ABC's
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
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Chapter 01 The Life, Times, and Career of the Professional Salesperson
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True / False Questions
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1. The marketing concept is a business philosophy that says the customers' want- satisfaction is
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the economic and social justification for a firm's existence.
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Answer: True i
Learning Objective: 01-01 i i
Topic: What is the Purpose of Business? Blooms:
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Remember
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AACSB:
Level of Difficulty: Easy
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Explanation: According to the marketing concept, a customers’ wants and satisfaction justify
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the economic and social existence of a firm. Consequently, all company activities should be
i i i i i i i i i i i i i i
devoted to determining customers’ wants and then satisfying them, while still making a profit.
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2. Selling and marketing are not synonymous. i i i i i
Answer: True
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Learning Objective: 01-01 i i
Topic: What is Selling?
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Blooms: Remember i
AACSB:
i
Level of Difficulty: Easy
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Explanation: Selling is a marketing component that refers to the personal communication of
i i i i i i i i i i i i
information to persuade a prospective customer to buy something. Marketing is an
i i i i i i i i i i i i
organizational function and a set of processes for creating, communicating and delivering value
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to customers and for managing customer relationships in ways that benefit the organization and
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its stakeholders.
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3. The marketing mix consists of three components: price, product, and promotion.
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Answer: False
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Learning Objective: 01-01 i i
Topic: Essentials of a Firm’s Marketing Effort
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Blooms: Remember
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AACSB:
Level of Difficulty: Easy
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Explanation: A firm’s marketing mix consists of four main elements—product, price, i i i i i i i i i i
distribution or place, and promotion—a marketing manager uses to market goods and
i i i i i i i i i i i i
services.
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4. Personal selling is personal communication of information to unselfishly persuade a
i i i i i i i i i i
prospective customer to buy an idea that satisfies his or her needs.
i i i i i i i i i i i i
Answer: True i
Learning Objective: 01-01 i i
Topic: A New Definition of Personal Selling
i i i i i i
Blooms: Remember
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AACSB: Communication i
Level of Difficulty: Easy
i i i i
1-1
© i2013 iby iMcGraw-Hill iEducation. iThis iis iproprietary imaterial isolely ifor iauthorized iinstructor iuse. iNot iauthorized ifor isale ior idistribution iin
i any imanner. iThis idocument imay inot ibe icopied, iscanned, iduplicated, iforwarded, idistributed, ior iposted ion ia iwebsite, iin iwhole ior ipart.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
i i i i i i i i i i i
Explanation: Personal selling refers to the personal communication of information to unselfishly
i i i i i i i i i i i
persuade a prospective customer to buy something—a good, a service, an idea, or something
i i i i i i i i i i i i i i
else—that satisfies that individual’s needs. The new definition inserts the word unselfish into the
i i i i i i i i i i i i i i
traditional definition.
i i
5. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
i i i i i i i i i i i i i
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
i i i i i i i i i i i i i i
organizational objectives.
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Answer: False i
Learning Objective: 01-03 i i
Topic: The Golden Rule of Personal Selling
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Blooms: Understand
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AACSB:
Level of Difficulty: Medium
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Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
i i i i i i i i i i i i i
treating others as you would like to be treated. Reciprocity is not expected.
i i i i i i i i i i i i i
6. One of the reasons to choose a sales career is the wide variety of sales jobs available.
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Answer: True
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Learning Objective: 01-04 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
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Explanation: There are six major reasons for choosing a sales career including the wide variety
i i i i i i i i i i i i i i
of sales jobs available. Other reasons include service to others, the freedom of being on your
i i i i i i i i i i i i i i i i
own, the challenge of selling, the opportunity for advancement in a company, and the rewards
i i i i i i i i i i i i i i i
from a sales career
i i i i
7. A telemarketer is an example of a direct seller.
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Answer: False
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Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
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AACSB:
Level of Difficulty: Medium
i i i
Explanation: Direct sellers sell face-to-face to consumers—typically in their homes—who use the
i i i i i i i i i i i
products for their personal use. Telemarketers sell products to individuals over the telephone.
i i i i i i i i i i i i i
8. A wholesale salesperson would sell designer clothing to a department store which in turn
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would resell the items to individual customers.
i i i i i i i
Answer: True i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
1-2
© i2013 iby iMcGraw-Hill iEducation. iThis iis iproprietary imaterial isolely ifor iauthorized iinstructor iuse. iNot iauthorized ifor isale ior idistribution iin
i any imanner. iThis idocument imay inot ibe icopied, iscanned, iduplicated, iforwarded, idistributed, ior iposted ion ia iwebsite, iin iwhole ior ipart.
, Chapter 01 - The Life, Times, and Career of the Professional Salesperson
i i i i i i i i i i i
Level of Difficulty: Medium
i i i
Explanation: Wholesalers (also called distributors) buy products from manufacturers and other
i i i i i i i i i i
wholesalers and sell to other organizations. A wholesale salesperson sells products to parties for
i i i i i i i i i i i i i i
resale, use in producing other goods or services, and operating an organization, such as your
i i i i i i i i i i i i i i i
school buying supplies.
i i i
9. A sales engineer works for a manufacturer and sells the benefits of intangible products.
i i i i i i i i i i i i i
Answer: False
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Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
Level of Difficulty: Medium
i i i
Explanation: Manufacturers’ salespeople work for organizations producing tangible products. A
i i i i i i i i i
sales engineer sells products that call for technical know-how and an ability to discuss technical
i i i i i i i i i i i i i i i
aspects of the product.
i i i i
10. There are no differences between what a service salesperson sells and what an industrial
i i i i i i i i i i i i i
products salesperson sells.
i i i
Answer: False i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
i i i
Explanation: An industrial products salesperson sells a tangible product to industrial buyers.
i i i i i i i i i i i
Service salesperson must sell the benefits of intangible or nonphysical products such as
i i i i i i i i i i i i i
financial, advertising, or computer repair services.
i i i i i i
11. Creative selling is an important part of what an order-taker does. i i i i i i i i i i
Answer: False
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Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
Level of Difficulty: Medium
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Explanation: Order-takers ask what the customer wants or wait for a customer order. Creative
i i i i i i i i i i i i i
selling is unnecessary in the job of an order-taker.
i i i i i i i i i
12. Even experienced sales representatives in outside sales typically receive intensive direct
i i i i i i i i i i
supervision.
i
Answer: False i
Learning Objective: 01-04 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
i i i
1-3
© i2013 iby iMcGraw-Hill iEducation. iThis iis iproprietary imaterial isolely ifor iauthorized iinstructor iuse. iNot iauthorized ifor isale ior idistribution iin
i any imanner. iThis idocument imay inot ibe icopied, iscanned, iduplicated, iforwarded, idistributed, ior iposted ion ia iwebsite, iin iwhole ior ipart.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
i i i i i i i i i i i
Chapter 01 The Life, Times, and Career of the Professional Salesperson
i i i i i i i i i i
True / False Questions
i i i
1. The marketing concept is a business philosophy that says the customers' want- satisfaction is
i i i i i i i i i i i i i
the economic and social justification for a firm's existence.
i i i i i i i i i
Answer: True i
Learning Objective: 01-01 i i
Topic: What is the Purpose of Business? Blooms:
i i i i i i i
Remember
i
AACSB:
Level of Difficulty: Easy
i i i
Explanation: According to the marketing concept, a customers’ wants and satisfaction justify
i i i i i i i i i i i
the economic and social existence of a firm. Consequently, all company activities should be
i i i i i i i i i i i i i i
devoted to determining customers’ wants and then satisfying them, while still making a profit.
i i i i i i i i i i i i i i
2. Selling and marketing are not synonymous. i i i i i
Answer: True
i i
Learning Objective: 01-01 i i
Topic: What is Selling?
i i i i
Blooms: Remember i
AACSB:
i
Level of Difficulty: Easy
i i i
Explanation: Selling is a marketing component that refers to the personal communication of
i i i i i i i i i i i i
information to persuade a prospective customer to buy something. Marketing is an
i i i i i i i i i i i i
organizational function and a set of processes for creating, communicating and delivering value
i i i i i i i i i i i i i
to customers and for managing customer relationships in ways that benefit the organization and
i i i i i i i i i i i i i i
its stakeholders.
i i
3. The marketing mix consists of three components: price, product, and promotion.
i i i i i i i i i i
Answer: False
i i
Learning Objective: 01-01 i i
Topic: Essentials of a Firm’s Marketing Effort
i i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
i i i
Explanation: A firm’s marketing mix consists of four main elements—product, price, i i i i i i i i i i
distribution or place, and promotion—a marketing manager uses to market goods and
i i i i i i i i i i i i
services.
i
4. Personal selling is personal communication of information to unselfishly persuade a
i i i i i i i i i i
prospective customer to buy an idea that satisfies his or her needs.
i i i i i i i i i i i i
Answer: True i
Learning Objective: 01-01 i i
Topic: A New Definition of Personal Selling
i i i i i i
Blooms: Remember
i i
AACSB: Communication i
Level of Difficulty: Easy
i i i i
1-1
© i2013 iby iMcGraw-Hill iEducation. iThis iis iproprietary imaterial isolely ifor iauthorized iinstructor iuse. iNot iauthorized ifor isale ior idistribution iin
i any imanner. iThis idocument imay inot ibe icopied, iscanned, iduplicated, iforwarded, idistributed, ior iposted ion ia iwebsite, iin iwhole ior ipart.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
i i i i i i i i i i i
Explanation: Personal selling refers to the personal communication of information to unselfishly
i i i i i i i i i i i
persuade a prospective customer to buy something—a good, a service, an idea, or something
i i i i i i i i i i i i i i
else—that satisfies that individual’s needs. The new definition inserts the word unselfish into the
i i i i i i i i i i i i i i
traditional definition.
i i
5. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
i i i i i i i i i i i i i
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
i i i i i i i i i i i i i i
organizational objectives.
i i
Answer: False i
Learning Objective: 01-03 i i
Topic: The Golden Rule of Personal Selling
i i i i i i
Blooms: Understand
i i
AACSB:
Level of Difficulty: Medium
i i i
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
i i i i i i i i i i i i i
treating others as you would like to be treated. Reciprocity is not expected.
i i i i i i i i i i i i i
6. One of the reasons to choose a sales career is the wide variety of sales jobs available.
i i i i i i i i i i i i i i i i
Answer: True
i i
Learning Objective: 01-04 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
i i i
Explanation: There are six major reasons for choosing a sales career including the wide variety
i i i i i i i i i i i i i i
of sales jobs available. Other reasons include service to others, the freedom of being on your
i i i i i i i i i i i i i i i i
own, the challenge of selling, the opportunity for advancement in a company, and the rewards
i i i i i i i i i i i i i i i
from a sales career
i i i i
7. A telemarketer is an example of a direct seller.
i i i i i i i i
Answer: False
i i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
Level of Difficulty: Medium
i i i
Explanation: Direct sellers sell face-to-face to consumers—typically in their homes—who use the
i i i i i i i i i i i
products for their personal use. Telemarketers sell products to individuals over the telephone.
i i i i i i i i i i i i i
8. A wholesale salesperson would sell designer clothing to a department store which in turn
i i i i i i i i i i i i i
would resell the items to individual customers.
i i i i i i i
Answer: True i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
1-2
© i2013 iby iMcGraw-Hill iEducation. iThis iis iproprietary imaterial isolely ifor iauthorized iinstructor iuse. iNot iauthorized ifor isale ior idistribution iin
i any imanner. iThis idocument imay inot ibe icopied, iscanned, iduplicated, iforwarded, idistributed, ior iposted ion ia iwebsite, iin iwhole ior ipart.
, Chapter 01 - The Life, Times, and Career of the Professional Salesperson
i i i i i i i i i i i
Level of Difficulty: Medium
i i i
Explanation: Wholesalers (also called distributors) buy products from manufacturers and other
i i i i i i i i i i
wholesalers and sell to other organizations. A wholesale salesperson sells products to parties for
i i i i i i i i i i i i i i
resale, use in producing other goods or services, and operating an organization, such as your
i i i i i i i i i i i i i i i
school buying supplies.
i i i
9. A sales engineer works for a manufacturer and sells the benefits of intangible products.
i i i i i i i i i i i i i
Answer: False
i i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
Level of Difficulty: Medium
i i i
Explanation: Manufacturers’ salespeople work for organizations producing tangible products. A
i i i i i i i i i
sales engineer sells products that call for technical know-how and an ability to discuss technical
i i i i i i i i i i i i i i i
aspects of the product.
i i i i
10. There are no differences between what a service salesperson sells and what an industrial
i i i i i i i i i i i i i
products salesperson sells.
i i i
Answer: False i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
i i i
Explanation: An industrial products salesperson sells a tangible product to industrial buyers.
i i i i i i i i i i i
Service salesperson must sell the benefits of intangible or nonphysical products such as
i i i i i i i i i i i i i
financial, advertising, or computer repair services.
i i i i i i
11. Creative selling is an important part of what an order-taker does. i i i i i i i i i i
Answer: False
i i
Learning Objective: 01-05 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Understand
i i
AACSB:
Level of Difficulty: Medium
i i i
Explanation: Order-takers ask what the customer wants or wait for a customer order. Creative
i i i i i i i i i i i i i
selling is unnecessary in the job of an order-taker.
i i i i i i i i i
12. Even experienced sales representatives in outside sales typically receive intensive direct
i i i i i i i i i i
supervision.
i
Answer: False i
Learning Objective: 01-04 i i
Topic: Why Choose a Sales Career?
i i i i i
Blooms: Remember
i i
AACSB:
Level of Difficulty: Easy
i i i
1-3
© i2013 iby iMcGraw-Hill iEducation. iThis iis iproprietary imaterial isolely ifor iauthorized iinstructor iuse. iNot iauthorized ifor isale ior idistribution iin
i any imanner. iThis idocument imay inot ibe icopied, iscanned, iduplicated, iforwarded, idistributed, ior iposted ion ia iwebsite, iin iwhole ior ipart.
