Test Bank for SELL 7th Edition by Thomas N. Ingram and Raymond W. LaForge Questions and Answers

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Test Bank for SELL, 7th Edition by Thomas N.
Ingram,
̣ Raymond W. LaForgẹ A+
Chapter 01 SELL7


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


2. The three phases of the sales process are initiating,̣ developing,̣ and enhancing ̣
customer relationships.
a. True
b. False
3. As a salesperson at Solari, Michi is expected to identify customers but is not
responsible for generating
̣ ̣ revenue.
a. True
b. False
4. Order-takers are not too involved in creative selling.̣
a. True
b. False
5. 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
6. As salespeople serve their customers, they simultaneously serve their employers and
society.
a. True
b. False




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7. The independence of action traditionally enjoyed by salespeople is frequently a
byproduct of decentralized sales operations in which salespeople live and work away from
headquarters.
a. True
b. False
8. Unlike need satisfaction selling,̣ stimulus response selling ̣ focuses on customers rather
than on salespeople.
a. True
b. False
9. 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
10. 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




11. Salespeople are concerned only with sales revenue and not with overall profitability.
a. True
b. False
12. In recent years, marketing ̣ and sales personnel have been in strong ̣ demand for upper
management
̣ positions.
a. True
b. False
13. In the problem-solving ̣ approach to selling,̣ competitors' offeringṣ are never included
as alternatives in a customer's purchase decision.
a. True
b. False
14. Sales does not meet the criterion of making ̣ a significant
̣ contribution to society.

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a. True
b. False
15. 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
16. Personal selling ̣ and sales promotion are both forms of marketing ̣ communications.
a. True
b. False
17. 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
18. Customers who appreciate the need satisfaction selling ̣ method are often willing ̣ to
spend considerable time in preliminary meetingṣ to define needs prior to a sales presentation or
written sales proposal.
a. True
b. False
19. While acting ̣ as agents
̣ of innovation, salespeople invariably encounter openness to
and acceptance of changẹ from consumers in the latter stages
̣ of the diffusion process.
a. True
b. False
20. Two types of new-business salespeople are order-takers and order-getters.
̣
a. True
b. False




Indicate the answer choice that best completes the statement or answers the question.
21. In the context of mental states selling,̣ which of the following ̣ tactics can a
salesperson use to draw the attention of a prospective customer to a product?

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a. Overcoming ̣ resistance of the prospect
b. Building ̣ rapport with the prospect
c. Persuading ̣ the prospect to try the product
d. Demonstrating ̣ the product
e. Building ̣ a sense of urgency
̣ about the product


22. Which of the following ̣ helps marketing ̣ and sales personnel to be good
̣ candidates
for upper management
̣ positions?
a. Their ability to overcome negative
̣ feedback
b. Their ability to meet customer needs
c. Their ability to isolate themselves from their customer's decision-making ̣ process
d. Their ability to resist changes
̣
e. Their ability to push products to customers
23. Which of the following ̣ is a characteristic of sales careers?
a. Delayed feedback on job performance
b. Neglig
̣ ible
̣ job security
c. Vegetation
̣ and monotony
d. An annual salary of approximately $60,869 for the averagẹ salesperson
e. Advancement opportunities
24. Which of the following ̣ forms of marketing ̣ involves talking ̣ with buyers before,
during,̣ and after the sale?
a. Personal selling ̣
b. Public relations
c. Direct marketing ̣
d. Sales promotion
e. Electronic marketing ̣
25. Which of the following ̣ approaches to personal selling ̣ forces a salesperson to plan
the sales presentation prior to calling ̣ on a customer?
a. Need satisfaction selling ̣
b. Mental states selling ̣
c. Problem-solving ̣ selling ̣

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