![Page 1: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/1.jpg)
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TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false. 1)
![Page 2: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/2.jpg)
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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.
![Page 6: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/6.jpg)
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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.
![Page 9: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/9.jpg)
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3)
![Page 10: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/10.jpg)
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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)
![Page 14: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/14.jpg)
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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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6)
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7)
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Executive selling refers to when executives join salespeople on sales calls to understand customer needs better.
![Page 21: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/21.jpg)
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7)
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8)
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In the field of personal selling, gender is not a barrier to success.
![Page 24: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/24.jpg)
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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.
![Page 27: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/27.jpg)
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9)
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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.
![Page 30: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/30.jpg)
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10)
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11)
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Nearly 10 percent of the Canadian workforce is employed in sales positions.
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11)
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12)
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Buyers today are less accepting of women than men in sales positions.
![Page 36: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/36.jpg)
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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.
![Page 39: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/39.jpg)
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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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14)
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15)
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Unlike people in many other careers, salespeople are rewarded financially when they give extra effort.
![Page 45: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/45.jpg)
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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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16)
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17)
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The most important commodity transacted in the new economy is knowledge.
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17)
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18)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Productive relationships between buyers and sellers are critical in the information age.
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18)
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______
19)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
19)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
20)
![Page 59: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/59.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Technical skills are the determining factor of a successful salesperson in the information age.
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
20)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
21)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
The statement, Entrepreneur = Salesperson is:
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
21)
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______
22)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
23)
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______
24)
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Trade selling refers to selling to another distribution channel member.
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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)
![Page 85: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/85.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Which of the following statements accurately describes a career in selling?
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
27)
![Page 87: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/87.jpg)
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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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
29)
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______ A)
![Page 104: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/104.jpg)
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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)
![Page 116: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/116.jpg)
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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)
![Page 146: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/146.jpg)
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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)
![Page 156: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/156.jpg)
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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:
![Page 166: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/166.jpg)
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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)
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motivation to earn more money. D)
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motivation to earn more vacation time. E)
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motivation to achieve higher levels of performance.
41)
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Simon finds that his opportunities for advancement have improved since moving to the sales force due to his:
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41)
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______ A)
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optimistic outlook. B)
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sparkling personality. C)
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above average performance. D)
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readiness to take on new challenges. E)
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high visibility.
42)
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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?
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42)
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______ A)
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he was having a mid-life crisis B)
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he wanted a different challenge C)
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he was tired of being a civil servant D)
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he believed there was more security in a sales position E)
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he wanted the opportunity to earn a higher than average income
43)
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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:
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43)
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______ A)
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businesses are finding that gender is not a barrier to success in selling. B)
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there were additional training grants available to companies that hired women. C)
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more of the buyers are women, so management decided to balance its sales force. D)
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with employment laws changing, management decided they had better hire more women. E)
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management liked her performance so much they hired more women.
44)
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The radio and broadcasting industry requires sales people in order to:
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44)
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______ A)
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better understand audience needs. B)
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conduct marketing research. C)
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to be more marketing oriented. D)
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improve their ratings. E)
![Page 228: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/228.jpg)
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call on current and potential advertisers to get more advertising revenue.
45)
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When Eileen was promoted to management, a key factor in determining her fit with the position was the fact that she:
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45)
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______ A)
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had experience in the accounting department. B)
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had sales experience. C)
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had a very nurturing demeanor. D)
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had worked in the warehouse. E)
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had graduated from college.
46)
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Nyree felt that she would be better at selling tangible products, rather than intangibles. Tangible products would include:
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46)
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______ A)
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data processing equipment. B)
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banking services. C)
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insurance. D)
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accounting services. E)
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legal services.
47)
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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:
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47)
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______ A)
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a tangible product. B)
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an industrial good. C)
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an intangible product. D)
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a hybrid product. E)
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a consumer good.
48)
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Malcolm is uncertain which sales field he should interview with. He feels that he is better selling tangible products. He should consider which field?
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48)
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______ A)
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data processing equipment B)
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employment services C)
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stock brokering D)
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computer software E)
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banking
49)
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Nicole wants to sell intangible products. She should consider companies in the field(s) of:
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49)
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______ A)
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financial planning. B)
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computer sales. C)
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furniture. D)
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rubber boots. E)
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plastic pails.
50)
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What do FedEx, Hanson and Martin Law Firm and Moe's Mowing company have in common?
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50)
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______ A)
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they operate in Canada B)
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they hire minorities C)
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they sell a service D)
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they are small businesses E)
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they employ sales people
51)
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An entrepreneur would need selling skills in the following situation:
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51)
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______ A)
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developing an appropriate price strategy. B)
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identifying her target market. C)
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developing an integrated marketing communications plan. D)
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approaching the bank to arrange financing for her business. E)
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developing a product.
52)
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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:
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52)
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______ A)
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hours of operation. B)
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personnel decisions. C)
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gathering and interpreting market information. D)
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marketing planning. E)
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financing options.
53)
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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:
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53)
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______ A)
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companies want new ways of creating barriers to entry to their lucrative selling positions. B)
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we are left wondering since we know that salespeople are born, not trained. C)
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the business community wishes more selling skills among employees. D)
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sales positions are growing so quickly that demand is outstripping supply. E)
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as new fields of study emerge, it is natural that training will become available in them.
54)
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A characteristic of sales jobs is that they are:
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54)
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______ A)
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highly visible. B)
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very stressful. C)
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very unethical. D)
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highly deceitful. E)
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highly unskilled.
55)
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Sales skills are important in managerial positions in order to:
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55)
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______ A)
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understand customer needs better. B)
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hire secretaries. C)
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hire computer programmers. D)
![Page 315: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/315.jpg)
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conduct competitor analysis. E)
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develop the marketing strategy.
56)
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The primary goal of a detail salesperson is to:
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56)
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______ A)
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tie up the loose ends in the sales process. B)
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get new orders. C)
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provide technical expertise in selling. D)
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develop goodwill. E)
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supervise junior salespeople.
57)
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A major threat facing retailers in today's business environment is:
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57)
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______ A)
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high staff turnovers. B)
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government regulations. C)
![Page 330: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/330.jpg)
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on-line retailers. D)
![Page 331: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/331.jpg)
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lack of knowledgeable salespeople. E)
![Page 332: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/332.jpg)
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demanding customers.
58)
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Many law, engineering and accounting firms are providing sales training to their staff because of:
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58)
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______ A)
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transferability of selling skills. B)
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a push to improve their image. C)
![Page 338: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/338.jpg)
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increased competition. D)
![Page 339: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/339.jpg)
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need for creative people. E)
![Page 340: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/340.jpg)
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high staff turnover.
59)
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A major reason why telephone sales are becoming a popular form of selling is because:
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59)
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______ A)
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many customers enquire on the phone. B)
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everyone has a cell phone. C)
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it is a cost effective way of contacting potential new customers or customers in distant areas. D)
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it reduces reliance on personal selling. E)
![Page 348: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/348.jpg)
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appearance of salespeople becomes an unimportant issue.
60)
![Page 349: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/349.jpg)
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Entrepreneurs can gain from selling skills because:
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60)
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______ A)
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they need to sell their business plan to investors. B)
![Page 353: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/353.jpg)
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selling is marketing. C)
![Page 354: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/354.jpg)
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products are becoming more complex and professional selling skills are needed to sell them. D)
![Page 355: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/355.jpg)
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customer needs are very diverse. E)
![Page 356: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/356.jpg)
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they need to know how to promote their product.
61)
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Another name for inside salespeople is:
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61)
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______ A)
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missionary salespeople. B)
![Page 361: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/361.jpg)
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customer service reps. C)
![Page 362: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/362.jpg)
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telemarketers. D)
![Page 363: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/363.jpg)
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marketing representatives. E)
![Page 364: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/364.jpg)
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detailers.
62)
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The occupation which provides greater job security during slow business periods would be:
![Page 366: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/366.jpg)
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62)
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______ A)
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airline pilots. B)
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financial management. C)
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computer programming. D)
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research and development. E)
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personal selling.
63)
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Top management and senior administrators in non profit organizations also need selling skills because:
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63)
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______ A)
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they have to sell their ideas in a persuasive manner and sell their cause. B)
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they may move on to another career. C)
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they have to set a good example to their junior staff by taking sales training. D)
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selling skills are necessary to develop good marketing strategy. E)
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selling skills are transferable.
64)
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Professionals such as accountants, computer programmers, dentists and financial planners have one thing in common,
![Page 382: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/382.jpg)
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64)
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______ A)
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they are part of the new economy. B)
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they make over $60,000 dollars a year. C)
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they require good communication skills to be successful. D)
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they require above average IQ. E)
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they require a university degree.
65)
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The reason professionals such as lawyers and architects are beginning to pay more attention to their selling skills is because:
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65)
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______ A)
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these professional services are being out-sourced to other countries. B)
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the demand for their services is declining, because clients are turning to the numerous self-help books and softwares available in the market.
C)
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the clients are more aware of consumer rights and are demanding better treatment from professional services providers.
D)
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the clients are becoming more cost-conscious, and there is an increase in competition in the professional services industry.
E)
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it is being mandated by their professional governing bodies.
66)
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A shift in job titles from "selling" to "consulting" reflects:
![Page 398: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/398.jpg)
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66)
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______ A)
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increased relationship aspects of the duties. B)
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increased knowledge aspects of the duties. C)
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increased consulting aspect of the duties. D)
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increased technical aspects of the duties. E)
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increased professional aspects of the duties.
67)
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Research indicates that salespeople involved in value-added sales earned highest level of compensation. This can be attributed to the fact that:
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67)
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______ A)
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they require technical skills. B)
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these are high stress jobs. C)
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there is a shortage of salespeople with these skills in the information age. D)
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they add value to a sale through superior communication skills and knowledge. E)
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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)
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People who perform stunts such as ride a bicycle for 40 hours non-stop or participate in hot-dog eating contests are seeking:
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69)
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______ A)
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financial rewards. B)
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higher self-esteem. C)
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personal rewards. D)
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social approval. E)
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psychological rewards.
70)
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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:
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70)
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______ A)
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detailer B)
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inside salesperson. C)
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order getter. D)
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order taker. E)
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outside salesperson.
71)
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Intermediaries who enable the flow of goods and services between manufacturers and end users are referred to as:
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71)
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______ A)
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channel captains. B)
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channels of distribution. C)
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EDI. D)
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logistic agents. E)
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physical distribution.
72)
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The three types of business-to-business (B2B) salespeople are:
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72)
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______ A)
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inside, outside and missionary salespeople. B)
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inside, outside and professional salespeople. C)
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inside, outside and telemarketing salespeople. D)
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detailers, missionary salespeople and order takers. E)
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inside, outside and gatekeeper salespeople.
73)
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A detail salesperson's primary role is to:
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73)
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______ A)
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ensure the contracts are properly drawn after the negotiations stage of the selling process. B)
![Page 457: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/457.jpg)
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use persuasive selling tactics to close the sale. C)
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overcome objections during the negotiations phase. D)
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generate goodwill and stimulate demand. E)
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provide technical expertise in team sales.
74)
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The primary difference between an inside and an outside salesperson is:
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74)
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______ A)
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there is no difference between them. B)
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inside salesperson's main role is to generate customer goodwill. C)
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the outside salesperson interacts with potential customers on a face-to-face basis. D)
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they handle new accounts. E)
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the amount of financial compensation the outside salesperson gets.
75)
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The growth and popularity of sales training programs indicates that:
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75)
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______ A)
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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)
![Page 473: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/473.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
selling skills is a science. C)
![Page 474: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/474.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
there is a government initiative to formalize the sales profession. D)
![Page 475: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/475.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
customers are demanding more educated salespeople. E)
![Page 476: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/476.jpg)
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)
![Page 477: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/477.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Selling newspaper advertising
![Page 478: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/478.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A)
![Page 479: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/479.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
retailing
![Page 480: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/480.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
76)
![Page 481: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/481.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
![Page 482: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/482.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
77)
![Page 483: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/483.jpg)
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
![Page 484: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/484.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B)
![Page 485: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/485.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
service selling
![Page 486: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/486.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
77)
![Page 487: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/487.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ C)
![Page 488: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/488.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
real estate 78)
![Page 489: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/489.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
![Page 490: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/490.jpg)
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
![Page 491: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/491.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
78)
![Page 492: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/492.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
79)
![Page 493: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/493.jpg)
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
![Page 494: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/494.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
79)
![Page 495: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/495.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
80)
![Page 496: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/496.jpg)
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
![Page 497: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/497.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
80)
![Page 498: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/498.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
81)
![Page 499: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/499.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
On-line selling is a major competition to this sector
![Page 500: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/500.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
81)
![Page 501: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/501.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
82)
![Page 502: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/502.jpg)
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
![Page 503: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/503.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A)
![Page 504: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/504.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
face-to-face selling
![Page 505: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/505.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
82)
![Page 506: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/506.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ B)
![Page 507: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/507.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
retailing 83)
![Page 508: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/508.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
![Page 509: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/509.jpg)
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
![Page 510: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/510.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C)
![Page 511: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/511.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
channel of distribution
![Page 512: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/512.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
83)
![Page 513: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/513.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ D)
![Page 514: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/514.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
![Page 515: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/515.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
physical distribution 84)
![Page 516: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/516.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Selling exotic foreign automobiles
![Page 517: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/517.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E)
![Page 518: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/518.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
![Page 519: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/519.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
84)
![Page 520: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/520.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______
![Page 521: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/521.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
salesperson 85)
![Page 522: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/522.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Melinda is a Real Estate Agent. She works in this sector
![Page 523: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/523.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
F)
![Page 524: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/524.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
![Page 525: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/525.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
85)
![Page 526: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/526.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
______ leader
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G)
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86)
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An entrepreneur also needs to be a good
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Certification program
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86)
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______ H)
![Page 533: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/533.jpg)
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![Page 534: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/534.jpg)
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
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I)
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87)
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______ manufacturing
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J)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
88)
![Page 542: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/542.jpg)
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Receiving verbal praise from your supervisor contributes to
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Corporate training program
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88)
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______ K)
![Page 546: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/546.jpg)
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psychic income 89)
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Outside salespeople do
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L)
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89)
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______
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service selling 90)
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Canadian Professional Sales Association (CPSA) is a
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90)
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______
SHORT ANSWER. Write the word or phrase that best completes each statement or answers the question.
91)
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________ income helps satisfy our need for recognition and security.
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91)
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_____________
92)
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A ________ salesperson works for a manufacturer and usually handles well-established products which require a minimum of technical knowledge.
![Page 562: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/562.jpg)
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92)
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_____________
93)
![Page 564: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/564.jpg)
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The ________ salesperson is usually not compensated on the basis of the orders obtained, but receives recognition for indirectly increasing sales.
![Page 565: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/565.jpg)
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93)
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_____________
94)
![Page 567: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/567.jpg)
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The convention center sales managers, investment securities broker, and real estate salesperson all have one thing in common. They sell a ________.
![Page 568: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/568.jpg)
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94)
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_____________
95)
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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.
![Page 571: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/571.jpg)
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95)
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_____________
96)
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List and briefly describe the four sources of sales training.
![Page 574: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/574.jpg)
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96)
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_____________
97)
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What factors can make a sales career a very rewarding career choice?
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97)
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_____________
98)
![Page 579: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/579.jpg)
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Explain how salespeople add value in a buying-selling relationship.
![Page 580: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/580.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
98)
![Page 581: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/581.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
99)
![Page 582: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/582.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
Women have important contribution to make in the sales field. Why?
![Page 583: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/583.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
99)
![Page 584: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/584.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
_____________
100)
![Page 585: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/585.jpg)
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.
![Page 586: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/586.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
100)
![Page 587: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/587.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
____________
![Page 588: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/588.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
1)
![Page 589: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/589.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 2)
![Page 590: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/590.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 3)
![Page 591: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/591.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 4)
![Page 592: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/592.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 5)
![Page 593: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/593.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 6)
![Page 594: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/594.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 7)
![Page 595: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/595.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 8)
![Page 596: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/596.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 9)
![Page 597: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/597.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 10)
![Page 598: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/598.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 11)
![Page 599: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/599.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 12)
![Page 600: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/600.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 13)
![Page 601: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/601.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 14)
![Page 602: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/602.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 15)
![Page 603: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/603.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 16)
![Page 604: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/604.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 17)
![Page 605: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/605.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 18)
![Page 606: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/606.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 19)
![Page 607: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/607.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 20)
![Page 608: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/608.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 21)
![Page 609: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/609.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 22)
![Page 610: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/610.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
FALSE 23)
![Page 611: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/611.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 24)
![Page 612: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/612.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 25)
![Page 613: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/613.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
TRUE 26)
![Page 614: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/614.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A 27)
![Page 615: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/615.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 28)
![Page 616: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/616.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A 29)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 30)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 31)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 32)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 33)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 34)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 35)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 36)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 37)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 38)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 39)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 40)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 41)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 42)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 43)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
A 44)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 45)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
C 54)
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A 55)
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A 56)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 57)
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C 58)
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C 59)
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C 60)
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A 61)
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C 62)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 63)
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A 64)
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C 65)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 66)
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A 67)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 68)
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A 69)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
E 70)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 71)
![Page 659: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/659.jpg)
Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 72)
![Page 660: testbankcollege.eutestbankcollege.eu/sample/Test-Bank-Selling-Today-5th … · Web viewWrite 'T' if the statement is true and 'F' if the statement is false. 1) Psychic income refers](https://reader031.vdocuments.net/reader031/viewer/2022030712/5afb836c7f8b9a32348f29ab/html5/thumbnails/660.jpg)
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A 73)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
D 74)
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C 75)
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A
76)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 77)
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B 78)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
B 79)
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A 80)
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C 81)
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A 82)
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L 83)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
I 84)
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B 85)
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L 86)
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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)
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detail 94)
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service 95)
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retail 96)
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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
a. corporate-sponsored trainingb. training provided by commercial vendorsc. certification studies (professional associations)d. college and university courses
97)
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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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Full file at http://TestbankCollege.eu/Test-Bank-Selling-Today-5th-Edition-Manning
They collect, organize, clarify, interpret and present information to customers who can then make educated buying decisions.
99)
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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.
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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.