TEST BANK
SELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete
TESTBANKgf
Page 1
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,TABLE OF CONTENTSgf gf gf
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.
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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 2
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,Chapter 01 SELL7 g f g f
Answers at the end of each chapter gf gf gf gf gf gf
Indicate whether the statement is true or false.
g f g f g f g f g f g f g f
g f 1. All order-getters are also pioneers and all pioneers are also order-getters.
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a. True
b. False
g f 2. Thethreephases of thesales process areinitiating, developing, and enhancing customerrelationships.
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a. True
b. False
g f 3. Asasalespersonat Solari,Michi isexpectedtoidentifycustomersbutisnotresponsibleforgeneratingrevenue.
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a. True
b. False
g f 4. Order-takers are not too involved in creative selling.
g f g f g f g f g f g f g f g f
a. True
b. False
gf 5.Inthebusiness-to- fg fg fg
businesssector,buyersareincreasinglysharingtheiropinions,identifyingproblems,and asking for vendor recomm fg fg fg fg fg fg fg fg fg fg gf gf gf gf
endations via Twitter and LinkedIn. gf gf gf gf
a. True
b. False
g f 6. As salespeopleserve their customers, theysimultaneously serve their employers andsociety.
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a. True
b. False
g f 7. Theindependenceofactiontraditionallyenjoyedbysalespeopleisfrequentlyabyproductofdecentralizedsales operati
gf fg fg fg fg fg fg fg fg fg fg fg fg fg fg gf
ons in which salespeople live and work away from headquarters. gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 8. Unlikeneedsatisfactionselling,stimulusresponsesellingfocusesoncustomersratherthanonsalespeople.
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a. True
b. False
g f 9.Inafluctuatingeconomy,salespeoplemakeinvaluablecontributionsbyassistinginrecoverycyclesandby helping to
gf fg fg fg fg fg fg fg fg fg fg fg fg fg fg gf gf gf
sustain periods of relative prosperity. gf gf gf gf
a. True
b. False
g f 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of informati
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on.
a. True
b. False
Page 3
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, Name: Class: Date:
Chapter 01 SELL7 g f g f
g f 11.Salespeopleareconcernedonlywithsalesrevenueandnotwithoverallprofitability.
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a. True
b. False
g f 12. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
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a. True
b. False
g f 13.Intheproblem-
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solvingapproachtoselling,competitors'offeringsareneverincludedasalternativesina customer's purchase de
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cision.
a. True
b. False
g f 14.Salesdoesnotmeetthecriterionofmakingasignificantcontributiontosociety.
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a. True
b. False
g f 15. Salespeopleareconcernedwithprofitabilityinbottom-
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lineterms,whereasaccountantsandfinancialstaffare responsible for achieving a healthy "top line" on the profit and l
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
oss statement. gf
a. True
b. False
g f 16. Personalsellingandsalespromotionarebothformsofmarketingcommunications.
gf fg fg fg fg fg fg fg fg fg fg
a. True
b. False
g f 17. Customersdonotexpectsalespeopletobeknowledgeableaboutmarketopportunitiesandrelevantbusiness trends t
gf gf gf gf gf fg gf gf gf fg gf gf gf gf gf gf
hat may affect a customer's business. gf gf gf gf gf
a. True
b. False
g f 18.Customerswhoappreciatetheneedsatisfactionsellingmethodareoftenwillingtospendconsiderabletimein preliminar
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y meetings to define needs prior to a sales presentation or written sales proposal.
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a. True
b. False
g f 19. Whileactingasagentsof innovation,salespeopleinvariablyencounteropennesstoandacceptanceofchange from co
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nsumers in the latter stages of the diffusion process. gf gf gf gf gf gf gf gf
a. True
b. False
g f 20. Two types of new-business salespeople are order-takers and order-getters.
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a. True
b. False
Page 4 gf
SELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete
TESTBANKgf
Page 1
gf
,TABLE OF CONTENTSgf gf gf
1. Overview of Personal Selling.
gf gf gf gf
2. Building Trust and Sales Ethics.
gf gf gf gf gf
3. Understanding Buyers.
gf gf
4. Communication Skills.
gf gf
5. Strategic Prospecting and Preparing for Sales Dialogue.
gf gf gf gf gf gf gf
6. Planning Sales Dialogues and Presentations.
gf gf gf gf gf
7. Sales Dialogue: Creating and Communicating Value.
gf gf gf gf gf gf
8. Addressing Concerns and Earning Commitment.
gf gf gf gf gf
9. Expanding Customer Relationships.
gf gf gf
10. Adding Value: Self-Leadership and Teamwork.
gf gf gf gf gf
Page 2
gf
,Chapter 01 SELL7 g f g f
Answers at the end of each chapter gf gf gf gf gf gf
Indicate whether the statement is true or false.
g f g f g f g f g f g f g f
g f 1. All order-getters are also pioneers and all pioneers are also order-getters.
gf gf gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 2. Thethreephases of thesales process areinitiating, developing, and enhancing customerrelationships.
gf gf gf gf gf gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 3. Asasalespersonat Solari,Michi isexpectedtoidentifycustomersbutisnotresponsibleforgeneratingrevenue.
gf gf gf gf gf fg gf fg fg fg fg fg fg fg fg fg fg gf
a. True
b. False
g f 4. Order-takers are not too involved in creative selling.
g f g f g f g f g f g f g f g f
a. True
b. False
gf 5.Inthebusiness-to- fg fg fg
businesssector,buyersareincreasinglysharingtheiropinions,identifyingproblems,and asking for vendor recomm fg fg fg fg fg fg fg fg fg fg gf gf gf gf
endations via Twitter and LinkedIn. gf gf gf gf
a. True
b. False
g f 6. As salespeopleserve their customers, theysimultaneously serve their employers andsociety.
gf gf gf gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 7. Theindependenceofactiontraditionallyenjoyedbysalespeopleisfrequentlyabyproductofdecentralizedsales operati
gf fg fg fg fg fg fg fg fg fg fg fg fg fg fg gf
ons in which salespeople live and work away from headquarters. gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 8. Unlikeneedsatisfactionselling,stimulusresponsesellingfocusesoncustomersratherthanonsalespeople.
gf gf gf gf gf gf fg gf gf gf gf gf gf gf
a. True
b. False
g f 9.Inafluctuatingeconomy,salespeoplemakeinvaluablecontributionsbyassistinginrecoverycyclesandby helping to
gf fg fg fg fg fg fg fg fg fg fg fg fg fg fg gf gf gf
sustain periods of relative prosperity. gf gf gf gf
a. True
b. False
g f 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of informati
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
on.
a. True
b. False
Page 3
gf
, Name: Class: Date:
Chapter 01 SELL7 g f g f
g f 11.Salespeopleareconcernedonlywithsalesrevenueandnotwithoverallprofitability.
fg fg fg fg fg fg fg fg fg fg fg fg
a. True
b. False
g f 12. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 13.Intheproblem-
gf fg fg
solvingapproachtoselling,competitors'offeringsareneverincludedasalternativesina customer's purchase de
fg fg fg fg fg fg fg fg fg fg fg fg gf gf gf
cision.
a. True
b. False
g f 14.Salesdoesnotmeetthecriterionofmakingasignificantcontributiontosociety.
gf fg fg fg fg fg fg fg fg fg fg fg fg
a. True
b. False
g f 15. Salespeopleareconcernedwithprofitabilityinbottom-
gf gf gf gf gf fg gf
lineterms,whereasaccountantsandfinancialstaffare responsible for achieving a healthy "top line" on the profit and l
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
oss statement. gf
a. True
b. False
g f 16. Personalsellingandsalespromotionarebothformsofmarketingcommunications.
gf fg fg fg fg fg fg fg fg fg fg
a. True
b. False
g f 17. Customersdonotexpectsalespeopletobeknowledgeableaboutmarketopportunitiesandrelevantbusiness trends t
gf gf gf gf gf fg gf gf gf fg gf gf gf gf gf gf
hat may affect a customer's business. gf gf gf gf gf
a. True
b. False
g f 18.Customerswhoappreciatetheneedsatisfactionsellingmethodareoftenwillingtospendconsiderabletimein preliminar
gf fg fg fg fg fg fg fg fg fg fg fg fg fg fg fg gf
y meetings to define needs prior to a sales presentation or written sales proposal.
gf gf gf gf gf gf gf gf gf gf gf gf gf
a. True
b. False
g f 19. Whileactingasagentsof innovation,salespeopleinvariablyencounteropennesstoandacceptanceofchange from co
gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf gf
nsumers in the latter stages of the diffusion process. gf gf gf gf gf gf gf gf
a. True
b. False
g f 20. Two types of new-business salespeople are order-takers and order-getters.
gf gf gf gf gf gf gf gf gf
a. True
b. False
Page 4 gf
