Chapter 01_The Life, Times, and Career of the Professional

Chapter 01_The Life, Times, and Career of the Professional Salesperson 1 . Which of the following statements about the importance of salespeople and selling is true?A .  Salespeo ple are responsible for the success of new products, but have little to do with keeping existing p roducts in the marketplace.B.Salespeople are responsible for keeping existing products in the marketplace, but have little to do with th e success of new products.

• Only the medical

profession generates more revenue in our economy than the selling profession.

• Salesp

eople have a direct impact on the successful operation of most businesses.

• On

ly the legal profession generates more revenue in our economy than the selling profession.2 . Which of the following statements about the importance of salespeople and selling is true?

• The efforts of salespeo

ple are not instrumental in keeping existing products on retailers' shelves.

• Salesp

eople have no direct impact on the success of new products.

• No

other profession generates less revenue in our economy than the selling profession.

• Salesp

eople have an indirect impact on the constructing of manufacturing facilities

• Th

e lack of selling capability puts people at a disadvantage 3 . _____ is defined as the personal communication of information to persuade a prospective customer to buy so mething that satisfies his or her needs.

• Mark

eting

• Perso

nal Selling

• Promotion
• Pu

blic relations

• Ad

vertising 4 . As described in the text, the act of selling includes all of the following EXCEPT:

• co

mmunicating

• p

ersuading

• mark

eting

• h

elping

• suggesting

5

. Selling occurs:

• wh

en you go to an interview with a potential employer

• when lawyers

try to convince clients to sue

• when a jo

urnalist is trying to get an interview with Mel Gibson

• wh

en you ask someone to accompany you on a shopping trip

• Selling occurs

in all of these situations 6 . All of the following are reasons why a person may choose a sales career EXCEPT:

• the rewards

offered by a career in sales

• th

e challenge of selling

• th

e opportunities for advancement

• th

e limited number of jobs available

• the

freedom of being on one's own ABC's of Relationship Selling Through Service 5th Canadian Edition 5e Charles Futrell Mark Valvasori (Test Bank All Chapters, 100% Original Verified, A+ Grade) Answers At The End Of Each Chapter 1 / 4

7.A person may choose a sales career because he or she desires:  

A. a job that is unchanging and requires a minimal number of skills be mastered B. the rewards offered by a career in sales C. the freedom of being self-employed D. the restricted opportunities for advancement E. all of these are reasons for choosing a sales career   8.The sales force of the 21 st

century as compared to the sales force of earlier years will:  

A. include a lower number of workers B. contain a higher percentage of men C. be more ethnically diverse to reflect the demographic of the Canadian marker.D. be less productive than what exists today E. be less well trained than in previous decades   9.The person working in the Jewelry department at The Bay who helps you make a purchase decision, enters your order, takes your money, and hands you your jewelry would be classed as a/an:   A. sales clerk B. sales engineer C. order getter D. service salesperson E. account representative   10.Aaron is a sales representative for a wholesale office supply company. It would NOT be part of his job to

sell office supplies to:  

A. a final consumer B. the government C. a public relations agency D. a physicians' office that needs new file folders E. a hospital accounting department  

11.The term Web 2.0 is used to describe:  

A. the WWW of the future B. ways that salespeople can use the web C. the second generation of the World Wide Web D. the sales force of the future E. none of these answers is correct  

12.Sales 2.0 is described as:  

A. the latest version of CRM software B. being about people using Web 2.0 tools and social media C. using modern technology to perform the sales function D. using the newest closing techniques to get sales E. the use of smart phone apps in selling   13.Which of the following is NOT a type of salesperson that you would typically find selling for a manufacturer?   A. account representative B. detail salesperson C. sales engineer D. sales clerk E. industrial products salesperson

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14.Jennifer is a saleswoman for a manufacturer of small kitchen appliances. She does not directly solicit orders. Her primary duties involve promotional activities and introducing new products to her employer's customers. She spends much of her time demonstrating appliances at various retail stores and providing

product knowledge seminars. Jennifer would be classified as a/an:  

A. retail salesperson B. merchandiser C. sales engineer D. service salesperson E. account representative   15.Tom is a salesperson for HPM Industries which sells machines for moulding plastic furniture. HPM has developed a machine that is 50 percent smaller than what is currently on the market and costs 25 percent more. It is Tom's job to show potential customers how the new machine will save them money in the long-run. He must be able to address each customer's needs with technical know-how and an ability to

communicate his knowledge. Tom is an example of a:  

A. retail salesperson B. detail salesperson C. technical representative D. service salesperson E. account representative   16.Andrea sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture of furniture.Since the products she sells to the furniture makers is nontechnical in nature, Andrea would be described

as a/an:  

A. account representative B. sales clerk C. technical specialist D. order taker E. sales representative   17.Markus is a/an _____ for Sprint long-distance service. If you want to change your long-distance carrier to Sprint, you can call him on the telephone, and he will sell you the Sprint service.   A. detail salesperson B. order desk clerk C. service salesperson D. wholesale salesperson E. order getter   18.Order-_____ salespeople obtain new and repeat business using a creative sales strategy and a well- executed sales presentation.   A. collector B. taker C. capture D. detail E. getter   19.According to the text, the most important thing leading to success in selling and in life is:   A. persuading prospects that their current product is no longer satisfactory B. the basic personal characteristic of hard work C. handling a prospect's questions and objections D. persuading people that they can afford something they think they cannot E. dealing with prospects who resent the salesperson coming to see them

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20.Relationship Selling refers to the idea that:  

A. Salespeople are no longer considered adversaries who manipulate people B. Salespeople want to be partners and problem solvers for their customers C. A Salesperson's goal is to build a long term relationship with customers.D. Salespeople seek to benefit their employer, themselves and their customers E. All of these statements are consistent with relationship selling  

21.The salary earned by a beginning sales representative is often:  

A. higher than most occupations B. the same as other occupations C. tied to the level of education you have D. lower than many occupations but tends to rise rapidly with hard work E. all of these are correct  

22.A career in sales management usually begins with the position of:  

A. sales trainee or sales clerk B. salesperson C. sales representative D. key account salesperson E. assistant sales representative   23.In a large firm, a salesperson's career path usually begins at the level of:   A. salesperson B. sales representative C. key account salesperson D. customer service representative E. assistant sales representative   24.A senior salesperson who oversee the customer relationships within a designated territory is referred to as

a/an:  

A. regional sales representative B. detail salesperson C. sales representative D. order taker E. key account salesperson  

25.Salespeople receive two kinds of rewards from their jobs:  

A. financial and nonfinancial B. psychological and intrinsic C. pay and benefits D. physiological and psychological E. organizational and individual   26.Which of the following is NOT related to the nonfinancial rewards that you as a salesperson receives?   A. knowing your job is important B. intrinsic rewards C. financial performance bonuses D. a feeling of self-worth E. a reward generated by you, not given by the company   27.Usually, the first sales management position to which a salesperson is promoted is:   A. senior salesperson B. district sales manager C. key sales manager D. regional sales manager E. divisional sales manager  

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