TEST BANK
Selling Today: Partnering to Create Value
ST
Gerald Manning, Michael Ahearne, Barry Reece, Herb MacKenzie
────────────────────────────────────────────────────
UV
8th Canadian Edition
IA
?_
AP
PR
OV
TEST BANK
ED
??
, 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
UV
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
IA
CHAPTER 7 Product-Selling Strategies that Add Value
CHAPTER 8 The Buying Process and Buyer Behaviour
?_
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
AP
CHAPTER 12 Creating Value with the Consultative Demonstration
CHAPTER 13 Negotiating Buyer Concerns
CHAPTER 14 Adapting the Close and Confirming the Partnership
PR
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
OV
ED
??
, Selling Today: Partnering to Create Value, 8ce (Manning)
Chapter 1 Relationship Selling Opportunities in the Information Technology
ST
1) Psychic income refers to the psychological satisfaction salespeople get from earning greater
than average incomes.
Answer: FALSE
Diff: 2
Type: TF
UV
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
IA
Diff: 2
Type: TF
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 a supplementary activity.
Answer: TRUE
AP
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
PR
4) Retail products, such as cosmetics do not provide full-time personal selling opportunities.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
OV
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
ED
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
??
, 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
ST
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-4
UV
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)
IA
Objective: LO: 1-5
8) All inside sales are outbound.
Answer: FALSE
?_
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
AP
9) In the field of personal selling, gender is not a barrier to success.
Answer: TRUE
Diff: 1
Type: TF
PR
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.
OV
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
ED
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
??
Skill: Applied (A)
Objective: LO: 1-6
Selling Today: Partnering to Create Value
ST
Gerald Manning, Michael Ahearne, Barry Reece, Herb MacKenzie
────────────────────────────────────────────────────
UV
8th Canadian Edition
IA
?_
AP
PR
OV
TEST BANK
ED
??
, 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
UV
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
IA
CHAPTER 7 Product-Selling Strategies that Add Value
CHAPTER 8 The Buying Process and Buyer Behaviour
?_
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
AP
CHAPTER 12 Creating Value with the Consultative Demonstration
CHAPTER 13 Negotiating Buyer Concerns
CHAPTER 14 Adapting the Close and Confirming the Partnership
PR
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
OV
ED
??
, Selling Today: Partnering to Create Value, 8ce (Manning)
Chapter 1 Relationship Selling Opportunities in the Information Technology
ST
1) Psychic income refers to the psychological satisfaction salespeople get from earning greater
than average incomes.
Answer: FALSE
Diff: 2
Type: TF
UV
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
IA
Diff: 2
Type: TF
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 a supplementary activity.
Answer: TRUE
AP
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
PR
4) Retail products, such as cosmetics do not provide full-time personal selling opportunities.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
OV
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
ED
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
??
, 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
ST
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-4
UV
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)
IA
Objective: LO: 1-5
8) All inside sales are outbound.
Answer: FALSE
?_
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
AP
9) In the field of personal selling, gender is not a barrier to success.
Answer: TRUE
Diff: 1
Type: TF
PR
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.
OV
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
ED
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
??
Skill: Applied (A)
Objective: LO: 1-6
