Test Bank For ABCs of Relationship Selling Through Service 6Th Canadian Edition By Charles M. Futrell
Chapter 01
The Life, Times, and Career of the Professional Salesperson
Multiple Choice Questions
1. Which of the following statements about the importance of salespeople and selling is true?
A. Salespeople are responsible for the success of new products but have little to do with keeping existing products in the marketplace.
B. Salespeople are responsible for keeping existing products in the marketplace but have little to do with the success of new products.
C. The term selling and marketing should be used interchangeably.
D. Salespeople have a direct impact on the successful operation of most businesses.
E. Only the legal profession generates more revenue in our economy than the selling profession.
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define and explain the term selling.
2. Which of the following statements about the importance of salespeople and selling is true?
A. The efforts of salespeople are not instrumental in keeping existing products on retailers’ shelves.
B. Salespeople have no direct impact on the success of new products.
C. No other profession generates less revenue in our economy than the selling profession.
D. Salespeople have an indirect impact on the constructing of manufacturing facilities.
E. The lack of selling capability puts people at a disadvantage.
Accessibility: Keyboard Navigation
Difficulty: Hard
Learning Objective: 01-01 Define and explain the term selling.
3. According to the textbook, which of the following terms best describes personal communication of information as a process to persuade a prospective customer to buy something that satisfies his or her needs?
A. Marketing
B. Personal Selling
C. Promotion
D. Public relations
E. Advertising
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define and explain the term selling.
4. As described in the text, which of the following terms does not describe the act of selling?
A. communicating
B. persuading
C. marketing
D. helping
E. suggesting
Accessibility: Keyboard Navigation
Difficulty: Easy
Learning Objective: 01-01 Define and explain the term selling.
5. Which of the following scenarios are classified as selling?
A. when you go to an interview with a potential employer
B. when lawyers try to convince clients to sue
C. when a student attempts to convince a professor to change a grade
D. when you ask someone to accompany you on a shopping trip
E. All of the scenarios are correct
