Information technology aids salespeople in creating and maintaining relationships with customers.
Answer: T
A company that ignores the marketing concept will not have any negative effects.
Answer: F
Value-added selling can be defined as a series of creative improvements within the sales process that enhance the customer experience.
Answer: T
Business firms vary in terms of how strongly they support the marketing concept.
Answer: T
E-commerce has contributed to the decline in popularity of transactional selling.
Answer: T
When measured by either the number of people employed or expenses as a percentage of sales, personal selling is often the major promotional method used by American businesses.
Answer: T
Consultative-style selling practices have become popular because they can be easily mastered.
Answer: F
A "strategy" can be best described as a collection of techniques, practices, or methods you use when you are face to face with a customer.
Answer: F
Consultative-style selling, which emerged in the late 1960s and early 1970s, is an extension of the marketing concept.
Answer: T
The four major strategies that form the strategic consultative selling model are independent of one another.
Answer: F
Typical salespeople spend about 30 percent of their time in actual face-to-face selling situations.
Answer: T
The presentation strategy includes a reminder that outstanding service should be the overriding theme of every sales presentation.
Answer: T
A major reason for the demise of the product solution is the growing number of look-alike products.
Answer: TThe partnering concept, as an enhancement of personal selling, became very popular in the 1970s.
Answer: F
The goal of strategic alliances is to achieve a marketplace advantage by teaming up with another company whose products fit well with your own.
Answer: T