Test Bank — SELL, 7th Edition (Ingram, 2023), Chapters 1-10 | All Chapters Covered

TEST BANK
SELL
Thomas N. Ingram, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H.
ST

Schwepker, and Michael R. Williams
UV

7th Edition
IA
?_
AP
PR
OV
ED
? ?

, TABLE OF CONTENTS
SELL (7th Edition)
Ingram, LaForge, Avila, Schwepker & Williams
ST

Chapter 1 Overview of Personal Selling

Chapter 2 Building Trust and Sales Ethics
UV

Chapter 3 Understanding Buyers

Chapter 4 Communication Skills
IA
Chapter 5 Strategic Prospecting and Preparing for Sales Dialogue

Chapter 6 Planning Sales Dialogues and Presentations
?_
Chapter 7 Sales Dialogue: Creating and Communicating Value

Chapter 8 Addressing Concerns and Earning Commitment
AP
Chapter 9 Expanding Customer Relationships

Chapter 10 Adding Value: Self-Leadership and Teamwork
PR
OV
ED
??

,Name: Class: Date:

Chapter 01: Overview of Personal Selling
True / False

1. Personal selling and sales promotion are both forms of marketing communications.
a. True
b. False
ST
ANSWER: True

2. Sales does not meet the criterion of making a significant contribution to society.
a. True
UV
b. False
ANSWER: False

3. In a fluctuating economy, salespeople make invaluable contributions by assisting in recovery cycles and by helping to
sustain periods of relative prosperity.
IA
a. True
b. False
ANSWER: True
?_
4. Consumers who are likely to be early adopters of an innovation often rely on salespeople as a tertiary source of
information.
a. True
AP
b. False
ANSWER: False

5. While acting as agents of innovation, salespeople invariably encounter openness to and acceptance of change from
consumers in the latter stages of the diffusion process.
PR
a. True
b. False
ANSWER: False
OV
6. 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
ANSWER: True
ED
7. As a salesperson at Solari, Michi is expected to identify customers but is not responsible for generating
revenue.
a. True
??
b. False
ANSWER: False

8. Salespeople are concerned with profitability in bottom-line terms, whereas accountants and financial staff are
responsible for achieving a healthy "top line" on the profit and loss statement.
a. True
b. False
Copyright Cengage Learning. Powered by Cognero. Page 1

, Name: Class: Date:

Chapter 01: Overview of Personal Selling

ANSWER: False

9. Salespeople are concerned only with sales revenue and not with overall profitability.
a. True
b. False
ST
ANSWER: False

10. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
a. True
UV
b. False
ANSWER: True

11. Customers do not expect salespeople to be knowledgeable about market opportunities and relevant business trends that
may affect a customer's business.
IA
a. True
b. False
ANSWER: False
?_
12. As salespeople serve their customers, they simultaneously serve their employers and society.
a. True
b. False
AP
ANSWER: True

13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
PR
b. False
ANSWER: False

14. Customers who appreciate the need satisfaction selling method are often willing to spend considerable time in
preliminary meetings to define needs prior to a sales presentation or written sales proposal.
OV
a. True
b. False
ANSWER: True

15. In the problem-solving approach to selling, competitors' offerings are never included as alternatives in a customer's
ED
purchase decision.
a. True
b. False
ANSWER: False
??
16. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
a. True
b. False
ANSWER: True


Copyright Cengage Learning. Powered by Cognero. Page 2