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
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Page 1
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,TABLE OF CONTENTSqv qv qv




1. Overview of Personal Selling.
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2. Building Trust and Sales Ethics.
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3. Understanding Buyers.
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4. Communication Skills.
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5. Strategic Prospecting and Preparing for Sales Dialogue.
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6. Planning Sales Dialogues and Presentations.
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7. Sales Dialogue: Creating and Communicating Value.
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8. Addressing Concerns and Earning Commitment.
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9. Expanding Customer Relationships.
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10. Adding Value: Self-Leadership and Teamwork.
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Page 2
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,Chapter 01 SELL7 q v q v




Answers at the end of each chapter qv qv qv qv qv qv




Indicate whether the statement is true or false.
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q v 1. All order-getters are also pioneers and all pioneers are also order-getters.
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a. True
b. False

q v 2. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
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a. True
b. False

q v 3. As a salesperson at Solari,Michi isexpected toidentifycustomers but isnot responsibleforgenerating revenu
qv qv qv qv qv vq qv qv qv qv qv qv qv qv qv qv qv qv




e.
a. True
b. False

q v 4. Order-takers are not too involved in creative selling.
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a. True
b. False

qv 5. In the business-to-
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business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor reco
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mmendations via Twitter and LinkedIn. qv qv qv qv




a. True
b. False

q v 6. As salespeople serve their customers, they simultaneously serve their employers and society.
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a. True
b. False

q v 7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales ope
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rations in which salespeople live and work away from headquarters. qv qv qv qv qv qv qv qv qv




a. True
b. False

q v 8. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
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a. True
b. False

qv 9. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping
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to sustain periods of relative prosperity.
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a. True
b. False

q v 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of info
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rmation.
a. True
b. False


Page 3
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, Name: Class: Date:

Chapter 01 SELL7
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q v 11. Salespeople are concerned only with sales revenue and not with overall profitability.
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a. True
b. False

q v 12. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
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a. True
b. False

q v 13. In the problem-
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solving approach to selling, competitors' offerings are never included as alternatives in a customer's purchase
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decision.
a. True
b. False

q v 14. Sales does not meet the criterion of making a significant contribution to society.
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a. True
b. False

q v 15. Salespeople are concerned with profitability in bottom-
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line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit
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and loss statement. qv qv




a. True
b. False

q v 16. Personal selling and sales promotion are both forms of marketing communications.
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a. True
b. False

q v 17. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business tre
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nds that may affect a customer's business.
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a. True
b. False

q v 18. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preli
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minary meetings to define needs prior to a sales presentation or written sales proposal.
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a. True
b. False

q v 19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change fro
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m consumers in the latter stages of the diffusion process.
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a. True
b. False

q v 20. Two types of new-business salespeople are order-takers and order-getters.
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a. True
b. False


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