Test Bank for Selling: Building Partnerships, 11th Edition by Stephen Castleberry
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Course
Selling: Building Partnerships 11e Castleberry
Institution
Selling: Building Partnerships 11e Castleberry
Test Bank for Selling: Building Partnerships, 11e 11th Edition by Stephen Castleberry, John Tanner. Complete chapters (Chap 1 to 17) are included with answers.
Chapter 1: Selling and Salespeople
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Buying Behavior and the Buying Process...
Answers Included ✅
Chap 01 11e Castleberry
TRUE/FALSE - Write 'T' if the statement is true and 'F' if the statement is false.
1) Personal selling is the craft of persuading people to buy what they do not want and do not
need for more than it is worth.
1) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-01 What is selling?
Source : Chapter 01 Test Bank > TB TF Qu. 01-01 Personal selling is the craft...
2) Customers who use multiple channels or sources for gathering information are referred to as
"omnichannel buyers."
2) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-02 Why should you learn about selling even if you do not plan to be a salespe
Source : Chapter 01 Test Bank > TB TF Qu. 01-02 Customers who use multiple channels...
1
,3) The goal of selling is merely to promote a product or service.
3) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-02 Why should you learn about selling even if you do not plan to be a salespe
Source : Chapter 01 Test Bank > TB TF Qu. 01-03 The goal of selling is...
4) In a selling situation, buyers usually exclude the selling price of a good while calculating
their profit.
4) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-02 Why should you learn about selling even if you do not plan to be a salespe
Source : Chapter 01 Test Bank > TB TF Qu. 01-04 In a selling situation, buyers...
5) The personal value equation of a buyer is the selling price minus the benefits received.
5) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-02 Why should you learn about selling even if you do not plan to be a salespe
Source : Chapter 01 Test Bank > TB TF Qu. 01-05 The personal value equation of...
2
,6) In a selling situation, the seller's profit is the benefits received minus the selling price.
6) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-02 Why should you learn about selling even if you do not plan to be a salespe
Source : Chapter 01 Test Bank > TB TF Qu. 01-06 In a selling situation, the...
7) Go-to-market strategies are used by buyers to select a suitable vendor in the buying process.
7) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-03 What is the role of personal selling in a firm?
Source : Chapter 01 Test Bank > TB TF Qu. 01-07 Go-to-market strategies are used by...
8) Organizations whose go-to-market strategies rely heavily on advertising and publicity are
called sales force-intensive organizations.
8) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-03 What is the role of personal selling in a firm?
Source : Chapter 01 Test Bank > TB TF Qu. 01-08 Organizations whose go-to-market strategies rely...
3
, 9) Publicity is a form of unpaid marketing communication between buyers and the selling firm.
9) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-03 What is the role of personal selling in a firm?
Source : Chapter 01 Test Bank > TB TF Qu. 01-09 Publicity is a form of...
10) Advertising is the most costly method of communication for selling firms.
10) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-03 What is the role of personal selling in a firm?
Source : Chapter 01 Test Bank > TB TF Qu. 01-10 Advertising is the most costly...
11) In the context of communicating marketing messages to customers, firms have more control
when using unpaid methods of communication than when using paid methods of
communication.
11) ______
⊚ true
⊚ false
Question Details
Accessibility : Keyboard Navigation
Accessibility : Screen Reader Compatible
Difficulty : 1 Easy
Gradable : automatic
Learning Objective : 01-03 What is the role of personal selling in a firm?
Source : Chapter 01 Test Bank > TB TF Qu. 01-11 In the context of communicating...
4
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