1) Why does Ford use personal selling to sell automobiles?
a. Salespeople can vary their message according to the motivations and interests of individual customers.
b. Personal selling allows Ford to qualify customers through direct conversations, credit checks, and other methods.
c. Personal selling is the most effective way to completing the sale of an automobile.
d. All of these.
2)Which of the following is not a trait that Ford likely looks for in its sales representatives?
a.They should have strong, healthy self-esteems.
b.They should be capable of understanding complex ideas.
c.They should have a sense of urgency and competitiveness.
d. They should avoid risk and focus on sure things.
3)Based on the case, which of the following benefits of Internet-assisted selling is most useful to eBay in its mission to protect customers?
a.The Internet provides salespeople with vast resources of information on clients, competitors, and the industry.
b.The Internet allows salespeople to be more accessible to both clients and the company.
c.The Internet frees salespeople from tedious administrative tasks like shipping catalogs, placing routine orders, and tracking orders.
d.The Internet facilitates cost-effective processing of orders and service requests.
