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