Test Bank for Fundamentals of Selling: Customers for Life Through Service 13th Edition by Charles M. Futrell | Chapter Questions & Answers

TEST BANK for Fundamentals of Selling: Customers forLife
Y Y Y Y Y Y Y Y



through Service 13th Edition by Charles M. Futrell
Y Y Y Y Y Y Y Y




All Chapters Fully Covered 1-
Y Y Y Y



17| Verified Questions & 100% CorrectAnswers for Exam Preparations|
Y Y Y Y Y Y Y Y Y Y



A+ PASS GUARANTEED Y Y




PageY|Y1

, ChapterY01YTheYLife,YTimes,YandYCareerYofYtheYProfessionalYSalesperson

LearningYObjectives:

01-01YDefineYandYexplainYtheYtermYselling.Y01-02YExplainYwhyYeveryoneYsells,YevenYyou.

01-03 ExplainYtheYrelationshipYbetweenYtheYdefinitionYofYpersonalYsellingYandYtheYGoldenYRule
YofY
PersonalYSelling.

01-04 DiscussYtheYreasonsYasYtoYwhyYpeopleYmightYchooseYaYsalesYcareer.Y01-
05YEnumerateYsomeYofYtheYvariousYtypesYofYsalesYjobs.

01-06 DescribeYtheYjobYactivitiesYofYsalespeople.

01-07 DefineYtheYcharacteristicsYthatYsalespeopleYbelieveYareYneededYforYsuccessYinYbuildingYrelationshi
psYwithYcustomers.

01-08 ListYandYexplainYtheY10YstepsYinYtheYsalesYprocess.



TrueY/YFalseYQuestions

1. SellingYandYmarketingYareYinterchangeableYtermsYforYtheYsameYbusinessYactivity.YAnswer:YFal

seYLearningYObjective:Y01-01YTopic:YWhatYIsYSelling?

Blooms:YRememberYAACSB:YAnalyti

cYLevelYofYDifficulty:YEasy

Explanation:YSellingYisYaYmarketingYcomponentYthatYrefersYtoYtheYpersonalYcommunicationYofYinformatio
nYtoYpersuadeYaYprospectiveYcustomerYtoYbuyYsomething.YMarketingYisYanYorganizationalYfunctionYandYaY
setYofYprocessesYforYcreating,YcommunicatingYandYdeliveringYvalueYtoYcustomersYandYforYmanagingYcusto
merYrelationshipsYinYwaysYthatYbenefitYtheYorganizationYandYitsYstakeholders.



2. AccordingYtoYrecentYGallupYsurveys,YmostYAmericansYbelieveYthatYtraditionalYsalespeopleYareYove
rlyYinterestedYinYtheYneedsYofYcustomers.

Answer:YFalse

LearningYObjective:Y01-03

Topic:YTheYGoldenYRuleYofYPersonalYSellingYBlooms:YUndersta

ndYAACSB:YAnalytic

LevelYofYDifficulty:YMedium


PageY|Y2

,Explanation:YAsYGallup‘sYsurveyYpollYofYAmericansYindicates,YpeopleYviewYtraditionalYsalespeopleYasY
havingYtheirYself-
interestYasYaYpriority.YThisYtypeYofYsalespersonYisYpreoccupiedYwithYhisYorYherYownYwell-Ybeing—
usuallyYdefinedYinYtermsYofYmakingYmoney—andYthusYisYselfishYandYcannotYbeYtrusted.



3. PersonalYsellingYrefersYtoYtheYpersonalYcommunicationYofYinformationYtoYunselfishlyYpersuad
eYaYprospectiveYcustomerYtoYbuyYsomethingYthatYsatisfiesYthatYindividual'sYneeds.

Answer:YTrue

LearningYObjective:Y01-01

Topic:YAYNewYDefinitionYofYPersonalYSellingYBlooms:YRememb

erYAACSB:YAnalytic

LevelYofYDifficulty:YEasy

Explanation:YPersonalYsellingYrefersYtoYtheYpersonalYcommunicationYofYinformationYtoYunselfishlyYpersua
deYaYprospectiveYcustomerYtoYbuyYsomething—aYgood,YaYservice,YanYidea,YorYsomethingYelse—
thatYsatisfiesYthatYindividual‘sYneeds.



4. TheYGoldenYRuleYofYPersonalYSellingYdescribesYtheYwillingnessYtoYplanYandYexecuteYproduct,Ypri
ce,Ydistribution,YandYpromotionYplansYsoYasYtoYcreateYexchangesYthatYsatisfyYindividualYandYorganiza
tionalYobjectives.

Answer:YFalse

LearningYObjective:Y01-03

Topic:YTheYGoldenYRuleYofYPersonalYSellingYBlooms:YRememb

erYAACSB:YAnalytic

LevelYofYDifficulty:YEasy

Explanation:YTheYGoldenYRuleYofYPersonalYSellingYrefersYtoYtheYsalesYphilosophyYofYunselfishlyYtreat
ingYothersYasYyouYwouldYlikeYtoYbeYtreated.YReciprocityYisYnotYexpected.



5. AsYaYsalesperson‘sYself-
interestYdecreases,YaYsalesperson‘sYinterestYinYprovidingYcustomerYserviceYisYmoreYlikelyYtoYincrease.

Answer:YTrue

LearningYObjective:Y01-03

PageY|Y3

, Topic:YTheYGoldenYRuleYofYPersonalYSellingYBlooms:YUndersta

ndYAACSB:YAnalytic

LevelYofYDifficulty:YMedium

Explanation:YAsYinterestYinYservingYothersYimproves,YaYperson‘sYself-interestYlessens.YTheYmoreYthe

salespersonYconsidersYtheYcustomer‘sYinterest,YtheYbetterYtheYcustomerYservice.



6. AnYemployeeYatYaYfast-
foodYrestaurantYwhoYasksYtheYmanagerYforYaYraiseYisYengagedYinYtheYsellingYprocess.

Answer:YTrue

LearningYObjective:Y01-

02YTopic:YEverybodyYSells!YBlooms:YUnderstandY

AACSB:YAnalytic

LevelYofYDifficulty:YMedium

Explanation:YYouYareYinvolvedYinYsellingYwhenYyouYwantYsomeoneYtoYdoYsomething.YTherefore,
YanY
employeeYpersuadingYaYmanagerYforYaYraiseYisYinYtheYprocessYofYselling.



7. UnlikeYtraditionalYandYGoldenYRuleYsalespeople,YprofessionalYsalespeopleYhaveYaYtendencyYtoYattrib
uteYsalesYsuccessYtoYothersYratherYthanYtoYtheirYownYactions.

Answer:YFalse

LearningYObjective:Y01-03

Topic:YTheYGoldenYRuleYofYPersonalYSellingYBlooms:YRememb

erYAACSB:YAnalytic

LevelYofYDifficulty:YEasy

Explanation:YGoldenYRuleYsalespeopleYtendYtoYattributeYpositiveYresultsYtoYothersYratherYthanYtoYtheirYo
wnYpersonalYefforts.YProfessionalYsalespeopleYattributeYresultsYtoYpersonalYeffortsYasYwellYasYtoYtheirYem
ployer,Ycustomers,YandYtheYeconomy.



8. GoldenYRuleYsalespeopleYtendYtoYbelieveYthatYmoneyYisYtoYbeYsharedYandYthatYcustomerYserviceYisYa
YtopY
priority.

PageY|Y4