SELL 7th Edition
TEST BANK
ST
UV
IA
Thomas N. Ingram
Raymond W. (Buddy) LaForge
_A
Ramon A. Avila
Charles H. Schwepker
PP
Michael R. Williams
────────────────────────────────────────────────────
RO
Comprehensive Test Bank for Instructors
and Students
VE
© Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker &
D
Michael R. Williams.
?
All rights reserved. Reproduction or distribution without permission is prohibited.
© BooksbyMed
, SELL – 7th Edition
(ISBN 9780357901380)
Ingram, LaForge, Avila, Schwepker, and Williams
TABLE OF CONTENTS
Chapter 1. Overview of Personal Selling
ST
Chapter 2. Building Trust and Sales Ethics
Chapter 3. Understanding Buyers
Chapter 4. Communication Skills
UV
Chapter 5. Strategic Prospecting and Preparing for Sales Dialogue
Chapter 6. Planning Sales Dialogues and Presentations
Chapter 7. Sales Dialogue: Creating and Communicating Value
IA
Chapter 8. Addressing Concerns and Earning Commitment
Chapter 9. Expanding Customer Relationships
Chapter 10. Adding Value: Self-Leadership and Teamwork
_A
PP
RO
VE
D ?
© BooksbyMed
,Name: Class: Date:
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
ST
2. Sales does not meet the criterion of making a significant contribution to society.
a. True
b. False
ANSWER: False
UV
3. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to
sustain periods of relative prosperity.
a. True
b. False
IA
ANSWER: True
4. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of
_A
information.
a. True
b. False
ANSWER: False
PP
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
b. False
RO
ANSWER: False
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
VE
b. False
ANSWER: True
7. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating
D?
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
b. False
Copyright Cengage Learning. Powered by Cognero. Page 1
, Name: Class: Date:
Chapter 01: Overview of Personal Selling
ANSWER: False
9. Salespeople are concerned only with sales revenue and not with overall profitability.
a. True
b. False
ANSWER: False
ST
10. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
a. True
b. False
UV
ANSWER: True
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
IA
b. False
ANSWER: False
12. As salespeople serve their customers, they simultaneously serve their employers and society.
_A
a. True
b. False
ANSWER: True
PP
13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
b. False
ANSWER: False
RO
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
VE
ANSWER: True
15. In the problem-solving approach to selling, competitors' offerings are never included as alternatives in a customer's
purchase decision.
a. True
D?
b. False
ANSWER: False
16. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
a. True
b. False
ANSWER: True
Copyright Cengage Learning. Powered by Cognero. Page 2
TEST BANK
ST
UV
IA
Thomas N. Ingram
Raymond W. (Buddy) LaForge
_A
Ramon A. Avila
Charles H. Schwepker
PP
Michael R. Williams
────────────────────────────────────────────────────
RO
Comprehensive Test Bank for Instructors
and Students
VE
© Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker &
D
Michael R. Williams.
?
All rights reserved. Reproduction or distribution without permission is prohibited.
© BooksbyMed
, SELL – 7th Edition
(ISBN 9780357901380)
Ingram, LaForge, Avila, Schwepker, and Williams
TABLE OF CONTENTS
Chapter 1. Overview of Personal Selling
ST
Chapter 2. Building Trust and Sales Ethics
Chapter 3. Understanding Buyers
Chapter 4. Communication Skills
UV
Chapter 5. Strategic Prospecting and Preparing for Sales Dialogue
Chapter 6. Planning Sales Dialogues and Presentations
Chapter 7. Sales Dialogue: Creating and Communicating Value
IA
Chapter 8. Addressing Concerns and Earning Commitment
Chapter 9. Expanding Customer Relationships
Chapter 10. Adding Value: Self-Leadership and Teamwork
_A
PP
RO
VE
D ?
© BooksbyMed
,Name: Class: Date:
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
ST
2. Sales does not meet the criterion of making a significant contribution to society.
a. True
b. False
ANSWER: False
UV
3. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to
sustain periods of relative prosperity.
a. True
b. False
IA
ANSWER: True
4. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of
_A
information.
a. True
b. False
ANSWER: False
PP
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
b. False
RO
ANSWER: False
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
VE
b. False
ANSWER: True
7. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating
D?
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
b. False
Copyright Cengage Learning. Powered by Cognero. Page 1
, Name: Class: Date:
Chapter 01: Overview of Personal Selling
ANSWER: False
9. Salespeople are concerned only with sales revenue and not with overall profitability.
a. True
b. False
ANSWER: False
ST
10. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
a. True
b. False
UV
ANSWER: True
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
IA
b. False
ANSWER: False
12. As salespeople serve their customers, they simultaneously serve their employers and society.
_A
a. True
b. False
ANSWER: True
PP
13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
b. False
ANSWER: False
RO
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
VE
ANSWER: True
15. In the problem-solving approach to selling, competitors' offerings are never included as alternatives in a customer's
purchase decision.
a. True
D?
b. False
ANSWER: False
16. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
a. True
b. False
ANSWER: True
Copyright Cengage Learning. Powered by Cognero. Page 2
