TEST BANK for Fundamentals of Selling: Customers for
Life through Service 13th Edition by Charles M. Futrell
All Chapters Fully Covered 1-17| Verified Questions & 100% Correct
Answers for Exam Preparations| A+ PASS GUARANTEED
Page |
, Chapter 01 The Life, Times, and Career of the Professional Salesperson
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 relati
onships 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 L
evel of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of info
rmation to persuade a prospective customer to buy something. Marketing is an organizational fun
ction 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: Unders
tand AACSB: Analytic
Level of Difficulty: Medium
Page |
,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.
3. Personal selling refers to the personal communication of information to unselfishly per
suade a prospective customer to buy something that satisfies that individual's needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling Blooms: Reme
mber AACSB: Analytic
Level of Difficulty: Easy
Explanation: Personal selling refers to the personal communication of information to unselfishly p
ersuade a prospective customer to buy something—
a good, a service, an idea, or something else—that satisfies that individual‘s needs.
4. The- Golden- Rule- of- Personal- Selling- describes- the- willingness- to- plan- and- execute- produ-
ct,- price,- distribution,- and- promotion- plans- so- as- to- create- exchanges- that- satisfy- individual-
and- organizational- objectives.
Answer:- False
Learning- Objective:- 01-03
Topic:- The- Golden- Rule- of- Personal- Selling- Blooms:- Reme-
mber- AACSB:- Analytic
Level- of- Difficulty:- Easy
Explanation:- The- Golden- Rule- of- Personal- Selling- refers- to- the- sales- philosophy- of- unselfishly- tr-
eating- others- as- you- would- like- to- be- treated.- Reciprocity- is- not- expected.
5. As- a- salesperson‘s- self-
interest- decreases,- a- salesperson‘s- interest- in- providing- customer- service- is- more- likely- to- increase
.
Answer:- True
Page- |
, Learning- Objective:- 01-03
Page- |
Life through Service 13th Edition by Charles M. Futrell
All Chapters Fully Covered 1-17| Verified Questions & 100% Correct
Answers for Exam Preparations| A+ PASS GUARANTEED
Page |
, Chapter 01 The Life, Times, and Career of the Professional Salesperson
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 relati
onships 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 L
evel of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of info
rmation to persuade a prospective customer to buy something. Marketing is an organizational fun
ction 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: Unders
tand AACSB: Analytic
Level of Difficulty: Medium
Page |
,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.
3. Personal selling refers to the personal communication of information to unselfishly per
suade a prospective customer to buy something that satisfies that individual's needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling Blooms: Reme
mber AACSB: Analytic
Level of Difficulty: Easy
Explanation: Personal selling refers to the personal communication of information to unselfishly p
ersuade a prospective customer to buy something—
a good, a service, an idea, or something else—that satisfies that individual‘s needs.
4. The- Golden- Rule- of- Personal- Selling- describes- the- willingness- to- plan- and- execute- produ-
ct,- price,- distribution,- and- promotion- plans- so- as- to- create- exchanges- that- satisfy- individual-
and- organizational- objectives.
Answer:- False
Learning- Objective:- 01-03
Topic:- The- Golden- Rule- of- Personal- Selling- Blooms:- Reme-
mber- AACSB:- Analytic
Level- of- Difficulty:- Easy
Explanation:- The- Golden- Rule- of- Personal- Selling- refers- to- the- sales- philosophy- of- unselfishly- tr-
eating- others- as- you- would- like- to- be- treated.- Reciprocity- is- not- expected.
5. As- a- salesperson‘s- self-
interest- decreases,- a- salesperson‘s- interest- in- providing- customer- service- is- more- likely- to- increase
.
Answer:- True
Page- |
, Learning- Objective:- 01-03
Page- |
