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TEST BANK SELL, 7th Edition by Ingram, LaForge Chapters 1 – 10 All Complete
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TEST BANK SELL, 7th Edition by Ingram, LaForge Chapters 1 – 10 All Complete
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TEST BANKSELL, 7th Edition by Ingram, LaForge
Chapters 1 – 10 All Complete
TEST BANK 2
Page21
,TABLE OF CONTENTS
2 2 2
1. Overview of Personal Selling.
2 2 2 2
2. Building Trust and Sales Ethics.
2 2 2 2 2
3. Understanding Buyers.
2 2
4. Communication Skills.
2 2
5. Strategic Prospecting and Preparing for Sales Dialogue.
2 2 2 2 2 2 2
6. Planning Sales Dialogues and Presentations.
2 2 2 2 2
7. Sales Dialogue: Creating and Communicating Value.
2 2 2 2 2 2
8. Addressing Concerns and Earning Commitment.
2 2 2 2 2
9. Expanding Customer Relationships.
2 2 2
10. Adding Value: Self-Leadership and Teamwork.
2 2 2 2 2
Page22
,Chapter2 012 SELL7
Answers at the end of each chapter
2 2 2 2 2 2
Indicate2 whether2 the2 statement2 is2 true2 or2 false.
2 1.2All2order-getters2are2also2pioneers2and2all2pioneers2are2also2order-getters.
a. True
b. False
2 2.2The2three2phases2of2the2sales2process2are2initiating,2developing,2and2enhancing2customer2relationships.
a. True
b. False
2 3.2As2a2salesperson2at2Solari,2Michi2is2expected2to2identify2customers2but2is2not2responsible2for2generating2re
venue.
a. True
b. False
2 4.2 Order-takers2 are2 not2 too2 involved2 in2 creative2 selling.
a. True
b. False
5.2In2the2business-to-
2
business2sector,2buyers2are2increasingly2sharing2their2opinions,2identifying2problems,2and2asking2for2vendor2r
ecommendations2via2Twitter2and2LinkedIn.
a. True
b. False
2 6.2As2salespeople2serve2their2customers,2they2simultaneously2serve2their2employers2and2society.
a. True
b. False
2 7.2The2independence2of2action2traditionally2enjoyed2by2salespeople2is2frequently2a2byproduct2of2decentralized2sales
2operations2in2which2salespeople2live2and2work2away2from2headquarters.
a. True
b. False
2 8.2Unlike2need2satisfaction2selling,2stimulus2response2selling2focuses2on2customers2rather2than2on2salespeople.
a. True
b. False
2 9.2In2a2fluctuating2economy,2salespeople2make2invaluable2contributions2by2assisting2in2recovery2cycles2and2by2he
lping2to2sustain2periods2of2relative2prosperity.
a. True
b. False
2 10.2Consumers2who2are2likely2to2be2early2adopters2of2an2innovation2often2rely2on2salespeople2as2a2tertiary2source2of
2information.
a. True
b. False
Page23
, Name: Class: Date:
Chapter2 012 SELL7
2 11.2Salespeople2are2concerned2only2with2sales2revenue2and2not2with2overall2profitability.
a. True
b. False
2 12.2In2recent2years,2marketing2and2sales2personnel2have2been2in2strong2demand2for2upper2management2positions.
a. True
b. False
2 13.2In2the2problem-
solving2approach2to2selling,2competitors'2offerings2are2never2included2as2alternatives2in2a2customer's2purch
ase2decision.
a. True
b. False
2 14.2Sales2does2not2meet2the2criterion2of2making2a2significant2contribution2to2society.
a. True
b. False
2 15.2Salespeople2are2concerned2with2profitability2in2bottom-
line2terms,2whereas2accountants2and2financial2staff2are2responsible2for2achieving2a2healthy2"top2line"2on2the2pr
ofit2and2loss2statement.
a. True
b. False
2 16.2Personal2selling2and2sales2promotion2are2both2forms2of2marketing2communications.
a. True
b. False
2 17.2Customers2do2not2expect2salespeople2to2be2knowledgeable2about2market2opportunities2and2relevant2business
2trends2that2may2affect2a2customer's2business.
a. True
b. False
2 18.2Customers2who2appreciate2the2need2satisfaction2selling2method2are2often2willing2to2spend2considerable2time2in2p
reliminary2meetings2to2define2needs2prior2to2a2sales2presentation2or2written2sales2proposal.
a. True
b. False
2 19.2While2acting2as2agents2of2innovation,2salespeople2invariably2encounter2openness2to2and2acceptance2of2change
2from2consumers2in2the2latter2stages2of2the2diffusion2process.
a. True
b. False
2 20.2Two2types2of2new-business2salespeople2are2order-takers2and2order-getters.
a. True
b. False
Page24
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