TEST BANK SELL, 7th Edition by Ingram, LaForge Chapters 1 – 10 All Complete

TEST BANK
SELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete




TEST BANK 2




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,TABLE OF CONTENTS
2 2 2




1. Overview of Personal Selling.
2 2 2 2




2. Building Trust and Sales Ethics.
2 2 2 2 2




3. Understanding Buyers.
2 2




4. Communication Skills.
2 2




5. Strategic Prospecting and Preparing for Sales Dialogue.
2 2 2 2 2 2 2




6. Planning Sales Dialogues and Presentations.
2 2 2 2 2




7. Sales Dialogue: Creating and Communicating Value.
2 2 2 2 2 2




8. Addressing Concerns and Earning Commitment.
2 2 2 2 2




9. Expanding Customer Relationships.
2 2 2




10. Adding Value: Self-Leadership and Teamwork.
2 2 2 2 2




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,Chapter2 012 SELL7

Answers at the end of each chapter
2 2 2 2 2 2


Indicate2 whether2 the2 statement2 is2 true2 or2 false.
2 1.2All2order-getters2are2also2pioneers2and2all2pioneers2are2also2order-getters.
a. True
b. False

2 2.2The2three2phases2of2the2sales2process2are2initiating,2developing,2and2enhancing2customer2relationships.
a. True
b. False

2 3.2As2a2salesperson2at2Solari,2Michi2is2expected2to2identify2customers2but2is2not2responsible2for2generating2re
venue.
a. True
b. False

2 4.2 Order-takers2 are2 not2 too2 involved2 in2 creative2 selling.
a. True
b. False

5.2In2the2business-to-
2

business2sector,2buyers2are2increasingly2sharing2their2opinions,2identifying2problems,2and2asking2for2vendor2r
ecommendations2via2Twitter2and2LinkedIn.
a. True
b. False

2 6.2As2salespeople2serve2their2customers,2they2simultaneously2serve2their2employers2and2society.
a. True
b. False

2 7.2The2independence2of2action2traditionally2enjoyed2by2salespeople2is2frequently2a2byproduct2of2decentralized2sales
2operations2in2which2salespeople2live2and2work2away2from2headquarters.


a. True
b. False

2 8.2Unlike2need2satisfaction2selling,2stimulus2response2selling2focuses2on2customers2rather2than2on2salespeople.
a. True
b. False

2 9.2In2a2fluctuating2economy,2salespeople2make2invaluable2contributions2by2assisting2in2recovery2cycles2and2by2he
lping2to2sustain2periods2of2relative2prosperity.
a. True
b. False

2 10.2Consumers2who2are2likely2to2be2early2adopters2of2an2innovation2often2rely2on2salespeople2as2a2tertiary2source2of
2information.

a. True
b. False


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, Name: Class: Date:

Chapter2 012 SELL7

2 11.2Salespeople2are2concerned2only2with2sales2revenue2and2not2with2overall2profitability.
a. True
b. False

2 12.2In2recent2years,2marketing2and2sales2personnel2have2been2in2strong2demand2for2upper2management2positions.
a. True
b. False

2 13.2In2the2problem-
solving2approach2to2selling,2competitors'2offerings2are2never2included2as2alternatives2in2a2customer's2purch
ase2decision.
a. True
b. False

2 14.2Sales2does2not2meet2the2criterion2of2making2a2significant2contribution2to2society.
a. True
b. False

2 15.2Salespeople2are2concerned2with2profitability2in2bottom-
line2terms,2whereas2accountants2and2financial2staff2are2responsible2for2achieving2a2healthy2"top2line"2on2the2pr
ofit2and2loss2statement.
a. True
b. False

2 16.2Personal2selling2and2sales2promotion2are2both2forms2of2marketing2communications.
a. True
b. False

2 17.2Customers2do2not2expect2salespeople2to2be2knowledgeable2about2market2opportunities2and2relevant2business
2trends2that2may2affect2a2customer's2business.


a. True
b. False

2 18.2Customers2who2appreciate2the2need2satisfaction2selling2method2are2often2willing2to2spend2considerable2time2in2p
reliminary2meetings2to2define2needs2prior2to2a2sales2presentation2or2written2sales2proposal.
a. True
b. False

2 19.2While2acting2as2agents2of2innovation,2salespeople2invariably2encounter2openness2to2and2acceptance2of2change
2from2consumers2in2the2latter2stages2of2the2diffusion2process.


a. True
b. False

2 20.2Two2types2of2new-business2salespeople2are2order-takers2and2order-getters.
a. True
b. False


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