ABC'S OFOf
ABC’s RELATIONSHIP SELLING
Relationship Selling THROUGH
Through Service 12th
SERVICE 12TH
EditionEDITION
By CharlesBY CHARLES
Futrell FUTRELL -
– Test Bank
TEST BANK
To purchase this Complete Test Bank with Answers Click the link
Below
https://www.quizsol.com/product/abcs-of-relationship-selling-through-service-12th-edition-by-charles-
futrell-test-bank/
If face any problem or Further information contact us At
Description
INSTANT DOWNLOAD WITH ANSWERS
ABC’s Of Relationship Selling through Service 12th Edition by Charles Futrell – Test Bank
Sample Test
Chapter 03 The Psychology of Selling: Why People Buy
True / False Questions
A Golden Rule Salesperson is helpful and honest with customers even if that means losing sales.
Answer: True
Learning Objective: 03-06
Topic: The Golden Rule: Benefits
,Blooms: Remember
AACSB: Ethics
Level of Difficulty: Easy
Explanation: The Golden Rule of Sales places customers before personal gain. Customers want
to trust salespeople, and being ethical can build strong customer relationships.
In the stimulus-response model of consumer behavior, information about why consumers do or
do not buy is hidden in the black box.
Answer: True
Learning Objective: 03-06
Topic: Why People Buy—The Black Box Approach
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The stimulus-response model assumes that prospects respond in a predictable way
to a sales presentation. However, the buyer’s decision-making process is unknown and referred
to as the black box.
,The stimulus-response model of buyer behavior assumes a prospect will respond in some
unpredictable manner to a sales presentation.
Answer: False
Learning Objective: 03-06
Topic: Why People Buy—The Black Box Approach
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The stimulus-response model assumes that prospects respond in a predictable way
to a sales presentation. However, the buyer’s decision-making process is unknown and
internalized.
A person’s needs are wants that are learned by a person, while wants result from a lack of
something desirable.
Answer: False
Learning Objective: 03-06
Topic: Psychological Influences on Buying
Blooms: Remember
, AACSB:
Level of Difficulty: Easy
Explanation: People’s needs result from a lack of something desirable. Wants are needs learned
by the person. For example, people need transportation—but some want a BMW while others
prefer a Ford Mustang.
Economic needs refer to the buyer’s need to behave in an economically rational manner and
buy the lowest priced item available.
Answer: False
Learning Objective: 03-06
Topic: Psychological Influences on Buying
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Economic needs are the buyer’s need to purchase the most satisfying product for
the money. Economic needs include price, quality, convenience of buying, and service.
ABC’s RELATIONSHIP SELLING
Relationship Selling THROUGH
Through Service 12th
SERVICE 12TH
EditionEDITION
By CharlesBY CHARLES
Futrell FUTRELL -
– Test Bank
TEST BANK
To purchase this Complete Test Bank with Answers Click the link
Below
https://www.quizsol.com/product/abcs-of-relationship-selling-through-service-12th-edition-by-charles-
futrell-test-bank/
If face any problem or Further information contact us At
Description
INSTANT DOWNLOAD WITH ANSWERS
ABC’s Of Relationship Selling through Service 12th Edition by Charles Futrell – Test Bank
Sample Test
Chapter 03 The Psychology of Selling: Why People Buy
True / False Questions
A Golden Rule Salesperson is helpful and honest with customers even if that means losing sales.
Answer: True
Learning Objective: 03-06
Topic: The Golden Rule: Benefits
,Blooms: Remember
AACSB: Ethics
Level of Difficulty: Easy
Explanation: The Golden Rule of Sales places customers before personal gain. Customers want
to trust salespeople, and being ethical can build strong customer relationships.
In the stimulus-response model of consumer behavior, information about why consumers do or
do not buy is hidden in the black box.
Answer: True
Learning Objective: 03-06
Topic: Why People Buy—The Black Box Approach
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The stimulus-response model assumes that prospects respond in a predictable way
to a sales presentation. However, the buyer’s decision-making process is unknown and referred
to as the black box.
,The stimulus-response model of buyer behavior assumes a prospect will respond in some
unpredictable manner to a sales presentation.
Answer: False
Learning Objective: 03-06
Topic: Why People Buy—The Black Box Approach
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The stimulus-response model assumes that prospects respond in a predictable way
to a sales presentation. However, the buyer’s decision-making process is unknown and
internalized.
A person’s needs are wants that are learned by a person, while wants result from a lack of
something desirable.
Answer: False
Learning Objective: 03-06
Topic: Psychological Influences on Buying
Blooms: Remember
, AACSB:
Level of Difficulty: Easy
Explanation: People’s needs result from a lack of something desirable. Wants are needs learned
by the person. For example, people need transportation—but some want a BMW while others
prefer a Ford Mustang.
Economic needs refer to the buyer’s need to behave in an economically rational manner and
buy the lowest priced item available.
Answer: False
Learning Objective: 03-06
Topic: Psychological Influences on Buying
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Economic needs are the buyer’s need to purchase the most satisfying product for
the money. Economic needs include price, quality, convenience of buying, and service.
