100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Test Bank for Selling: Building Partnerships, 11th Edition by Stephen Castleberry $29.49   Add to cart

Exam (elaborations)

Test Bank for Selling: Building Partnerships, 11th Edition by Stephen Castleberry

 18 views  0 purchase
  • 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...

[Show more]

Preview 4 out of 857  pages

  • November 25, 2024
  • 857
  • 2023/2024
  • Exam (elaborations)
  • Questions & answers
  • Selling: Building Partnerships 11e Castleberry
  • Selling: Building Partnerships 11e Castleberry
avatar-seller
Tutor247
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

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller Tutor247. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for $29.49. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

57727 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 14 years now

Start selling
$29.49
  • (0)
  Add to cart