Test Bank For Fundamentals Of Selling: Customers For
Life Through Service 13th Edition By Charles M. Futrell.
,Test Bank For Fundamentals Of Selling: Customers For Life
Through Service 13th Edition By Charles M. Futrell.
Table Of Content:
Part I: Selling As A Profession 1: The Life, Times, And Career Of The Professional
Salesperson 2: Relationship Marketing: Where Personal Selling Fits 3: Ethics
First…Then Customer Relationships
Part II: Preparation For Relationship Selling 4: The Psychology Of Selling: Why
People Buy 5: Communication For Relationship Building: It’S Not All Talk 6:
Sales Knowledge: Customers, Products, Technologies
Part III: The Relationship Selling Process 7: Prospecting–The Lifeblood Of
Selling 8: Planning The Sales Call Is A Must 9: Carefully Select Which Sales
Presentation Method To Use 10: Begin Your Presentation Strategically 11:
Elements Of A Great Sales Presentation 12: Welcome Your Prospect’S
Objections 13: Closing Begins The Relationship 14: Service And Follow-Up For
Customer Retention
Part IV: Managing Yourself, Your Career, And Others 15: Time, Territory, And
Self-Management: Keys To Success 16: Planning, Staffing, And Training
Successful Salespeople 17: Motivation, Compensation, Leadership, And
Evaluation Of Salespeople
, Test Bank Fundamentals Of Selling Customers For Life
Through Service 13th Edition By Charles Futrell.
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 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
Life Through Service 13th Edition By Charles M. Futrell.
,Test Bank For Fundamentals Of Selling: Customers For Life
Through Service 13th Edition By Charles M. Futrell.
Table Of Content:
Part I: Selling As A Profession 1: The Life, Times, And Career Of The Professional
Salesperson 2: Relationship Marketing: Where Personal Selling Fits 3: Ethics
First…Then Customer Relationships
Part II: Preparation For Relationship Selling 4: The Psychology Of Selling: Why
People Buy 5: Communication For Relationship Building: It’S Not All Talk 6:
Sales Knowledge: Customers, Products, Technologies
Part III: The Relationship Selling Process 7: Prospecting–The Lifeblood Of
Selling 8: Planning The Sales Call Is A Must 9: Carefully Select Which Sales
Presentation Method To Use 10: Begin Your Presentation Strategically 11:
Elements Of A Great Sales Presentation 12: Welcome Your Prospect’S
Objections 13: Closing Begins The Relationship 14: Service And Follow-Up For
Customer Retention
Part IV: Managing Yourself, Your Career, And Others 15: Time, Territory, And
Self-Management: Keys To Success 16: Planning, Staffing, And Training
Successful Salespeople 17: Motivation, Compensation, Leadership, And
Evaluation Of Salespeople
, Test Bank Fundamentals Of Selling Customers For Life
Through Service 13th Edition By Charles Futrell.
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 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
