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

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




TEST BANK


Page 1

,TABLE6OF6CONTENTS6

1.6Overview6of6Personal6Selling.

2.6Building6Trust6and6Sales6Ethics.

3.6Understanding6Buyers.

4.6Communication6Skills.

5.6Strategic6Prospecting6and6Preparing6for6Sales6Dialogue.

6.6Planning6Sales6Dialogues6and6Presentations.

7.6Sales6Dialogue:6Creating6and6Communicating6Value.

8.6Addressing6Concerns6and6Earning6Commitment.

9.6Expanding6Customer6Relationships.

10.6Adding6Value:6Self-Leadership6and6Teamwork.




Page 2

,Chapter6016SELL7

Answers6at6the6end6of6each6chapter
Indicate6 whether6 the6 statement6 is6 true6 or6 false.
6 1.6All6order-getters6are6also6pioneers6and6all6pioneers6are6also6order-getters.
a. True
b. False

6 2.6The6three6phases6of6the6sales6process6are6initiating,6developing,6and6enhancing6customer6relationships.
a. True
b. False

6 3.6As6a6salesperson6at6Solari,6Michi6is6expected6to6identify6customers6but6is6not6responsible6for
6generating6revenue.
a. True
b. False

6 4.6Order-takers6are6 not6 too6 involved6 in6 creative6 selling.
a. True
b. False

65.6In6the6business-to-
business6sector,6buyers6are6increasingly6sharing6their6opinions,6identifying6problems,6and6asking6for
6vendor6recommendations6via6Twitter6and6LinkedIn.
a. True
b. False

6 6.6As6salespeople6serve6their6customers,6they6simultaneously6serve6their6employers6and6society.
a. True
b. False

67.6The6independence6of6action6traditionally6enjoyed6by6salespeople6is6frequently6a6byproduct6of6decentr
alized6sales6operations6in6which6salespeople6live6and6work6away6from6headquarters.
a. True
b. False

6 8.6Unlike6need6satisfaction6selling,6stimulus6response6selling6focuses6on6customers6rather6than6on6salespeople.
a. True
b. False

69.6In6a6fluctuating6economy,6salespeople6make6invaluable6contributions6by6assisting6in6recovery6cycles
6and6by6helping6to6sustain6periods6of6relative6prosperity.
a. True
b. False

6 10.6Consumers6who6are6likely6to6be6early6adopters6of6an6innovation6often6rely6on6salespeople6as6a6ter
tiary6source6of6information.
a. True
b. False


Page 3

, Name: Class: Date:

Chapter 01 SELL7

611.6Salespeople6are6concerned6only6with6sales6revenue6and6not6with6overall6profitability.
a. True
b. False

6 12.6In6recent6years,6marketing6and6sales6personnel6have6been6in6strong6demand6for6upper6management6p
ositions.
a. True
b. False

613.6In6the6problem-
solving6approach6to6selling,6competitors'6offerings6are6never6included6as6alternatives6in6a6custo
mer's6purchase6decision.
a. True
b. False

6 14.6Sales6does6not6meet6the6criterion6of6making6a6significant6contribution6to6society.
a. True
b. False

6 15.6Salespeople6are6concerned6with6profitability6in6bottom-
line6terms,6whereas6accountants6and6financial6staff6are6responsible6for6achieving6a6healthy6"top6line
"6on6the6profit6and6loss6statement.
a. True
b. False

6 16.6Personal6selling6and6sales6promotion6are6both6forms6of6marketing6communications.
a. True
b. False

6 17.6Customers6do6not6expect6salespeople6to6be6knowledgeable6about6market6opportunities6and6relev
ant6business6trends6that6may6affect6a6customer's6business.
a. True
b. False

6 18.6Customers6who6appreciate6the6need6satisfaction6selling6method6are6often6willing6to6spend6considera
ble6time6in6preliminary6meetings6to6define6needs6prior6to6a6sales6presentation6or6written6sales6prop
osal.
a. True
b. False

6 19.6While6acting6as6agents6of6innovation,6salespeople6invariably6encounter6openness6to6and6acceptance
6of6change6from6consumers6in6the6latter6stages6of6the6diffusion6process.
a. True
b. False

6 20.6Two6types6of6new-business6salespeople6are6order-takers6and6order-getters.
a. True
b. False
Page 4