TEST BANK For; SELL, 7th Edition by Ingram, LaForge Chapters 1 – 10 All Complete Covered, Verified Latest Edition A+

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




Page xx
1

,TABLE OF CONTENTS
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1. Overview of Personal Selling.
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2. Building Trust and Sales Ethics.
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3. Understanding Buyers.
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4. Communication Skills.
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5. Strategic Prospecting and Preparing for Sales Dialogue.
xx xx xx xx xx xx xx




6. Planning Sales Dialogues and Presentations.
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7. Sales Dialogue: Creating and Communicating Value.
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8. Addressing Concerns and Earning Commitment.
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9. Expanding Customer Relationships.
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10. Adding Value: Self-Leadership and Teamwork.
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Page xx
2

,Chapter xx 01 xx SELL7

Answers at the end of each chapter
xx xx xx xx xx xx


Indicate xx whether xx the xx statement xx is xx true xx or xx false.
xx 1. xxAll xxorder-getters xxare xxalso xxpioneers xxand xxall xxpioneers xxare xxalso xxorder-getters.
a. True
b. False

x x 2. xxThe xxthree xxphases xxof xxthe xxsales xxprocess xxare xxinitiating, xxdeveloping, xxand xxenhancing xxcustomer

xx relationships.
a. True
b. False

xx 3. xxAs xxa xxsalesperson xxat xxSolari, xxMichi xxis xxexpected xxto xxidentify xxcustomers xxbut xxis xxnot xxresponsible xxfor
generating xxrevenue.
xx


a. True
b. False

x x 4. x x Order-takers xx are xx not xx too xx involved xx in xx creative xx selling.
a. True
b. False

xx 5. xxIn xxthe xxbusiness-to-business xxsector, xxbuyers xxare xxincreasingly xxsharing xxtheir xxopinions, xxidentifying
xxproblems, xxand xxasking xxfor xxvendor xxrecommendations xxvia xxTwitter xxand xxLinkedIn.


a. True
b. False

xx 6. xxAs xxsalespeople xxserve xxtheir xxcustomers, xxthey xxsimultaneously xxserve xxtheir xxemployers xxand xxsociety.
a. True
b. False

xx 7. xxThe xxindependence xxof xxaction xxtraditionally xxenjoyed xxby xxsalespeople xxis xxfrequently xxa xxbyproduct xxof
xxdecentralized xxsales xxoperations xxin xxwhich xxsalespeople xxlive xxand xxwork xxaway xxfrom xxheadquarters.

a. True
b. False

x x 8. xxUnlike xxneed xxsatisfaction xxselling, xxstimulus xxresponse xxselling xxfocuses xxon xxcustomers xxrather xxthan xxon

salespeople.
xx

a. True
b. False

xx 9. xxIn xxa xxfluctuating xxeconomy, xxsalespeople xxmake xxinvaluable xxcontributions xxby xxassisting xxin xxrecovery
xxcycles xxand xxby xxhelping xxto xxsustain xxperiods xxof xxrelative xxprosperity.


a. True
b. False

xx 10. xxConsumers xxwho xxare xxlikely xxto xxbe xxearly xxadopters xxof xxan xxinnovation xxoften xxrely xxon xxsalespeople xxas
xxa xxtertiary xxsource xxof xxinformation.


a. True
b. False

Page xx
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, Name: Class: Date:

Chapter x x 01
x x SELL7


xx 11. xxSalespeople xxare xxconcerned xxonly xxwith xxsales xxrevenue xxand xxnot xxwith xxoverall xxprofitability.
a. True
b. False

x x 12. xxIn xxrecent xxyears, xxmarketing xxand xxsales xxpersonnel xxhave xxbeen xxin xxstrong xxdemand xxfor xxupper

management xxpositions.
xx


a. True
b. False

xx 13. xxIn xxthe xxproblem-solving xxapproach xxto xxselling, xxcompetitors' xxofferings xxare xxnever xxincluded xxas
xxalternatives xxin xxa xxcustomer's xxpurchase xxdecision.

a. True
b. False

xx 14. xxSales xxdoes xxnot xxmeet xxthe xxcriterion xxof xxmaking xxa xxsignificant xxcontribution xxto xxsociety.
a. True
b. False

xx 15. xxSalespeople xxare xxconcerned xxwith xxprofitability xxin xxbottom-line xxterms, xxwhereas xxaccountants xxand
xxfinancial xxstaff xxare xxresponsible xxfor xxachieving xxa xxhealthy xx"top xxline" xxon xxthe xxprofit xxand xxloss

xxstatement.

a. True
b. False

xx 16. xxPersonal xxselling xxand xxsales xxpromotion xxare xxboth xxforms xxof xxmarketing xxcommunications.
a. True
b. False

xx 17. xxCustomers xxdo xxnot xxexpect xxsalespeople xxto xxbe xxknowledgeable xxabout xxmarket xxopportunities xxand
xxrelevant xxbusiness xxtrends xxthat xxmay xxaffect xxa xxcustomer's xxbusiness.


a. True
b. False

xx 18. xxCustomers xxwho xxappreciate xxthe xxneed xxsatisfaction xxselling xxmethod xxare xxoften xxwilling xxto xxspend
xxconsiderable xxtime xxin xxpreliminary xxmeetings xxto xxdefine xxneeds xxprior xxto xxa xxsales xxpresentation xxor

xxwritten xxsales xxproposal.


a. True
b. False

xx 19. xxWhile xxacting xxas xxagents xxof xxinnovation, xxsalespeople xxinvariably xxencounter xxopenness xxto xxand
xxacceptance xxof xxchange xxfrom xxconsumers xxin xxthe xxlatter xxstages xxof xxthe xxdiffusion xxprocess.


a. True
b. False

xx 20. xxTwo xxtypes xxof xxnew-business xxsalespeople xxare xxorder-takers xxand xxorder-getters.
a. True
b. False

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