TestBank for
Fundamentals of
th
Selling 13 edition
Futrell TB
_Fundamentals of
selling 13e Futrell
TB
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Chapter 01 The Life, Times, and Career of the Professional Salesperson
Learning Objectives:
01-01 Define and explain the term selling.
01-02 Explain why everyone sells, even you.
01-03 Explain the relationship between the definition of personal selling and the Golden Rule
of Personal Selling.
01-04 Discuss the reasons as to why people might choose a sales career.
01-05 Enumerate some of the various types of sales jobs.
01-06 Describe the job activities of salespeople.
01-07 Define the characteristics that salespeople believe are needed for success in building
relationships with customers.
01-08 List and explain the 10 steps in the sales process.
True / False Questions
1. Selling and marketing are interchangeable terms for the same business activity.
Answer: False
Learning Objective: 01-01
Topic: What Is Selling?
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of
information to persuade a prospective customer to buy something. Marketing is an
organizational function and a set of processes for creating, communicating and delivering
value to customers and for managing customer relationships in ways that benefit the
organization and its stakeholders.
2. According to recent Gallup surveys, most Americans believe that traditional salespeople
are overly interested in the needs of customers.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: As Gallup’s survey poll of Americans indicates, people view traditional
salespeople as having their self-interest as a priority. This type of salesperson is preoccupied
with his or her own well-being—usually defined in terms of making money—and thus is
selfish and cannot be trusted.
1-1
© 2014 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
3. Personal selling refers to the personal communication of information to unselfishly
persuade a prospective customer to buy something that satisfies that individual's needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Personal selling refers to the personal communication of information to
unselfishly persuade a prospective customer to buy something—a good, a service, an idea, or
something else—that satisfies that individual’s needs.
4. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
organizational objectives.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of
unselfishly treating others as you would like to be treated. Reciprocity is not expected.
5. As a salesperson’s self-interest decreases, a salesperson’s interest in providing customer
service is more likely to increase.
Answer: True
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: As interest in serving others improves, a person’s self-interest lessens. The more
the salesperson considers the customer’s interest, the better the customer service.
1-2
© 2014 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
, Chapter 01 - The Life, Times, and Career of the Professional Salesperson
6. An employee at a fast-food restaurant who asks the manager for a raise is engaged in the
selling process.
Answer: True
Learning Objective: 01-02
Topic: Everybody Sells!
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: You are involved in selling when you want someone to do something. Therefore,
an employee persuading a manager for a raise is in the process of selling.
7. Unlike traditional and Golden Rule salespeople, professional salespeople have a tendency
to attribute sales success to others rather than to their own actions.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Golden Rule salespeople tend to attribute positive results to others rather than to
their own personal efforts. Professional salespeople attribute results to personal efforts as well
as to their employer, customers, and the economy.
8. Golden Rule salespeople tend to believe that money is to be shared and that customer
service is a top priority.
Answer: True
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Golden Rule salespeople are customer-focused, so customer service is
important. Money is not the main motivation of Golden Rule salespeople, so money should be
shared.
1-3
© 2014 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
Fundamentals of
th
Selling 13 edition
Futrell TB
_Fundamentals of
selling 13e Futrell
TB
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Chapter 01 The Life, Times, and Career of the Professional Salesperson
Learning Objectives:
01-01 Define and explain the term selling.
01-02 Explain why everyone sells, even you.
01-03 Explain the relationship between the definition of personal selling and the Golden Rule
of Personal Selling.
01-04 Discuss the reasons as to why people might choose a sales career.
01-05 Enumerate some of the various types of sales jobs.
01-06 Describe the job activities of salespeople.
01-07 Define the characteristics that salespeople believe are needed for success in building
relationships with customers.
01-08 List and explain the 10 steps in the sales process.
True / False Questions
1. Selling and marketing are interchangeable terms for the same business activity.
Answer: False
Learning Objective: 01-01
Topic: What Is Selling?
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of
information to persuade a prospective customer to buy something. Marketing is an
organizational function and a set of processes for creating, communicating and delivering
value to customers and for managing customer relationships in ways that benefit the
organization and its stakeholders.
2. According to recent Gallup surveys, most Americans believe that traditional salespeople
are overly interested in the needs of customers.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: As Gallup’s survey poll of Americans indicates, people view traditional
salespeople as having their self-interest as a priority. This type of salesperson is preoccupied
with his or her own well-being—usually defined in terms of making money—and thus is
selfish and cannot be trusted.
1-1
© 2014 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
3. Personal selling refers to the personal communication of information to unselfishly
persuade a prospective customer to buy something that satisfies that individual's needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Personal selling refers to the personal communication of information to
unselfishly persuade a prospective customer to buy something—a good, a service, an idea, or
something else—that satisfies that individual’s needs.
4. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
organizational objectives.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of
unselfishly treating others as you would like to be treated. Reciprocity is not expected.
5. As a salesperson’s self-interest decreases, a salesperson’s interest in providing customer
service is more likely to increase.
Answer: True
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: As interest in serving others improves, a person’s self-interest lessens. The more
the salesperson considers the customer’s interest, the better the customer service.
1-2
© 2014 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
, Chapter 01 - The Life, Times, and Career of the Professional Salesperson
6. An employee at a fast-food restaurant who asks the manager for a raise is engaged in the
selling process.
Answer: True
Learning Objective: 01-02
Topic: Everybody Sells!
Blooms: Understand
AACSB: Analytic
Level of Difficulty: Medium
Explanation: You are involved in selling when you want someone to do something. Therefore,
an employee persuading a manager for a raise is in the process of selling.
7. Unlike traditional and Golden Rule salespeople, professional salespeople have a tendency
to attribute sales success to others rather than to their own actions.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Golden Rule salespeople tend to attribute positive results to others rather than to
their own personal efforts. Professional salespeople attribute results to personal efforts as well
as to their employer, customers, and the economy.
8. Golden Rule salespeople tend to believe that money is to be shared and that customer
service is a top priority.
Answer: True
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Remember
AACSB: Analytic
Level of Difficulty: Easy
Explanation: Golden Rule salespeople are customer-focused, so customer service is
important. Money is not the main motivation of Golden Rule salespeople, so money should be
shared.
1-3
© 2014 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
