TEST BANK
SELL, 7th Edition by Ingram, LaForge
Chapters 1-10 All Complete
z' Cengage Ingram + Laforge + Avila + Schwepker + Williams
SELL 7
ii
Trust-Based Professional Selling
•
DOWNLOAD
Page 1
,TABLE OF CONTENTS
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
,Created By: A Solution
Test Bank for SELL, 7th Edition by Thomas N.
Ingram, Raymond W. LaForge A+
Chapter 01 SELL7
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. As a salesperson at Solari, Michi is expected to identify customers but is not
responsible for generating revenue.
a. True
b. False
4. Order-takers are not 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 recommendations 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
A+ Page 1
, Created By: A Solution
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 helping 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 as a tertiary source of information.
a. True
b. False
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
management positions.
a. True
b. False
13. In the problem-solving approach to selling, competitors' offerings are never included
as alternatives in a customer's purchase decision.
a. True
b. False
14. Sales does not meet the criterion of making a significant contribution to society.
A+ Page 2
SELL, 7th Edition by Ingram, LaForge
Chapters 1-10 All Complete
z' Cengage Ingram + Laforge + Avila + Schwepker + Williams
SELL 7
ii
Trust-Based Professional Selling
•
DOWNLOAD
Page 1
,TABLE OF CONTENTS
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
,Created By: A Solution
Test Bank for SELL, 7th Edition by Thomas N.
Ingram, Raymond W. LaForge A+
Chapter 01 SELL7
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. As a salesperson at Solari, Michi is expected to identify customers but is not
responsible for generating revenue.
a. True
b. False
4. Order-takers are not 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 recommendations 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
A+ Page 1
, Created By: A Solution
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 helping 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 as a tertiary source of information.
a. True
b. False
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
management positions.
a. True
b. False
13. In the problem-solving approach to selling, competitors' offerings are never included
as alternatives in a customer's purchase decision.
a. True
b. False
14. Sales does not meet the criterion of making a significant contribution to society.
A+ Page 2
