Test Bank — Selling Today: Partnering to Create Value, 8th Canadian Edition (Manning, Ahearne, Reece & MacKenzie, 2021) | All Chapters 1-17 Covered

TEST BANK
Selling Today: Partnering to Create Value
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Gerald Manning, Michael Ahearne, Barry Reece, Herb MacKenzie

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8th Canadian Edition
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TEST BANK
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, TABLE OF CONTENTS
Test Bank: Selling Today Partnering to Create Value, 8th Canadian Edition
By Gerald Manning, Michael Ahearne, Barry Reece, Herb MacKenzie
ST

CHAPTER 1 Relationship Selling Opportunities in the Information Economy

CHAPTER 2 Evolution of Selling Models that Complement the Marketing Concept
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CHAPTER 3 Ethics: The Foundation for Relationships that Create Value

CHAPTER 4 Creating Value with a Relationship Strategy

CHAPTER 5 Communication Styles: A Key to Adaptive Selling Today

CHAPTER 6 Creating Product Solutions
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CHAPTER 7 Product-Selling Strategies that Add Value

CHAPTER 8 The Buying Process and Buyer Behaviour
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CHAPTER 9 Developing and Qualifying Prospects and Accounts

CHAPTER 10 Approaching the Customer with Adaptive Selling

CHAPTER 11 Determining Customer Needs with a Consultative Questioning Strategy
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CHAPTER 12 Creating Value with the Consultative Demonstration

CHAPTER 13 Negotiating Buyer Concerns

CHAPTER 14 Adapting the Close and Confirming the Partnership
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CHAPTER 15 Servicing the Sale and Building the Partnership

CHAPTER 16 Opportunity Management: The Key to Greater Sales Productivity

CHAPTER 17 Management of the Sales Force
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, Selling Today: Partnering to Create Value, 8ce (Manning)
Chapter 1 Relationship Selling Opportunities in the Information Technology
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1) Psychic income refers to the psychological satisfaction salespeople get from earning greater
than average incomes.
Answer: FALSE
Diff: 2
Type: TF
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Skill: Recall (R)
Objective: LO: 1-3

2) In the new economy, personal selling is becoming less important due to the advent of the
computer and the internet.
Answer: FALSE
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Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-5
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3) Faced with increased competition, a growing number of accounting, engineering, and law
firms are discovering the merits of personal selling as a supplementary activity.
Answer: TRUE
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Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
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4) Retail products, such as cosmetics do not provide full-time personal selling opportunities.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
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Objective: LO: 1-4

5) The amount of consumer and business dollars spent on services in Canada is steadily
decreasing compared with that spent on goods.
Answer: FALSE
Diff: 2
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Type: TF
Skill: Recall (R)
Objective: LO: 1-4
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, 6) A salesperson employed by a manufacturer who sells to well established customers, and can
identify their needs, is classified as a field salesperson.
Answer: TRUE
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Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-4
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7) Executive selling refers to when executives join salespeople on sales calls to understand
customer needs better.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
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Objective: LO: 1-5

8) All inside sales are outbound.
Answer: FALSE
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Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
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9) In the field of personal selling, gender is not a barrier to success.
Answer: TRUE
Diff: 1
Type: TF
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Skill: Recall (R)
Objective: LO: 1-3

10) Field salespeople, sales engineers, and detail salespeople are all outside salespeople who
interact face-to-face with customers.
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Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
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11) Research indicates that some people are born with certain qualities that give them a special
advantage in the field of selling.
Answer: FALSE
Diff: 2
Type: TF
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Skill: Applied (A)
Objective: LO: 1-6