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
Page 1
,TABLE OF CONTENTS
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1. Overview of Personal Selling.
jt jt jt jt
2. Building Trust and Sales Ethics.
jt jt jt jt jt
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
,Chapter j t 01 j t SELL7
Answers at the end of each chapter
jt jt jt jt jt jt
Indicate j t whether j t the j t statement j t is j t true j t or j t false.
jt 1. jtAll jtorder-getters jtare jtalso jtpioneers jtand jtall jtpioneers jtare jtalso jtorder-getters.
a. True
b. False
jt 2. jtThe jtthree jtphases jtof jtthe jtsales jtprocess jtare jtinitiating, jtdeveloping, jtand jtenhancing jtcustomer jtrelationships.
a. True
b. False
jt 3. jtAs jta jtsalesperson jtat jtSolari,jtMichi jtis jtexpected jtto jtidentify jtcustomers jtbut jtis jtnot jtresponsible jtfor jtgenerating
revenue.
jt
a. True
b. False
j t 4. j t Order-takers j t are j t not j t too j t involved j t in j t creative j t selling.
a. True
b. False
5. jtIn jtthe jtbusiness-to-business jtsector, jtbuyers jtare jtincreasingly jtsharing jttheir jtopinions, jtidentifying jtproblems, jtand
jt
jtasking jtfor jtvendor jtrecommendations jtvia jtTwitter jtand jtLinkedIn.
a. True
b. False
jt 6. jtAs jtsalespeople jtserve jttheir jtcustomers, jtthey jtsimultaneously jtserve jttheir jtemployers jtand jtsociety.
a. True
b. False
jt 7. jtThe jtindependence jtof jtaction jttraditionally jtenjoyed jtby jtsalespeople jtis jtfrequently jta jtbyproduct jtof jtdecentralized
jtsales jtoperations jtin jtwhich jtsalespeople jtlive jtand jtwork jtaway jtfrom jtheadquarters.
a. True
b. False
jt 8. jtUnlike jtneed jtsatisfaction jtselling, jtstimulus jtresponse jtselling jtfocuses jton jtcustomers jtrather jtthan jton jtsalespeople.
a. True
b. False
jt 9. jtIn jta jtfluctuating jteconomy, jtsalespeople jtmake jtinvaluable jtcontributions jtby jtassisting jtin jtrecovery jtcycles jtand jtby
jthelping jtto jtsustain jtperiods jtof jtrelative jtprosperity.
a. True
b. False
jt 10. jtConsumers jtwho jtare jtlikely jtto jtbe jtearly jtadopters jtof jtan jtinnovation jtoften jtrely jton jtsalespeople jtas jta jttertiary
jtsource jtof jtinformation.
a. True
b. False
Page 3
, Name: Class: Date:
Chapter 01 SELL7
jt 11. jtSalespeople jtare jtconcerned jtonly jtwith jtsales jtrevenue jtand jtnot jtwith jtoverall jtprofitability.
a. True
b. False
jt 12. jtIn jtrecent jtyears, jtmarketing jtand jtsales jtpersonnel jthave jtbeen jtin jtstrong jtdemand jtfor jtupper jtmanagement jtpositions.
a. True
b. False
jt 13. jtIn jtthe jtproblem-solving jtapproach jtto jtselling, jtcompetitors' jtofferings jtare jtnever jtincluded jtas jtalternatives jtin jta
jtcustomer's jtpurchase jtdecision.
a. True
b. False
jt 14. jtSales jtdoes jtnot jtmeet jtthe jtcriterion jtof jtmaking jta jtsignificant jtcontribution jtto jtsociety.
a. True
b. False
jt 15. jtSalespeople jtare jtconcerned jtwith jtprofitability jtin jtbottom-line jtterms, jtwhereas jtaccountants jtand jtfinancial jtstaff
jtare jtresponsible jtfor jtachieving jta jthealthy jt"top jtline" jton jtthe jtprofit jtand jtloss jtstatement.
a. True
b. False
jt 16. jtPersonal jtselling jtand jtsales jtpromotion jtare jtboth jtforms jtof jtmarketing jtcommunications.
a. True
b. False
jt 17. jtCustomers jtdo jtnot jtexpect jtsalespeople jtto jtbe jtknowledgeable jtabout jtmarket jtopportunities jtand jtrelevant
jtbusiness jttrends jtthat jtmay jtaffect jta jtcustomer's jtbusiness.
a. True
b. False
jt 18. jtCustomers jtwho jtappreciate jtthe jtneed jtsatisfaction jtselling jtmethod jtare jtoften jtwilling jtto jtspend jtconsiderable jttime jtin
jtpreliminary jtmeetings jtto jtdefine jtneeds jtprior jtto jta jtsales jtpresentation jtor jtwritten jtsales jtproposal.
a. True
b. False
jt 19. jtWhile jtacting jtas jtagents jtof jtinnovation, jtsalespeople jtinvariably jtencounter jtopenness jtto jtand jtacceptance jtof
jtchange jtfrom jtconsumers jtin jtthe jtlatter jtstages jtof jtthe jtdiffusion jtprocess.
a. True
b. False
jt 20. jtTwo jttypes jtof jtnew-business jtsalespeople jtare jtorder-takers jtand jtorder-getters.
a. True
b. False
Page 4
jt
SELL, 7th Edition by Ingram, LaForge
jt jt jt jt jt
Chapters 1 – 10 All Complete
jt jt jt jt jt
TEST BANK
Page 1
,TABLE OF CONTENTS
jt jt jt
1. Overview of Personal Selling.
jt jt jt jt
2. Building Trust and Sales Ethics.
jt jt jt jt jt
3. Understanding Buyers.
jt jt
4. Communication Skills.
jt jt
5. Strategic Prospecting and Preparing for Sales Dialogue.
jt jt jt jt jt jt jt
6. Planning Sales Dialogues and Presentations.
jt jt jt jt jt
7. Sales Dialogue: Creating and Communicating Value.
jt jt jt jt jt jt
8. Addressing Concerns and Earning Commitment.
jt jt jt jt jt
9. Expanding Customer Relationships.
jt jt jt
10. Adding Value: Self-Leadership and Teamwork.
jt jt jt jt jt
Page 2
,Chapter j t 01 j t SELL7
Answers at the end of each chapter
jt jt jt jt jt jt
Indicate j t whether j t the j t statement j t is j t true j t or j t false.
jt 1. jtAll jtorder-getters jtare jtalso jtpioneers jtand jtall jtpioneers jtare jtalso jtorder-getters.
a. True
b. False
jt 2. jtThe jtthree jtphases jtof jtthe jtsales jtprocess jtare jtinitiating, jtdeveloping, jtand jtenhancing jtcustomer jtrelationships.
a. True
b. False
jt 3. jtAs jta jtsalesperson jtat jtSolari,jtMichi jtis jtexpected jtto jtidentify jtcustomers jtbut jtis jtnot jtresponsible jtfor jtgenerating
revenue.
jt
a. True
b. False
j t 4. j t Order-takers j t are j t not j t too j t involved j t in j t creative j t selling.
a. True
b. False
5. jtIn jtthe jtbusiness-to-business jtsector, jtbuyers jtare jtincreasingly jtsharing jttheir jtopinions, jtidentifying jtproblems, jtand
jt
jtasking jtfor jtvendor jtrecommendations jtvia jtTwitter jtand jtLinkedIn.
a. True
b. False
jt 6. jtAs jtsalespeople jtserve jttheir jtcustomers, jtthey jtsimultaneously jtserve jttheir jtemployers jtand jtsociety.
a. True
b. False
jt 7. jtThe jtindependence jtof jtaction jttraditionally jtenjoyed jtby jtsalespeople jtis jtfrequently jta jtbyproduct jtof jtdecentralized
jtsales jtoperations jtin jtwhich jtsalespeople jtlive jtand jtwork jtaway jtfrom jtheadquarters.
a. True
b. False
jt 8. jtUnlike jtneed jtsatisfaction jtselling, jtstimulus jtresponse jtselling jtfocuses jton jtcustomers jtrather jtthan jton jtsalespeople.
a. True
b. False
jt 9. jtIn jta jtfluctuating jteconomy, jtsalespeople jtmake jtinvaluable jtcontributions jtby jtassisting jtin jtrecovery jtcycles jtand jtby
jthelping jtto jtsustain jtperiods jtof jtrelative jtprosperity.
a. True
b. False
jt 10. jtConsumers jtwho jtare jtlikely jtto jtbe jtearly jtadopters jtof jtan jtinnovation jtoften jtrely jton jtsalespeople jtas jta jttertiary
jtsource jtof jtinformation.
a. True
b. False
Page 3
, Name: Class: Date:
Chapter 01 SELL7
jt 11. jtSalespeople jtare jtconcerned jtonly jtwith jtsales jtrevenue jtand jtnot jtwith jtoverall jtprofitability.
a. True
b. False
jt 12. jtIn jtrecent jtyears, jtmarketing jtand jtsales jtpersonnel jthave jtbeen jtin jtstrong jtdemand jtfor jtupper jtmanagement jtpositions.
a. True
b. False
jt 13. jtIn jtthe jtproblem-solving jtapproach jtto jtselling, jtcompetitors' jtofferings jtare jtnever jtincluded jtas jtalternatives jtin jta
jtcustomer's jtpurchase jtdecision.
a. True
b. False
jt 14. jtSales jtdoes jtnot jtmeet jtthe jtcriterion jtof jtmaking jta jtsignificant jtcontribution jtto jtsociety.
a. True
b. False
jt 15. jtSalespeople jtare jtconcerned jtwith jtprofitability jtin jtbottom-line jtterms, jtwhereas jtaccountants jtand jtfinancial jtstaff
jtare jtresponsible jtfor jtachieving jta jthealthy jt"top jtline" jton jtthe jtprofit jtand jtloss jtstatement.
a. True
b. False
jt 16. jtPersonal jtselling jtand jtsales jtpromotion jtare jtboth jtforms jtof jtmarketing jtcommunications.
a. True
b. False
jt 17. jtCustomers jtdo jtnot jtexpect jtsalespeople jtto jtbe jtknowledgeable jtabout jtmarket jtopportunities jtand jtrelevant
jtbusiness jttrends jtthat jtmay jtaffect jta jtcustomer's jtbusiness.
a. True
b. False
jt 18. jtCustomers jtwho jtappreciate jtthe jtneed jtsatisfaction jtselling jtmethod jtare jtoften jtwilling jtto jtspend jtconsiderable jttime jtin
jtpreliminary jtmeetings jtto jtdefine jtneeds jtprior jtto jta jtsales jtpresentation jtor jtwritten jtsales jtproposal.
a. True
b. False
jt 19. jtWhile jtacting jtas jtagents jtof jtinnovation, jtsalespeople jtinvariably jtencounter jtopenness jtto jtand jtacceptance jtof
jtchange jtfrom jtconsumers jtin jtthe jtlatter jtstages jtof jtthe jtdiffusion jtprocess.
a. True
b. False
jt 20. jtTwo jttypes jtof jtnew-business jtsalespeople jtare jtorder-takers jtand jtorder-getters.
a. True
b. False
Page 4
