TEST BANK
SELL, 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
,Chapter2012SELL7
Answers at the end of each chapter
2 2 2 2 2 2
Indicate2whether2the2statement2is2true2or2false.
1.2All2order-getters2are2also2pioneers2and2all2pioneers2are2also2order-
2
getters. a. True
b. False
2 2.2The2three2phases2of2the2sales2process2are2initiating,2developing,2and2enhancing2customer2relatio
nships. a. True
b. False
23.2As2a2salesperson2at2Solari,2Michi2is2expected2to2identify2customers2but2is2not2responsible2fo
r2generating2re venue. a. True
b. False
2 4.2Order-takers2are2not2too2involved2in2creative2selling. a. True
b. False
25.2In2the2business-
tobusiness2sector,2buyers2are2increasingly2sharing2their2opinions,2identifying2problems,2and2asking2for2ven
dor2r ecommendations2via2Twitter2and2LinkedIn. a. True
b. False
2 6.2As2salespeople2serve2their2customers,2they2simultaneously2serve2their2employers2and2s
ociety. a. True
b. False
27.2The2independence2of2action2traditionally2enjoyed2by2salespeople2is2frequently2a2byproduct2of2decentral
ized2sales 2operations2in2which2salespeople2live2and2work2away2from2headquarters. a. True
b. False
8.2Unlike2need2satisfaction2selling,2stimulus2response2selling2focuses2on2customers2rather2than2on2sales
2
people. a. True
b. False
29.2In2a2fluctuating2economy,2salespeople2make2invaluable2contributions2by2assisting2in2recovery2cycles2
and2by2he lping2to2sustain2periods2of2relative2prosperity. a. True
b. False
Page23
, 210.2Consumers2who2are2likely2to2be2early2adopters2of2an2innovation2often2rely2on2salespeople2as2a2tertiary
2source2of 2information. a. True
b. False
Page24
SELL, 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
,Chapter2012SELL7
Answers at the end of each chapter
2 2 2 2 2 2
Indicate2whether2the2statement2is2true2or2false.
1.2All2order-getters2are2also2pioneers2and2all2pioneers2are2also2order-
2
getters. a. True
b. False
2 2.2The2three2phases2of2the2sales2process2are2initiating,2developing,2and2enhancing2customer2relatio
nships. a. True
b. False
23.2As2a2salesperson2at2Solari,2Michi2is2expected2to2identify2customers2but2is2not2responsible2fo
r2generating2re venue. a. True
b. False
2 4.2Order-takers2are2not2too2involved2in2creative2selling. a. True
b. False
25.2In2the2business-
tobusiness2sector,2buyers2are2increasingly2sharing2their2opinions,2identifying2problems,2and2asking2for2ven
dor2r ecommendations2via2Twitter2and2LinkedIn. a. True
b. False
2 6.2As2salespeople2serve2their2customers,2they2simultaneously2serve2their2employers2and2s
ociety. a. True
b. False
27.2The2independence2of2action2traditionally2enjoyed2by2salespeople2is2frequently2a2byproduct2of2decentral
ized2sales 2operations2in2which2salespeople2live2and2work2away2from2headquarters. a. True
b. False
8.2Unlike2need2satisfaction2selling,2stimulus2response2selling2focuses2on2customers2rather2than2on2sales
2
people. a. True
b. False
29.2In2a2fluctuating2economy,2salespeople2make2invaluable2contributions2by2assisting2in2recovery2cycles2
and2by2he lping2to2sustain2periods2of2relative2prosperity. a. True
b. False
Page23
, 210.2Consumers2who2are2likely2to2be2early2adopters2of2an2innovation2often2rely2on2salespeople2as2a2tertiary
2source2of 2information. a. True
b. False
Page24
