24. Selling to prospects requires different skills than does selling to existing customers. (p. 13) TRUE Level of Difficulty: Easy 25. Selling capital to manufacturers is much easier than selling cookies to (p. 13) consumers. FALSE of Difficulty: Easy 26. Many sales jobs do not involve building long-term partnerships. (p. 13) TRUE Level of Difficulty: Easy 27. Inside selling typically is more demanding than field selling because the former entails (p. 14) more intense interactions with customers. FALSE Level of Difficulty: Easy 28. almost a century of research, scholars have finally identified a definitive profile of the personality characteristics of the "perfect" salesperson. (p. 16) FALSE Level of Difficulty: Easy 29. Salespeople are like independent entrepreneurs because they have a territory to (p. 20) manage and few restrictions on how to do it. TRUE Level of Difficulty: Medium 30. Salespeople usually earn overtime pay for working more than 40 hours. (p. 20) FALSE Level of Difficulty: Medium Multiple Choice Questions 31. Personal selling includes all of the following EXCEPT: (p. 4) Level of Difficulty: Easy
24. (p. 13) Selling to prospects requires different skills than does selling to existing customers. TRUE Level of Difficulty: Easy 25. (p. 13) Selling capital to manufacturers is much easier than selling cookies to consumers. FALSE of Difficulty: Easy 26. (p. 13) Many sales jobs do not involve building long-term partnerships. TRUE Level of Difficulty: Easy 27. (p. 14) Inside selling typically is more demanding than field selling because the former entails more intense interactions with customers. FALSE Level of Difficulty: Easy 28. (p. 16) almost a century of research, scholars have finally identified a definitive profile of the personality characteristics of the "perfect" salesperson. FALSE Level of Difficulty: Easy 29. (p. 20) Salespeople are like independent entrepreneurs because they have a territory to manage and few restrictions on how to do it. TRUE Level of Difficulty: Medium 30. (p. 20) Salespeople usually earn overtime pay for working more than 40 hours. FALSE Level of Difficulty: Medium Multiple Choice Questions 31. (p. 4) Personal selling includes all of the following EXCEPT: Level of Difficulty: Easy
Test%20Bank%20for%20Selling%20Building%20Partnerships,%209th%20Edition%20Stephen%20Castleberry%20.docx