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

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




TEST BANK J




PageJ1

,TABLE OF CONTENTS
J J J




1. Overview of Personal Selling.
J J J J




2. Building Trust and Sales Ethics.
J J J J J




3. Understanding Buyers.
J J




4. Communication Skills.
J J




5. Strategic Prospecting and Preparing for Sales Dialogue.
J J J J J J J




6. Planning Sales Dialogues and Presentations.
J J J J J




7. Sales Dialogue: Creating and Communicating Value.
J J J J J J




8. Addressing Concerns and Earning Commitment.
J J J J J




9. Expanding Customer Relationships.
J J J




10. Adding Value: Self-Leadership and Teamwork.
J J J J J




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,ChapterJ 01J SELL7

Answers at the end of each chapter
J J J J J J

IndicateJ whetherJ theJ statementJ isJ trueJ orJ false.
J 1.JAllJorder-gettersJareJalsoJpioneersJandJallJpioneersJareJalsoJorder-getters.
a. True
b. False

J 2.JTheJthreeJphasesJofJtheJsalesJprocessJareJinitiating,Jdeveloping,JandJenhancingJcustomerJrelationships.
a. True
b. False

J 3.JAsJaJsalespersonJatJSolari,JMichiJisJexpectedJtoJidentifyJcustomersJbutJisJnotJresponsibleJforJgeneratingJreve
nue.
a. True
b. False

J 4.J Order-takersJ areJ notJ tooJ involvedJ inJ creativeJ selling.
a. True
b. False

5.JInJtheJbusiness-to-
J

businessJsector,JbuyersJareJincreasinglyJsharingJtheirJopinions,JidentifyingJproblems,JandJaskingJforJvendorJre
commendationsJviaJTwitterJandJLinkedIn.
a. True
b. False

J 6.JAsJsalespeopleJserveJtheirJcustomers,JtheyJsimultaneouslyJserveJtheirJemployersJandJsociety.
a. True
b. False

J 7.JTheJindependenceJofJactionJtraditionallyJenjoyedJbyJsalespeopleJisJfrequentlyJaJbyproductJofJdecentralizedJsalesJ
operationsJinJwhichJsalespeopleJliveJandJworkJawayJfromJheadquarters.
a. True
b. False

J 8.JUnlikeJneedJsatisfactionJselling,JstimulusJresponseJsellingJfocusesJonJcustomersJratherJthanJonJsalespeople.
a. True
b. False

J 9.JInJaJfluctuatingJeconomy,JsalespeopleJmakeJinvaluableJcontributionsJbyJassistingJinJrecoveryJcyclesJandJbyJhelp
ingJtoJsustainJperiodsJofJrelativeJprosperity.
a. True
b. False

J 10.JConsumersJwhoJareJlikelyJtoJbeJearlyJadoptersJofJanJinnovationJoftenJrelyJonJsalespeopleJasJaJtertiaryJsourceJofJin
formation.
a. True
b. False


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, Name: Class: Date:

ChapterJ 01J SELL7

J 11.JSalespeopleJareJconcernedJonlyJwithJsalesJrevenueJandJnotJwithJoverallJprofitability.
a. True
b. False

J 12.JInJrecentJyears,JmarketingJandJsalesJpersonnelJhaveJbeenJinJstrongJdemandJforJupperJmanagementJpositions.
a. True
b. False

J 13.JInJtheJproblem-
solvingJapproachJtoJselling,Jcompetitors'JofferingsJareJneverJincludedJasJalternativesJinJaJcustomer'sJpurcha
seJdecision.
a. True
b. False

J 14.JSalesJdoesJnotJmeetJtheJcriterionJofJmakingJaJsignificantJcontributionJtoJsociety.
a. True
b. False

J 15.JSalespeopleJareJconcernedJwithJprofitabilityJinJbottom-
lineJterms,JwhereasJaccountantsJandJfinancialJstaffJareJresponsibleJforJachievingJaJhealthyJ"topJline"JonJtheJprofi
tJandJlossJstatement.
a. True
b. False

J 16.JPersonalJsellingJandJsalesJpromotionJareJbothJformsJofJmarketingJcommunications.
a. True
b. False

J 17.JCustomersJdoJnotJexpectJsalespeopleJtoJbeJknowledgeableJaboutJmarketJopportunitiesJandJrelevantJbusinessJt
rendsJthatJmayJaffectJaJcustomer'sJbusiness.
a. True
b. False

J 18.JCustomersJwhoJappreciateJtheJneedJsatisfactionJsellingJmethodJareJoftenJwillingJtoJspendJconsiderableJtimeJinJpre
liminaryJmeetingsJtoJdefineJneedsJpriorJtoJaJsalesJpresentationJorJwrittenJsalesJproposal.
a. True
b. False

J 19.JWhileJactingJasJagentsJofJinnovation,JsalespeopleJinvariablyJencounterJopennessJtoJandJacceptanceJofJchangeJfr
omJconsumersJinJtheJlatterJstagesJofJtheJdiffusionJprocess.
a. True
b. False

J 20.JTwoJtypesJofJnew-businessJsalespeopleJareJorder-takersJandJorder-getters.
a. True
b. False


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