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1. Does the Internet replace the need for salespeople? In
what situation is the Internet most likely to replace salespeople? What
characteristics of a situation would make the Internet least likely to replace
3. Salespeople are also called sales representatives. Define the term representative. Whom does the sales person represent? Why is it
important to recognize the different groups that salespeople represent? How
does this recognition of who is represented influence sales management?
5. Describe the typical salesperson as
illustrated in movies, books, and television shows. Why does that image exist
as the stereotypical salesperson (be specific)? What role does ethics play in
perpetuating the stereotype? Whose responsibility is it to see that a company’s
code of ethics is carried out