Test Bank for SELL, 7th Edition by Ingram, LaForge, ISBN: 9780357901380, All 10 Chapters Covered, Verified Latest Edition

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




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Page 1
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,TABLE OF CONTENTSui ui ui




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 ui ui




Answers at the end of each chapter ui ui ui ui ui ui




Indicate whether the statement is true or false.
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u i 1. All order-getters are also pioneers and all pioneers are also order-getters.
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a. True
b. False

u i 2. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
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a. True
b. False

u i 3. As a salesperson at Solari,Michi isexpected toidentifycustomersbutisnot responsibleforgenerating revenu
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e.
a. True
b. False

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

ui 5. In the business-to-
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business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor reco
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mmendations via Twitter and LinkedIn. ui ui ui ui



a. True
b. False

u i 6. As salespeople serve their customers, they simultaneously serve their employers and society.
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a. True
b. False

ui 7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales ope
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rations in which salespeople live and work away from headquarters.
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a. True
b. False

u i 8. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
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a. True
b. False

ui 9. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping
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to sustain periods of relative prosperity.
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a. True
b. False

u i 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of info
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rmation.
a. True
b. False


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, Name: Class: Date:

Chapter 01 SELL7
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ui 11. Salespeople are concerned only with sales revenue and not with overall profitability.
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a. True
b. False

u i 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

ui 13. In the problem-
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solving approach to selling, competitors' offerings are never included as alternatives in a customer's purchase
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decision.
a. True
b. False

ui 14. Sales does not meet the criterion of making a significant contribution to society.
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a. True
b. False

ui 15. Salespeople are concerned with profitability in bottom-
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line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit
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and loss statement. ui ui



a. True
b. False

ui 16. Personal selling and sales promotion are both forms of marketing communications.
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a. True
b. False

ui 17. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business tre
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nds that may affect a customer's business.
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a. True
b. False

ui 18. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preli
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minary meetings to define needs prior to a sales presentation or written sales proposal.
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a. True
b. False

u i 19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change fro
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m consumers in the latter stages of the diffusion process.
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a. True
b. False

u i 20. Two types of new-business salespeople are order-takers and order-getters.
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a. True
b. False


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