Selling Today: Partnering to Create Value, 16th Edition
Michael Ahearne, Gerald Manning
TEST BANK
Includes All Chapters (1 to 17)
|| Answers Included ||
Test Bank | Selling Today: Partnering to Create Value, 16th Edition by Ahearne & Manning
, Selling Today: Partnering to Create Value, 16e (Ahearne/Manning/Pourmasoudi)
Chapter 1 Evolution of Selling Models That Complement the Marketing Concept
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
1) The three prescriptions involved in developing a personal-selling philosophy are to adopt the 1)
marketing concept, to assume the role of problem solver or partner in helping customers make
informed and intelligent business decisions, and to ________.
A) learn skills of persuasion
B) overcome objections
C) create a pipeline
D) assess risk accurately
E) value personal selling
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked up
steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal
satisfaction–also the cause of his steady rise in the company–is his…. ability to understand customers and needs and to
sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this
same commitment to understanding the customers' needs as the key to long-term, profitable sales relationships.
2) Sanchez's success is due largely to the fact that ________. 2)
A) he knows how to persuade prospects to buy the products he is selling
B) he was born with the personality of a successful salesperson and capitalized on that
C) he has unlimited energy and makes more cold calls than any other salesperson at
Sanchez's level in the company
D) men tend to be more successful at selling industrial products than women
E) he understood the key factors involved in becoming an excellent salesperson and worked
to develop skills to support those factors
3) To become a successful salesperson, Sanchez had to adopt a personal-selling philosophy. Which 3)
of the three prescriptions of that philosophy is not only a mindset but a skill that is practiced
and honed to become successful?
A) Assume the role of problem solver or partner in helping customers make informed and
intelligent buying decisions
B) Value personal selling
C) Adopt the marketing concept
D) Develop the ability to create rapport with customers so they are buying from a friend
E) Focus on product knowledge and everything else will follow
Roni Harris is a college student in the business department of her local university. She came into college thinking about
becoming an accounting major, but discovered her interest in product marketing and sales.
4) To be successful in sales, Roni will need to enjoy ________. 4)
A) making money
B) creating branding and marketing campaigns for products
C) competing fiercely with other salespeople for sales and commissions
D) generating ideas for new products and services
E) interacting with potential and existing customers
1
, 5) In complex purchases, typically ________. 5)
A) purchase cycles are shorter
B) minimal buyer risk is incurred
C) salespeople bring value to customers
D) lower prices are involved
E) approval is needed from one stakeholder
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
6) Assuming the role of a problem solver is part of developing a personal-selling philosophy. 6)
7) Selling is the largest employment category in the United States. 7)
ESSAY. Write your answer in the space provided or on a separate sheet of paper.
8) Briefly describe the personal selling process.
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
9) ________ is a series of creative improvements within the sales process that enhance the customer 9)
experience.
A) Social media networking
B) Intangible selling
C) High-performance selling
D) Value-added selling
E) Social selling
10) Today, we live in an age in which, according to an analysis by the International Monetary Fund, 10)
AI is expected to impact about ________ percent of the jobs in advanced economies.
A) just a tenth
B) about half
C) almost two-thirds
D) close to a quarter
E) more than three-quarters
11) Today, in what is frequently referred to as ________, the sales approach focuses on boosting sales 11)
productivity through a collaborative, personalized, and systematic approach that balances
technology with human qualities.
A) inside selling
B) value-added selling
C) Selling 2.0
D) Selling 3.0
E) missionary sales
2
, Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago and has worked up
steadily to Senior Regional Sales Director for the entire Southwest region. Ray is good at the job, and with great personal
satisfaction–also the cause of the steady rise in the company–is the ability to understand customers and needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects the department with this
same commitment to understanding the customers' needs as the key to long-term, profitable sales relationships.
12) Sanchez and his department are most likely using which of the following sales methods? 12)
A) Unified selling
B) Transactional selling
C) Economy selling
D) Value-added selling
E) Traditional selling
13) Which is NOT one of the four major developments that have shaped the age of AI? 13)
A) Major advances in technology and electronic commerce
B) Sales success depends on adding and co-creating value
C) Business is defined by customer relationships
D) Strategic resource is information
E) The decline of relationship selling
14) David Shenk, author of Data Smog: Surviving the Information Glut, notes that we have moved to a 14)
state of ________.
A) information overload
B) undecipherable information
C) information scarcity
D) limited information
E) valueless information
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
15) The restructuring of America from an information economy to an AI economy began 15)
approximately 65 years ago.
16) Today, computers are used less for connecting, and more for data crunching. 16)
ESSAY. Write your answer in the space provided or on a separate sheet of paper.
17) How is AI expected to impact the job market?
18) List some of the technologies used by salespeople in today's age of AI.
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
19) On average, an experienced, high-performing salesperson will find the highest compensation 19)
opportunities with which type of selling?
A) Feature/benefit
B) Transactional
C) Value-added
D) Directed
E) Solution
3
Michael Ahearne, Gerald Manning
TEST BANK
Includes All Chapters (1 to 17)
|| Answers Included ||
Test Bank | Selling Today: Partnering to Create Value, 16th Edition by Ahearne & Manning
, Selling Today: Partnering to Create Value, 16e (Ahearne/Manning/Pourmasoudi)
Chapter 1 Evolution of Selling Models That Complement the Marketing Concept
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
1) The three prescriptions involved in developing a personal-selling philosophy are to adopt the 1)
marketing concept, to assume the role of problem solver or partner in helping customers make
informed and intelligent business decisions, and to ________.
A) learn skills of persuasion
B) overcome objections
C) create a pipeline
D) assess risk accurately
E) value personal selling
Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago, and has worked up
steadily to Senior Regional Sales Director for the entire Southwest region. He is good at his job, and his greatest personal
satisfaction–also the cause of his steady rise in the company–is his…. ability to understand customers and needs and to
sell them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects his department with this
same commitment to understanding the customers' needs as the key to long-term, profitable sales relationships.
2) Sanchez's success is due largely to the fact that ________. 2)
A) he knows how to persuade prospects to buy the products he is selling
B) he was born with the personality of a successful salesperson and capitalized on that
C) he has unlimited energy and makes more cold calls than any other salesperson at
Sanchez's level in the company
D) men tend to be more successful at selling industrial products than women
E) he understood the key factors involved in becoming an excellent salesperson and worked
to develop skills to support those factors
3) To become a successful salesperson, Sanchez had to adopt a personal-selling philosophy. Which 3)
of the three prescriptions of that philosophy is not only a mindset but a skill that is practiced
and honed to become successful?
A) Assume the role of problem solver or partner in helping customers make informed and
intelligent buying decisions
B) Value personal selling
C) Adopt the marketing concept
D) Develop the ability to create rapport with customers so they are buying from a friend
E) Focus on product knowledge and everything else will follow
Roni Harris is a college student in the business department of her local university. She came into college thinking about
becoming an accounting major, but discovered her interest in product marketing and sales.
4) To be successful in sales, Roni will need to enjoy ________. 4)
A) making money
B) creating branding and marketing campaigns for products
C) competing fiercely with other salespeople for sales and commissions
D) generating ideas for new products and services
E) interacting with potential and existing customers
1
, 5) In complex purchases, typically ________. 5)
A) purchase cycles are shorter
B) minimal buyer risk is incurred
C) salespeople bring value to customers
D) lower prices are involved
E) approval is needed from one stakeholder
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
6) Assuming the role of a problem solver is part of developing a personal-selling philosophy. 6)
7) Selling is the largest employment category in the United States. 7)
ESSAY. Write your answer in the space provided or on a separate sheet of paper.
8) Briefly describe the personal selling process.
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
9) ________ is a series of creative improvements within the sales process that enhance the customer 9)
experience.
A) Social media networking
B) Intangible selling
C) High-performance selling
D) Value-added selling
E) Social selling
10) Today, we live in an age in which, according to an analysis by the International Monetary Fund, 10)
AI is expected to impact about ________ percent of the jobs in advanced economies.
A) just a tenth
B) about half
C) almost two-thirds
D) close to a quarter
E) more than three-quarters
11) Today, in what is frequently referred to as ________, the sales approach focuses on boosting sales 11)
productivity through a collaborative, personalized, and systematic approach that balances
technology with human qualities.
A) inside selling
B) value-added selling
C) Selling 2.0
D) Selling 3.0
E) missionary sales
2
, Ray Sanchez began as a junior sales rep at industrial products maker DECA Corporation 10 years ago and has worked up
steadily to Senior Regional Sales Director for the entire Southwest region. Ray is good at the job, and with great personal
satisfaction–also the cause of the steady rise in the company–is the ability to understand customers and needs and to sell
them appropriate solutions. As a manager and now Senior Regional Director, Sanchez injects the department with this
same commitment to understanding the customers' needs as the key to long-term, profitable sales relationships.
12) Sanchez and his department are most likely using which of the following sales methods? 12)
A) Unified selling
B) Transactional selling
C) Economy selling
D) Value-added selling
E) Traditional selling
13) Which is NOT one of the four major developments that have shaped the age of AI? 13)
A) Major advances in technology and electronic commerce
B) Sales success depends on adding and co-creating value
C) Business is defined by customer relationships
D) Strategic resource is information
E) The decline of relationship selling
14) David Shenk, author of Data Smog: Surviving the Information Glut, notes that we have moved to a 14)
state of ________.
A) information overload
B) undecipherable information
C) information scarcity
D) limited information
E) valueless information
TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.
15) The restructuring of America from an information economy to an AI economy began 15)
approximately 65 years ago.
16) Today, computers are used less for connecting, and more for data crunching. 16)
ESSAY. Write your answer in the space provided or on a separate sheet of paper.
17) How is AI expected to impact the job market?
18) List some of the technologies used by salespeople in today's age of AI.
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
19) On average, an experienced, high-performing salesperson will find the highest compensation 19)
opportunities with which type of selling?
A) Feature/benefit
B) Transactional
C) Value-added
D) Directed
E) Solution
3
