Test Bank for ABCs of Relationship Selling Through Service 8th Canadian Edition Futrell

,ACCESS Test Bank for ABCs of Relationship Selling Through Service 8th
Canadian Edition Futrell
ABCs of Relationship Selling Through Service Edition 8 by
Futrell
CORRECT ANSWERS ARE LOCATED IN THE 2ND HALF OF THIS DOC.
TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
1) Selling and marketing are not synonymous.
⊚ true
⊚ false

2) Everybody sells at some point in professional and personal settings.
⊚ true
⊚ false

3) The authors of this textbook postulate that technology will have a negative impact on sales
roles. Furthermore, they go as far as stating that technology will make salespersons obsolete.
⊚ true
⊚ false

4) Gurpreet is a fashion designer who has recently launched their online clothing store. Gurpreet
is looking to make their online presence known through a social media app. Gurpreet's friend
is suggesting the use of Insta Shopping on Instagram to market their products. Based on the
information provided Insta Shopping tool would work for their business model.
⊚ true
⊚ false

5) According to the textbook, the most common type of selling is business-to-consumer selling.
⊚ true
⊚ false

6) Nadia is currently negotiating the terms and conditions of her company's product being sold
through an intermediary. Nadia is currently involved in a business-to-business selling
transaction.
⊚ true
⊚ false

7) Technology is making the sales people into sales success coaches who will require
innovative and critical thinking to help deliver the results for their clients. Therefore, the job
requirements for the future sales role will most probably have higher educational
requirements for a similar job in today's date.
⊚ true
⊚ false




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,ACCESS Test Bank for ABCs of Relationship Selling Through Service 8th
Canadian Edition Futrell
ABCs of Relationship Selling Through Service Edition 8 by
Futrell
8) Account managers need no experience or knowledge about the products they sell as they are
purely order-takers.
⊚ true
⊚ false

9) The role of Technical Rep requires someone with the expert product knowledge and
communication skills to be able to sell complex solutions to clients in a way that clearly
demonstrates the value behind a product.
⊚ true
⊚ false

10) A company will trust its biggest accounts and prospects to Business Development
Representatives because of their expert ability to build and manage a complex and multi-
level sales relationship.
⊚ true
⊚ false

11) The Business Development Representative role is designed for an accomplished sales leader
who can optimize and manage the sales efforts of a company.
⊚ true
⊚ false

12) In the field of sales, there is often an inverse relationship between the complexity of the job
and compensation levels.
⊚ true
⊚ false

13) Top Sales Executives can earn well over $100,000 per year in Canada.
⊚ true
⊚ false

14) Because of the consultative nature of their job, Order Getters typically make less than Order
Takers.
⊚ true
⊚ false

15) People generally avoid sales careers because it restricts their activities too much.
⊚ true
⊚ false




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, ACCESS Test Bank for ABCs of Relationship Selling Through Service 8th
Canadian Edition Futrell
ABCs of Relationship Selling Through Service Edition 8 by
Futrell
16) Kim is an experienced salesperson whose job normally allows them to travel from one
province to another to meet with new clients and generate sales. They often go days or weeks
without seeing their co-workers or their boss. Kim's sales job role is of an outside
salesperson.
⊚ true
⊚ false

17) Mark is a retail salesperson whose job is to assist customers who walk into the store looking
for help. Mark's sales job role is considered as an inside salesperson.
⊚ true
⊚ false

18) Salespeople prefer managing people to selling.
⊚ true
⊚ false

19) Because sales jobs offer higher non-financial rewards than most other areas of corporate
Canada, the compensation of salespeople is typically lower than that of workers in areas like
production and personnel who are at a comparable level in the organization.
⊚ true
⊚ false

20) Salespeople often report that the nonfinancial rewards of their jobs are just as important to
them as the financial rewards
⊚ true
⊚ false

21) Salespeople, regardless of their experience level, must always be aware of the cultural
differences when traveling to a new country in order to avoid any issues developed through a
cultural gap.
⊚ true
⊚ false

22) Salespeople who are trying to achieve success normally have a 9 to 5 workday including
Saturdays and Sundays off.
⊚ true
⊚ false




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