Test Bank for SELL,{ 7th Edition} by Ingram, LaForge | All Chapters Available | Latest Version

Test Bank For SELL, 7th
Edition By Ingram, Laforge

, Test Bank For SELL, 7th Edition
By Thomas N. Ingram,
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

, 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. True
b. False
15. 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
16. Personal Selling And Sales Promotion Are Both Forms Of Marketing
Communications.
a. True
b. False
17. Customers Do Not Expect Salespeople To Be Knowledgeable About
Market Opportunities And Relevant Business Trends That May Affect A
Customer's Business.
a. True
b. False
18. 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.
a. True
b. False
19. 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.
a. True
b. False
20. Two Types Of New-Business Salespeople Are Order-Takers And Order-Getters.
a. True
b. False




Indicate The Answer Choice That Best Completes The Statement Or Answers The Question.