Test Bank for Selling Today: Creating
Customer Value 7th Canadian Edition
Manning
. 1-1
,1) Psychic income refers to the psychological satisfaction salespeople get from earning
greater than average incomes.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 10 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.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 18 Skill: Applied (A) Objective: LO: 1-5
3) Faced with increased competition, a growing number of accounting, engineering, and
law firms are discovering the merits of personal selling as an auxiliary activity.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref:21 Skill: Recall (R) Objective: LO: 1-5
4) Retail products do not provide full-time personal selling opportunities.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 17 Skill: Recall (R) Objective: LO: 1-4
5) The amount of consumer and business dollars spent on services in Canada is steadily
decreasing.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 12 Skill: Recall (R) Objective: LO: 1-4
6) A salesperson employed by a manufacturer who sells well-established merchandise,
such as standard office equipment, would be classified as a field salesperson.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref:16 Skill: Applied (A) Objective: LO: 1-4
. 1-2
, 7) Executive selling refers to when executives join salespeople on sales calls to
understand customer needs better.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref: 20 Skill: Recall (R) Objective: LO: 1-5
8) Inside sales can be either direct or indirect.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 11 Skill: Recall (R) Objective: LO: 1-4
9) In the field of personal selling, gender is not a barrier to success.
A) True
B) False
Answer: True
Diff: 1 Type: TF Page Ref: 11 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.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref: 15 Skill: Recall (R) Objective: LO: 1-4
11) Research indicates that some people are born with certain qualities that give them a
special advantage in the field of selling.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 22 Skill: Applied (A) Objective: LO: 1-6
12) Nearly 10 percent of the Canadian workforce is employed in sales positions.
A) True
B) False
Answer: True
Diff: 1 Type: TF Page Ref:2 Skill: Recall (R) Objective: LO: 1-1
13) Buyers today are less accepting of women than men in sales positions.
A) True
. 1-3
Customer Value 7th Canadian Edition
Manning
. 1-1
,1) Psychic income refers to the psychological satisfaction salespeople get from earning
greater than average incomes.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 10 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.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 18 Skill: Applied (A) Objective: LO: 1-5
3) Faced with increased competition, a growing number of accounting, engineering, and
law firms are discovering the merits of personal selling as an auxiliary activity.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref:21 Skill: Recall (R) Objective: LO: 1-5
4) Retail products do not provide full-time personal selling opportunities.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 17 Skill: Recall (R) Objective: LO: 1-4
5) The amount of consumer and business dollars spent on services in Canada is steadily
decreasing.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 12 Skill: Recall (R) Objective: LO: 1-4
6) A salesperson employed by a manufacturer who sells well-established merchandise,
such as standard office equipment, would be classified as a field salesperson.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref:16 Skill: Applied (A) Objective: LO: 1-4
. 1-2
, 7) Executive selling refers to when executives join salespeople on sales calls to
understand customer needs better.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref: 20 Skill: Recall (R) Objective: LO: 1-5
8) Inside sales can be either direct or indirect.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 11 Skill: Recall (R) Objective: LO: 1-4
9) In the field of personal selling, gender is not a barrier to success.
A) True
B) False
Answer: True
Diff: 1 Type: TF Page Ref: 11 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.
A) True
B) False
Answer: True
Diff: 2 Type: TF Page Ref: 15 Skill: Recall (R) Objective: LO: 1-4
11) Research indicates that some people are born with certain qualities that give them a
special advantage in the field of selling.
A) True
B) False
Answer: False
Diff: 2 Type: TF Page Ref: 22 Skill: Applied (A) Objective: LO: 1-6
12) Nearly 10 percent of the Canadian workforce is employed in sales positions.
A) True
B) False
Answer: True
Diff: 1 Type: TF Page Ref:2 Skill: Recall (R) Objective: LO: 1-1
13) Buyers today are less accepting of women than men in sales positions.
A) True
. 1-3
