
9
CRM provides a means to integrate information among departments in a company.
A)True
B)False
10
Marketing people think anyone who inquires about a product is a sales lead.
A)True
B)False
11
Research shows more than half of inquirers purchase something within a year.
A)True
B)False
12
Research shows most inquirers are contacted by salespeople.
A)True
B)False
13
Because of the cost of sales calls, cold calling is rarely cost-effective.
A)True
B)False
14
Inside sales calls are the same as telemarketing.
A)True
B)False
15
Personal selling is used to ultimately persuade.
A)True
B)False
16
In B2B marketing personal selling is one of the least important communication functions.
A)True
B)False
17
In IMC, personal selling's primary role is customizing brand messages.
A)True
B)False
18
Because average annual customer turnover rates are approximately 15 to 20 percent, salespeople work to constantly acquire prospects.
A)True
B)False
19
Cold calling is one of the most difficult sales efforts because prospects do not know the salesperson is planning to contact them.
A)True
B)False
20
A salesperson's number-one personal objective should be to maximize revenue.
A)True
B)False
21
Inside sales is used for major customers so they always have someone they can call.
A)True
B)False





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