Test Bank For ABC’s Of Relationship Selling through Service 12th Edition by Charles Futrell
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
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.
