,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Chapter 01 The Life, Times, and Career of the Professional Salesperson
True / False Questions
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.
Answer: True
Learning Objective: 01-01
Topic: What is the Purpose of Business?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: According to the marketing concept, a customers’ wants and satisfaction justify
the economic and social existence of a firm. Consequently, all company activities should be
devoted to determining customers’ wants and then satisfying them, while still making a profit.
2. Selling and marketing are not synonymous.
Answer: True
Learning Objective: 01-01
Topic: What is Selling?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of
information to persuade a prospective customer to buy something. Marketing is an
organizational function and a set of processes for creating, communicating and delivering
value to customers and for managing customer relationships in ways that benefit the
organization and its stakeholders.
3. The marketing mix consists of three components: price, product, and promotion.
Answer: False
Learning Objective: 01-01
Topic: Essentials of a Firm’s Marketing Effort
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: A firm’s marketing mix consists of four main elements—product, price,
distribution or place, and promotion—a marketing manager uses to market goods and
services.
4. Personal selling is personal communication of information to unselfishly persuade a
prospective customer to buy an idea that satisfies his or her needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling
Blooms: Remember
AACSB: Communication
Level of Difficulty: Easy
1-1
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Explanation: Personal selling refers to the personal communication of information to
unselfishly persuade a prospective customer to buy something—a good, a service, an idea, or
something else—that satisfies that individual’s needs. The new definition inserts the word
unselfish into the traditional definition.
5. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
organizational objectives.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
treating others as you would like to be treated. Reciprocity is not expected.
6. One of the reasons to choose a sales career is the wide variety of sales jobs available.
Answer: True
Learning Objective: 01-04
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: There are six major reasons for choosing a sales career including the wide
variety of sales jobs available. Other reasons include service to others, the freedom of being
on your own, the challenge of selling, the opportunity for advancement in a company, and the
rewards from a sales career
7. A telemarketer is an example of a direct seller.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Direct sellers sell face-to-face to consumers—typically in their homes—who use
the products for their personal use. Telemarketers sell products to individuals over the
telephone.
8. A wholesale salesperson would sell designer clothing to a department store which in turn
would resell the items to individual customers.
Answer: True
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
1-2
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
, Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Level of Difficulty: Medium
Explanation: Wholesalers (also called distributors) buy products from manufacturers and
other wholesalers and sell to other organizations. A wholesale salesperson sells products to
parties for resale, use in producing other goods or services, and operating an organization,
such as your school buying supplies.
9. A sales engineer works for a manufacturer and sells the benefits of intangible products.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Manufacturers’ salespeople work for organizations producing tangible products.
A sales engineer sells products that call for technical know-how and an ability to discuss
technical aspects of the product.
10. There are no differences between what a service salesperson sells and what an industrial
products salesperson sells.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: An industrial products salesperson sells a tangible product to industrial buyers.
Service salesperson must sell the benefits of intangible or nonphysical products such as
financial, advertising, or computer repair services.
11. Creative selling is an important part of what an order-taker does.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Order-takers ask what the customer wants or wait for a customer order. Creative
selling is unnecessary in the job of an order-taker.
12. Even experienced sales representatives in outside sales typically receive intensive direct
supervision.
Answer: False
Learning Objective: 01-04
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
1-3
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
Chapter 01 The Life, Times, and Career of the Professional Salesperson
True / False Questions
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.
Answer: True
Learning Objective: 01-01
Topic: What is the Purpose of Business?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: According to the marketing concept, a customers’ wants and satisfaction justify
the economic and social existence of a firm. Consequently, all company activities should be
devoted to determining customers’ wants and then satisfying them, while still making a profit.
2. Selling and marketing are not synonymous.
Answer: True
Learning Objective: 01-01
Topic: What is Selling?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: Selling is a marketing component that refers to the personal communication of
information to persuade a prospective customer to buy something. Marketing is an
organizational function and a set of processes for creating, communicating and delivering
value to customers and for managing customer relationships in ways that benefit the
organization and its stakeholders.
3. The marketing mix consists of three components: price, product, and promotion.
Answer: False
Learning Objective: 01-01
Topic: Essentials of a Firm’s Marketing Effort
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: A firm’s marketing mix consists of four main elements—product, price,
distribution or place, and promotion—a marketing manager uses to market goods and
services.
4. Personal selling is personal communication of information to unselfishly persuade a
prospective customer to buy an idea that satisfies his or her needs.
Answer: True
Learning Objective: 01-01
Topic: A New Definition of Personal Selling
Blooms: Remember
AACSB: Communication
Level of Difficulty: Easy
1-1
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
,Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Explanation: Personal selling refers to the personal communication of information to
unselfishly persuade a prospective customer to buy something—a good, a service, an idea, or
something else—that satisfies that individual’s needs. The new definition inserts the word
unselfish into the traditional definition.
5. The Golden Rule of Personal Selling describes the willingness to plan and execute product,
price, distribution, and promotion plans so as to create exchanges that satisfy individual and
organizational objectives.
Answer: False
Learning Objective: 01-03
Topic: The Golden Rule of Personal Selling
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: The Golden Rule of Personal Selling refers to the sales philosophy of unselfishly
treating others as you would like to be treated. Reciprocity is not expected.
6. One of the reasons to choose a sales career is the wide variety of sales jobs available.
Answer: True
Learning Objective: 01-04
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: There are six major reasons for choosing a sales career including the wide
variety of sales jobs available. Other reasons include service to others, the freedom of being
on your own, the challenge of selling, the opportunity for advancement in a company, and the
rewards from a sales career
7. A telemarketer is an example of a direct seller.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Direct sellers sell face-to-face to consumers—typically in their homes—who use
the products for their personal use. Telemarketers sell products to individuals over the
telephone.
8. A wholesale salesperson would sell designer clothing to a department store which in turn
would resell the items to individual customers.
Answer: True
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
1-2
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
, Chapter 01 - The Life, Times, and Career of the Professional Salesperson
Level of Difficulty: Medium
Explanation: Wholesalers (also called distributors) buy products from manufacturers and
other wholesalers and sell to other organizations. A wholesale salesperson sells products to
parties for resale, use in producing other goods or services, and operating an organization,
such as your school buying supplies.
9. A sales engineer works for a manufacturer and sells the benefits of intangible products.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Manufacturers’ salespeople work for organizations producing tangible products.
A sales engineer sells products that call for technical know-how and an ability to discuss
technical aspects of the product.
10. There are no differences between what a service salesperson sells and what an industrial
products salesperson sells.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
Explanation: An industrial products salesperson sells a tangible product to industrial buyers.
Service salesperson must sell the benefits of intangible or nonphysical products such as
financial, advertising, or computer repair services.
11. Creative selling is an important part of what an order-taker does.
Answer: False
Learning Objective: 01-05
Topic: Why Choose a Sales Career?
Blooms: Understand
AACSB:
Level of Difficulty: Medium
Explanation: Order-takers ask what the customer wants or wait for a customer order. Creative
selling is unnecessary in the job of an order-taker.
12. Even experienced sales representatives in outside sales typically receive intensive direct
supervision.
Answer: False
Learning Objective: 01-04
Topic: Why Choose a Sales Career?
Blooms: Remember
AACSB:
Level of Difficulty: Easy
1-3
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in
any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
