SELL, 7th Edition – Thomas N. Ingram – Complete Test Bank (Chapters 1–10)

TEST BANK
SELL 7th Edition
by Thomas N. Ingram, Raymond W. (Buddy) LaForge
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,TABLE OF CONTENT
Part 1. The World of Marketing

Chapter 1. Overview of Personal Selling

Chapter 2. Building Trust and Sales Ethics

Chapter 3. Understanding Buyers
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Chapter 4. Communication Skills

Part 2. Analyzing Marketing Opportunities
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Chapter 5. Strategic Prospecting and Preparing for Sales Dialogue
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Chapter 6. Planning Sales Dialogues and Presentations
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Part 3. Product Decisions

Chapter 7. Sales Dialogue: Creating and Communicating Value

Chapter 8. Addressing Concerns and Earning Commitment
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Part 4. Distribution Decisions
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Chapter 9. Expanding Customer Relationships

Chapter 10. Adding Value: Self-Leadership and Teamwork
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,Name Class Dat
: : e:

Chapter 01: Overview of Personal Selling
True / False

1. Personal selling and sales promotion are both forms of marketing communications.
a. True
b. False
ANSWER: True
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2. Sales does not meet the criterion of making a significant contribution to society.
a. True
b. False
ANSWER: False

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

4. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of
information.
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a. True
b. False
ANSWER: False

5. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change from
consumers in the latter stages of the diffusion process.
a. True
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b. False
ANSWER: False
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6. In the business-to-business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for
vendor recommendations via Twitter and LinkedIn.
a. True
b. False
ANSWER: True
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7. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating
revenue.
a. True
b. False
ANSWER: False

8. Salespeople are concerned with profitability in bottom-line terms, whereas accountants and financial staff are
responsible for achieving a healthy "top line" on the profit and loss statement.
a. True
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, Name Class Dat
: : e:

Chapter 01: Overview of Personal Selling

b. False
ANSWER: False

9. Salespeople are concerned only with sales revenue and not with overall profitability.
a. True
b. False
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ANSWER: False

10. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
a. True
b. False
ANSWER: True
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11. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that
may affect a customer's business.
a. True
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b. False
ANSWER: False

12. As salespeople serve their customers, they simultaneously serve their employers and society.
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a. True
b. False
ANSWER: True

13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
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b. False
ANSWER: False
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14. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in
preliminary meetings to define needs prior to a sales presentation or written sales proposal.
a. True
b. False
ANSWER: True
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15. In the problem-solving approach to selling, competitors' offerings are never included as alternatives in a customer's
purchase decision.
a. True
b. False
ANSWER: False

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

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