True/False Questions 1) Knowledge workers are people who succeed by adding value to information. Answer: 2) Knowledge workers need selling skills to communicate information to consumers. Answer: 3) Managers do not need sales skills because they need to obtain information from clients, not communicate information to clients. Answer 4) Firms that hire professionals such as accountants and engineers always hire separate sales staff so the professionals do not have to sell. Answer: 5) Once an entrepreneur's company is successful, the entrepreneur no longer has to sell. Answer 6) Another name for missionary salespeople is "detail salespeople." Answer: 7) Salespeople today need to have more education and skills than salespeople did in the past. Answer: 8) Salespeople who are promoted to management make more money than do their coworkers who stay in sales. Answer: 9) Sales positions can be a good track for promotion to supervisory-management positions. Answer: 10) The highest compensation for salespeople generally goes to those focusing on transactional sales. Answer: 11) Examples of industries in the service channel include convention centers, banking, and advertising. Answer: 12) The growth rate for service companies continues to be much higher than the growth rate for companies that are product-led. Answer: 13) The primary goal of a detail salesperson is to develop goodwill and stimulate demand for products. Answer: 14) A sales representative for Dell who is selling a new form of sophisticated routing-to-server software would probably be classified as a sales engineer. Answer: 15) Born salespeople have an advantage over people who learn selling skills through training. Answer: