TEST BANK SELL, 7TH EDITION BY INGRAM, LAFORGE CHAPTERS 1 – 10 ALL COMPLETE

ndicate6whether6the6statement6is6true6or6false. 61.6All6order-getters6are6also6pioneers6and6all6pioneers6are6also6order-getters. a. True b. False 62.6The6three6phases6of6the6sales6process6are6initiating,6developing,6and6enhancing6customer6relationships. a. True b. False 63.6As6a6salesperson6at6Solari,6Michi6is6expected6to6identify6customers6but6is6not6responsible6for 6generating6revenue. a. True b. False 6 4.6Order-takers6are6not6too6involved6in6creative6selling. a. True b. False 65.6In6the6business-to business6sector,6buyers6are6increasingly6sharing6their6opinions,6identifying6problems,6and6asking6for 6vendor6recommendations6via6Twitter6and6LinkedIn. a. True b. False 66.6As6salespeople6serve6their6customers,6they6simultaneously6serve6their6employers6and6society. a. True b. False 67.6The6independence6of6action6traditionally6enjoyed6by6salespeople6is6frequently6a6byproduct6of6decentr alized6sales6operations6in6which6salespeople6live6and6work6away6from6headquarters. a. True b. False 68.6Unlike6need6satisfaction6selling,6stimulus6response6selling6focuses6on6customers6rather6than6on6salespeople. a. True b. False 69.6In6a6fluctuating6economy,6salespeople6make6invaluable6contributions6by6assisting6in6recovery6cycles 6and6by6helping6to6sustain6periods6of6relative6prosperity. a. True b. False 610.6Consumers6who6are6likely6to6be6early6adopters6of6an6innovation6often6rely6on6salespeople6as6a6ter tiary6source6of6information. a. True b. False Page 3 Name: C