Selling Today: Partnering to Create Value (Canadian Edition, 8th Ed.) – Test Bank | Verified & Comprehensive | Selling Today 8E Test Bank

TEST BANK

SELLING TODAY: PARTNERING TO CREATE VALUE
CANADIAN EDITION, 8TH EDITION

CHAPTER NO. 01: RELATIONSHIP SELLING OPPORTUNITIES IN THE
INFORMATION TECHNOLOGY
1) Psychic income refers to the psychological satisfaction salespeople get from earning greater
than average incomes.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-3


2) In the new economy, personal selling is becoming less important due to the advent of the
computer and the internet.
Answer: FALSE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-5


3) Faced with increased competition, a growing number of accounting, engineering, and law
firms are discovering the merits of personal selling as a supplementary activity.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5


4) Retail products, such as cosmetics do not provide full-time personal selling opportunities.
Answer: FALSE

,Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4


5) The amount of consumer and business dollars spent on services in Canada is steadily
decreasing compared with that spent on goods.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4


6) A salesperson employed by a manufacturer who sells to well established customers, and can
identify their needs, is classified as a field salesperson.
Answer: TRUE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-4


7) Executive selling refers to when executives join salespeople on sales calls to understand
customer needs better.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5


8) All inside sales are outbound.
Answer: FALSE
Diff: 2
Type: TF

,Skill: Recall (R)
Objective: LO: 1-4


9) In the field of personal selling, gender is not a barrier to success.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-3


10) Field salespeople, sales engineers, and detail salespeople are all outside salespeople who
interact face-to-face with customers.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4


11) Research indicates that some people are born with certain qualities that give them a special
advantage in the field of selling.
Answer: FALSE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-6


12) Nearly 7 percent of the Canadian workforce is employed in sales positions.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-1

, 13) Buyers today are less accepting of women than men in sales positions.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-3


14) The greatest contribution salespeople can make in a transaction is providing the value of
knowledge.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5


15) Trade selling refers to the sale of a product or service to another member of the channel of
distribution.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-4


16) The development of a personal selling philosophy involves three prescriptions: adopt the
marketing concept, value personal selling, and assume the role of a problem solver or partner in
helping customers make informed and intelligent buying decisions.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-1