SELL – 7th Edition by Ingram | Test Bank | Comprehensive Practice Questions with Answers

TESTBANK
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SELL, 7th Edition byIngram, LaForge
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Chapters 1 – 10All Complete
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TESTBANK


Page 1
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,TABLE OFCONTENTS
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1. Overview ofPersonal Selling. v v v




2. BuildingTrustandSalesEthics.
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3. UnderstandingBuyers. v




4. Communication Skills. v




5. Strategic ProspectingandPreparingforSalesDialogue.
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6. PlanningSalesDialoguesandPresentations.
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7. SalesDialogue:CreatingandCommunicatingValue.
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8. AddressingConcernsandEarningCommitment.
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9. ExpandingCustomerRelationships. v v




10. Adding Value: Self-Leadershipand Teamwork.
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Page 2
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,Chapter 01 SELL7
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Answers at the end of each chapter ui ui ui ui ui ui




Indicate whether the statement is true or false.
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v 1.All order-getters are also pioneers and all pioneers are also order-getters.
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a. True
b. False

2. Thethree phases ofthe sales process areinitiating, developing, and enhancing customerrelationships.
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a. True
b. False

v 3. As a salespersonat Solari,Michi isexpectedtoidentifycustomersbutisnotresponsibleforgeneratingrevenu e.
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a. True
b. False

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

5.Inthebusiness-to-
business sector,buyers are increasinglysharingtheiropinions, identifyingproblems,and asking for vendor reco
ui ui ui ui v v v v




mmendations via Twitter and LinkedIn.
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a. True
b. False

6. As salespeople servetheir customers, theysimultaneously serve theiremployers andsociety.
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a. True
b. False

7. The independenceofactiontraditionallyenjoyedbysalespeople isfrequentlya byproductofdecentralized sales ope
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rations in which salespeople live and work away from headquarters.
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a. True
b. False

8. Unlikeneedsatisfaction selling, stimulus responseselling focuseson customers rather thanonsalespeople.
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a. True
b. False

9. In afluctuatingeconomy,salespeople makeinvaluablecontributions byassistinginrecoverycycles andby helping
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tosustainperiodsofrelativeprosperity.
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a. True
b. False

10. Consumers who arelikelyto beearlyadoptersofan innovationoften relyonsalespeopleas atertiary source of info
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rmation. v




a. True
b. False



Page 3
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, Name: Class: Date:

Chapter 01 SELL7 v v




11. S alespeople areconcerned onlywithsales revenueand notwithoverall profitability.
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a. True
b. False

v 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

13.In theproblem-
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solvingapproach to selling, competitors' offerings areneverincluded as alternativesin a customer's purchase v ui ui v v v ui v ui v ui



decision. v




a. True
b. False

14. Salesdoes notmeetthecriterion ofmakingasignificant contribution tosociety.
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a. True
b. False

15.Salespeopleare concernedwithprofitabilityinbottom-
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lineterms,whereasaccountantsandfinancialstaffare responsible for achieving a healthy "top line" on the profit andloss
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statement. v




a. True
b. False

16. Personal sellingandsales promotion arebothformsofmarketing communications.
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a. True
b. False

17. Customers do notexpectsalespeople to beknowledgeable aboutmarketopportunities andrelevantbusiness tre
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nds that may affect acustomer's business.
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a. True
b. False

18. Customers who appreciatetheneedsatisfactionsellingmethodareoftenwillingtospendconsiderabletimein preli
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minary meetings to define needs prior to a sales presentation or written sales proposal.
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a. True
b. False

19. Whileactingas agentsofinnovation, salespeopleinvariablyencounteropennesstoandacceptanceofchange fro m
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consumers inthe latter stages of the diffusion process.
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a. True
b. False

v 20. Two types of new-business salespeople are order-takers and order-getters.
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a. True
b. False


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