Thursday 15 January 2015

55 Free Test Bank for Fundamentals of Selling 13th Edition by Futrell

Selling is always important and necessary for both students of marketing and businessman. To understand about fundamentals of selling that you should practice with Fundamentals of Selling 13th Edition By Futrell Test Bank Free. There are various quick questions and instant answers marketing test bank to practice easily. Especially, the test covers all contents about fundermentals of selling for remembering quicker and easier than reading books. For sure that you will interested in this test. Let’s practice with 55 mutiple choice online free questions below  right now!
Please click this link below to get full answers:
https://testbank123.com/fundamentals-selling-13th-edition-futrell-test-bank-free.html
_____ skill is the cognitive ability to see the selling process as a whole and the relationship among its parts.
  •  
  •  
  •  
  •  
  •  
As a part of providing service to customers, a professional salesperson would be expected to do all of the following EXCEPT:
  •  
  •  
  •  
  •  
  •  
Which of the following positions appears lower than other positions in the upward sequence of job movements during a sales career?
  •  
  •  
  •  
  •  
  •  
Which of the following statements about small businesses is false?
  •  
  •  
  •  
  •  
  •  
_____ skills refer to the seller's understanding and proficiency in the performance of specific tasks.
  •  
  •  
  •  
  •  
  •  
Robert Clarence is a(n) _____ for a manufacturer of restaurant-grade appliances. He does not directly solicit orders. His primary duties involve promotional activities such as introducing and demonstrating new products at trade shows.
  •  
  •  
  •  
  •  
  •  
People like to buy from people they know and trust, which illustrates the importance of using:
  •  
  •  
  •  
  •  
  •  
Which of the following is NOT one of the four main elements in the customer relationship process used by salespeople to build long-term relationships?
  •  
  •  
  •  
  •  
  •  
Arthur, a pharmaceutical sales representative, is liked by his clients and he likes them. He is never critical and unsympathetic of his customers. Arthur most likely has _____ skills.
  •  
  •  
  •  
  •  
  •  
The basic competencies of selling that are required of top professional salespeople are selling skills and _________.
  •  
  •  
  •  
  •  
  •  
Unlike the traditional definition of personal selling, the new definition:
  •  
  •  
  •  
  •  
  •  
The acronym SSUCCESS is used in selling to help you remember the eight:
  •  
  •  
  •  
  •  
  •  
In which of the following situations is the individual NOT actively engaged in selling?
  •  
  •  
  •  
  •  
  •  
Sean is a salesperson with exceptional cognitive and technical skills and limited human skills. As a result, he most likely excels in all of the following areas EXCEPT:
  •  
  •  
  •  
  •  
  •  
Which of the following is most likely a characteristic of traditional salespeople?
  •  
  •  
  •  
  •  
  •  
Donna Carter goes from house-to-house in her neighborhood taking orders for Pampered Chef kitchen products. Donna’s face-to-face sales with consumers are an example of:
  •  
  •  
  •  
  •  
  •  
In a large firm like Hewlett-Packard or General Electric, a salesperson's career path usually begins at the level of:
  •  
  •  
  •  
  •  
  •  
(p. 12) In which of the following industries are you most likely to find a sales engineer being used?
  •  
  •  
  •  
  •  
  •  
Fred has decided to switch from cable to satellite television. Fred calls DirecTV and speaks with an individual named Susan who places the order and collects Fred’s payment information. Susan is most likely a(n):
  •  
  •  
  •  
  •  
  •  
Laura sells drawer pulls, hinges, and other decorative metal pieces used in the manufacture of furniture. Since the products that she sells to the furniture makers are nontechnical in nature, Laura could be best described as a(n):
  •  
  •  
  •  
  •  
  •  
Which term refers to the salesperson's sequential series of actions that lead toward the customer taking a desired action?
  •  
  •  
  •  
  •  
  •  
Which of the following is the logical order of salespeople from high to low levels of self-interest?
  •  
  •  
  •  
  •  
  •  
_____ is traditionally defined as the personal communication of information to persuade a prospective customer to buy something which satisfies that individual's needs.
  •  
  •  
  •  
  •  
  •  
_____ is the final step in the selling process.
  •  
  •  
  •  
  •  
  •  
In addition to performance, the salary earned by a sales manager is LEAST related to the:
  •  
  •  
  •  
  •  
  •  
Billy Marshall sells blank aluminum cans for soda manufacturers to fill. Billy would be best classified as a(n):
  •  
  •  
  •  
  •  
  •  
The Golden Rule of Personal Selling refers to the sales philosophy of:
  •  
  •  
  •  
  •  
  •  
In the position of an account representative, an employee is most likely to:
  •  
  •  
  •  
  •  
  •  
Anderson is a used cars salesperson, and he believes in the Golden Rule of Personal Selling. He would most likely believe that:
  •  
  •  
  •  
  •  
  •  
Dwight has recently been promoted to a position as a territory manager. Which of the following should Dwight expect to do in his new job?
  •  
  •  
  •  
  •  
  •  
According to the text, what is the most difficult trait for a salesperson to develop?
  •  
  •  
  •  
  •  
  •  
According to Megatrends 2010 by Patricia Aburdene, the greatest megatrend in the U.S. is:
  •  
  •  
  •  
  •  
  •  
Which of the following statements about order-getters is most likely true?
  •  
  •  
  •  
  •  
  •  
The person behind the counter at McDonald's who enters your order, takes your money, and hands you your food is a(n):
  •  
  •  
  •  
  •  
  •  
The _____ refers to the sales philosophy of unselfishly treating others as you would like to be treated.
  •  
  •  
  •  
  •  
  •  
A senior salesperson regularly contacts the larger, more important customers. This function is referred to as a(n) _____ sales position.
  •  
  •  
  •  
  •  
  •  
A(n) _____ focuses on performing promotional activities and introducing new products rather than directly soliciting orders.
  •  
  •  
  •  
  •  
  •  
All of the following are benefits of e-selling for salespeople EXCEPT:
  •  
  •  
  •  
  •  
  •  
Kevin contacted his local phone company yesterday and talked to the receptionist about whether or not it is possible to have an Internet connection without having local phone service. The receptionist is likely to have put him in touch with a(n):
  •  
  •  
  •  
  •  
  •  
Which of the following is identified by the text as a conceptual skill?
  •  
  •  
  •  
  •  
  •  
Peter sells electrical supplies to retailers and home builders. Peter's organization buys the electrical supplies from various manufacturers. Peter is best classified as a(n) _________.
  •  
  •  
  •  
  •  
  •  
Which of the following statements about sales success is most likely true?
  •  
  •  
  •  
  •  
  •  
Which of the following statements about sales jobs is most likely false?
  •  
  •  
  •  
  •  
  •  
What is one of the reasons that people choose sales jobs?
  •  
  •  
  •  
  •  
  •  
The person who telephoned James last night to ask him if he was interested in adding HBO and Cinemax to his current television cable system would be classified as a(n):
  •  
  •  
  •  
  •  
  •  
Effective territory management most likely requires salespeople to:
  •  
  •  
  •  
  •  
  •  
The "heart" of the eight work characteristics for sales success is:
  •  
  •  
  •  
  •  
  •  
Which of the following is NOT part of the acronym SSUCCESS?
  •  
  •  
  •  
  •  
  •  
According to the text, which of the following is an example of a technical skill?
  •  
  •  
  •  
  •  
  •  
Since it is essential to build a long-term relationship with buyers, the salesperson's job is to:
  •  
  •  
  •  
  •  
  •  
A salesperson that adheres to the Golden Rule of Personal Selling:
  •  
  •  
  •  
  •  
  •  
Surveys have found that salespeople are rated low on ethics and honesty. What is the most likely reason for such results?
  •  
  •  
  •  
  •  
  •  
All of the following are nonfinancial rewards salespeople experience EXCEPT:
  •  
  •  
  •  
  •  
  •  
According to the text, there are several questions you should ask yourself as you decide whether a career in sales is appropriate for you. Which one of the following is LEAST relevant to determining whether a career in sales is best for you?
  •  
  •  
  •  
  •  
  •  
A sales engineer:
  •  
  •  
  •  
  •  
  •  
Posted by at
Labels: , , , ,

No comments:

Post a Comment

Subscribe to: Post Comments (Atom)