professional selling because everyone is a salesperson by Shane C. Hunt Test bank
1.
Award: 10.00 points
2.
Award: 10.00 points
Relationship selling is the two-way flow of communication between a buyer and a seller, paid for by
the seller and seeking to influence the buyer’s purchase decisions.
True
False
Personal selling is characterized by bidirectional, seller-paid communication aimed at influencing
purchase decisions, not relationship selling.
References
True / False Difficulty: 1 Easy Learning Objective: 1-1 Describe the
importance, challenges, and unique
advantages of personal selling.
The promotion mix consists of four main elements of marketing communication: advertising, sales
promotion, personal selling, and public relations.
True
False
Personal selling is part of the promotion mix along with sales promotion, advertising, and public
relations.
References
True / False Difficulty: 1 Easy Learning Objective: 1-1 Describe the
importance, challenges, and unique
advantages of personal selling.
3.
Award: 10.00 points
4.
Award: 10.00 points
According to a recent report from U.S. Bureau of Labor Statistics (BLS), each day one in fifteen
Americans earn their living trying to convince others to make purchases.
True
False
The statistic is one in nine Americans are categorized in sales occupations.
References
True / False Difficulty: 2 Medium Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
Customer relationship management (CRM) is a technology for managing all of a company’s
relationships and interactions with customers and potential customers.
True
False
CRM provides a one stop shop for sales and marketing personnel to review customer interactions
with a firm.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
5.
Award: 10.00 points
6.
Award: 10.00 points
Most firms today can still survive by relying on profits generated from one-time transactional sales.
True
False
Increasingly, firms are recognizing that it is more profitable to retain and grow existing customer
relationships.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Nonprofit organizations generally are organized to further a social cause or advocate for a point of
view. As such, they have little need for personal selling.
True
False
Many NPOs rely on sales personnel to secure resources, such as donor funding and volunteers.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
7.
Award: 10.00 points
8.
Award: 10.00 points
Personal selling also is often the most important decision factor in the large, complex sales that are
common in business-to-business (B2B) settings.
True
False
The larger, more complex selling environment in B2B is conducive to personal selling efforts,
relative to other elements of the promotion mix.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Customer relationship management (CRM) focuses on the net present value of a customer’s
business over the span of its expected relationship with the selling organization.
True
False
Customer lifetime value (CLV focuses on the NPV of a customer’s business over its lifetime.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
9.
Award: 10.00 points
10.
Award: 10.00 points
Personal selling is almost always the most cost-effective element of the promotion mix.
True
False
There are many contexts in which personal selling is not the appropriate promotional tool.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Since it costs about the same to acquire new customers as it does to retain existing ones, many
firms are now emphasizing the importance of customer lifetime value.
True
False
It is much less costly to retain existing customers than acquire new ones; this is what is motivating
Award: 10.00 points
2.
Award: 10.00 points
Relationship selling is the two-way flow of communication between a buyer and a seller, paid for by
the seller and seeking to influence the buyer’s purchase decisions.
True
False
Personal selling is characterized by bidirectional, seller-paid communication aimed at influencing
purchase decisions, not relationship selling.
References
True / False Difficulty: 1 Easy Learning Objective: 1-1 Describe the
importance, challenges, and unique
advantages of personal selling.
The promotion mix consists of four main elements of marketing communication: advertising, sales
promotion, personal selling, and public relations.
True
False
Personal selling is part of the promotion mix along with sales promotion, advertising, and public
relations.
References
True / False Difficulty: 1 Easy Learning Objective: 1-1 Describe the
importance, challenges, and unique
advantages of personal selling.
3.
Award: 10.00 points
4.
Award: 10.00 points
According to a recent report from U.S. Bureau of Labor Statistics (BLS), each day one in fifteen
Americans earn their living trying to convince others to make purchases.
True
False
The statistic is one in nine Americans are categorized in sales occupations.
References
True / False Difficulty: 2 Medium Learning Objective: 1-3 Describe the
impact of digital technology and social
selling on personal selling.
Customer relationship management (CRM) is a technology for managing all of a company’s
relationships and interactions with customers and potential customers.
True
False
CRM provides a one stop shop for sales and marketing personnel to review customer interactions
with a firm.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
5.
Award: 10.00 points
6.
Award: 10.00 points
Most firms today can still survive by relying on profits generated from one-time transactional sales.
True
False
Increasingly, firms are recognizing that it is more profitable to retain and grow existing customer
relationships.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Nonprofit organizations generally are organized to further a social cause or advocate for a point of
view. As such, they have little need for personal selling.
True
False
Many NPOs rely on sales personnel to secure resources, such as donor funding and volunteers.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
7.
Award: 10.00 points
8.
Award: 10.00 points
Personal selling also is often the most important decision factor in the large, complex sales that are
common in business-to-business (B2B) settings.
True
False
The larger, more complex selling environment in B2B is conducive to personal selling efforts,
relative to other elements of the promotion mix.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Customer relationship management (CRM) focuses on the net present value of a customer’s
business over the span of its expected relationship with the selling organization.
True
False
Customer lifetime value (CLV focuses on the NPV of a customer’s business over its lifetime.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
9.
Award: 10.00 points
10.
Award: 10.00 points
Personal selling is almost always the most cost-effective element of the promotion mix.
True
False
There are many contexts in which personal selling is not the appropriate promotional tool.
References
True / False Difficulty: 1 Easy Learning Objective: 1-2 Explain the
strategic role of personal selling and
sales analytics in modern organizations.
Since it costs about the same to acquire new customers as it does to retain existing ones, many
firms are now emphasizing the importance of customer lifetime value.
True
False
It is much less costly to retain existing customers than acquire new ones; this is what is motivating