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
Page |
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1
, Chapter 01 The Life, Times, and Career of the Professional Salesperson
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Learning Objectives: wq
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 R
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ule 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 relation
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ships 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 Le
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vel of Difficulty: Easy
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Explanation: Selling is a marketing component that refers to the personal communication of inform
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ation to persuade a prospective customer to buy something. Marketing is an organizational function
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and a set of processes for creating, communicating and delivering value to customers and for man
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aging 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 o
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verly interested in the needs of customers.
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Answer: False wq
Learning Objective: 01-03 wq wq
Topic: The Golden Rule of Personal Selling Blooms: Underst
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and AACSB: Analytic
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Level of Difficulty: Medium
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Page | wq wq
2
,Explanation: As Gallup‘s survey poll of Americans indicates, people view traditional salespeople as
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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 persu
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ade a prospective customer to buy something that satisfies that individual's needs.
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Answer: True wq
Learning Objective: 01-01 wq wq
Topic: A New Definition of Personal Selling Blooms: Remem
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ber 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 per
wq wq wq wq wq wq wq wq wq wq wq wq
suade a prospective customer to buy something—a good, a service, an idea, or something else—
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that satisfies that individual‘s needs.
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4. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
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qprice, distribution, and promotion plans so as to create exchanges that satisfy individual and o
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rganizational objectives. wq
Answer: False wq
Learning Objective: 01-03 wq wq
Topic: The Golden Rule of Personal Selling Blooms: Remem
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ber 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 treat
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ing 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 wq
Learning Objective: 01-03 wq wq
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3
, Topic: The Golden Rule of Personal Selling Blooms: Underst
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and AACSB: Analytic
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Level of Difficulty: Medium
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Explanation: As interest in serving others improves, a person‘s self-interest lessens. The more the
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salesperson considers the customer‘s interest, the better the customer service.
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6. An employee at a fast-
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food restaurant who asks the manager for a raise is engaged in the selling process.
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Answer: True wq
Learning Objective: 01- wq wq
02 Topic: Everybody Sells! Blooms: Understand AAC
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SB: Analytic
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Level of Difficulty: Medium
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Explanation: You are involved in selling when you want someone to do something. Therefore, an e
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mployee persuading a manager for a raise is in the process of selling.
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7. Unlike traditional and Golden Rule salespeople, professional salespeople have a tendency to attr
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ibute sales success to others rather than to their own actions.
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Answer: False wq
Learning Objective: 01-03 wq wq
Topic: The Golden Rule of Personal Selling Blooms: Remem
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ber AACSB: Analytic
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Level of Difficulty: Easy
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Explanation: Golden Rule salespeople tend to attribute positive results to others rather than to their
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own personal efforts. Professional salespeople attribute results to personal efforts as well as to thei
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r employer, customers, and the economy.
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8. Golden Rule salespeople tend to believe that money is to be shared and that customer service
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is a top priority.
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Page | wq wq
4
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
Page |
wq wq
1
, Chapter 01 The Life, Times, and Career of the Professional Salesperson
wq wq wq wq wq wq wq wq wq wq
Learning Objectives: wq
01-01 Define and explain the term selling. 01-02 Explain why everyone sells, even you.
wq wq wq wq wq wq wq wq wq wq wq wq wq
01-03 Explain the relationship between the definition of personal selling and the Golden R
wq wq wq wq wq wq wq wq wq wq wq wq
ule of Personal Selling.
wq wq wq
01-04 Discuss the reasons as to why people might choose a sales career. 01-
wq wq wq wq wq wq wq wq wq wq wq wq
05 Enumerate some of the various types of sales jobs.
wq wq wq wq wq wq wq wq wq
01-06 Describe the job activities of salespeople.
wq wq wq wq wq
01-07 Define the characteristics that salespeople believe are needed for success in building relation
wq wq wq wq wq wq wq wq wq wq wq wq
ships with customers.
wq wq
01-08 List and explain the 10 steps in the sales process.
wq wq wq wq wq wq wq wq wq
True / False Questions
wq wq wq
1. Selling and marketing are interchangeable terms for the same business activity. Answer:
wq wq wq wq wq wq wq wq wq wq wq wq
False Learning Objective: 01-01 Topic: What Is Selling?
wq wq wq wq wq wq wq
Blooms: Remember AACSB: Analytic Le
wq wq wq wq
vel of Difficulty: Easy
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Explanation: Selling is a marketing component that refers to the personal communication of inform
wq wq wq wq wq wq wq wq wq wq wq wq wq
ation to persuade a prospective customer to buy something. Marketing is an organizational function
wq wq wq wq wq wq wq wq wq wq wq wq wq w
and a set of processes for creating, communicating and delivering value to customers and for man
q wq wq wq wq wq wq wq wq wq wq wq wq wq wq wq
aging customer relationships in ways that benefit the organization and its stakeholders.
wq wq wq wq wq wq wq wq wq wq wq
2. According to recent Gallup surveys, most Americans believe that traditional salespeople are o
wq wq wq wq wq wq wq wq wq wq wq wq
verly interested in the needs of customers.
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Answer: False wq
Learning Objective: 01-03 wq wq
Topic: The Golden Rule of Personal Selling Blooms: Underst
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and AACSB: Analytic
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Level of Difficulty: Medium
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Page | wq wq
2
,Explanation: As Gallup‘s survey poll of Americans indicates, people view traditional salespeople as
wq wq wq wq wq wq wq wq wq wq wq wq
having their self-
wq wq wq
interest as a priority. This type of salesperson is preoccupied with his or her own well- being—
wq wq wq wq wq wq wq wq wq wq wq wq wq wq wq wq
usually defined in terms of making money—and thus is selfish and cannot be trusted.
wq wq wq wq wq wq wq wq wq wq wq wq wq
3. Personal selling refers to the personal communication of information to unselfishly persu
wq wq wq wq wq wq wq wq wq wq wq
ade a prospective customer to buy something that satisfies that individual's needs.
wq wq wq wq wq wq wq wq wq wq wq
Answer: True wq
Learning Objective: 01-01 wq wq
Topic: A New Definition of Personal Selling Blooms: Remem
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ber AACSB: Analytic
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Level of Difficulty: Easy
wq wq wq
Explanation: Personal selling refers to the personal communication of information to unselfishly per
wq wq wq wq wq wq wq wq wq wq wq wq
suade a prospective customer to buy something—a good, a service, an idea, or something else—
wq wq wq wq wq wq wq wq wq wq wq wq wq wq
that satisfies that individual‘s needs.
wq wq wq wq
4. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
wq wq wq wq wq wq wq wq wq wq wq wq wq w
qprice, distribution, and promotion plans so as to create exchanges that satisfy individual and o
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rganizational objectives. wq
Answer: False wq
Learning Objective: 01-03 wq wq
Topic: The Golden Rule of Personal Selling Blooms: Remem
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ber 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 treat
wq wq wq wq wq wq wq wq wq wq wq wq wq wq
ing others as you would like to be treated. Reciprocity is not expected.
wq wq wq wq wq wq wq wq wq wq wq wq
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 wq
Learning Objective: 01-03 wq wq
Page | wq wq
3
, Topic: The Golden Rule of Personal Selling Blooms: Underst
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and AACSB: Analytic
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Level of Difficulty: Medium
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Explanation: As interest in serving others improves, a person‘s self-interest lessens. The more the
wq wq wq wq wq wq wq wq wq wq wq wq wq
salesperson considers the customer‘s interest, the better the customer service.
wq wq wq wq wq wq wq wq wq
6. An employee at a fast-
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food restaurant who asks the manager for a raise is engaged in the selling process.
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Answer: True wq
Learning Objective: 01- wq wq
02 Topic: Everybody Sells! Blooms: Understand AAC
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SB: Analytic
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Level of Difficulty: Medium
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Explanation: You are involved in selling when you want someone to do something. Therefore, an e
wq wq wq wq wq wq wq wq wq wq wq wq wq wq wq
mployee persuading a manager for a raise is in the process of selling.
wq wq wq wq wq wq wq wq wq wq wq wq
7. Unlike traditional and Golden Rule salespeople, professional salespeople have a tendency to attr
wq wq wq wq wq wq wq wq wq wq wq wq
ibute sales success to others rather than to their own actions.
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Answer: False wq
Learning Objective: 01-03 wq wq
Topic: The Golden Rule of Personal Selling Blooms: Remem
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ber AACSB: Analytic
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Level of Difficulty: Easy
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Explanation: Golden Rule salespeople tend to attribute positive results to others rather than to their
wq wq wq wq wq wq wq wq wq wq wq wq wq wq
own personal efforts. Professional salespeople attribute results to personal efforts as well as to thei
wq wq wq wq wq wq wq wq wq wq wq wq wq wq wq
r employer, customers, and the economy.
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8. Golden Rule salespeople tend to believe that money is to be shared and that customer service
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is a top priority.
wq wq wq
Page | wq wq
4
