Selling Today Partnering to Create

Value Canadian 6th Edition Manning

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Selling Today Partnering to Create Value Canadian 6th Edition Manning Test Bank

1) In Consultative selling the buyer-seller relationship intensifies after the sale is over in
many instances.
A) True
B) False

Answer: True
Diff: 2 Type: TF Page Ref: 35 Skill: Applied (A) Objective: LO: 2 - 2

2) Strategies are the techniques, practices, or methods you use when you are face-to-face with
a customer.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 36 Skill: Applied (A) Objective: LO: 2- 2

3) A firm that practices the marketing concept moves away from a production orientation to a
customer orientation.
A) True
B) False

Answer: True
Diff: 2 Type: TF Page Ref: 32-33 Skill: Recall (R) Objective: LO:
2-1

4) Consultative-style selling, which emerged in the late 1960s and early 1970s, is an
extension of the marketing concept.
A) True
B) False

Answer: True
Diff: 1 Type: TF Page Ref: 35 Skill: Recall (R) Objective: LO: 2- 2

5) Transactional selling is a sales process that is focused on creating superior customer

satisfaction during the sales transaction.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 35 Skill: Recall (R) Objective: LO: 2 - 2

6) An advantage of using the Consultative selling approach, which is based on effective

communication between the buyer and seller, is that the negotiation stage of the
presentation process can be eliminated.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 35 Skill: Applied (A) Objective: LO: 2 - 2

Copyright © 2013 Pearson Canada Inc. 2-1

Visit TestBankDeal.com to get complete for all chapters

7) When Judy sells a perfume at the airport Duty Free shop it would be considered
relationship selling.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 40 Skill: Applied (A) Objective: LO: 2 - 3

8) The presentation strategy includes a reminder that outstanding service should be the
overriding theme of every sales presentation.
A) True
B) False

Answer: True
Diff: 2 Type: TF Page Ref: 42 Skill: Recall (R) Objective: LO: 2 - 3

9) Transactional selling is a process that involves needs assessment, problem solving,

relationship building, and following up on the transaction.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 35 Skill: Applied (A) Objective: LO: 2 - 2

10) A strategic market plan is focused on the marketing functional area of a business and
outlines the methods and resources required to achieve the firm's marketing goals.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 36 Skill: Recall (R) Objective: LO: 2 - 2

11) Adopting transactional selling is an important part of developing a personal selling

philosophy.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 35 Skill: Applied (A) Objective: LO: 2 - 2

12) High ethical standards are important to success in transaction-oriented selling.

A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 35 Skill: Applied (A) Objective: LO: 2 - 2

Copyright © 2013 Pearson Canada Inc. 2-2

13) Within the various promotion methods such as advertising, sales promotion etc., personal
selling is often the major promotion method used in terms of total expenditures or
expenses as a percentage of sales.
A) True
B) False

Answer: True
Diff: 2 Type: TF Page Ref: 34-35 Skill: Recall (R) Objective: LO:
2–2

14) When products of a company become similar to its competitor's products, the product
strategy becomes more important than the relationship, customer and presentation
strategies.
A) True
B) False

Answer: False
Diff: 2 Type: TF Page Ref: 40 Skill: Applied (A) Objective: LO: 2 – 3

15) The belief that a firm should dedicate all of its policies, planning, and operation to create
customer satisfaction is called:
A) marketing concept.
B) market orientation.
C) target marketing.
D) customer orientation.
E) production concept.

Answer: A
Diff: 3 Type: MC Page Ref: 32-33 Skill: Recall (R) Objective: LO:
2-1

16) Eric Villa obtained a license to sell real estate and then accepted a sales position with a
Century 21 agency. To prepare for this new position, he purchased and read a research
report entitled Buying Habits of Today's Home Buyer. Mr. Villa is attempting to develop
a:
A) relationship strategy.
B) customer strategy.
C) presentation strategy.
D) product strategy.
E) promotion strategy.

Answer: B
Diff: 3 Type: MC Page Ref: 41 Skill: Applied (A) Objective: LO: 2 - 3

17) Across all businesses, more money is spent on ________ than on any other form of
marketing communication.
A) personal selling

Copyright © 2013 Pearson Canada Inc. 2-3

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The Project Gutenberg eBook of Hanky Panky
 This ebook is for the use of anyone anywhere in the United States and
most other parts of the world at no cost and with almost no restrictions
whatsoever. You may copy it, give it away or re-use it under the terms
of the Project Gutenberg License included with this ebook or online at
www.gutenberg.org. If you are not located in the United States, you
will have to check the laws of the country where you are located
before using this eBook.

Title: Hanky Panky

A book of conjuring tricks

Author: Wiljalba Frikell

Editor: W. H. Cremer

Release date: August 21, 2023 [eBook #71463]

Language: English

Original publication: London: John Camden Hotten, 1872

Credits: Richard Tonsing, Emmanuel Ackerman, and the Online

Distributed Proofreading Team at https://www.pgdp.net
(This book was produced from images made available by the
HathiTrust Digital Library.)

*** START OF THE PROJECT GUTENBERG EBOOK HANKY PANKY

***
Transcriber’s Note:
New original cover art included with this eBook is
granted to the public domain.
 HANKY PANKY
A Book of Conjuring Tricks.

BY THE AUTHOR OF “THE SECRET OUT.”

EDITED BY W. H. CREMER, JUN.

V E T D T ,D
D ,C C ,J
A ,G ’D E , &c.

WITH 250 PRACTICAL ILLUSTRATIONS.

LONDON.
JOHN CAMDEN HOTTEN, 74 & 75, PICCADILLY.
 PRELIMINARY.

The great and deserved success of “T S O ; , O

T T D -R W M ,” edited by
W. H. Cremer, Jun., of Regentstreet, has suggested an entirely new
Edition of the same Author’s world-famous “H P : Very
Easy Tricks and Very Difficult Tricks, Diversions with Dice,
Conjuring with Cards, Jugglery with and without Assistants,
Gamblers’ Deceptions Exposed.” The Publisher has again secured the
services of Mr. C —the gentleman whose wonderful display of
the Toys of the World attracted so much notice in the recent
International Exhibition—and an eminently entertaining, but, at the
same time, thoroughly practical, book is now before the reader.
The present work, therefore, may be considered in the light of a
supplement or addition to the Author’s well-known “M ’
O B .”
The Publisher will, he trusts, be pardoned for here directing
attention to another book of this class, “T A A ,” a
Collection of graceful Arts, Games, Tricks, Puzzles, and Charades,
considered by The Athenæum as being “the best and most
entertaining work of the kind with which we are acquainted.”
A companion volume, under the title of “T M C : A
B N G I A ,” with nearly
Two Hundred Illustrations, has just been issued by Mrs. C
B .
Piccadilly.
 CONTENTS.

PAGE
I. S T 13
II. „ W C 18
III. „ W R S 36
IV. „ W H 51
V. „ W R 56
VI. „ W K 61
VII. „ F -T T 66
VIII. „ W B 76
IX. „ W H 80
X. T D ,W ,P ,& . 86
XI. A T V A 94
XII. I ,P ,& . 116
XIII. T W 133
XIV. T A 139
XV. T W A 152
XVI. E T 156
XVII. T W F H 161
XVIII. O T 185
XIX. C T M M 227
XX. T C 251

APPENDIX.
G ’T C E 308
R 321
R - -N 326
HANKY PANKY.

I.—SIMPLE TRICKS.

Fig. 1.—Mr. Hanky Panky.

 FLY AWAY, JACK!

Take two pieces of white paper, about the size of a sixpence, and
moisten them well on both sides. Put one on the first joint of each
forefinger, just at the root of the nail, and place these fingers on the
edge of the table, straight out, while the rest are closed up under the
hands.
Then say:
“Two little dickey birds sat on the sill,
One named Jack—t’other named Jill!
Fly away, Jack!”

Close the right forefinger, and with the middle finger remove the
paper and retain it there, while the forefinger is quickly replaced in
the first position to show the veritable flight of Jack. Then say,
“Fly away, Jill!”

And repeat with the left forefinger. Then say:

“Come back, Jack!”

And take the piece of paper from the right middle finger upon the
forefinger as at first, and replace it on the table.
“Come back, Jill.”

The same with the other hand. Then conclude:

“The two little birds are sitting there still!”

Fig. 2.—The Perplexed Spectator.

 DANCE, BOATMAN, DANCE!

(From the German.)

Herr Professor Bobine von Rhumkorff amuses little children by
holding up his hand, with the thumb and finger thus posed:—
The thumb is made to spring up and down to a lively air and to the
words “Dance, de Boatman, dance!” Then the thumb stops while the
fingers are set leaping, to the words:
“Boatman’s piccaninnies dance, ’cause fader dance all alone by heself!”

Then leave the forefinger capering and sing:

“Eldest son of de Boatman, dance!”

Then all the fingers but the first leap about to the words:
“De whole family dance, ’cause him eldest son he dance all alone!”

So on with the other fingers, the little one being the baby, and the
middle one Mrs. Boatman.
Some put on a black glove and make four chalk spots on the
fingertip to represent eyes, nose, and mouth.
 BUY A BIRD.

Fold each finger over the next, the forefinger undermost upon the
thumb, and say:
“Who will buy my birds?”

On one saying he or she will make the purchase, you quickly open
your hand and cry:
“They all have flown away!”
 LITTLE WATCHMAN.

(For Children):
Hold up the left hand, open.
“This is the thumb!”

Touch the three principal fingers.

“This, this, this a plum!”

Put down forefinger.

“He eats this one!”

Put down middle finger.

“He takes his brother!”

Put down third finger.

“And grabs the other!”

Hold up little finger and wag it sadly.

“And little Watchman’s left alone!”
 TO ADD FIVE TO SIX AND YET MAKE BUT NINE.

Having drawn six-straight lines, by adding five more, as in figure

3, only Nine is seen.

Fig. 3.
 TO CARRY HOT COALS IN THE HAND.

Cover the palm with sand, ashes, or any non-conductor, and

calmly put the live coals on it. Which ancient “sell” will be found in
the first German mediæval play, entitled “The Burning Iron,” by
Hans Sachs, “performed for the first time in Nuremberg in the year
1531.” A peasant woman suspects her husband of some crime, and
she arranges with her mother that he must pass under the ordeal of
the “burning iron”—that is, a piece of iron made red-hot must be
picked up with his bare hand, and carried round the room. If his
hand remain unscathed, he is innocent; if he be burnt, then he is
guilty. The husband promises to undergo the ordeal; but before
doing so, manages to place, unseen by his wife, a flat piece of wood
upon the hollow of his hand, and with this deception he passes
through the ordeal successfully. Mr. Hanky Panky believes this
gentleman to have been his “long-lost brother.”
 II.—TRICKS WITH COINS.

Fig. 4.

THE COIN TRICK, FROM AN HIBERNIAN POINT OF

VIEW.

Our brother magician, Signor Blitz, tells us the following tale,

which is useful as a warning:—
 While conversing in a grocery store with the proprietor, an
Irishman came in to make some purchases. The trader was extremely
anxious for me to astonish him by performing some feat, which I
complied with. Before concluding I requested the loan of a quarter of
a dollar from the Hibernian, which he at first refused, and even when
the storekeeper pledged himself responsible for it, he reluctantly
gave it to me. I desired him to close his hand, and hold the money
secure, and I would change it into a five-dollar gold piece.
“Faith!” he muttered, as he grasped the quarter, “it is just as I
would like to have ye after doing, but I don’t believe you can coin
money so aisy. Let me see if you can do it!” he exclaimed.
“It is already done,” I said. “Open your hand and see.”
The man cautiously relaxed his fingers, and, at the first glimpse of
the gold, jumped and hurrahed wildly, as an Irishman only can; but
when his curiosity was entirely satisfied as to its reality, he carefully
deposited it in his pocket, with many thanks, declaring me to be the
most wonderful man in the world.
I here desired him to replace the money in my hand, and I would
again convert it to the original quarter.
“Sure, afther Mike being rich, would ye make him poor again?”
“But you know it is only a trick,” I answered.
“A thrick? Divil a one! Sure, man, it is a rale piece of goold,”—
thrusting his hand into his pocket to protect it from any sudden or
unperceived effort on my part to extract it.
“You know it is but a joke,” I repeated. “Return me the gold, and I
will astonish you by transforming it into silver once more.”
“By St. Patrick, you had better not do that.”
“Yes, you must give me back the gold.”
“I would not part with it if Priest McDermott bid me.”
Finding my efforts to procure the money a failure, I resorted to
artifice by exciting his fears of my power to do good or evil. I assured
him that unless he returned the piece of gold, he would be a
miserable man all his life; for it was Satan’s coin, who was always in
search of his own, and would take him away with the gold.
“Och, shure, yer honour, the Holy Father will save Mike, and if ye
want any more silver quarters to change into goold, come to Michael
MacCarty. He is the man for you.” And with these consoling words he
walked rapidly away, leaving me minus my half-eagle, while the
storekeeper laughed immoderately at the magician being outwitted
by a son of the Emerald Isle.
All Louisville became cognizant of “the joke,” as they called it, and
hugely enjoyed it at my expense; but I could not see it.