100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Previously searched by you
Previously searched by you
logo
ABC's Of Relationship Selling through Service 12th Edition by Charles Futrell - Test Bank $29.67   Add to cart
Quickly navigate to
Preview
  2.  
  3. ABC\'s Of Relationship Selling
  4.  
  5. ABC\'s Of Relationship Selling
  6.  
  7. ABC\'s Of Relationship Selling

Exam (elaborations)

ABC's Of Relationship Selling through Service 12th Edition by Charles Futrell - Test Bank
 10 views  0 purchase
  • Course
  • ABC\'s Of Relationship Selling
  • Institution
  • ABC\'s Of Relationship Selling

Test Bank For ABC's Of Relationship Selling through Service 12th Edition by Charles Futrell Complete Test Bank

Preview 4 out of 722  pages

Document information

  • October 14, 2023
  • 722
  • 2023/2024
  • Exam (elaborations)
  • Questions & answers

Subjects

  • 12th edition
  • abcs of relationship selling through service
  • test bank
  • compleet test bank with answers
  • 12th edition by charles futrell

Written for

  • ABC's Of Relationship Selling
  • ABC's Of Relationship Selling
  • ABC's Of Relationship Selling
All documents for this subject (6)

Seller

avatar-seller
ExamsExpert

Reviews received

Content preview

,Chapter 01 - The Life, Times, and Career of the Professional Salesperson


Chapter 01 The Life, Times, and Career of the Professional Salesperson

True / False Questions
1. The marketing concept is a business philosophy that says the customers' want- satisfaction
is the economic and social justification for a firm's existence.
Answer: True
Learning Objective: 01-01
Topic: What is the Purpose of Business?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: According to the marketing concept, a customers’ wants and satisfaction justify
the economic and social existence of a firm. Consequently, all company activities should be
devoted to determining customers’ wants and then satisfying them, while still making a profit.

2. Selling and marketing are not synonymous.
Answer: True
Learning Objective: 01-01
Topic: What is Selling?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of
information to persuade a prospective customer to buy something. Marketing is an
organizational function and a set of processes for creating, communicating and delivering
value to customers and for managing customer relationships in ways that benefit the
organization and its stakeholders.

3. The marketing mix consists of three components: price, product, and promotion.
Answer: False
Learning Objective: 01-01
Topic: Essentials of a Firm’s Marketing Effort
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: A firm’s marketing mix consists of four main elements—product, price,
distribution or place, and promotion—a marketing manager uses to market goods and
services.

4. Personal selling is personal communication of information to unselfishly persuade a
prospective customer to buy an idea that satisfies his or her needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling
Blooms: Remember
AACSB: Communication
Level of Difficulty: Easy


1-1
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

,Chapter 01 - The Life, Times, and Career of the Professional Salesperson


Explanation: Personal selling refers to the personal communication of information to
unselfishly persuade a prospective customer to buy something—a good, a service, an idea, or
something else—that satisfies that individual’s needs. The new definition inserts the word
unselfish into the traditional definition.

5. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
organizational objectives.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
treating others as you would like to be treated. Reciprocity is not expected.

6. One of the reasons to choose a sales career is the wide variety of sales jobs available.
Answer: True
Learning Objective: 01-04
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: There are six major reasons for choosing a sales career including the wide
variety of sales jobs available. Other reasons include service to others, the freedom of being
on your own, the challenge of selling, the opportunity for advancement in a company, and the
rewards from a sales career

7. A telemarketer is an example of a direct seller.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Direct sellers sell face-to-face to consumers—typically in their homes—who use
the products for their personal use. Telemarketers sell products to individuals over the
telephone.

8. A wholesale salesperson would sell designer clothing to a department store which in turn
would resell the items to individual customers.
Answer: True
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:


1-2
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

, Chapter 01 - The Life, Times, and Career of the Professional Salesperson


Level of Difficulty: Medium
Explanation: Wholesalers (also called distributors) buy products from manufacturers and
other wholesalers and sell to other organizations. A wholesale salesperson sells products to
parties for resale, use in producing other goods or services, and operating an organization,
such as your school buying supplies.

9. A sales engineer works for a manufacturer and sells the benefits of intangible products.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Manufacturers’ salespeople work for organizations producing tangible products.
A sales engineer sells products that call for technical know-how and an ability to discuss
technical aspects of the product.

10. There are no differences between what a service salesperson sells and what an industrial
products salesperson sells.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: An industrial products salesperson sells a tangible product to industrial buyers.
Service salesperson must sell the benefits of intangible or nonphysical products such as
financial, advertising, or computer repair services.

11. Creative selling is an important part of what an order-taker does.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Order-takers ask what the customer wants or wait for a customer order. Creative
selling is unnecessary in the job of an order-taker.

12. Even experienced sales representatives in outside sales typically receive intensive direct
supervision.
Answer: False
Learning Objective: 01-04
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy


1-3
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller ExamsExpert. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for $29.67. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

72042 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 14 years now

Start selling
$29.67
  • (0)
  Add to cart