Question 1

The amount of consumer and business dollars spent on services in Canada is steadily decreasing.

Accepted Answer

This statement is false. The amount of consumer and business dollars spent on services in Canada has been steadily increasing. According to Statistics Canada, in 2020, spending on services accounted for 64.4% of total household final consumption expenditure, up from 63.4% in 2010. Similarly, business spending on services has also been on the rise.

Question 2

Faced with increased competition,a growing number of accounting,engineering,and law firms are discovering the merits of personal selling as an auxiliary activity.

Accepted Answer

The statement is true as per the given information. Many accounting, engineering, and law firms are using personal selling as an auxiliary activity to face competition.

Question 3

Psychic income refers to the psychological satisfaction salespeople get from earning greater than average incomes.

Accepted Answer

Psychic income refers to the non-monetary benefits or satisfactions that a person receives from an activity or job, such as personal fulfillment, pride, satisfaction, or enjoyment, rather than the financial gains.

Question 4

Productive relationships between buyers and sellers are critical in the information age.

Accepted Answer

In the information age, where customers have access to a wide range of information about products and services, developing productive relationships between buyers and sellers is important to establish trust, credibility, and loyalty. A strong relationship can result in repeat business and positive word-of-mouth recommendations.

Question 5

In the field of personal selling,gender is not a barrier to success.

Accepted Answer

Gender is not a determinant of success in personal selling, as long as the salesperson possesses the necessary skills, competencies, and attitudes needed to perform the job effectively. Both male and female salespeople can be successful in this field, depending on their individual strengths, personality traits, and communication styles. The key to success is to understand and adapt to the needs and preferences of the customers, rather than focusing on gender stereotypes or biases.

Question 6

Technical skills are the determining factor of a successful salesperson in the information age.

Accepted Answer

While technical skills are important, success in sales also heavily relies on soft skills such as communication, empathy, adaptability, and relationship-building.

Question 7

Retail products do not provide full-time personal selling opportunities.

Accepted Answer

Retail products often require full-time personal selling opportunities, especially in stores where sales associates are needed to assist customers and drive sales.

Question 8

Buyers today are less accepting of women than men in sales positions.

Accepted Answer

There is no evidence to support that buyers today are less accepting of women than men in sales positions. In fact, many companies actively promote diversity and inclusion in their sales teams. It is important to judge individuals based on their skills and abilities, rather than their gender.

Question 9

Nearly 10 percent of the Canadian workforce is employed in sales positions.

Accepted Answer

According to Statistics Canada, sales and service occupations account for approximately 10 percent of total employment in Canada (as of 2021).

Question 10

Research indicates that some people are born with certain qualities that give them a special advantage in the field of selling.

Accepted Answer

The answer of Research indicates that some people are born...

Question 11

Field salespeople,sales engineers,and detail salespeople are all outside salespeople who interact face to face with customers.

Accepted Answer

This statement is true. Field salespeople, sales engineers, and detail salespeople all work in outside sales and have direct interaction with customers.

Question 12

A recent study indicates that each salesperson generates enough revenue to support two other people in their company.

Accepted Answer

The answer of A recent study indicates that each salesperson...

Question 13

The greatest contribution salespeople can make in a transaction is providing the value of knowledge.

Accepted Answer

Salespeople can offer their expertise and knowledge about the product or service being sold, the market, the competition, and the customer's needs and preferences. By understanding and articulating these points to the customer, salespeople can help them make informed purchasing decisions and justify the investment. In this way, salespeople can provide value beyond just the product or service itself.

Question 14

Executive selling refers to when executives join salespeople on sales calls to understand customer needs better.

Accepted Answer

Executive selling is the process where executives join salespeople on sales calls to gain firsthand experience of how customers perceive their products or services. This helps the executives understand customer needs and develop solutions that better meet those needs.

Question 15

A salesperson employed by a manufacturer who sells well-established merchandise,such as standard office equipment,would be classified as a field salesperson.

Accepted Answer

A field salesperson is an individual who is employed by a manufacturer or distributor to sell products or services in person, typically outside of an office or store setting. This type of salesperson is often responsible for making sales calls, meeting with customers, and promoting products to potential buyers. A salesperson who sells well-established merchandise, such as standard office equipment, would likely fall into this category.

Question 16

In the new economy,personal selling is becoming less important due to the advent of the computer and the internet.

Accepted Answer

Despite the growth of technology, personal selling remains vital in modern commerce. The internet and computers may streamline communication, but they cannot replicate the value of face-to-face interactions and building customer relationships.

Question 17

Unlike people in many other careers,salespeople are rewarded financially when they give extra effort.

Accepted Answer

Salespeople often receive commissions or bonuses based on their sales performance, which incentivizes them to put in extra effort to close deals and generate revenue.

Question 18

The greatest increase of women in sales positions has been in retailing.

Accepted Answer

The answer of The greatest increase of women in sales...

Question 19

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.

Accepted Answer

In the information age, where information is readily available, the buyer needs to trust the source of the information, and a productive relationship between the buyer and seller is essential for building that trust.

Question 20

The most important commodity transacted in the new economy is knowledge.

Accepted Answer

Knowledge is considered one of the most valuable commodities in the new economy, as it can be applied to innovation, problem-solving and decision-making. In contrast, traditional economies placed a high value on physical resources such as land, labor, and raw materials.

Quiz 1: Relationship Selling Opportunities in the Information Economy