Name: Class: Date:
Chapter2 012 SELL7
ALL CHAPTER
1-29 COVERED
TEST
BANK
2
Page1
,Name: Class: Date:
Chapter2 012 SELL7
TABLE OF CONTENTS
1. Overview of Personal Selling.
2 2 2 2
2. Building Trust and Sales Ethics.
2 2 2 2 2
3. Understanding Buyers.
2 2
4. Communication Skills.
2 2
5. Strategic Prospecting and Preparing for Sales Dialogue.
2 2 2 2 2 2 2
6. Planning Sales Dialogues and Presentations.
2 2 2 2 2
7. Sales Dialogue: Creating and Communicating Value.
2 2 2 2 2 2
8. Addressing Concerns and Earning Commitment.
2 2 2 2 2
9. Expanding Customer Relationships.
2 2 2
10. Adding Value: Self-Leadership and Teamwork.
2 2 2 2 2
Page2
,Name: Class: Date:
Chapter2 012 SELL7
Chapter2012SELL7
Answers2at2the2end2of2each2chapter
Indicate2whether2the2statement2is2true2or2false.
21.2All2order-
getters2are2also2pioneers2and2all2pioneers2are2also2order-
getters. a. True
b. False
22.2The2three2phases2of2the2sales2process2are2initiating,2developing,2and2en
hancing2customer2relationships. a. True
b. False
23.2As2a2salesperson2at2Solari,2Michi2is2eẋpected2to2identify2customers2but2is
2not2responsible2for2generating2re venue. a. True
b. False
2 4.2Order-
takers2are2not2too2involved2in2creative2sellin
g. a. True
b. False
25.2In2the2business-
tobusiness2sector,2buyers2are2increasingly2sharing2their2opinions,2identifying2proble
ms,2and2asking2for2vendor2r ecommendations2via2Twitter2and2LinkedIn. a. True
b. False
26.2As2salespeople2serve2their2customers,2they2simultaneously2serve2
their2employers2and2society. a. True
b. False
Page3
, Name: Class: Date:
Chapter2 012 SELL7
27.2The2independence2of2action2traditionally2enjoyed2by2salespeople2is2frequently2a
2byproduct2of2decentralized2sales
2operations2in2which2salespeople2live2and2work2away2from2headquarters. a. True
b. False
28.2Unlike2need2satisfaction2selling,2stimulus2response2selling2focuses2on2custo
mers2rather2than2on2salespeople. a. True
b. False
29.2In2a2fluctuating2economy,2salespeople2make2invaluable2contributions2by2assi
sting2in2recovery2cycles2and2by2he lping2to2sustain2periods2of2relative2prosperity. a.
True
b. False
210.2Consumers2who2are2likely2to2be2early2adopters2of2an2innovation2often2rely2on
2salespeople2as2a2tertiary2source2of 2information. a. True
b. False
211.2Salespeople2are2concerned2only2with2sales2revenue2and2not2with
2overall2profitability. a. True
b. False
212.2In2recent2years,2marketing2and2sales2personnel2have2been2in2strong2demand2for
2upper2management2positions. a. True
b. False
213.2In2the2problemsolving2approach2to2selling,2competitors'2offerings2are2nev
er2included2as2alternatives2in2a2customer's2purch ase2decision. a. True
b. False
Page4
Chapter2 012 SELL7
ALL CHAPTER
1-29 COVERED
TEST
BANK
2
Page1
,Name: Class: Date:
Chapter2 012 SELL7
TABLE OF CONTENTS
1. Overview of Personal Selling.
2 2 2 2
2. Building Trust and Sales Ethics.
2 2 2 2 2
3. Understanding Buyers.
2 2
4. Communication Skills.
2 2
5. Strategic Prospecting and Preparing for Sales Dialogue.
2 2 2 2 2 2 2
6. Planning Sales Dialogues and Presentations.
2 2 2 2 2
7. Sales Dialogue: Creating and Communicating Value.
2 2 2 2 2 2
8. Addressing Concerns and Earning Commitment.
2 2 2 2 2
9. Expanding Customer Relationships.
2 2 2
10. Adding Value: Self-Leadership and Teamwork.
2 2 2 2 2
Page2
,Name: Class: Date:
Chapter2 012 SELL7
Chapter2012SELL7
Answers2at2the2end2of2each2chapter
Indicate2whether2the2statement2is2true2or2false.
21.2All2order-
getters2are2also2pioneers2and2all2pioneers2are2also2order-
getters. a. True
b. False
22.2The2three2phases2of2the2sales2process2are2initiating,2developing,2and2en
hancing2customer2relationships. a. True
b. False
23.2As2a2salesperson2at2Solari,2Michi2is2eẋpected2to2identify2customers2but2is
2not2responsible2for2generating2re venue. a. True
b. False
2 4.2Order-
takers2are2not2too2involved2in2creative2sellin
g. a. True
b. False
25.2In2the2business-
tobusiness2sector,2buyers2are2increasingly2sharing2their2opinions,2identifying2proble
ms,2and2asking2for2vendor2r ecommendations2via2Twitter2and2LinkedIn. a. True
b. False
26.2As2salespeople2serve2their2customers,2they2simultaneously2serve2
their2employers2and2society. a. True
b. False
Page3
, Name: Class: Date:
Chapter2 012 SELL7
27.2The2independence2of2action2traditionally2enjoyed2by2salespeople2is2frequently2a
2byproduct2of2decentralized2sales
2operations2in2which2salespeople2live2and2work2away2from2headquarters. a. True
b. False
28.2Unlike2need2satisfaction2selling,2stimulus2response2selling2focuses2on2custo
mers2rather2than2on2salespeople. a. True
b. False
29.2In2a2fluctuating2economy,2salespeople2make2invaluable2contributions2by2assi
sting2in2recovery2cycles2and2by2he lping2to2sustain2periods2of2relative2prosperity. a.
True
b. False
210.2Consumers2who2are2likely2to2be2early2adopters2of2an2innovation2often2rely2on
2salespeople2as2a2tertiary2source2of 2information. a. True
b. False
211.2Salespeople2are2concerned2only2with2sales2revenue2and2not2with
2overall2profitability. a. True
b. False
212.2In2recent2years,2marketing2and2sales2personnel2have2been2in2strong2demand2for
2upper2management2positions. a. True
b. False
213.2In2the2problemsolving2approach2to2selling,2competitors'2offerings2are2nev
er2included2as2alternatives2in2a2customer's2purch ase2decision. a. True
b. False
Page4
