Test Bank for SELL, 7th Edition by Ingram, LaForge, ISBN: 9780357901380, All 10 Chapters Covered, Verified Latest Edition

Created1By:1A1Solution


Test Bank for SELL, 7th Edition by Thomas N. Ingra
1 1 1 1 1 1 1 1 1




m, Raymond W. LaForge A+
1 1 1 1




Chapter1011SELL7


Indicate1whether1the1statement1is1true1or1false.
1. All1order-getters1are1also1pioneers1and1all1pioneers1are1also1order-getters.
a. True
b. False


2. The1three1phases1of1the1sales1process1are1initiating,1developing,1and1enhancing1c
ustomer1relationships.
a. True
b. False
3. As1a1salesperson1at1Solari,1Michi1is1expected1to1identify1customers1but1is1not1r
esponsible1for1generating1revenue.
a. True
b. False
4. Order-takers1are1not1too1involved1in1creative1selling.
a. True
b. False
5. In1the1business-to-
business1sector,1buyers1are1increasingly1sharing1their1opinions,1identifying1problems,1and1ask
ing1for1vendor1recommendations1via1Twitter1and1LinkedIn.
a. True
b. False
6. As1salespeople1serve1their1customers,1they1simultaneously1serve1their1employers1and
society.
a. True
b. False



A+ Page11

,Created1By:1A1Solution

7. The1independence1of1action1traditionally1enjoyed1by1salespeople1is1frequently1a1
byproduct1of1decentralized1sales1operations1in1which1salespeople1live1and1work1away1from1h
eadquarters.
a. True
b. False
8. Unlike1need1satisfaction1selling,1stimulus1response1selling1focuses1on1customers1rather1t
han1on1salespeople.
a. True
b. False
9. In1a1fluctuating1economy,1salespeople1make1invaluable1contributions1by1assisting1in1r
ecovery1cycles1and1by1helping1to1sustain1periods1of1relative1prosperity.
a. True
b. False
10. Consumers1who1are1likely1to1be1early1adopters1of1an1innovation1often1rely1on1s
alespeople1as1a1tertiary1source1of1information.
a. True
b. False




11. Salespeople1are1concerned1only1with1sales1revenue1and1not1with1overall1profitability.
a. True
b. False
12. In1recent1years,1marketing1and1sales1personnel1have1been1in1strong1demand1for1upper1
management1positions.
a. True
b. False
13. In1the1problem-
solving1approach1to1selling,1competitors'1offerings1are1never1included1as1alternatives1in1a1customer
's1purchase1decision.
a. True
b. False


A+ Page12

,Created1By:1A1Solution

14. Sales1does1not1meet1the1criterion1of1making1a1significant1contribution1to1society.




A+ Page13

, Created1By:1A1Solution

a. True
b. False
15. Salespeople1are1concerned1with1profitability1in1bottom-
line1terms,1whereas1accountants1and1financial1staff1are1responsible1for1achieving1a1healthy1"top1line
"1on1the1profit1and1loss1statement.
a. True
b. False
16. Personal1selling1and1sales1promotion1are1both1forms1of1marketing1communications.
a. True
b. False
17. Customers1do1not1expect1salespeople1to1be1knowledgeable1about1market1
opportunities1and1relevant1business1trends1that1may1affect1a1customer's1business.
a. True
b. False
18. Customers1who1appreciate1the1need1satisfaction1selling1method1are1often1willing1to1s
pend1considerable1time1in1preliminary1meetings1to1define1needs1prior1to1a1sales1presentation1or1w
ritten1sales1proposal.
a. True
b. False
19. While1acting1as1agents1of1innovation,1salespeople1invariably1encounter1openness1to1
and1acceptance1of1change1from1consumers1in1the1latter1stages1of1the1diffusion1process.
a. True
b. False
20. Two1types1of1new-business1salespeople1are1order-takers1and1order-getters.
a. True
b. False




Indicate1the1answer1choice1that1best1completes1the1statement1or1answers1the1question.
21. In1the1context1of1mental1states1selling,1which1of1the1following1tactics1can1a1s
alesperson1use1to1draw1the1attention1of1a1prospective1customer1to1a1product?


A+ Page14