Test Bank For
Selling Today Partnering to Create Value, 16tHEdition
Chapter 1-17
Chapter 1 Relationship Selling Opportunities in the Information Economy
1.1 True/False Questions
1) Knowledge workers are people who succeed by adding value to information.
Answer: TRUE
Diff: 1
Objective: LO5
2) Knowledge workers need selling skills to communicate information to consumers.
Answer: TRUE
Diff: 1
AACSB: Written and Oral Communication
Objective: LO5
3) Managers do not need sales skills because they need to obtain information from clients, not
communicate information to clients.
Answer: FALSE
Diff: 2
AACSB: Written and Oral Communication
Objective: LO5
4) Firms that hire professionals such as accountants and engineers always hire separate sales staff
so the professionals do not have to sell.
Answer: FALSE
Diff: 1
Objective: LO5
5) Once an entrepreneur's company is successful, the entrepreneur no longer has to sell.
Answer: FALSE
Diff: 1
Objective: LO5
6) Another name for missionary salespeople is "detail salespeople."
Answer: TRUE
Diff: 1
Objective: LO3
7) Salespeople today need to have more education and skills than salespeople did in the past.
Answer: TRUE
Diff: 1
Objective: LO3
,8) Salespeople who are promoted to management make more money than do their coworkers
who stay in sales.
Answer: FALSE
Diff: 2
Objective: LO3
9) Sales positions can be a good track for promotion to supervisory-management positions.
Answer: TRUE
Diff: 2
Objective: LO3
10) The highest compensation for salespeople generally goes to those focusing on transactional
sales.
Answer: FALSE
Diff: 2
Objective: LO3
11) Examples of industries in the service channel include convention centers, banking, and
advertising.
Answer: TRUE
Diff: 1
Objective: LO4
12) The growth rate for service companies continues to be much higher than the growth rate for
companies that are product-led.
Answer: TRUE
Diff: 2
Objective: LO4
13) The primary goal of a detail salesperson is to develop goodwill and stimulate demand for
products.
Answer: TRUE
Diff: 2
Objective: LO4
14) A sales representative for Dell who is selling a new form of sophisticated routing-to-server
software would probably be classified as a sales engineer.
Answer: TRUE
Diff: 1
Objective: LO4
15) Born salespeople have an advantage over people who learn selling skills through training.
Answer: FALSE
Diff: 2
Objective: LO5
,1.2 Multiple-Choice Questions
1) Which one of the following people would LEAST likely be considered a "knowledge
worker"?
A) someone who performs research to discover new information
B) someone who takes current research and uses it to facilitate a task
C) someone who relays information from one party to another without changing it
D) someone who puts information in a format that allows others to access it
E) someone who uses information to solve a problem
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO5
2) Salespeople are most likely considered knowledge workers because they:
A) position and lay out information in a way that helps buyers understand it
B) gain knowledge of the product before they can sell it
C) repeat a script that they are given by their managers
D) develop an understanding of the best practices of sales
E) create products themselves before they sell them
Answer: A
Diff: 2
Objective: LO5
3) Tamara Grindel is a doctor who practices with a group of other physicians with the same
specialty. She is considering taking a course on selling skills. What is the most important way in
which this will help her medical practice?
A) Learning selling skills will give Dr. Grindel an alternate career once she retires from
medicine.
B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical
reps who show her new medications.
D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the
medications she prescribes them.
E) Learning selling skills will require Dr. Grindel to understand the financial pressures of
running a practice.
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO5
4) The CEO of SwiftLink spends one week each month going to sales appointments with various
salespeople in the company. In addition to assisting the salespeople with presentations, a likely
reason the CEO goes on sales calls is to:
A) gather information on customer needs and preferences
B) deduct mileage on his vehicle as a way to offset taxes
C) undercut the salespeople in underperforming divisions of SwiftLink
D) ensure that the salespeople do not give volume discount pricing
E) trade information to customers in exchange for information on competitors
, Answer: A
Diff: 1
AACSB: Analytical Thinking
Objective: LO5
5) Peter Kumar has developed a software application that will reduce costs and increase server
speed for corporations of all sizes. Even with this useful application, Peter still needs to develop
personal selling skills in order to:
A) understand and write a business plan for his company
B) explain his application to potential buyers
C) apply for a patent on his application
D) maintain the discipline and stamina required to develop such a complicated piece of software
E) ensure that only corporate users buy his application
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO5
6) Salespeople use social media to:
A) design web pages with product features
B) learn to use administrative software
C) create and maintain customer contact
D) set up mobile offices from their vehicles
E) automate selling so they do not have to make client contact
Answer: C
Diff: 2
AACSB: Information Technology
Objective: LO2
7) Which of the following is an activity that would most likely be performed by a customer
service representative (CSR)?
A) processing employee paperwork
B) delivering supplies to the factory floor
C) providing telephone support for installation
D) calling on prospects to sell them the product
E) reconciling bank statements with accounting records
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO4
8) Which of the following trends in sales has led to an increase in both the education and skills a
salesperson needs?
A) an increase in commission per sale
B) an increase in the time spent on personal relationships
C) an increase in web-based selling channels
D) a shift from in-person to telephone sales
E) a shift from "selling" to "consulting"
Answer: E
Selling Today Partnering to Create Value, 16tHEdition
Chapter 1-17
Chapter 1 Relationship Selling Opportunities in the Information Economy
1.1 True/False Questions
1) Knowledge workers are people who succeed by adding value to information.
Answer: TRUE
Diff: 1
Objective: LO5
2) Knowledge workers need selling skills to communicate information to consumers.
Answer: TRUE
Diff: 1
AACSB: Written and Oral Communication
Objective: LO5
3) Managers do not need sales skills because they need to obtain information from clients, not
communicate information to clients.
Answer: FALSE
Diff: 2
AACSB: Written and Oral Communication
Objective: LO5
4) Firms that hire professionals such as accountants and engineers always hire separate sales staff
so the professionals do not have to sell.
Answer: FALSE
Diff: 1
Objective: LO5
5) Once an entrepreneur's company is successful, the entrepreneur no longer has to sell.
Answer: FALSE
Diff: 1
Objective: LO5
6) Another name for missionary salespeople is "detail salespeople."
Answer: TRUE
Diff: 1
Objective: LO3
7) Salespeople today need to have more education and skills than salespeople did in the past.
Answer: TRUE
Diff: 1
Objective: LO3
,8) Salespeople who are promoted to management make more money than do their coworkers
who stay in sales.
Answer: FALSE
Diff: 2
Objective: LO3
9) Sales positions can be a good track for promotion to supervisory-management positions.
Answer: TRUE
Diff: 2
Objective: LO3
10) The highest compensation for salespeople generally goes to those focusing on transactional
sales.
Answer: FALSE
Diff: 2
Objective: LO3
11) Examples of industries in the service channel include convention centers, banking, and
advertising.
Answer: TRUE
Diff: 1
Objective: LO4
12) The growth rate for service companies continues to be much higher than the growth rate for
companies that are product-led.
Answer: TRUE
Diff: 2
Objective: LO4
13) The primary goal of a detail salesperson is to develop goodwill and stimulate demand for
products.
Answer: TRUE
Diff: 2
Objective: LO4
14) A sales representative for Dell who is selling a new form of sophisticated routing-to-server
software would probably be classified as a sales engineer.
Answer: TRUE
Diff: 1
Objective: LO4
15) Born salespeople have an advantage over people who learn selling skills through training.
Answer: FALSE
Diff: 2
Objective: LO5
,1.2 Multiple-Choice Questions
1) Which one of the following people would LEAST likely be considered a "knowledge
worker"?
A) someone who performs research to discover new information
B) someone who takes current research and uses it to facilitate a task
C) someone who relays information from one party to another without changing it
D) someone who puts information in a format that allows others to access it
E) someone who uses information to solve a problem
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO5
2) Salespeople are most likely considered knowledge workers because they:
A) position and lay out information in a way that helps buyers understand it
B) gain knowledge of the product before they can sell it
C) repeat a script that they are given by their managers
D) develop an understanding of the best practices of sales
E) create products themselves before they sell them
Answer: A
Diff: 2
Objective: LO5
3) Tamara Grindel is a doctor who practices with a group of other physicians with the same
specialty. She is considering taking a course on selling skills. What is the most important way in
which this will help her medical practice?
A) Learning selling skills will give Dr. Grindel an alternate career once she retires from
medicine.
B) Learning selling skills will help Dr. Grindel bring new patients to her practice.
C) Learning selling skills will aid Dr. Grindel in communicating effectively with pharmaceutical
reps who show her new medications.
D) Learning selling skills will show Dr. Grindel how to ensure that her patients take the
medications she prescribes them.
E) Learning selling skills will require Dr. Grindel to understand the financial pressures of
running a practice.
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO5
4) The CEO of SwiftLink spends one week each month going to sales appointments with various
salespeople in the company. In addition to assisting the salespeople with presentations, a likely
reason the CEO goes on sales calls is to:
A) gather information on customer needs and preferences
B) deduct mileage on his vehicle as a way to offset taxes
C) undercut the salespeople in underperforming divisions of SwiftLink
D) ensure that the salespeople do not give volume discount pricing
E) trade information to customers in exchange for information on competitors
, Answer: A
Diff: 1
AACSB: Analytical Thinking
Objective: LO5
5) Peter Kumar has developed a software application that will reduce costs and increase server
speed for corporations of all sizes. Even with this useful application, Peter still needs to develop
personal selling skills in order to:
A) understand and write a business plan for his company
B) explain his application to potential buyers
C) apply for a patent on his application
D) maintain the discipline and stamina required to develop such a complicated piece of software
E) ensure that only corporate users buy his application
Answer: B
Diff: 2
AACSB: Analytical Thinking
Objective: LO5
6) Salespeople use social media to:
A) design web pages with product features
B) learn to use administrative software
C) create and maintain customer contact
D) set up mobile offices from their vehicles
E) automate selling so they do not have to make client contact
Answer: C
Diff: 2
AACSB: Information Technology
Objective: LO2
7) Which of the following is an activity that would most likely be performed by a customer
service representative (CSR)?
A) processing employee paperwork
B) delivering supplies to the factory floor
C) providing telephone support for installation
D) calling on prospects to sell them the product
E) reconciling bank statements with accounting records
Answer: C
Diff: 1
AACSB: Analytical Thinking
Objective: LO4
8) Which of the following trends in sales has led to an increase in both the education and skills a
salesperson needs?
A) an increase in commission per sale
B) an increase in the time spent on personal relationships
C) an increase in web-based selling channels
D) a shift from in-person to telephone sales
E) a shift from "selling" to "consulting"
Answer: E
