Test Bank Fundamentals of Selling Customers for Life through Service 13th Edition by Charles Futrell

TEST BANK for Fundamentals of Selling: Customers for
Life through Service 13th Edition by Charles M. Futrell
All Chapters Fully Covered 1-17| Verified Questions & 100% Correct
Answers for Exam Preparations| A+ PASS GUARANTEED




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, Chapter 01 The Life, Times, and Career of the Professional Salesperson
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Learning Objectives: Wd




01-01 Define and explain the term selling. 01-02 Explain why everyone sells, even you.
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01-03 Explain the relationship between the definition of personal selling and the Golden
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Rule of Personal Selling.
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01-04 Discuss the reasons as to why people might choose a sales career. 01-
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05 Enumerate some of the various types of sales jobs.
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01-06 Describe the job activities of salespeople.
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01-07 Define the characteristics that salespeople believe are needed for success in building relati
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onships with customers.
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01-08 List and explain the 10 steps in the sales process.
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True / False Questions
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1. Selling and marketing are interchangeable terms for the same business activity. Answer
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: False Learning Objective: 01-01 Topic: What Is Selling?
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Blooms: Remember AACSB: Analytic L
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evel of Difficulty: Easy
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Explanation: Selling is a marketing component that refers to the personal communication of info
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rmation to persuade a prospective customer to buy something. Marketing is an organizational fun
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ction and a set of processes for creating, communicating and delivering value to customers and
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for managing customer relationships in ways that benefit the organization and its stakeholders.
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2. According to recent Gallup surveys, most Americans believe that traditional salespeople are
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overly interested in the needs of customers.
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Answer: False Wd




Learning Objective: 01-03 Wd Wd




Topic: The Golden Rule of Personal Selling Blooms: Unders
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tand AACSB: Analytic
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Level of Difficulty: Medium
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,Explanation: As Gallup‘s survey poll of Americans indicates, people view traditional salespeople
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das having their self-
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interest as a priority. This type of salesperson is preoccupied with his or her own well- being—
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usually defined in terms of making money—and thus is selfish and cannot be trusted.
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3. Personal selling refers to the personal communication of information to unselfishly per
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suade a prospective customer to buy something that satisfies that individual's needs.
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Answer: True Wd




Learning Objective: 01-01 Wd Wd




Topic: A New Definition of Personal Selling Blooms: Reme
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mber AACSB: Analytic
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Level of Difficulty: Easy
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Explanation: Personal selling refers to the personal communication of information to unselfishly p
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ersuade a prospective customer to buy something—
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a good, a service, an idea, or something else—that satisfies that individual‘s needs.
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4. The Golden Rule of Personal Selling describes the willingness to plan and execute produ
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ct, price, distribution, and promotion plans so as to create exchanges that satisfy individual
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and organizational objectives.
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Answer: False Wd




Learning Objective: 01-03 Wd Wd




Topic: The Golden Rule of Personal Selling Blooms: Reme
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mber AACSB: Analytic
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Level of Difficulty: Easy
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Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly tr
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eating others as you would like to be treated. Reciprocity is not expected.
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5. As a salesperson‘s self-
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interest decreases, a salesperson‘s interest in providing customer service is more likely to increase
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.

Answer: True Wd




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, Learning Objective: 01-03
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