SELL, 7th Edition (Ingram & LaForge), Complete Test Bank (Chapters 1–10)

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




TEST BANK bp




Page 1
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,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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Page 2
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,Chapter 01 SELL7bp bp




Answers at the end of each chapter bp bp bp bp bp bp




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

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

b p 3. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating re
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venue.
a. True
b. False

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

bp5. In the business-to-
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business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor r
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ecommendations via Twitter and LinkedIn. bp bp bp bp




a. True
b. False

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

bp 7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sale
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s operations in which salespeople live and work away from headquarters.
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a. True
b. False

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

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

b p 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source
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of information. bp




a. True
b. False


Page 3
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, Name: Class: Date:

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

b p 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

bp 13. In the problem-
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solving approach to selling, competitors' offerings are never included as alternatives in a customer's purc
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hase decision. bp




a. True
b. False

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

bp 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 p
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rofit and loss statement.bp bp bp




a. True
b. False

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

bp 17. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant busines
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s trends that may affect a customer's business.
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a. True
b. False

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

b p 19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of chang
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e from consumers in the latter stages of the diffusion process.
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a. True
b. False

b p 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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