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 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