When determining the characteristics desirable in salespeople, the sales manager should analyze the characteristics of the successful and ineffective sales personnel within the firm.
Indicate whether the statement is true or false
Question 2One company markets such diverse products as Rosarita Mexican foods, Max Factor cosmetics, and Samsonite luggage. These various offerings exhibit this firm's product mix
A) width.
B) depth.
C) length.
D) volume.
E) dimension.
Question 3Selection of the right type and proportion of salespeople is important because it is a one-time decision that affects the company's ability to generate sales and profits.
Indicate whether the statement is true or false
Question 4Hershey Foods Corp offers a line of candy that includes Kit Kat, Mr. Goodbar, Krackel, Hershey's Kisses, Reese's Peanut Butter Cups, Rolo, and Twizzlers. These candies best illustrate Hershey's product mix
A) width.
B) depth.
C) length.
D) volume.
E) life cycle.
Question 5Relationship selling is used especially in consumer marketing.
Indicate whether the statement is true or false
Question 6The depth of a product mix is measured by the average number of
A) convenience products as compared with the number of specialty products.
B) different product lines offered by the company.
C) different products offered in each product line.
D) specialty products as compared with the number of convenience products.
E) product features that the company offers.
Question 7The focus of personal selling is shifting from selling a specific product to building long-term relationships with customers by finding solutions to their needs, problems, and challenges.
Indicate whether the statement is true or false
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