SELL

TEST BANK
SELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete




TESTBANK


Page 1

,TABLE OFCONTENTS

1. Overview of Personal Selling.

2. Building Trust and Sales Ethics.

3. Understanding Buyers.

4. Communication Skills.

5. Strategic Prospecting and Preparing for Sales Dialogue.

6. Planning Sales Dialogues and Presentations.

7. Sales Dialogue: Creating and Communicating Value.

8. Addressing Concerns and Earning Commitment.

9. Expanding Customer Relationships.

10. Adding Value: Self-Leadership and Teamwork.




Page 2

,Chapter 01 SELL7

Answers at the end of each chapter
2 2 2 2 2 2


Indicate whether the statement is true or false.
1. All order-getters are also pioneers and all pioneers are also order-getters.
a. True
b. False

2. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
a. True
b. False

3. As2a salesperson at Solari, Michi is2expected to identify customers but is2not responsible2for generating re
venue.
a. True
b. False

4. Order-takers are not2 too involved in creative selling.
a. True
b. False

5. In the business-to-
business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor r
ecommendations via Twitter and LinkedIn.
a. True
b. False

6. As salespeople serve their customers, they simultaneously serve their employers and society.
a. True
b. False

7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales
operations in which salespeople live and work away from headquarters.
a. True
b. False

8. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
b. False

9. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by he
lping to sustain periods of relative prosperity.
a. True
b. False

10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as2a tertiary source of
information.
a. True
b. False


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, Name: Class: Date:

Chapter 01 SELL7

11. Salespeople are concerned only with sales revenue and not with overall profitability.
a. True
b. False

12. In recent years, marketing and sales personnel have been in strong demand for upper management2positions.
a. True
b. False

13. In the problem-
solving approach to selling, competitors' offerings are never included as alternatives in a customer's purch
ase decision.
a. True
b. False

14. Sales does not meet the criterion of making a significant contribution to society.
a. True
b. False

15. Salespeople are concerned with profitability in bottom-
line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the pr
ofit and loss statement.
a. True
b. False

16. Personal selling and sales promotion are both forms of marketing communications.
a. True
b. False

17. Customers do not expect salespeople to be knowledgeable about2market opportunities and relevant2business
trends that may affect a customer's business.
a. True
b. False

18. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in p
reliminary meetings to define needs prior to a sales presentation or written sales proposal.
a. True
b. False

19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change
from consumers in the latter stages of the diffusion process.
a. True
b. False

20. Two types of new-business salespeople are order-takers and order-getters.
a. True
b. False


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