Test Bank for SELL (3rd Canadian Edition) – Thomas N. Ingram – Complete Exam and Quiz Questions

,Name: Class: Date:

Chapter 1 - Overview of Personal Selling
True / False

1.
According to the text, personal selling and trust-based relationship selling are essentially the same thing.
a. True
b. False
ANSWER: False

2.
The biggest advantage of personal selling over other forms of marketing communication is the high degree of customer
feedback that results from direct contact with buyers before, during, and after the sale.
a. True
b. False
ANSWER: True

3.
Companies practising business-to-business marketing spend more on advertising than personal selling due to the large
number of buyers that must be reached with marketing communications.
a. True
b. False
ANSWER: False

4.
Ultimately, customer value is determined by your supervisor.
a. True
b. False
ANSWER: False

5.
The primary focus of trust-based relationship selling is achieving sales in the short term.
a. True
b. False
ANSWER: False

6.
Customer value will vary depending on whose perspective is being considered, the customer’s or the salesperson’s.
a. True
b. False
ANSWER: False

7.
Salespeople involved in trust-based relationship selling are often actively involved in the customer’s decision-making
process.
a. True
b. False
ANSWER: True
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,Name: Class: Date:

Chapter 1 - Overview of Personal Selling

8.
Transaction-focused traditional selling and trust-based selling require similar skill sets.
a. True
b. False
ANSWER: False

9.
Strategic problem-solving is a skill required in trust-based relationship selling but not in transaction-focused traditional
selling.
a. True
b. False
ANSWER: True

10.
In general, personal selling is moving from relationship-based methods to transaction-based traditional methods.
a. True
b. False
ANSWER: False

11.
Sales dialogue consists of all conversations between buyers and sellers, regardless of focus or purpose.
a. True
b. False
ANSWER: False

12.
Sales professionalism can be defined as a customer-oriented sales approach that employs truthful but manipulative tactics
to satisfy the long-term needs of both the customer and the selling firm.
a. True
b. False
ANSWER: False

13.
The new generation of salespeople will face demands from sophisticated buyers, economic uncertainties, and new
technologies.
a. True
b. False
ANSWER: True

14.
According to the text, many people believe that sales cannot be considered a true profession because of the lack of a
universal code of ethics and a mechanism for dealing with violators.
a. True
b. False
ANSWER: True
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, Name: Class: Date:

Chapter 1 - Overview of Personal Selling

15.
In Canada, the CPSA is an association that certifies sales professionals.
a. True
b. False
ANSWER: True

16.
As revenue producers, salespeople are expected to stimulate action in the business world.
a. True
b. False
ANSWER: True

17.
Consumers who are likely to be early adopters of an innovation often rely on the salesperson as a secondary source of
information.
a. True
b. False
ANSWER: False

18.
Due to high travel and other employment expenses, salespeople are often the first to be let go when a company downsizes
in response to tough economic times.
a. True
b. False
ANSWER: False

19.
To maintain focus, salespeople should be concerned only with generating sales revenue.
a. True
b. False
ANSWER: False

20.
Salespeople are rarely involved in market research because their time is better utilized in sales efforts.
a. True
b. False
ANSWER: False

21.
Salespeople rarely get promoted into management positions because their training makes them too valuable where they
are.
a. True
b. False
ANSWER: False


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