TEST BANK for Fundamentals of Selling: Customers for Life through Service 13th Edition by Charles M. Futrell All Chapters Fully Covered 1 -17 A+

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, Chapter 01 The Life, Times, and Career of the Professional Salesperson
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Learning Objectives: n




01-01 Define and explain the term selling. 01-02 Explain why everyone sells, even you.
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01-03 Explain the relationship between the definition of personal selling and the Golden Rule of
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Personal Selling.
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01-04 Discuss the reasons as to why people might choose a sales career. 01-05 Enumerate some of the
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various types of sales jobs.
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01-06 Describe the job activities of salespeople. n n n n n




01-07 Define the characteristics that salespeople believe are needed for success in building relationships
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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 activity. Answer: False
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n Learning Objective: 01-01 Topic: What Is Selling?
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Blooms: Remember AACSB: Analytic Level
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n of Difficulty: Easy
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Explanation: Selling is a marketing component that refers to the personal communication of information to
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persuade a prospective customer to buy something. Marketing is an organizational function and a set of
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processes for creating, communicating and delivering value to customers and for managing customer
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relationships in ways that benefit the organization and its stakeholders.
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2. According to recent Gallup surveys, most Americans believe that traditional salespeople are overly
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interested in the needs of customers.
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Answer: False n




Learning Objective: 01-03 n n




Topic: The Golden Rule of Personal Selling Blooms: Understand
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n AACSB: Analytic n




Level of Difficulty: Medium
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,Explanation: As Gallup‘s survey poll of Americans indicates, people view traditional salespeople as having
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their self-interest as a priority. This type of salesperson is preoccupied with his or her own well- being—
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usually defined in terms of making money—and thus is selfish and cannot be trusted.
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3. Personal selling refers to the personal communication of information to unselfishly persuade a
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prospective customer to buy something that satisfies that individual's needs.
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Answer: True n




Learning Objective: 01-01 n n




Topic: A New Definition of Personal Selling Blooms: Remember
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n AACSB: Analytic n




Level of Difficulty: Easy
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Explanation: Personal selling refers to the personal communication of information to unselfishly persuade a
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prospective customer to buy something—a good, a service, an idea, or something else—that satisfies that
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individual‘s needs.
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4. The Golden Rule of Personal Selling describes the willingness to plan and execute product, price,
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distribution, and promotion plans so as to create exchanges that satisfy individual and organizational
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objectives.
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Answer: False n




Learning Objective: 01-03 n n




Topic: The Golden Rule of Personal Selling Blooms: Remember
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n AACSB: Analytic n




Level of Difficulty: Easy
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Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly treating others
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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 service is more
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likely to increase.
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Answer: True n




Learning Objective: 01-03 n n




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, Topic: The Golden Rule of Personal Selling Blooms: Understand
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n AACSB: Analytic n




Level of Difficulty: Medium
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Explanation: As interest in serving others improves, a person‘s self-interest lessens. The more the
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salesperson considers the customer‘s interest, the better the customer service.
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6. An employee at a fast-food restaurant who asks the manager for a raise is engaged in the selling
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process.
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Answer: True n




Learning Objective: 01-02 Topic: Everybody Sells!
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n Blooms: Understand AACSB: Analytic
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Level of Difficulty: Medium
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Explanation: You are involved in selling when you want someone to do something. Therefore, an employee
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persuading a manager for a raise is in the process of selling.
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7. Unlike traditional and Golden Rule salespeople, professional salespeople have a tendency to attribute
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sales success to others rather than to their own actions.
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Answer: False n




Learning Objective: 01-03 n n




Topic: The Golden Rule of Personal Selling Blooms: Remember
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n AACSB: Analytic n




Level of Difficulty: Easy
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Explanation: Golden Rule salespeople tend to attribute positive results to others rather than to their own
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personal efforts. Professional salespeople attribute results to personal efforts as well as to their employer,
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customers, and the economy.
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8. Golden Rule salespeople tend to believe that money is to be shared and that customer service is a top
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priority.
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Answer: True n




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