BAC 309 Chp 1 Testbank Student - Copy.docx - Chapter 01 The...

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Chapter 01 - The Life, Times, and Career of the Professional SalespersonTest Bank for Fundamentals of Selling 13th Edition by FutrellTrue / False Questions1. Selling and marketing are interchangeable terms for the same business activity.Answer: FalseLearning Objective: 01-01Topic: What Is Selling?Blooms: Remember AACSB: AnalyticLevel 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 areoverly interested in the needs of customers.Answer: FalseLearning Objective: 01-03Topic: The Golden Rule of Personal SellingBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: 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.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: 01-01Topic: A New Definition of Personal SellingBlooms: Remember AACSB: AnalyticLevel of Difficulty: EasyExplanation: 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.1-1
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Chapter 01 - The Life, Times, and Career of the Professional Salesperson4. 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: FalseLearning Objective: 01-03Topic: The Golden Rule of Personal SellingBlooms: Remember AACSB: AnalyticLevel of Difficulty: EasyExplanation: 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: 01-03Topic: The Golden Rule of Personal SellingBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: MediumExplanation: As interest in serving others improves, a person’s self-interest lessens. The morethe salesperson considers the customer’s interest, the better the customer service.
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