. The marketing concept is a business philosophy that says the customers want- satisfaction is the

Chapter 01 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.Tru e   False 2 . Selling and marketing are not synonymous.True   False 3 . The marketing mix consists of three components: price, product, and promotion.Tru e   False 4 . Personal selling is personal communication of information to unselfishly persuade a prospective customer to buy an idea that satisfies his or her needs.Tru e   False 5 . The Golden Rule of Personal Selling describes the willingness to plan and execute product, price, d istribution, and promotion plans so as to create exchanges that satisfy individual and organizational o bjectives.Tru e   False 6 . One of the reasons to choose a sales career is the wide variety of sales jobs available.Tru e   False 7 . A telemarketer is an example of a direct seller.True   False 8 . A wholesale salesperson would sell designer clothing to a department store which in turn would resell the items to indiv idual customers.True   False 9 . A sales engineer works for a manufacturer and sells the benefits of intangible products.Tru e   False 1

• There are no differences between what a service salesperson sells and what an industrial products

salesp erson sells.Tru e   False 1

• Creative selling is an important part of what an order-taker does.

True   False 1

• Even experienced sales representatives in outside sales typically receive intensive direct supervision.

Tru e   False 1

• A salesperson's career path is the upward sequence of job movements during a sales career.

Tru e   False 1

• Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate America, the

co mpensation of salespeople is typically lower than that of workers in areas like production and personnel wh

• are at a comparable level in the organization.

Tru e    False 1

• Financial rewards for professional salespeople are commonly solely based on performance.

Tru e    False ABC's of Relationship Selling through Service 12e Charles M.Futrell (Test Bank All Chapters, 100% Original Verified, A+ Grade) Answers At The End Of Each Chapter 1 / 4

16.To be a successful salesperson, a salesperson must love to sell.   True    False   17.Today's salespeople make a contribution to the welfare of others through service.   True    False   18.A salesperson needs physical, spiritual, and mental stamina to succeed.   True    False   19.Today's salesperson needs personal characteristics that allow for true caring for customers.   True    False   20.Emotional self-control is difficult for many salespeople to develop because of personal and financial investments in making sales to customers.   True    False   21.Self-control refers to the discipline needed to rise early, work late, and prepare for the next day in the evening.   True    False   22.Many of today's salespeople are considered professionals due to their product knowledge and customer service.   True    False   23.The acronym ABCS represents the tools needed for creating a successful marketing mix.   True    False   24.Relationship selling is the creation of customer loyalty.   True    False   25.As a profession, salespeople need no more tact than those in any other profession.   True    False   26.Salespeople need not increase sales in old accounts if they are generating a sufficient number of new customers.   True    False   27.As manager of a sales territory, a salesperson is responsible for providing solutions to customers' problems.   True    False   28.While salespeople typically provide many services for their customers, returning damaged merchandise is not one of them.   True    False   29.It is inappropriate for a salesperson to provide information to his/her company on such topics as competitors' activities and market opportunities since doing so would exceed his/her authority and violate customer confidence.   True    False   30.Selling is considered by many as both an art and a science.   True    False   31.Many selling skills cannot be learned from a textbook, but must be developed through practice, just like tennis.   True    False   32.Conceptual skill is the seller's ability to work with and through other people.   True    False

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33.Conceptual skills are especially important for the creative order-takers.   True    False   34.Technical skill is the cognitive ability to see the selling process as a whole and the relationship among its parts.   True    False   35.E-selling is limited to sales made through the use of Web sites.   True    False   36.The Small Business Administration classifies approximately 50 percent of all business in the United States as small businesses.   True    False   37.The sales process refers to the checklist salespeople use to prepare themselves for dealing with prospects' objections.   True    False   38.The last step in the sales process is the close.   True    False   39.Identify the correct statement about the importance of salespeople and selling.   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. Only the medical profession generates more revenue in our economy than the selling profession.D.  Salespeople have a direct impact on the opening of new businesses and whether that business is successful.E. Only the legal profession generates more revenue in our economy than the selling profession.  40.Which of the following statements about products, goods, and services is true?   A. Products and goods are synonymous terms B. Services and products are tangibles C. Goods and products are tangibles D. Salespeople do not sell services E. Goods and services are tangibles   41.The _____ is a business philosophy that says the customers' want-satisfaction is the economic and social justification for a firm's existence.   A. Six Sigma concept B. TQM concept C. scientific approach to business D. marketing concept E. sales heuristic   42.Which of the following terms describes a bundle of tangible and intangible attributes, including packaging, color, brand and even the reputation of the seller?   A. Price B. Good C. Product D. Service E. Distribution

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43.Which element of the marketing mix is being discussed when the salesperson participates in a trade show?   A. Pricing B. Distribution C. Direct sales D. Product E. Promotion   44.All of the following fall under the term "product" in the marketing mix EXCEPT:   A. brand name.B. services.C. inventory.D. returns.E. image.  45.Which of the following falls in the category, "place" in the marketing mix?   A. Wholesalers B. Brand name C. Promotional allowances D. Trade shows E. Features   46.According to the text, the traditional definition of personal selling includes all of the following

components EXCEPT:  

A. providing customers with information.B. communication between buyer and seller.C. providing after-the-sale service.D. persuading a prospective customer to buy.E. explaining how to appear unselfish to customers.  47.Promotional allowances are an element of this marketing mix component.   A. Product B. Place C. Promotion D. Distribution E. Price   48.Which of the following falls within the definition of "place"?   A. Promotional allowances B. Returns C. Image D. Inventory E. Customer service   49.Which of the following is defined as the personal communication of information to persuade a prospective customer to buy something that satisfies his/her needs?   A. marketing B. personal selling C. promotion D. public relations E. advertising  

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