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

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




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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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,Chapter t y 01 t y SELL7

Answers at the end of each chapter
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Indicate t y whether t y the t y statement t y is t y true t y or t y false.
ty 1. tyAll tyorder-getters tyare tyalso typioneers tyand tyall typioneers tyare tyalso tyorder-getters.
a. True
b. False

ty 2. tyThe tythree typhases tyof tythe tysales typrocess tyare tyinitiating, tydeveloping, tyand tyenhancing tycustomer tyrelationships.
a. True
b. False

ty 3. tyAs tya tysalesperson tyat tySolari,tyMichi tyis tyexpected tyto tyidentify tycustomers tybut tyis tynot tyresponsible tyfor
generating tyrevenue.
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a. True
b. False

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

ty 5. tyIn tythe tybusiness-to-business tysector, tybuyers tyare tyincreasingly tysharing tytheir tyopinions, tyidentifying typroblems,
tyand tyasking tyfor tyvendor tyrecommendations tyvia tyTwitter tyand tyLinkedIn.


a. True
b. False

ty 6. tyAs tysalespeople tyserve tytheir tycustomers, tythey tysimultaneously tyserve tytheir tyemployers tyand tysociety.
a. True
b. False

ty 7. tyThe tyindependence tyof tyaction tytraditionally tyenjoyed tyby tysalespeople tyis tyfrequently tya tybyproduct tyof
tydecentralized tysales tyoperations tyin tywhich tysalespeople tylive tyand tywork tyaway tyfrom tyheadquarters.


a. True
b. False

ty 8. tyUnlike tyneed tysatisfaction tyselling, tystimulus tyresponse tyselling tyfocuses tyon tycustomers tyrather tythan tyon tysalespeople.
a. True
b. False

ty 9. tyIn tya tyfluctuating tyeconomy, tysalespeople tymake tyinvaluable tycontributions tyby tyassisting tyin tyrecovery tycycles tyand
tyby tyhelping tyto tysustain typeriods tyof tyrelative typrosperity.


a. True
b. False

ty 10. tyConsumers tywho tyare tylikely tyto tybe tyearly tyadopters tyof tyan tyinnovation tyoften tyrely tyon tysalespeople tyas tya tytertiary
tysource tyof tyinformation.


a. True
b. False



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, Name: Class: Date:

Chapter t y 01
SELL7
ty 11. tySalespeople tyare tyconcerned tyonly tywith tysales tyrevenue tyand tynot tywith tyoverall typrofitability.
a. True
b. False

t y 12. tyIn tyrecent tyyears, tymarketing tyand tysales typersonnel tyhave tybeen tyin tystrong tydemand tyfor tyupper tymanagement

positions.
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a. True
b. False

ty 13. tyIn tythe typroblem-solving tyapproach tyto tyselling, tycompetitors' tyofferings tyare tynever tyincluded tyas tyalternatives
tyin tya tycustomer's typurchase tydecision.

a. True
b. False

ty 14. tySales tydoes tynot tymeet tythe tycriterion tyof tymaking tya tysignificant tycontribution tyto tysociety.
a. True
b. False

ty 15. tySalespeople tyare tyconcerned tywith typrofitability tyin tybottom-line tyterms, tywhereas tyaccountants tyand tyfinancial
tystaff tyare tyresponsible tyfor tyachieving tya tyhealthy ty"top tyline" tyon tythe typrofit tyand tyloss tystatement.

a. True
b. False

ty 16. tyPersonal tyselling tyand tysales typromotion tyare tyboth tyforms tyof tymarketing tycommunications.
a. True
b. False

ty 17. tyCustomers tydo tynot tyexpect tysalespeople tyto tybe tyknowledgeable tyabout tymarket tyopportunities tyand tyrelevant
tybusiness tytrends tythat tymay tyaffect tya tycustomer's tybusiness.


a. True
b. False

ty 18. tyCustomers tywho tyappreciate tythe tyneed tysatisfaction tyselling tymethod tyare tyoften tywilling tyto tyspend tyconsiderable
tytime tyin typreliminary tymeetings tyto tydefine tyneeds typrior tyto tya tysales typresentation tyor tywritten tysales typroposal.


a. True
b. False

ty 19. tyWhile tyacting tyas tyagents tyof tyinnovation, tysalespeople tyinvariably tyencounter tyopenness tyto tyand tyacceptance tyof
tychange tyfrom tyconsumers tyin tythe tylatter tystages tyof tythe tydiffusion typrocess.


a. True
b. False

ty 20. tyTwo tytypes tyof tynew-business tysalespeople tyare tyorder-takers tyand tyorder-getters.
a. True
b. False



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