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TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false. 1)
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Psychic income refers to the psychological satisfaction salespeople get from earning greater than average incomes.
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1)
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2)
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In the new economy, personal selling is becoming less important due to the advent of the computer and the internet.
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2)
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3)
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Faced with increased competition, a growing number of accounting, engineering, and law firms are discovering the merits of personal selling as an auxiliary activity.
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3)
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4)
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Retail products do not provide full-time personal selling opportunities.
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4)
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5)
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The amount of consumer and business dollars spent on services in Canada is steadily decreasing.
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5)
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6)
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A salesperson employed by a manufacturer who sells well-established merchandise, such as standard office equipment, would be classified as a field salesperson.
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Executive selling refers to when executives join salespeople on sales calls to understand customer needs better.
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8)
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In the field of personal selling, gender is not a barrier to success.
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8)
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9)
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Field salespeople, sales engineers, and detail salespeople are all outside salespeople who interact face to face with customers.
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10)
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Research indicates that some people are born with certain qualities that give them a special advantage in the field of selling.
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10)
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Nearly 10 percent of the Canadian workforce is employed in sales positions.
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12)
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Buyers today are less accepting of women than men in sales positions.
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12)
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13)
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The greatest contribution salespeople can make in a transaction is providing the value of knowledge.
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13)
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14)
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A recent study indicates that each salesperson generates enough revenue to support two other people in their company.
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Unlike people in many other careers, salespeople are rewarded financially when they give extra effort.
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15)
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16)
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The greatest increase of women in sales positions has been in retailing.
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The most important commodity transacted in the new economy is knowledge.
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18)
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Productive relationships between buyers and sellers are critical in the information age.
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Productive relationship between a buyer and 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.
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20)
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Technical skills are the determining factor of a successful salesperson in the information age.
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21)
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The statement, Entrepreneur = Salesperson is:
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21)
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22)
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Although there has been a shift in job titles from "selling" to "consulting" lately, the duties performed have essentially remained the same.
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22)
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23)
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Detail sales people do not actually sell directly to the end user but generate goodwill, which translates into demand for their manufacturer's products.
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______
24)
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Trade selling refers to selling to another distribution channel member.
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24)
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25)
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Channels of distribution refers to the physical flow of goods from the manufacturer to end user.
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25)
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______
MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.
26)
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Many studies dealing with incomes earned in the business community tell us that:
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26)
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______ A)
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salespeople earn significantly higher incomes than most other workers in the business community. B)
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there are no relevant studies that link income and the salesperson. C)
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salespeople earn slightly less than other workers in the business community. D)
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salespeople earn significantly lower incomes than other workers in the business community. E)
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salespeople earn about the same income as other persons in the business community.
27)
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Which of the following statements accurately describes a career in selling?
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27)
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______ A)
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salespeople generally have lower incomes B)
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salespeople receive a minimal amount of psychic income C)
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salespeople have limited opportunities for advancement D)
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salespeople generally do not have good job security E)
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salespeople have numerous opportunities to advance to middle-management ranks
28)
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In sales, CSR stands for:
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28)
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______ A)
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Customer Service Representative. B)
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Competitor Status Rating. C)
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Competitor Service Representative. D)
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Computer Sales Representative. E)
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Customer Satisfaction Representative.
29)
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All of the following describe a category of sales personnel in the field of manufacturing except:
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29)
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______ A)
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field salesperson. B)
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detail salesperson. C)
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inside salesperson. D)
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sales engineer. E)
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rack jobber.
30)
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All the following statements regarding careers in personal selling are true except:
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30)
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______ A)
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Sales careers can provide above-average psychic income. B)
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Our labour force is made up of hundreds of different selling careers. C)
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Salespeople today have many opportunities for advancement. D)
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In the field of personal selling, preference continues to be given to job applicants who are young and male.
E)
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The skills and knowledge needed to achieve success in the various selling careers vary greatly.
31)
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All the following statements regarding compensation for sales personnel are true except:
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31)
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______ A)
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Salespeople earn higher income than most other workers in the business community. B)
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Senior sales representatives represent the highest paid category of sales personnel. C)
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Intermediate salespeople earn only slightly more than entry level salespeople. D)
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The amount earned by salespeople is clearly tied to their selling skills and amount of effort put forth. E)
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There are many types of compensation in sales - base salary, bonus etc.
32)
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Psychic income in selling refers to which one of the following?
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32)
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______ A)
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imagining just how great it will be to make $55 000 per year B)
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high commissions due to successful "intuitive" selling C)
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the opportunity to be a member of the sales team D)
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job recognition afforded sales personnel E)
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satisfaction of being on a commission payment plan
33)
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Which of the following is true regarding women in selling careers?
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33)
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______ A)
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minority women are finding it difficult to enter the sales profession B)
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they have surpassed men in number employed in the field C)
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in most selling fields, gender continues to be a barrier to success D)
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they are seldom recruited into traditionally male-dominated areas such as insurance E)
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many women are turning to sales employment because it offers excellent economic rewards and, in many cases, a flexible work schedule
34)
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Terry McMillan, employed by a manufacturer of small appliances, offers assistance to retailers in such areas as credit policies, pricing, display and store layout. He also collects information regarding acceptance of his firm's products. He is performing the duties of a/an:
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34)
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______ A)
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sales engineer. B)
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inside salesperson. C)
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outside salesperson. D)
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missionary salesperson. E)
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detail salesperson.
35)
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Mikiko's duties involve taking telephone orders, process reservations, handle customer complaints, and assist full-time salespeople. Her job could be described as:
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35)
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______ A)
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missionary salesperson. B)
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an order taker. C)
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customer service representative. D)
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sales assistant. E)
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none of the above
36)
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Which of the following statements regarding personal selling in banking is accurate?
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36)
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______ A)
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personal selling is common only in larger banks B)
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with all of the bank mergers, personal selling is losing priority C)
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for many banks, personal selling is one of their key promotion strategies D)
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personal selling is not a common practice in banking E)
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personal selling will likely become less common in banking in the future
37)
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Rachel graduated from college. She wants to make an above average income. Rachel should consider a position as a/an:
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37)
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______ A)
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personnel officer. B)
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marketing researcher. C)
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bank management trainee. D)
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account representative. E)
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retail store manager.
38)
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Rhonda chose to work as a sales representative because:
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38)
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______ A)
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It is an easy profession to learn. B)
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she is not very motivated. C)
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she likes the opportunities for promotion. D)
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it does not require much skills or training. E)
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she likes to party.
39)
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The primary reason for many sale positions to be given a job title other than "sales person" is because:
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39)
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______ A)
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it is fashionable to give big job titles these days. B)
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"sales person" has a negative connotation. C)
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"sales person" refers to order takers. D)
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"sales person" is a specific job. E)
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selling is more than just completing a sales transaction.
40)
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Bill imagines the psychic rewards associated with his sales position. This psychic income provides:
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40)
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______ A)
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motivation to become an entrepreneur. B)
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motivation to earn more company sponsored trips. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
motivation to earn more money. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
motivation to earn more vacation time. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
motivation to achieve higher levels of performance.
41)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Simon finds that his opportunities for advancement have improved since moving to the sales force due to his:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
41)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
optimistic outlook. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
sparkling personality. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
above average performance. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
readiness to take on new challenges. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
high visibility.
42)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Chuck left his management position with the provincial government after the last round of downsizing. He accepted a position with a financial services company. Why would he do this?
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
42)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
he was having a mid-life crisis B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
he wanted a different challenge C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
he was tired of being a civil servant D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
he believed there was more security in a sales position E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
he wanted the opportunity to earn a higher than average income
43)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Things have changed since Betty joined the sales force. Ten years ago she was virtually alone in the sales cubicles, now she shares her space with five other women and six men. The reason for this could be that:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
43)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
businesses are finding that gender is not a barrier to success in selling. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
there were additional training grants available to companies that hired women. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
more of the buyers are women, so management decided to balance its sales force. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
with employment laws changing, management decided they had better hire more women. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
management liked her performance so much they hired more women.
44)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The radio and broadcasting industry requires sales people in order to:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
44)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
better understand audience needs. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
conduct marketing research. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
to be more marketing oriented. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
improve their ratings. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
call on current and potential advertisers to get more advertising revenue.
45)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
When Eileen was promoted to management, a key factor in determining her fit with the position was the fact that she:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
45)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
had experience in the accounting department. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
had sales experience. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
had a very nurturing demeanor. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
had worked in the warehouse. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
had graduated from college.
46)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Nyree felt that she would be better at selling tangible products, rather than intangibles. Tangible products would include:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
46)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
data processing equipment. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
banking services. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
insurance. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
accounting services. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
legal services.
47)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Barb wanted to work in the field of computer sales. Because she sells computer hardware for a large wholesaler, she would be considered to be selling:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
47)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a tangible product. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
an industrial good. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
an intangible product. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a hybrid product. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a consumer good.
48)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Malcolm is uncertain which sales field he should interview with. He feels that he is better selling tangible products. He should consider which field?
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
48)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
data processing equipment B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
employment services C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
stock brokering D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
computer software E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
banking
49)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Nicole wants to sell intangible products. She should consider companies in the field(s) of:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
49)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
financial planning. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
computer sales. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
furniture. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
rubber boots. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
plastic pails.
50)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
What do FedEx, Hanson and Martin Law Firm and Moe's Mowing company have in common?
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
50)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they operate in Canada B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they hire minorities C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they sell a service D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they are small businesses E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they employ sales people
51)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
An entrepreneur would need selling skills in the following situation:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
51)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
developing an appropriate price strategy. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
identifying her target market. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
developing an integrated marketing communications plan. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
approaching the bank to arrange financing for her business. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
developing a product.
52)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Derek enjoys his position as an outside sales representative since it give him an opportunity to assist retail store owners with decisions in the areas of advertising, store displays, merchandising strategies, and:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
52)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
hours of operation. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
personnel decisions. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
gathering and interpreting market information. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
marketing planning. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
financing options.
53)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Sales training is an expanding field. Courses are being offered by corporations, commercial vendors, certification studies, and colleges. The main reason for this is because:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
53)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
companies want new ways of creating barriers to entry to their lucrative selling positions. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
we are left wondering since we know that salespeople are born, not trained. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the business community wishes more selling skills among employees. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
sales positions are growing so quickly that demand is outstripping supply. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
as new fields of study emerge, it is natural that training will become available in them.
54)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A characteristic of sales jobs is that they are:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
54)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
highly visible. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
very stressful. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
very unethical. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
highly deceitful. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
highly unskilled.
55)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Sales skills are important in managerial positions in order to:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
55)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
understand customer needs better. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
hire secretaries. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
hire computer programmers. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
conduct competitor analysis. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
develop the marketing strategy.
56)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The primary goal of a detail salesperson is to:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
56)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
tie up the loose ends in the sales process. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
get new orders. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
provide technical expertise in selling. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
develop goodwill. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
supervise junior salespeople.
57)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A major threat facing retailers in today's business environment is:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
57)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
high staff turnovers. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
government regulations. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
on-line retailers. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
lack of knowledgeable salespeople. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
demanding customers.
58)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Many law, engineering and accounting firms are providing sales training to their staff because of:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
58)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
transferability of selling skills. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a push to improve their image. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
increased competition. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
need for creative people. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
high staff turnover.
59)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A major reason why telephone sales are becoming a popular form of selling is because:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
59)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
many customers enquire on the phone. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
everyone has a cell phone. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
it is a cost effective way of contacting potential new customers or customers in distant areas. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
it reduces reliance on personal selling. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
appearance of salespeople becomes an unimportant issue.
60)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Entrepreneurs can gain from selling skills because:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
60)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they need to sell their business plan to investors. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling is marketing. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
products are becoming more complex and professional selling skills are needed to sell them. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
customer needs are very diverse. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they need to know how to promote their product.
61)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Another name for inside salespeople is:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
61)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
missionary salespeople. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
customer service reps. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
telemarketers. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
marketing representatives. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
detailers.
62)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The occupation which provides greater job security during slow business periods would be:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
62)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
airline pilots. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
financial management. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
computer programming. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
research and development. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
personal selling.
63)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Top management and senior administrators in non profit organizations also need selling skills because:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
63)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they have to sell their ideas in a persuasive manner and sell their cause. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they may move on to another career. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they have to set a good example to their junior staff by taking sales training. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling skills are necessary to develop good marketing strategy. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling skills are transferable.
64)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Professionals such as accountants, computer programmers, dentists and financial planners have one thing in common,
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
64)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they are part of the new economy. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they make over $60,000 dollars a year. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they require good communication skills to be successful. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they require above average IQ. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they require a university degree.
65)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
65)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
these professional services are being out-sourced to other countries. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the demand for their services is declining, because clients are turning to the numerous self-help books and softwares available in the market.
C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the clients are more aware of consumer rights and are demanding better treatment from professional services providers.
D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the clients are becoming more cost-conscious, and there is an increase in competition in the professional services industry.
E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
it is being mandated by their professional governing bodies.
66)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A shift in job titles from "selling" to "consulting" reflects:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
66)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
increased relationship aspects of the duties. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
increased knowledge aspects of the duties. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
increased consulting aspect of the duties. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
increased technical aspects of the duties. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
increased professional aspects of the duties.
67)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Research indicates that salespeople involved in value-added sales earned highest level of compensation. This can be attributed to the fact that:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
67)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they require technical skills. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
these are high stress jobs. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
there is a shortage of salespeople with these skills in the information age. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they add value to a sale through superior communication skills and knowledge. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the compensation structure for this type of sales is based on commission.
68)
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In addition to servicing the financial needs of an individual, selling careers also serve the ________ needs.
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68)
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______ A)
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psychological B)
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personal C)
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physical D)
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moral E)
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social
69)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
People who perform stunts such as ride a bicycle for 40 hours non-stop or participate in hot-dog eating contests are seeking:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
69)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
financial rewards. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
higher self-esteem. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
personal rewards. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
social approval. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
psychological rewards.
70)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Monica's job in her company is to provide on-going customer support, take telephone orders and prospect for new customers. She most likely is a:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
70)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
detailer B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
inside salesperson. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
order getter. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
order taker. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
outside salesperson.
71)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Intermediaries who enable the flow of goods and services between manufacturers and end users are referred to as:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
71)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
channel captains. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
channels of distribution. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
EDI. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
logistic agents. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
physical distribution.
72)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The three types of business-to-business (B2B) salespeople are:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
72)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
inside, outside and missionary salespeople. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
inside, outside and professional salespeople. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
inside, outside and telemarketing salespeople. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
detailers, missionary salespeople and order takers. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
inside, outside and gatekeeper salespeople.
73)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A detail salesperson's primary role is to:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
73)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
ensure the contracts are properly drawn after the negotiations stage of the selling process. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
use persuasive selling tactics to close the sale. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
overcome objections during the negotiations phase. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
generate goodwill and stimulate demand. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
provide technical expertise in team sales.
74)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The primary difference between an inside and an outside salesperson is:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
74)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
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there is no difference between them. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
inside salesperson's main role is to generate customer goodwill. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the outside salesperson interacts with potential customers on a face-to-face basis. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
they handle new accounts. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
the amount of financial compensation the outside salesperson gets.
75)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The growth and popularity of sales training programs indicates that:
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
75)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling skills is not just an art but also a science. B)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling skills is a science. C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
there is a government initiative to formalize the sales profession. D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
customers are demanding more educated salespeople. E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling skills is an art.
MATCHING. Choose the item in column 2 that best matches each item in column 1. Match the following.
76)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Selling newspaper advertising
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
retailing
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
76)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
77)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Major companies selling insurance and financial products such as Clarica, Sun Life, and London Life
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B)
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service selling
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
77)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ C)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
real estate 78)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The growing number of seminars, conferences, and business meetings create new sales positions in this career
setting
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
78)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
79)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
In this employment setting, you might see such diverse products as personal computers, major appliances, and fashion apparel
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
79)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
80)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Sales in this employment setting include assisting consumers in making the largest single expenditure of their lifetime
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
80)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
81)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
On-line selling is a major competition to this sector
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
81)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
82)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
People who purchase advertising come into contact with salespeople in this industry
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A)
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face-to-face selling
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
82)
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______ B)
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retailing 83)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
In this employment setting, detail salespeople develop
goodwil
l and stimulate demand
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C)
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channel of distribution
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
83)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ D)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
physical distribution 84)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Selling exotic foreign automobiles
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
84)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
salesperson 85)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Melinda is a Real Estate Agent. She works in this sector
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
F)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
85)
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______ leader
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
G)
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86)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
An entrepreneur also needs to be a good
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Certification program
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86)
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______ H)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
monetary income 87)
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Flow of goods from manufacturer to end user is called
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
I)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
87)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ manufacturing
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
J)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
88)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Receiving verbal praise from your supervisor contributes to
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Corporate training program
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
88)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ K)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
psychic income 89)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Outside salespeople do
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
L)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
89)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
service selling 90)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Canadian Professional Sales Association (CPSA) is a
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
90)
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______
SHORT ANSWER. Write the word or phrase that best completes each statement or answers the question.
91)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
________ income helps satisfy our need for recognition and security.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
91)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
92)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A ________ salesperson works for a manufacturer and usually handles well-established products which require a minimum of technical knowledge.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
92)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
93)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The ________ salesperson is usually not compensated on the basis of the orders obtained, but receives recognition for indirectly increasing sales.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
93)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
94)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The convention center sales managers, investment securities broker, and real estate salesperson all have one thing in common. They sell a ________.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
94)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
95)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Such ________ products as microcomputers, furniture, and recreational vehicles require a high degree of personal selling.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
95)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
96)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
List and briefly describe the four sources of sales training.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
96)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
97)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
What factors can make a sales career a very rewarding career choice?
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
97)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
98)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Explain how salespeople add value in a buying-selling relationship.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
98)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
99)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Women have important contribution to make in the sales field. Why?
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
99)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
100)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Explain why personal selling skills are necessary for knowledge workers such as management personnel, professionals, entrepreneurs and customer service representatives.
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
100)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
____________
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
1)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 2)
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FALSE 3)
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TRUE 4)
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FALSE 5)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 6)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 7)
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TRUE 8)
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TRUE 9)
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TRUE 10)
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FALSE 11)
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TRUE 12)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 13)
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TRUE 14)
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FALSE 15)
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TRUE 16)
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FALSE 17)
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TRUE 18)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 19)
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TRUE 20)
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FALSE 21)
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TRUE 22)
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FALSE 23)
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TRUE 24)
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TRUE 25)
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TRUE 26)
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A 27)
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E 28)
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A 29)
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E 30)
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D 31)
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D 33)
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E 34)
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E 35)
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C 36)
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C 37)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 38)
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C 39)
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E 40)
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E 41)
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E 42)
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D 43)
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A 44)
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E 45)
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B 46)
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A 47)
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A 48)
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A 49)
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A 50)
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C 51)
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D 52)
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C 53)
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C 54)
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A 55)
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A 56)
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D 57)
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C 58)
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C 59)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 60)
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A 61)
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C 62)
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E 63)
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A 64)
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C 65)
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D 66)
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A 67)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 68)
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A 69)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 70)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 71)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 72)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A 73)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 74)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 75)
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A
76)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 77)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 78)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 79)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A 80)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 81)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A 82)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
L 83)
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I 84)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 85)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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E 87)
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C 88)
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K 89)
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A 90)
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G 91)
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Psychic 92)
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field 93)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
detail 94)
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service 95)
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retail 96)
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a. corporate-sponsored trainingb. training provided by commercial vendorsc. certification studies (professional associations)d. college and university courses
97)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a. It offers high psychic income.b. It offers opportunity for advancement.c. It offers the potential to earn above average income.d. It provides transferable work skills.
98)
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They collect, organize, clarify, interpret and present information to customers who can then make educated buying decisions.
99)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a. Women tend to be more flexible, multi-taskers and comfortable sharing power and information. These attributes are effective in today's fast-changing, service-oriented, entrepreneurial work environment.b. Women tend to be more people oriented, a skill necessary to build and maintain long-term relationships.c. With the shifting demographics, a diverse workforce can provide easier access to a diverse clientele.
100)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a. Management personnel: are often involved in "executive selling". They often accompany salespeople on sales calls and assist them with presentations.b. Professionals: need selling skills to bring in new business.c. Entrepreneurs: need to sell their ideas to investors and to grow their business.d. Customer Service Representatives: deal with phone orders, customer complaints and in general have contact with customers.