TEST BANK For; SELL, 7th Edition by Ingram, LaForge Chapters 1 – 10 All Complete Covered, Verified Latest Edition A+ 1. TEST BANK For SELL 7th Edition Ingram PDF download 2. SELL 7th Edition Ingram test questions and answers 3. Where to find TEST BANK For

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




TEST BANK t




Paget1

,TABLE OF CONTENTS
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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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Paget2

,Chaptert 01t SELL7

Answers at the end of each chapter
t t t t t t

Indicatet whethert thet statementt ist truet ort false.
t 1.tAlltorder-getterstaretalsotpioneerstandtalltpioneerstaretalsotorder-getters.
a. True
b. False

t 2.tThetthreetphasestoftthetsalestprocesstaretinitiating,tdeveloping,tandtenhancingtcustomertrelationships.
a. True
b. False

t 3.tAstatsalespersontattSolari,tMichitistexpectedttotidentifytcustomerstbuttistnottresponsibletfortgeneratingtrevenue
.
a. True
b. False

t 4.t Order-takerst aret nott toot involvedt int creativet selling.
a. True
b. False

5.tIntthetbusiness-to-
t

businesstsector,tbuyerstaretincreasinglytsharingttheirtopinions,tidentifyingtproblems,tandtaskingtfortvendortreco
mmendationstviatTwittertandtLinkedIn.
a. True
b. False

t 6.tAstsalespeopletservettheirtcustomers,ttheytsimultaneouslytservettheirtemployerstandtsociety.
a. True
b. False

t 7.tThetindependencetoftactionttraditionallytenjoyedtbytsalespeopletistfrequentlytatbyproducttoftdecentralizedtsalestope
rationstintwhichtsalespeopletlivetandtworktawaytfromtheadquarters.
a. True
b. False

t 8.tUnliketneedtsatisfactiontselling,tstimulustresponsetsellingtfocusestontcustomerstrathertthantontsalespeople.
a. True
b. False

t 9.tIntatfluctuatingteconomy,tsalespeopletmaketinvaluabletcontributionstbytassistingtintrecoverytcyclestandtbythelping
ttotsustaintperiodstoftrelativetprosperity.

a. True
b. False

t 10.tConsumerstwhotaretlikelyttotbetearlytadopterstoftantinnovationtoftentrelytontsalespeopletastattertiarytsourcetoftinform
ation.
a. True
b. False


Paget3

, Name: Class: Date:

Chaptert 01t SELL7

t 11.tSalespeopletaretconcernedtonlytwithtsalestrevenuetandtnottwithtoveralltprofitability.
a. True
b. False

t 12.tIntrecenttyears,tmarketingtandtsalestpersonnelthavetbeentintstrongtdemandtfortuppertmanagementtpositions.
a. True
b. False

t 13.tIntthetproblem-
solvingtapproachttotselling,tcompetitors'tofferingstaretnevertincludedtastalternativestintatcustomer'stpurchaset
decision.
a. True
b. False

t 14.tSalestdoestnottmeettthetcriteriontoftmakingtatsignificanttcontributionttotsociety.
a. True
b. False

t 15.tSalespeopletaretconcernedtwithtprofitabilitytintbottom-
linetterms,twhereastaccountantstandtfinancialtstafftaretresponsibletfortachievingtathealthyt"toptline"tontthetprofitta
ndtlosststatement.
a. True
b. False

t 16.tPersonaltsellingtandtsalestpromotiontaretbothtformstoftmarketingtcommunications.
a. True
b. False

t 17.tCustomerstdotnottexpecttsalespeoplettotbetknowledgeabletabouttmarkettopportunitiestandtrelevanttbusinessttren
dstthattmaytaffecttatcustomer'stbusiness.
a. True
b. False

t 18.tCustomerstwhotappreciatetthetneedtsatisfactiontsellingtmethodtaretoftentwillingttotspendtconsiderablettimetintprelim
inarytmeetingsttotdefinetneedstpriorttotatsalestpresentationtortwrittentsalestproposal.
a. True
b. False

t 19.tWhiletactingtastagentstoftinnovation,tsalespeopletinvariablytencountertopennessttotandtacceptancetoftchangetfrom
tconsumerstintthetlattertstagestoftthetdiffusiontprocess.

a. True
b. False

t 20.tTwottypestoftnew-businesstsalespeopletaretorder-takerstandtorder-getters.
a. True
b. False


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