Test Bank for SELL, 7th Edition by Thomas N. Ingram, Raymond W. LaForge, All Chapters Covered, Verified Latest Edition.

Test Bank for SELL, 7th Edition by Thomas N. Ingram, Raymond W. LaForge, All Chapters Covered, Verified Latest Edition. Chapter 01 SELL7 Indicate whether the statement is true or false. 1. All order-getters are also pioneers and all pioneers are also order-getters. a. True b. False 2. The three phases of the sales process are initiating, developing, and enhancing customer relationships. a. True b. False 3. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating revenue. a. True b. False 4. Order-takers are not too involved in creative selling. a. True b. False 5. In the business-to-business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for vendor recommendations via Twitter and LinkedIn. a. True b. False 6. As salespeople serve their customers, they simultaneously serve their employers and society. a. True b. False A+ Page 2 7. The independence of action traditionally enjoyed by salespeople is frequently a byproduct of decentralized sales operations in which salespeople live and work away from headquarters. a. True b. False 8. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople. a. True b. False 9. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to sustain periods of relative prosperity. a. True b. False 10. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of information. a. True b. False 11. Salespeople are concerned only with sales revenue and not with overall profitability. a. True b. False 12. In recent years, marketing and sales personnel have been in strong demand for upper management positions. a. True b. False 13. In the problem-solving approach to selling, competitors' offerings are never included as alternatives in a customer's purchase decision. a. True b. False 14. Sales does not meet the criterion of making a significant contribution to society. A+ Page 3 a. True b. False 15. Salespeople are concerned with profitability in bottom-line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line" on the profit and loss statement. a. True b. False 16. Personal selling and sales promotion are both forms of marketing communications. a. True b. False 17. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that may affect a customer's business. a. True b. False 18. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in preliminary meetings to define needs prior to a sales presentation or written sales proposal. a. True b. False 19. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change from consumers in the latter stages of the diffusion process. a. True b. False 20. Two types of new-business salespeople are order-takers and order-getters. a. True b. False Indicate the answer choice that best completes the statement or answers the question. 21. In the context of mental states selling, which of the following tactics can a salesperson use to draw the attention of a prospective customer to a product? A+ Page 4 a. Overcoming resistance of the prospect b. Building rapport with the prospect c. Persuading the prospect to try the product d. Demonstrating the product e. Building a sense of urgency about the product 22. Which of the following helps marketing and sales personnel to be good candidates for upper management positions? a. Their ability to overcome negative feedback b. Their ability to meet customer needs c. Their ability to isolate themselves from their customer's decision-making process d. Their ability to resist changes e. Their ability to push products to customers 23. Which of the following is a characteristic of sales careers? a. Delayed feedback on job performance b. Negligible job security c. Vegetation and monotony d. An annual salary of approximately $60,869 for the average salesperson e. Advancement opportunities 24. Which of the following forms of marketing involves talking with buyers before, during, and after the sale? a. Personal selling b. Public relations c. Direct marketing d. Sales promotion e. Electronic marketing 25. Which of the following approaches to personal selling forces a salesperson to plan the sales presentation prior to calling on a customer? a. Need satisfaction selling b. Mental states selling c. Problem-solving selling A+ Page 5 d. Consultative selling e. Adaptive selling 26. Which of the following statements is true of stimulus response selling? a. The sales message in stimulus response selling cannot be prepared before sales dialogue. b. It cannot be used with a canned sales presentation. c. It calls for the buyer to dominate the flow of conversation in sales dialogue. d. Inexperienced salespeople can rely on stimulus response sales methods in some settings. e. It is most suitable when the prospects are professional buyers.