Test Bank for ABCs of Relationship Selling through Service, 11th Edition: Futrell

Test Bank for ABCs of Relationship

Selling through Service, 11th Edition:
Futrell
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Chapter 01 - The Life, Times, and Career of the Professional Salesperson

6. One of the reasons to choose a sales career is the wide variety of sales jobs available.
True False

7. A telemarketer is an example of a direct seller.

True False

1-2
Chapter 01 - The Life, Times, and Career of the Professional Salesperson

8. A wholesale salesperson would sell designer clothing to a department store which in turn
would resell the items to individual customers.
True False

9. A sales engineer works for a manufacturer and sells the benefits of intangible products.
True False

10. There are no differences between what a service salesperson sells and what an industrial
products salesperson sells.
True False

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

True False

12. Even experienced sales representatives in outside sales typically receive intensive direct
supervision.
True False

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

14. Given that sales jobs offer higher nonfinancial rewards than most other areas of corporate
America, the compensation of salespeople is typically lower than that of workers in areas like
production and personnel who are at a comparable level in the organization.
True False

1-3
Chapter 01 - The Life, Times, and Career of the Professional Salesperson

15. Financial rewards for professional salespeople are commonly solely based on
performance.
True False

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. Patience is the most difficult trait for a salesperson to develop.

True False

21. Self-control refers to the discipline needed to rise early, work early, and prepare for the
next day in the evening.
True False

22. If you fail to realize success, your own prejudices can be the cause by throwing an
invisible barrier across your path.
True False

1-4
Chapter 01 - The Life, Times, and Career of the Professional Salesperson

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 both an art and a science.

True False

1-5
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DIXIE