SELL, 7th Edition by Thomas N. Ingram – Test Bank – Complete Chapters – Sales Management and Techniques – Practice Questions with Answers

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




TESTBANK VBN




Page 1
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,TABLE OF CONTENTS VBN VBN VBN




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 V B N V B N




Answers at the end of each chapter VBN VBN VBN VBN VBN VBN




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

V B N 2. The three phases of thesales process areinitiating, developing, and enhancing customer relationships.
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a. True
b. False

V B N 3. Asasalespersonat Solari,Michi isexpectedtoidentifycustomersbutisnotresponsibleforgeneratingrevenue.
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a. True
b. False

V B N 4. Order-takers are not too involved in creative selling.
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a. True
b. False

VBN 5.Inthebusiness-to- VBN VBN VBN




businesssector,buyersareincreasinglysharingtheiropinions,identifyingproblems,and asking for vendor recom VBN VBN VBN VBN VBN VBN VBN VBN VBN VBN VBN VBN VBN VBN




mendations via Twitter and LinkedIn. VBN VBN VBN VBN




a. True
b. False

V B N 6. As salespeople serve their customers, they simultaneously serve their employers and society.
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a. True
b. False

V B N 7. Theindependenceofactiontraditionallyenjoyedbysalespeopleisfrequentlyabyproductofdecentralizedsales operat
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ions in which salespeople live and work away from headquarters. VBN VBN V BN VBN VBN VBN VBN VBN VBN




a. True
b. False

V B N 8. Unlikeneedsatisfactionselling,stimulusresponsesellingfocusesoncustomersratherthanonsalespeople.
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a. True
b. False

V B N 9.Inafluctuatingeconomy,salespeoplemakeinvaluablecontributionsbyassistinginrecoverycyclesandby helping to
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sustain periods of relative prosperity. VBN VBN VBN VBN




a. True
b. False

V B N 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of informa
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tion.
a. True
b. False



Page 3
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, Name: Class: Date:

Chapter 01 SELL7 V B N V B N




V B N 11.Salespeopleareconcernedonlywithsalesrevenueandnotwithoverallprofitability.
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a. True
b. False

V B N 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

V B N 13.Intheproblem-
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solvingapproachtoselling,competitors'offeringsareneverincludedasalternativesina customer's purchase de
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cision.
a. True
b. False

V B N 14.Salesdoesnotmeetthecriterionofmakingasignificantcontributiontosociety.
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a. True
b. False

V B N 15. Salespeopleareconcernedwithprofitabilityinbottom-
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lineterms,whereasaccountantsandfinancialstaffare responsible for achieving a healthy "top line" on the profit and
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loss statement. VBN VBN




a. True
b. False

V B N 16. Personalsellingandsalespromotionarebothformsofmarketingcommunications.
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a. True
b. False

V B N 17. Customersdonotexpectsalespeopletobeknowledgeableaboutmarketopportunitiesandrelevantbusiness trends
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that may affect a customer's business. VBN VBN VBN VBN VBN




a. True
b. False

V B N 18.Customerswhoappreciatetheneedsatisfactionsellingmethodareoftenwillingtospendconsiderabletimein prelimina
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ry meetings to define needs prior to a sales presentation or written sales proposal.
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a. True
b. False

V B N 19. While acting as agentsofinnovation, salespeopleinvariablyencounter opennessto andacceptance of change from c
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onsumers in the latter stages of the diffusion process. VBN VBN VBN VBN VBN VBN VBN VBN




a. True
b. False

V B N 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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