ABCs of Relationship Selling Through Service 6Th
Canadian Edition by Charles M. Futrell - Test Bank
(Chapter 1-14)
,Content
Chapter 01: The Life, Times, and Career of the Professional Salesperson
Chapter 02: Ethics First Then Customer Relationships
Chapter 03: The Psychology of Selling: Why People Buy
Chapter 04: Communication for Successful Selling: How to Build
Relationships
Chapter 05: Sales Knowledge: Customers, Products, Technologies
Chapter 06: Prospecting-the Lifeblood of Selling
Chapter 07: The Pre-Approach-Planning Your Sales Call and Presentation
Chapter 08: The Approach-Begin Your Presentation Strategically
Chapter 09: The Presentation-Elements of Effective Persuasion
Chapter 10: Objections-Address Your Prospect's Concerns
Chapter 11: Closing-The Beginning of a New Relationship
Chapter 12: Follow-up—Maintain and Strengthen the Relationship
Chapter 13: Time, Territory, and Self-Management
Chapter 14: Retail, Business, Services, and Nonprofit Selling
, Chapter 01: The Life, Times, and Career of the
Professional Salesperson
Chapter 01
The Life, Times, and Career of the Professional Salesperson
Multiple Choice Questions
1. Which of the following statements about the importance of salespeople and selling is true?
A. Salespeople are responsible for the success of new products, but have little to do with keeping
existing products in the marketplace.
B. Salespeople are responsible for keeping existing products in the marketplace, but have little to do with
the success of new products.
C. The term selling and marketing should be used interchangeably.
D. Salespeople have a direct impact on the successful operation of most businesses.
E. Only the legal profession generates more revenue in our economy than the selling profession.
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define and explain the term selling.
, 2. Which of the following statements about the importance of salespeople and selling is true?
A. The efforts of salespeople are not instrumental in keeping existing products on retailers' shelves.
B. Salespeople have no direct impact on the success of new products.
C. No other profession generates less revenue in our economy than the selling profession.
D. Salespeople have an indirect impact on the constructing of manufacturing facilities.
E. The lack of selling capability puts people at a disadvantage.
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define and explain the term selling.
Canadian Edition by Charles M. Futrell - Test Bank
(Chapter 1-14)
,Content
Chapter 01: The Life, Times, and Career of the Professional Salesperson
Chapter 02: Ethics First Then Customer Relationships
Chapter 03: The Psychology of Selling: Why People Buy
Chapter 04: Communication for Successful Selling: How to Build
Relationships
Chapter 05: Sales Knowledge: Customers, Products, Technologies
Chapter 06: Prospecting-the Lifeblood of Selling
Chapter 07: The Pre-Approach-Planning Your Sales Call and Presentation
Chapter 08: The Approach-Begin Your Presentation Strategically
Chapter 09: The Presentation-Elements of Effective Persuasion
Chapter 10: Objections-Address Your Prospect's Concerns
Chapter 11: Closing-The Beginning of a New Relationship
Chapter 12: Follow-up—Maintain and Strengthen the Relationship
Chapter 13: Time, Territory, and Self-Management
Chapter 14: Retail, Business, Services, and Nonprofit Selling
, Chapter 01: The Life, Times, and Career of the
Professional Salesperson
Chapter 01
The Life, Times, and Career of the Professional Salesperson
Multiple Choice Questions
1. Which of the following statements about the importance of salespeople and selling is true?
A. Salespeople are responsible for the success of new products, but have little to do with keeping
existing products in the marketplace.
B. Salespeople are responsible for keeping existing products in the marketplace, but have little to do with
the success of new products.
C. The term selling and marketing should be used interchangeably.
D. Salespeople have a direct impact on the successful operation of most businesses.
E. Only the legal profession generates more revenue in our economy than the selling profession.
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define and explain the term selling.
, 2. Which of the following statements about the importance of salespeople and selling is true?
A. The efforts of salespeople are not instrumental in keeping existing products on retailers' shelves.
B. Salespeople have no direct impact on the success of new products.
C. No other profession generates less revenue in our economy than the selling profession.
D. Salespeople have an indirect impact on the constructing of manufacturing facilities.
E. The lack of selling capability puts people at a disadvantage.
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define and explain the term selling.
