True salespeople may sometimes be asked by an

Info icon This preview shows pages 41–44. Sign up to view the full content.

View Full Document Right Arrow Icon
TRUE Salespeople may sometimes be asked by an employer to behave in a way that violates the salesperson's ethical standards. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-04 Describe the ethical and legal issues in personal selling. Topic: Ethical and Legal Issues In Personal Selling Multiple Choice Questions 17. (p. 379) Aaron is an attorney. He uses his knowledge of sales and selling principles to: A. sell potential clients on his ability to meet their needs. B. articulate his arguments to judges and juries. C. handle rebuttals and objections. D. sell himself inside his company. E. all of these. The law is just one of many careers where selling skills can be invaluable. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-01 Describe the value added of personal selling. Topic: The Scope and Nature of Personal Selling 18. (p. 379) Personal selling can take place in all of the following situations EXCEPT: Personal selling is a two-way communication process, and is therefore not well suited to being
Image of page 41

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
conducted through newspapers. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-01 Describe the value added of personal selling. Topic: The Scope and Nature of Personal Selling 19. (p. 388) A manufacturer's rep is involved in __________ selling. Manufacturer's reps contract with firms to sell their products to other businesses. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 18-01 Describe the value added of personal selling. Topic: The Scope and Nature of Personal Selling 20. (p. 379) In Arthur Miller's play, Death of a Salesman, Willie Loman portrays: Willie Loman represented the dark side of selling, as is the case with many other portrayals of salespeople in popular culture. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 18-01 Describe the value added of personal selling. Topic: The Scope and Nature of Personal Selling 21. (p. 379) Taylor loves the lifestyle associated with being a salesperson. She particularly values the __________ associated with creating her own schedule.
Image of page 42
A. struct ure B. role playing C. flexibility D. selling team approach E. all of these Because salespeople largely set their own schedules, the job carries with it a fair amount of flexibility. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-01 Describe the value added of personal selling.
Image of page 43

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 44
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern