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

TEST BANK
SELL | 7th Edition

By Thomas Ingram, Raymond (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
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Chapter 3. Understanding Buyers

Chapter 4. Communication Skills
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Part 2. Analyzing Marketing Opportunities

Chapter 5. Strategic Prospecting and Preparing for Sales Dialogue

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

6. In the business-to-business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for
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vendor recommendations via Twitter and LinkedIn.
a. True
b. False
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ANSWER: True

7. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating
revenue.
a. True
b. False
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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
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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
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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
b. False
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ANSWER: False

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

13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
b. False
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ANSWER: False

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

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