, Test Bank Fundamentals of Selling Customers for Life
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kp through Service 13th Edition by Charles Futrell. kp kp kp kp kp kp
Chapter 01 The Life, Times, and Career of the Professional Salesperson
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Learning Objectives: kp
01-01 Define and explain the term
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kp selling. 01-02 Explain why everyone
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sells, even you.
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01-03 Explain the relationship between the definition of personal selling and the Golden
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Rule of Personal Selling.
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01-04 Discuss the reasons as to why people might choose a sales
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career. 01-05 Enumerate some of the various types of sales jobs.
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01-06 Describe the job activities of salespeople. kp kp kp kp kp
01-07 Define the characteristics that salespeople believe are needed for success in
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building relationships with customers.
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01-08 List and explain the 10 steps in the sales process.
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True / False Questions
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1. Selling and marketing are interchangeable terms for the same business
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activity. Answer: False
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Learning Objective: 01-01 kp kp
kp Topic: What Is Selling?
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Blooms: Remember kp
kp AACSB: Analytic kp
Level of Difficulty: Easy
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Explanation: Selling is a marketing component that refers to the personal communication of
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information to persuade a prospective customer to buy something. Marketing is an
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organizational function and a set of processes for creating, communicating and delivering value
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kp to customers and for managing customer relationships in ways that benefit the organization and
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,kp its stakeholders.
kp
2. According to recent Gallup surveys, most Americans believe that traditional salespeople are
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overly interested in the needs of customers.
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Answer: False kp
Learning Objective: 01-03
kp kp
Topic: The Golden Rule of Personal Selling
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kp Blooms: Understand kp
AACSB: Analytic kp
, Level of Difficulty: Medium
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Explanation: As Gallup’s survey poll of Americans indicates, people view traditional salespeople as
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kp having their self-interest as a priority. This type of salesperson is preoccupied with his or her
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own well- being—usually defined in terms of making money—and thus is selfish and cannot be
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kp trusted.
3. Personal selling refers to the personal communication of information to unselfishly
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persuade a prospective customer to buy something that satisfies that individual's needs.
kp kp kp kp kp kp kp kp kp kp kp kp
Answer: True kp
Learning Objective: 01-01kp kp
Topic: A New Definition of Personal Selling
kp kp kp kp kp kp
kp Blooms: Remember kp
AACSB: Analytic kp
Level of Difficulty: Easy
kp kp kp
Explanation: Personal selling refers to the personal communication of information to unselfishly
k p kp kp kp kp kp kp kp kp kp kp
kp persuade a prospective customer to buy something—a good, a service, an idea, or something
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else—that satisfies that individual’s needs.
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4. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
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kp price, distribution, and promotion plans so as to create exchanges that satisfy individual and
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organizational objectives.
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Answer: False kp
Learning Objective: 01-03kp kp
Topic: The Golden Rule of Personal Selling
kp kp kp kp kp kp
kp Blooms: Remember kp
AACSB: Analytic kp
Level of Difficulty: Easy
kp kp kp
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
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treating others as you would like to be treated. Reciprocity is not expected.
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5. As a salesperson’s self-interest decreases, a salesperson’s interest in providing customer
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service is more likely to increase.
kp kp kp kp kp kp
kp kp kp kp kp kp kp
kp through Service 13th Edition by Charles Futrell. kp kp kp kp kp kp
Chapter 01 The Life, Times, and Career of the Professional Salesperson
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Learning Objectives: kp
01-01 Define and explain the term
k p kp kp kp kp
kp selling. 01-02 Explain why everyone
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sells, even you.
kp kp kp
01-03 Explain the relationship between the definition of personal selling and the Golden
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Rule of Personal Selling.
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01-04 Discuss the reasons as to why people might choose a sales
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career. 01-05 Enumerate some of the various types of sales jobs.
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01-06 Describe the job activities of salespeople. kp kp kp kp kp
01-07 Define the characteristics that salespeople believe are needed for success in
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building relationships with customers.
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01-08 List and explain the 10 steps in the sales process.
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True / False Questions
kp kp kp
1. Selling and marketing are interchangeable terms for the same business
kp kp kp kp kp kp kp kp kp
activity. Answer: False
kp kp kp
Learning Objective: 01-01 kp kp
kp Topic: What Is Selling?
kp kp kp
Blooms: Remember kp
kp AACSB: Analytic kp
Level of Difficulty: Easy
kp kp kp
Explanation: Selling is a marketing component that refers to the personal communication of
kp kp kp kp kp kp kp kp kp kp kp kp
information to persuade a prospective customer to buy something. Marketing is an
kp kp kp kp kp kp kp kp kp kp kp kp
organizational function and a set of processes for creating, communicating and delivering value
kp kp kp kp kp kp kp kp kp kp kp kp kp
kp to customers and for managing customer relationships in ways that benefit the organization and
kp kp kp kp kp kp kp kp kp kp kp kp kp
,kp its stakeholders.
kp
2. According to recent Gallup surveys, most Americans believe that traditional salespeople are
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overly interested in the needs of customers.
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Answer: False kp
Learning Objective: 01-03
kp kp
Topic: The Golden Rule of Personal Selling
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kp Blooms: Understand kp
AACSB: Analytic kp
, Level of Difficulty: Medium
kp kp kp
Explanation: As Gallup’s survey poll of Americans indicates, people view traditional salespeople as
kp kp kp kp kp kp kp kp kp kp kp kp
kp having their self-interest as a priority. This type of salesperson is preoccupied with his or her
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own well- being—usually defined in terms of making money—and thus is selfish and cannot be
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kp trusted.
3. Personal selling refers to the personal communication of information to unselfishly
kp kp kp kp kp kp kp kp kp kp
persuade a prospective customer to buy something that satisfies that individual's needs.
kp kp kp kp kp kp kp kp kp kp kp kp
Answer: True kp
Learning Objective: 01-01kp kp
Topic: A New Definition of Personal Selling
kp kp kp kp kp kp
kp Blooms: Remember kp
AACSB: Analytic kp
Level of Difficulty: Easy
kp kp kp
Explanation: Personal selling refers to the personal communication of information to unselfishly
k p kp kp kp kp kp kp kp kp kp kp
kp persuade a prospective customer to buy something—a good, a service, an idea, or something
kp kp kp kp kp kp kp kp kp kp kp kp kp
else—that satisfies that individual’s needs.
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4. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
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kp price, distribution, and promotion plans so as to create exchanges that satisfy individual and
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organizational objectives.
kp kp
Answer: False kp
Learning Objective: 01-03kp kp
Topic: The Golden Rule of Personal Selling
kp kp kp kp kp kp
kp Blooms: Remember kp
AACSB: Analytic kp
Level of Difficulty: Easy
kp kp kp
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
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treating others as you would like to be treated. Reciprocity is not expected.
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5. As a salesperson’s self-interest decreases, a salesperson’s interest in providing customer
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service is more likely to increase.
kp kp kp kp kp kp
