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