Test Bank for Fundamentals of Selling: Customers for Life through Service, 13th Edition by Charles Futrell

Test Bank Fundamentals of Selling Customers for Lifet
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hrough Service 13th Edition by Charles Futrell.
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Chapteru01uTheuLife,uTimes,uanduCareeruofutheuProfessionaluSalesperson

LearninguObjectives:
01-
01uDefineuanduexplainutheutermuselling.u01-
02u Explainuwhyueveryoneusells,uevenuyou.
01-03 ExplainutheurelationshipubetweenutheudefinitionuofupersonalusellinguandutheuGoldenuRuleuo
fuPersonaluSelling.
01-04 Discussutheureasonsuasutouwhyupeopleumightuchooseuausalesucareer
.u01-05u Enumerateusomeuofutheuvariousutypesuofusalesujobs.
01-06 Describeutheujobuactivitiesuofusalespeople.
01-07 Defineutheucharacteristicsuthatusalespeopleubelieveuareuneededuforusuccessuinubuildin
gurelationshipsuwithucustomers.
01-08 Listuanduexplainutheu10ustepsuinutheusalesuprocess.

Trueu/uFalseuQuestions

1. Sellinguandumarketinguareuinterchangeableutermsuforutheusameubusinessuactivity
.uAnswer:uFalse
LearninguObjective:u01-
01uTopic:uWhatuIsuSelling?
Blooms:uRememberu
AACSB:uAnalytic
LeveluofuDifficulty:uEasy
Explanation:uSellinguisuaumarketingucomponentuthaturefersutoutheupersonalucommunicationuofuinformatio
nutoupersuadeuauprospectiveucustomerutoubuyusomething.uMarketinguisuanuorganizationalufunctionuanduaus
etuofuprocessesuforucreating,ucommunicatinguandudeliveringuvalueutoucustomersuanduforumanagingucustom
erurelationshipsuinuwaysuthatubenefitutheuorganizationuanduitsustakeholders.

2. AccordingutourecentuGallupusurveys,umostuAmericansubelieveuthatutraditionalusalespeopleuareuoverl
yuinteresteduinutheuneedsuofucustomers.
Answer:uFalse
LearninguObjective:u01-03
Topic:uTheuGoldenuRuleuofuPersonaluSelling
uBlooms:uUnderstand


AACSB:uAnalytic

,LeveluofuDifficulty:uMedium
Explanation:uAsuGallup’susurveyupolluofuAmericansuindicates,upeopleuviewutraditionalusalespeopleuasuhav
ingutheiruself-interestuasuaupriority.uThisutypeuofusalespersonuisupreoccupieduwithuhisuoruheruownuwell-
ubeing—usuallyudefineduinutermsuofumakingumoney—anduthusuisuselfishuanducannotubeutrusted.




3. Personalusellingurefersutoutheupersonalucommunicationuofuinformationutouunselfishlyupersuadeu
auprospectiveucustomerutoubuyusomethinguthatusatisfiesuthatuindividual'suneeds.
Answer:uTrue
LearninguObjective:u01-01
Topic:uAuNewuDefinitionuofuPersonaluSelling
uBlooms:uRemember


AACSB:uAnalytic
LeveluofuDifficulty:uEasy
Explanation:uPersonalusellingurefersutoutheupersonalucommunicationuofuinformationutouunselfishlyupersua
deuauprospectiveucustomerutoubuyusomething—augood,uauservice,uanuidea,uorusomethinguelse—
thatusatisfiesuthatuindividual’suneeds.

4. TheuGoldenuRuleuofuPersonaluSellingudescribesutheuwillingnessutouplanuanduexecuteuproduct,uprice,u
distribution,uandupromotionuplansusouasutoucreateuexchangesuthatusatisfyuindividualuanduorganizationa
luobjectives.
Answer:uFalse
LearninguObjective:u01-03
Topic:uTheuGoldenuRuleuofuPersonaluSelling
uBlooms:uRemember


AACSB:uAnalytic
LeveluofuDifficulty:uEasy
Explanation:uTheuGoldenuRuleuofuPersonaluSellingurefersutoutheusalesuphilosophyuofuunselfishlyutreatinguothe
rsuasuyouuwouldulikeutoubeutreated.uReciprocityuisunotuexpected.

5. Asuausalesperson’suself-
interestudecreases,uausalesperson’suinterestuinuprovidingucustomeruserviceuisumoreulikelyutouincrease.
Answer:uTrue
LearninguObjective:u01-03
Topic:uTheuGoldenuRuleuofuPersonaluSelling
uBlooms:uUnderstand


AACSB:uAnalytic
LeveluofuDifficulty:uMedium
Explanation:u Asuinterestuinuservinguothersuimproves,uauperson’suself-interestulessens.uTheumoreuthe
salespersonuconsidersutheucustomer’suinterest,utheubetterutheucustomeruservice.

,
, 6. Anuemployeeuatuaufast-
foodurestaurantuwhouasksutheumanageruforuauraiseuisuengageduinutheusellinguprocess.
Answer:uTrue
LearninguObjective:u01-
02uTopic:uEverybodyuSells!
Blooms:uUnderstandu
AACSB:uAnalytic
LeveluofuDifficulty:uMedium
Explanation:uYouuareuinvolveduinusellinguwhenuyouuwantusomeoneutoudousomething.uTherefore,ua
nuemployeeupersuadinguaumanageruforuauraiseuisuinutheuprocessuofuselling.




7. UnlikeutraditionaluanduGoldenuRuleusalespeople,uprofessionalusalespeopleuhaveuautendencyutouattribut
eusalesusuccessutouothersuratheruthanutoutheiruownuactions.
Answer:uFalse
LearninguObjective:u01-03
Topic:uTheuGoldenuRuleuofuPersonaluSelling
uBlooms:uRemember


AACSB:uAnalytic
LeveluofuDifficulty:uEasy
Explanation:uGoldenuRuleusalespeopleutendutouattributeupositiveuresultsutouothersuratheruthanutoutheiru
ownupersonaluefforts.uProfessionalusalespeopleuattributeuresultsutoupersonalueffortsuasuwelluasutouthei
ruemployer,ucustomers,uandutheueconomy.

8. GoldenuRuleusalespeopleutendutoubelieveuthatumoneyuisutoubeushareduanduthatucustomeruserviceuisuauto
pupriority.
Answer:uTrue
LearninguObjective:u01-03
Topic:uTheuGoldenuRuleuofuPersonaluSelling
uBlooms:uRemember


AACSB:uAnalytic
LeveluofuDifficulty:uEasy
Explanation:uGoldenuRuleusalespeopleuareucustomer-
focused,usoucustomeruserviceuisuimportant.uMoneyuisunotutheumainumotivationuofuGoldenuRuleusalespeople,u
soumoneyushouldubeushared.