Chapter 01
The Life, Times, and Career of the Professional Salesperson
Learning Objectives
A. Define and explain the term selling.
B. Explain why everyone sells, even you.
C. Explain the relationship between the definition of personal selling and the Golden Rule of
Personal Selling.
D. Discuss the reasons people might choose a sales career.
E. Enumerate some of the various types of sales jobs.
F. Describe the job activities of salespeople.
G. Define the characteristics that salespeople believe are needed for success in building
relationships with customers.
H. List and explain the 10 steps in the sales process.
True / False Questions
1. (p. 5) The sales person is engaged in a highly honorable, challenging, rewarding, and
professional career.
TRUE
Difficulty: Easy
Learning Objective: A
,2. (p. 5) Sales and marketing mean the same thing.
FALSE
Difficulty: Easy
Learning Objective: A
,3. (p. 6) People tend to generalize that most salespeople are not honest or ethical.
TRUE
Difficulty: Easy
Learning Objective: A
4. (p. 6) According to the Gallup survey, used car salesmen were rated highest on perceived
honesty and ethical standards.
FALSE
Difficulty: Easy
Learning Objective: A
5. (p. 5) Personal selling refers to the personal communication of information to unselfishly
persuade a prospective customer to buy something that satisfies that individual's needs.
TRUE
Difficulty: Easy
Learning Objective: C
6. (p. 7) The Golden Rule of Personal Selling describes the willingness to plan and execute
product, price, distribution, and promotion plans so as to create exchanges that satisfy
individual and organizational objectives.
FALSE
Difficulty: Easy
Learning Objective: C
, 7. (p. 8) A person is involved in selling when he/she wants someone to do something.
TRUE
Difficulty: Easy
Learning Objective: B
The Life, Times, and Career of the Professional Salesperson
Learning Objectives
A. Define and explain the term selling.
B. Explain why everyone sells, even you.
C. Explain the relationship between the definition of personal selling and the Golden Rule of
Personal Selling.
D. Discuss the reasons people might choose a sales career.
E. Enumerate some of the various types of sales jobs.
F. Describe the job activities of salespeople.
G. Define the characteristics that salespeople believe are needed for success in building
relationships with customers.
H. List and explain the 10 steps in the sales process.
True / False Questions
1. (p. 5) The sales person is engaged in a highly honorable, challenging, rewarding, and
professional career.
TRUE
Difficulty: Easy
Learning Objective: A
,2. (p. 5) Sales and marketing mean the same thing.
FALSE
Difficulty: Easy
Learning Objective: A
,3. (p. 6) People tend to generalize that most salespeople are not honest or ethical.
TRUE
Difficulty: Easy
Learning Objective: A
4. (p. 6) According to the Gallup survey, used car salesmen were rated highest on perceived
honesty and ethical standards.
FALSE
Difficulty: Easy
Learning Objective: A
5. (p. 5) Personal selling refers to the personal communication of information to unselfishly
persuade a prospective customer to buy something that satisfies that individual's needs.
TRUE
Difficulty: Easy
Learning Objective: C
6. (p. 7) The Golden Rule of Personal Selling describes the willingness to plan and execute
product, price, distribution, and promotion plans so as to create exchanges that satisfy
individual and organizational objectives.
FALSE
Difficulty: Easy
Learning Objective: C
, 7. (p. 8) A person is involved in selling when he/she wants someone to do something.
TRUE
Difficulty: Easy
Learning Objective: B
