Type:
Test Bank
Resource:
ABC_s of Relationship Selling through Service
Edition:
12th Edition
Author(s):
Charles M. Futrell
Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Chapter 01 The Life, Times, and Career of the Professional Salesperson True / False Questions 1. The marketing concept is a business philosophy that says the customers' want- satisfaction is the economic and social justification for a firm's existence. Answer: True Learning Objective: 01-01 Topic: What is the Purpose of Business? Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: According to the marketing concept, a customers’ wants and satisfaction justify the economic and social existence of a firm. Consequently, all company activities should be devoted to determining customers’ wants and then satisfying them, while still making a profit. 2. Selling and marketing are not synonymous. Answer: True Learning Objective: 01-01 Topic: What is Selling? Blooms: Remember AACSB: 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. 3. The marketing mix consists of three components: price, product, and promotion. Answer: False Learning Objective: 01-01 Topic: Essentials of a Firm’s Marketing Effort Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: A firm’s marketing mix consists of four main elements—product, price, distribution or place, and promotion—a marketing manager uses to market goods and services. 4. Personal selling is personal communication of information to unselfishly persuade a prospective customer to buy an idea that satisfies his or her needs. Answer: True Learning Objective: 01-01 Topic: A New Definition of Personal Selling Blooms: Remember AACSB: Communication Level of Difficulty: Easy
1-1 © 2013 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
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. The new definition inserts the word unselfish into the traditional definition. 5. 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: Understand AACSB: Level of Difficulty: Medium 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. 6. One of the reasons to choose a sales career is the wide variety of sales jobs available. Answer: True Learning Objective: 01-04 Topic: Why Choose a Sales Career? Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: There are six major reasons for choosing a sales career including the wide variety of sales jobs available. Other reasons include service to others, the freedom of being on your own, the challenge of selling, the opportunity for advancement in a company, and the rewards from a sales career 7. A telemarketer is an example of a direct seller. Answer: False Learning Objective: 01-05 Topic: Why Choose a Sales Career? Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Direct sellers sell face-to-face to consumers—typically in their homes—who use the products for their personal use. Telemarketers sell products to individuals over the telephone. 8. A wholesale salesperson would sell designer clothing to a department store which in turn would resell the items to individual customers. Answer: True Learning Objective: 01-05 Topic: Why Choose a Sales Career? Blooms: Understand AACSB:
1-2 © 2013 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
Level of Difficulty: Medium Explanation: Wholesalers (also called distributors) buy products from manufacturers and other wholesalers and sell to other organizations. A wholesale salesperson sells products to parties for resale, use in producing other goods or services, and operating an organization, such as your school buying supplies. 9. A sales engineer works for a manufacturer and sells the benefits of intangible products. Answer: False Learning Objective: 01-05 Topic: Why Choose a Sales Career? Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Manufacturers’ salespeople work for organizations producing tangible products. A sales engineer sells products that call for technical know-how and an ability to discuss technical aspects of the product. 10. There are no differences between what a service salesperson sells and what an industrial products salesperson sells. Answer: False Learning Objective: 01-05 Topic: Why Choose a Sales Career? Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: An industrial products salesperson sells a tangible product to industrial buyers. Service salesperson must sell the benefits of intangible or nonphysical products such as financial, advertising, or computer repair services. 11. Creative selling is an important part of what an order-taker does. Answer: False Learning Objective: 01-05 Topic: Why Choose a Sales Career? Blooms: Understand AACSB: Level of Difficulty: Medium Explanation: Order-takers ask what the customer wants or wait for a customer order. Creative selling is unnecessary in the job of an order-taker. 12. Even experienced sales representatives in outside sales typically receive intensive direct supervision. Answer: False Learning Objective: 01-04 Topic: Why Choose a Sales Career? Blooms: Remember AACSB: Level of Difficulty: Easy
1-3 © 2013 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
Explanation: A sales job provides possibly the greatest relative freedom of any career. Experienced employees in outside sales usually receive little direct supervision and may go for days, even weeks, without seeing their bosses. 13. A salesperson's career path is the upward sequence of job movements during a sales career. Answer: True Learning Objective: 01-05 Topic: Why Choose a Sales Career? Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: Successful salespeople have many opportunities to move into top management positions and sometimes advancement comes quickly. A sales personnel career path is the upward sequence of job movements during a sales career. 14. Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America, the compensation of salespeople is typically lower than that of workers in areas like production and personnel who are at a comparable level in the organization. Answer: False Learning Objective: 01-04 Topic: Why Choose a Sales Career? Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: Both corporate and field sales managers typically receive higher salaries than others (such as production, advertising, product, or personnel managers) at the same organizational level. In many cases, the higher the sales position, the greater the benefits offered. 15. Financial rewards for professional salespeople are commonly solely based on performance. Answer: True Learning Objective: 01-04 Topic: Why Choose a Sales Career? Blooms: Remember AACSB: Level of Difficulty: Easy Explanation: Many are attracted to selling because in a sales career financial rewards are commonly based solely on performance. Many professional salespeople have opportunities to earn large salaries. 16. To be a successful salesperson, a salesperson must love to sell. Answer: True Learning Objective: 01-07 Topic: Success in Selling – What Does it Take? Blooms: Understand
1-4 © 2013 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.