Test Bank for Selling Today: Partnering to Create Value, 8th Canadian Edition by Manning
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Test Bank for Selling Today: Partnering to Create Value, Canadian Edition, 8th edition 8ce by Gerald Manning, Michael Ahearne. Full Chapters test bank are included
Relationship Selling Opportunities in the Information Economy
Evolution of Selling Models that Complement the Marketing Concept
Et...
Selling Today: Partnering to Create Value, 8ce (Manning)
Chapter 1 Relationship Selling Opportunities in the Information Technology
1) Psychic income refers to the psychological satisfaction salespeople get from earning greater
than average incomes.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-3
2) In the new economy, personal selling is becoming less important due to the advent of the
computer and the internet.
Answer: FALSE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-5
3) Faced with increased competition, a growing number of accounting, engineering, and law
firms are discovering the merits of personal selling as a supplementary activity.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
4) Retail products, such as cosmetics do not provide full-time personal selling opportunities.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
5) The amount of consumer and business dollars spent on services in Canada is steadily
decreasing compared with that spent on goods.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
1
,6) A salesperson employed by a manufacturer who sells to well established customers, and can
identify their needs, is classified as a field salesperson.
Answer: TRUE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-4
7) Executive selling refers to when executives join salespeople on sales calls to understand
customer needs better.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
8) All inside sales are outbound.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
9) In the field of personal selling, gender is not a barrier to success.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-3
10) Field salespeople, sales engineers, and detail salespeople are all outside salespeople who
interact face-to-face with customers.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
11) Research indicates that some people are born with certain qualities that give them a special
advantage in the field of selling.
Answer: FALSE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-6
2
,12) Nearly 7 percent of the Canadian workforce is employed in sales positions.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-1
13) Buyers today are less accepting of women than men in sales positions.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-3
14) The greatest contribution salespeople can make in a transaction is providing the value of
knowledge.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
15) Trade selling refers to the sale of a product or service to another member of the channel of
distribution.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-4
16) The development of a personal selling philosophy involves three prescriptions: adopt the
marketing concept, value personal selling, and assume the role of a problem solver or partner in
helping customers make informed and intelligent buying decisions.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-1
17) Value-added selling can be defined as a series of creative improvements within the sales
process that enhance the customer experience.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-2
3
, 18) The greatest increase of women in sales positions has been in retailing.
Answer: FALSE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-3
19) The most important commodity transacted in the new economy is knowledge.
Answer: TRUE
Diff: 2
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
20) Knowledge workers are individuals whose work effort is centred around creating, using,
sharing, and applying knowledge.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
21) A productive relationship between a buyer and a seller is critical in the information age
because without that the buyer will not find the information credible or trust the source of the
information.
Answer: TRUE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-5
22) Technical skills are the determining factor of a successful salesperson in the information age.
Answer: FALSE
Diff: 2
Type: TF
Skill: Applied (A)
Objective: LO: 1-5
23) Entrepreneurs are considered to be salespeople.
Answer: TRUE
Diff: 1
Type: TF
Skill: Recall (R)
Objective: LO: 1-5
4
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