Name: Class: Date:
Chapter 1 - Overview of Personal Selling
Copyright Cengage Learning. Powered by Cognero. Page 1
True / False
1.
According to the text, personal selling and trust-based relationship selling are ess
...
Name: Class: Date:
Chapter 1 - Overview of Personal Selling
Copyright Cengage Learning. Powered by Cognero. Page 1
True / False
1.
According to the text, personal selling and trust-based relationship selling are essentially the same thing.
a. True
b. False
ANSWER: False
2.
The biggest advantage of personal selling over other forms of marketing communication is the high degree of customer
feedback that results from direct contact with buyers before, during, and after the sale.
a. True
b. False
ANSWER: True
3.
Companies practising business-to-business marketing spend more on advertising than personal selling due to the large
number of buyers that must be reached with marketing communications.
a. True
b. False
ANSWER: False
4.
Ultimately, customer value is determined by your supervisor.
a. True
b. False
ANSWER: False
5.
The primary focus of trust-based relationship selling is achieving sales in the short term.
a. True
b. False
ANSWER: False
6.
Customer value will vary depending on whose perspective is being considered, the customer’s or the salesperson’s.
a. True
b. False
ANSWER: False
7.
Salespeople involved in trust-based relationship selling are often actively involved in the customer’s decision-making
process.
a. True
b. False
ANSWER: True
Name: Class: Date:
Chapter 1 - Overview of Personal Sellin
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