TEST BANK
SELL
Thomas Ingram, Raymond (Buddy) LaForge
7th Edition
Chapters 1-10 (Questions with Verified Answers)
Page 1
,TABLE OFCONTENTS
1. Overview of Personal Selling.
2. Building Trust and Sales Ethics.
3. Understanding Buyers.
4. Communication Skills.
5. Strategic Prospecting and Preparing for Sales Dialogue.
6. Planning Sales Dialogues and Presentations.
7. Sales Dialogue: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
Page 2
,Chapter 01
Answers at the end of each chapter
2 2 2 2 2 2
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 is2expected to identify customers but is not responsible for generating re venue.
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 r ecommendations 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
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 he lping 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
Page 3
, 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' offerings are never included as alternatives in a customer's purch ase decision.
a. True
b. False
14. Sales does not meet the criterion of making a significant contribution to society.
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 pr ofit 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 p reliminary
meetings 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 change 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
Page 4
SELL
Thomas Ingram, Raymond (Buddy) LaForge
7th Edition
Chapters 1-10 (Questions with Verified Answers)
Page 1
,TABLE OFCONTENTS
1. Overview of Personal Selling.
2. Building Trust and Sales Ethics.
3. Understanding Buyers.
4. Communication Skills.
5. Strategic Prospecting and Preparing for Sales Dialogue.
6. Planning Sales Dialogues and Presentations.
7. Sales Dialogue: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
Page 2
,Chapter 01
Answers at the end of each chapter
2 2 2 2 2 2
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 is2expected to identify customers but is not responsible for generating re venue.
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 r ecommendations 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
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 he lping 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
Page 3
, 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' offerings are never included as alternatives in a customer's purch ase decision.
a. True
b. False
14. Sales does not meet the criterion of making a significant contribution to society.
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 pr ofit 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 p reliminary
meetings 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 change 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
Page 4
