Fundamentals of Selling: Customers for Life through Service 13th Edition by Charles Futrell Chapter 1_17__Complete Solutions

Fundamentals of Selling: Customers for Life through Service 13th Edition by Charles Futrell Chapter 1_17 ISBN-13: 978-8 Chapter 01 The Life, Times, and Career of the Professional Salesperso n Learning Objectives: 01-01 Define and explain the term selling. 01-02 Explain why everyone sells, even you. 01-03 Explain the relationship between the definition of personal selling and the Golden Rule of Personal Selling. 01-04 Discuss the reasons as to why people might choose a sales career. 01-05 Enumerate some of the various types of sales jobs. 01-06 Describe the job activities of salespeople. 01-07 Define the characteristics that salespeople believe are needed for success in building relationships with customers. 01-08 List and explain the 10 steps in the sales process. True / False Questions 1. Selling and marketing are interchangeable terms for the same business activity. Answer: False Learning Objective: 01-01 Topic: What Is Selling? Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Explanation: Selling is a marketing component that refers to the personal communication of information to persuade a prospective customer to buy something. Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders. 2. According to recent Gallup surveys, most Americans believe that traditional salespeople are overly interested in the needs of customers. Answer: False Learning Objective: 01-03 Topic: The Golden Rule of Personal Selling Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Explanation: As Gallup’s survey poll of Americans indicates, people view traditional salespeople as having their self-interest as a priority. This type of salesperson is preoccupied with his or her own well-being—usually defined in terms of making money—and thus is selfish and cannot be trusted.