TEST BANK
SELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete
TEST BANK qwe
Page 1
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,TABLE OF CONTENTS qwe qwe qwe
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
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Answers at the end of each chapter qwe qwe qwe qwe qwe qwe
Indicate whether the statement is true or false.
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q w e 1. All order-getters are also pioneers and all pioneers are also order-getters.
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a. True
b. False
q w e 2. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
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a. True
b. False
q w e 3. As a salesperson at Solari,Michi is expected to identify customers but is not responsible for generating revenu
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e.
a. True
b. False
q w e 4. Order-takers are not too involved in creative selling.
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a. True
b. False
qwe 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. qwe qwe qwe qwe
a. True
b. False
q w e 6. As salespeople serve their customers, they simultaneously serve their employers and society.
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a. True
b. False
q w e 7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales op
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erations in which salespeople live and work away from headquarters. qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 8. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
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a. True
b. False
qw e 9. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helpin
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g to sustain periods of relative prosperity.
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a. True
b. False
q w e 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of i
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nformation.
a. True
b. False
Page 3 qwe
, Name: Class: Date:
Chapter 01 SELL
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7
q w e 11. Salespeople are concerned only with sales revenue and not with overall profitability.
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a. True
b. False
q w e 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 w e 13. In the problem-
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solving approach to selling, competitors' offerings are never included as alternatives in a customer's purchas
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e decision. qwe
a. True
b. False
q w e 14. Sales does not meet the criterion of making a significant contribution to society.
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a. True
b. False
q w e 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 profi
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t and loss statement.
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a. True
b. False
q w e 16. Personal selling and sales promotion are both forms of marketing communications.
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a. True
b. False
q w e 17. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business tr
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ends that may affect a customer's business.
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a. True
b. False
q w e 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 w e 19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change fr
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om consumers in the latter stages of the diffusion process.
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a. True
b. False
q w e 20. Two types of new-business salespeople are order-takers and order-getters.
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a. True
b. False
Page 4 qwe
SELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete
TEST BANK qwe
Page 1
qwe
,TABLE OF CONTENTS qwe qwe qwe
1. Overview of Personal Selling.
qwe qwe qwe qwe
2. Building Trust and Sales Ethics.
qwe qwe qwe qwe qwe
3. Understanding Buyers.
qwe qwe
4. Communication Skills.
qwe qwe
5. Strategic Prospecting and Preparing for Sales Dialogue.
qwe qwe qwe qwe qwe qwe qwe
6. Planning Sales Dialogues and Presentations.
qwe qwe qwe qwe qwe
7. Sales Dialogue: Creating and Communicating Value.
qwe qwe qwe qwe qwe qwe
8. Addressing Concerns and Earning Commitment.
qwe qwe qwe qwe qwe
9. Expanding Customer Relationships.
qwe qwe qwe
10. Adding Value: Self-Leadership and Teamwork.
qwe qwe qwe qwe qwe
Page 2
qwe
,Chapter 01 SELL7
q we q w e
Answers at the end of each chapter qwe qwe qwe qwe qwe qwe
Indicate whether the statement is true or false.
q w e q w e q w e q w e q w e q w e q w e
q w e 1. All order-getters are also pioneers and all pioneers are also order-getters.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 2. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 3. As a salesperson at Solari,Michi is expected to identify customers but is not responsible for generating revenu
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
e.
a. True
b. False
q w e 4. Order-takers are not too involved in creative selling.
q w e q w e q w e q w e q w e q w e q w e q w e
a. True
b. False
qwe 5. In the business-to-
qwe qwe qwe
business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor reco
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
mmendations via Twitter and LinkedIn. qwe qwe qwe qwe
a. True
b. False
q w e 6. As salespeople serve their customers, they simultaneously serve their employers and society.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales op
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
erations in which salespeople live and work away from headquarters. qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 8. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
qw e 9. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helpin
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
g to sustain periods of relative prosperity.
qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of i
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
nformation.
a. True
b. False
Page 3 qwe
, Name: Class: Date:
Chapter 01 SELL
qwe q w e
7
q w e 11. Salespeople are concerned only with sales revenue and not with overall profitability.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 12. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 13. In the problem-
qwe qwe qwe
solving approach to selling, competitors' offerings are never included as alternatives in a customer's purchas
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
e decision. qwe
a. True
b. False
q w e 14. Sales does not meet the criterion of making a significant contribution to society.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 15. Salespeople are concerned with profitability in bottom-
qwe qwe qwe qwe qwe qwe qwe
line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profi
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
t and loss statement.
qwe qwe qwe
a. True
b. False
q w e 16. Personal selling and sales promotion are both forms of marketing communications.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 17. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business tr
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
ends that may affect a customer's business.
qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 18. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preli
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
minary meetings to define needs prior to a sales presentation or written sales proposal.
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change fr
qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe qwe
om consumers in the latter stages of the diffusion process.
qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
q w e 20. Two types of new-business salespeople are order-takers and order-getters.
qwe qwe qwe qwe qwe qwe qwe qwe qwe
a. True
b. False
Page 4 qwe
