,TESTBANK for SELL , 7th Edition Thomas N. Ingram
Notes
1- The file is chapter after chapter.
2- We have shown you few pages sample.
3- The file contains all Appendix and Excel
sheet if it exists.
4- We have all what you need, we make
update at every time. There are many new
editions waiting you.
5- If you think you purchased the wrong file
You can contact us at every time, we can
replace it with true one.
Our email:
,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
ANSWER: True
2. Sales does not meet the criterion of making a significant contribution to society.
a. True
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.
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
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.
a. True
b. False
ANSWER: False
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
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
ANSWER: False
10. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
a. True
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.
a. True
b. False
ANSWER: False
12. As salespeople serve their customers, they simultaneously serve their employers and society.
a. True
b. False
ANSWER: True
13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
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.
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
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
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
17. 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
ANSWER: True
18. Two types of new-business salespeople are order-takers and order-getters.
a. True
b. False
ANSWER: False
19. All order-getters are also pioneers and all pioneers are also order-getters.
a. True
b. False
ANSWER: False
20. Order-takers are not too involved in creative selling.
a. True
b. False
ANSWER: True
Multiple Choice
21. Which of the following does not describe today’s buying environment?
a. A salesperson mainly provides buyers with information.
b. A salesperson has very little of a buyer’s time.
c. A salesperson must be a problem solver.
d. A salesperson must help buyers reach their goals.
e. A salesperson needs good communication skills.
ANSWER: a
22. Which of the following forms of marketing involves talking with buyers before, during, and after the sale?
a. Personal selling
b. Public relations
c. Direct marketing
d. Sales promotion
e. Electronic marketing
ANSWER: a
23. Natalie is a college graduate who is seeking a career in sales. She would prefer to interact with her customers on an
individual basis before, during, and after a sale rather than directing her communications at mass markets. In this context,
Natalie should look for a job that is specialized in _____.
a. guerrilla marketing
b. sales promotions
c. online advertising
Copyright Cengage Learning. Powered by Cognero. Page 3
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
d. personal selling
e. public relations
ANSWER: d
24. In the context of business-to-business marketing, which of the following is the most important part of marketing
communications?
a. Advertising
b. Sales promotion
c. Direct marketing
d. Public relations
e. Personal selling
ANSWER: e
25. _____ selling is a form of personal selling that requires that salespeople earn the confidence of their customers and
that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer
value.
a. The formula approach to
b. Mental states
c. Trust-based relationship
d. Stimulus response
e. Transaction-focused traditional
ANSWER: c
26. Trust-based relationship selling focuses on _______.
a. maximizing sales in the short run
b. pushing products to customers immediately
c. adding value to a customer's business over an extended period
d. initiating one-way communication with a customer
e. the salesperson and the selling firm
ANSWER: c
27. John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' confidence
and meeting their needs. He primarily focuses on delivering customer value. In this context, John most likely relies on
_____ selling.
a. transaction-focused
b. mental states
c. trust-based relationship
d. stimulus response
e. traditional
ANSWER: c
28. A salesperson who follows the trust-based relationship selling strategy is expected to ______.
a. be actively involved in maximizing sales in the short run
b. convince customers that their product is the best
Copyright Cengage Learning. Powered by Cognero. Page 4
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
c. move on to a new customer as soon as sales are completed with the previous customer
d. be actively involved in solving a customer's problems
e. be excluded from a customer's decision-making process
ANSWER: d
29. Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional
selling?
a. In trust-based relationship selling, the customer is the primary focus, whereas in transaction-focused
traditional selling, the salesperson is the primary focus.
b. In trust-based relationship selling, the nature of communication is one-way, whereas in transaction-focused
traditional selling, the nature of communication is two-way.
c. In trust-based relationship selling, the salesperson is isolated from the customer's decision-making process,
whereas in transaction-focused traditional selling, the salesperson is actively involved in the customer's
decision-making process.
d. In trust-based relationship selling, the desired outcome is order volume, whereas in transaction-focused
traditional selling, the desired outcome is mutual benefits.
e. In trust-based relationship selling, the salesperson plays the role of making calls and closing sales, whereas in
transaction-focused traditional selling, the salesperson plays the role of a business consultant.
ANSWER: a
30. In trust-based relationship selling, _____.
a. the primary focus is on the salesperson
b. the nature of communication is one-way, from the salesperson to the customer
c. the customer–salesperson relationship is temporary
d. the salesperson is actively involved in a customer's decision-making process
e. the salesperson does little or no post-sale follow-up with the customer
ANSWER: d
31. _____ is determined by buyers' perceptions of what they get in exchange for what they have to give up.
a. Service orientation
b. Sales revenue
c. Customer value
d. Support value
e. Product demand
ANSWER: c
32. Which of the following is true of customer value?
a. It is not beneficial to personal selling.
b. The factors that constitute customer value are common for all customers.
c. It is always determined by the customer and not the salesperson.
d. It is not affected by the behavior of salespeople.
e. It is determined by a salesperson's perception of what customers will get in exchange for their money.
ANSWER: c
33. The customers of Daprosoft are concerned about the price of the company's new software. Susan, a sales manager at
Copyright Cengage Learning. Powered by Cognero. Page 5
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
Daprosoft, must thoroughly satisfy their curiosity about the benefits they are likely to receive after purchasing the product.
In this scenario, Susan's customers are concerned about _____.
a. sales dialogue
b. sales support
c. customer value
d. customer insight
e. the diffusion of innovation
ANSWER: c
34. The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt
to build relationships.
a. sales advertising
b. sales dialogue
c. sales lead
d. customer value
e. economic stimulus
ANSWER: b
35. Which of the following is true of sales dialogue?
a. The purpose of sales dialogues is to determine the best training method that meets the needs of salespeople.
b. It is an essential part of transaction-focused traditional selling.
c. The purpose of sales dialogue is to negotiate a business deal and earn a commitment from the customer.
d. The business conversations that constitute sales dialogue are salesperson-focused.
e. It emphasizes generating sales revenue over building customer relationships.
ANSWER: c
36. _____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.
a. Customer value
b. Sales dialogue
c. Inside sales
d. Sales support
e. Continued affirmation
ANSWER: b
37. Ethan is a young salesperson who is tasked with establishing and maintaining good relationships with his customers.
Whenever he approaches a customer to sell his product, he begins a series of conversations with the customer to
determine needs, communicates how the product can create value for the customer, and negotiates a business deal with the
customer to earn a commitment. In this scenario, Ethan most likely engages in _____.
a. sales networking
b. sales dialogue
c. dejobbing
d. job crafting
e. inside sales
ANSWER: b
Copyright Cengage Learning. Powered by Cognero. Page 6
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
38. Customers define value by addressing all of the following questions except: _______
a. Has the salesperson reached a high level of sales?
b. Does the salesperson do a good job in helping me make or save money?
c. Does the sales representative understand my business and my industry?
d. Does this salesperson help me achieve my strategic priorities?
e. Is this salesperson dependable?
ANSWER: a
39. _____ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of
both the customer and the selling firm.
a. Sales prospecting
b. A sales pitch
c. Sales advertising
d. Sales professionalism
e. A sales funnel
ANSWER: d
40. According to a study examining the status of sales as a true profession, sales meets the professional criteria of _____
through professional organizations such as the Strategic Account Management Association (SAMA) and through a
common sales vocabulary such as that found in textbooks and training materials.
a. ensuring the welfare of internal and external stakeholders
b. making a significant contribution to society
c. having a defined culture and organization of colleagues
d. developing a well-established routine for salespeople
e. adhering to a uniform ethical code
ANSWER: c
41. According to a study that examined the status of sales as a true profession, sales needs additional progress in two areas
to be viewed as a profession on par with law, medicine, and other long-recognized professions. One of these areas
is_______.
a. operating from a substantial knowledge base that has been developed by academics
b. making a significant contribution to society
c. having a defined culture and organization of colleagues
d. gaining public trust
e. having a unique set of professional skills
ANSWER: d
42. Which of the following is true of salespeople?
a. They can benefit tremendously by working from a continually evolving knowledge base.
b. They adhere to a universal code of ethics.
c. They enjoy relatively less job security compared with other occupational groups.
d. They receive professional training through a widely accepted certification program.
e. They are constantly supervised by their managers and lack decision-making autonomy.
Copyright Cengage Learning. Powered by Cognero. Page 7
, Name: Class: Date:
Chapter 01: Overview of Personal Selling
ANSWER: a
43. Identify a true statement about the evolution of personal selling.
a. Future buyers will be naive and less sophisticated.
b. Future salespeople will respond to a more complex, dynamic environment.
c. Technology and innovation will face stagnation due to lack of creativity from salespeople.
d. More emphasis will be placed on transaction-focused selling rather than trust-based relationship selling.
e. More emphasis will be placed on sales pitches rather than sales dialogues.
ANSWER: b
44. Some members of society will not view sales as a true profession because _______.
a. there is a universal code of ethics with a mechanism for dealing with violators
b. there is no universal code of ethics with a mechanism for dealing with violators
c. many companies have employee codes of conduct
d. some professional organizations have ethical codes
e. there is no participation in professional organizations
ANSWER: b
45. One of the key roles that salespeople play in society is the distribution of knowledge about new technology. In other
words, salespeople help with _____.
a. market basket analysis
b. the diffusion of innovation
c. market research
d. data mining
e. the training of future managers
ANSWER: b
46. Consumers who are likely to be early adopters of an innovation often rely on _____ as a primary source of
information.
a. manufacturers
b. salespeople
c. investors
d. producers
e. the government
ANSWER: b
47. Salespeople fulfill the role of _____ when they bring in income to a firm or company.
a. strategic orchestrators
b. business consultants
c. revenue producers
d. market analyzers
e. long-term allies
ANSWER: c
Copyright Cengage Learning. Powered by Cognero. Page 8
Notes
1- The file is chapter after chapter.
2- We have shown you few pages sample.
3- The file contains all Appendix and Excel
sheet if it exists.
4- We have all what you need, we make
update at every time. There are many new
editions waiting you.
5- If you think you purchased the wrong file
You can contact us at every time, we can
replace it with true one.
Our email:
,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
ANSWER: True
2. Sales does not meet the criterion of making a significant contribution to society.
a. True
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.
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
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.
a. True
b. False
ANSWER: False
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
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
ANSWER: False
10. In recent years, marketing and sales personnel have been in strong demand for upper management positions.
a. True
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.
a. True
b. False
ANSWER: False
12. As salespeople serve their customers, they simultaneously serve their employers and society.
a. True
b. False
ANSWER: True
13. Unlike need satisfaction selling, stimulus response selling focuses on customers rather than on salespeople.
a. True
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.
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
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
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
17. 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
ANSWER: True
18. Two types of new-business salespeople are order-takers and order-getters.
a. True
b. False
ANSWER: False
19. All order-getters are also pioneers and all pioneers are also order-getters.
a. True
b. False
ANSWER: False
20. Order-takers are not too involved in creative selling.
a. True
b. False
ANSWER: True
Multiple Choice
21. Which of the following does not describe today’s buying environment?
a. A salesperson mainly provides buyers with information.
b. A salesperson has very little of a buyer’s time.
c. A salesperson must be a problem solver.
d. A salesperson must help buyers reach their goals.
e. A salesperson needs good communication skills.
ANSWER: a
22. Which of the following forms of marketing involves talking with buyers before, during, and after the sale?
a. Personal selling
b. Public relations
c. Direct marketing
d. Sales promotion
e. Electronic marketing
ANSWER: a
23. Natalie is a college graduate who is seeking a career in sales. She would prefer to interact with her customers on an
individual basis before, during, and after a sale rather than directing her communications at mass markets. In this context,
Natalie should look for a job that is specialized in _____.
a. guerrilla marketing
b. sales promotions
c. online advertising
Copyright Cengage Learning. Powered by Cognero. Page 3
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
d. personal selling
e. public relations
ANSWER: d
24. In the context of business-to-business marketing, which of the following is the most important part of marketing
communications?
a. Advertising
b. Sales promotion
c. Direct marketing
d. Public relations
e. Personal selling
ANSWER: e
25. _____ selling is a form of personal selling that requires that salespeople earn the confidence of their customers and
that their selling strategy meets customer needs and contributes to the creation, communication, and delivery of customer
value.
a. The formula approach to
b. Mental states
c. Trust-based relationship
d. Stimulus response
e. Transaction-focused traditional
ANSWER: c
26. Trust-based relationship selling focuses on _______.
a. maximizing sales in the short run
b. pushing products to customers immediately
c. adding value to a customer's business over an extended period
d. initiating one-way communication with a customer
e. the salesperson and the selling firm
ANSWER: c
27. John is a salesperson who relies heavily on creating sales strategies centered around gaining his customers' confidence
and meeting their needs. He primarily focuses on delivering customer value. In this context, John most likely relies on
_____ selling.
a. transaction-focused
b. mental states
c. trust-based relationship
d. stimulus response
e. traditional
ANSWER: c
28. A salesperson who follows the trust-based relationship selling strategy is expected to ______.
a. be actively involved in maximizing sales in the short run
b. convince customers that their product is the best
Copyright Cengage Learning. Powered by Cognero. Page 4
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
c. move on to a new customer as soon as sales are completed with the previous customer
d. be actively involved in solving a customer's problems
e. be excluded from a customer's decision-making process
ANSWER: d
29. Which of the following is a key difference between trust-based relationship selling and transaction-focused traditional
selling?
a. In trust-based relationship selling, the customer is the primary focus, whereas in transaction-focused
traditional selling, the salesperson is the primary focus.
b. In trust-based relationship selling, the nature of communication is one-way, whereas in transaction-focused
traditional selling, the nature of communication is two-way.
c. In trust-based relationship selling, the salesperson is isolated from the customer's decision-making process,
whereas in transaction-focused traditional selling, the salesperson is actively involved in the customer's
decision-making process.
d. In trust-based relationship selling, the desired outcome is order volume, whereas in transaction-focused
traditional selling, the desired outcome is mutual benefits.
e. In trust-based relationship selling, the salesperson plays the role of making calls and closing sales, whereas in
transaction-focused traditional selling, the salesperson plays the role of a business consultant.
ANSWER: a
30. In trust-based relationship selling, _____.
a. the primary focus is on the salesperson
b. the nature of communication is one-way, from the salesperson to the customer
c. the customer–salesperson relationship is temporary
d. the salesperson is actively involved in a customer's decision-making process
e. the salesperson does little or no post-sale follow-up with the customer
ANSWER: d
31. _____ is determined by buyers' perceptions of what they get in exchange for what they have to give up.
a. Service orientation
b. Sales revenue
c. Customer value
d. Support value
e. Product demand
ANSWER: c
32. Which of the following is true of customer value?
a. It is not beneficial to personal selling.
b. The factors that constitute customer value are common for all customers.
c. It is always determined by the customer and not the salesperson.
d. It is not affected by the behavior of salespeople.
e. It is determined by a salesperson's perception of what customers will get in exchange for their money.
ANSWER: c
33. The customers of Daprosoft are concerned about the price of the company's new software. Susan, a sales manager at
Copyright Cengage Learning. Powered by Cognero. Page 5
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
Daprosoft, must thoroughly satisfy their curiosity about the benefits they are likely to receive after purchasing the product.
In this scenario, Susan's customers are concerned about _____.
a. sales dialogue
b. sales support
c. customer value
d. customer insight
e. the diffusion of innovation
ANSWER: c
34. The term _____ refers to the series of conversations between buyers and sellers that take place over time in an attempt
to build relationships.
a. sales advertising
b. sales dialogue
c. sales lead
d. customer value
e. economic stimulus
ANSWER: b
35. Which of the following is true of sales dialogue?
a. The purpose of sales dialogues is to determine the best training method that meets the needs of salespeople.
b. It is an essential part of transaction-focused traditional selling.
c. The purpose of sales dialogue is to negotiate a business deal and earn a commitment from the customer.
d. The business conversations that constitute sales dialogue are salesperson-focused.
e. It emphasizes generating sales revenue over building customer relationships.
ANSWER: c
36. _____ helps a salesperson to determine if a prospective customer should be targeted for further sales attention.
a. Customer value
b. Sales dialogue
c. Inside sales
d. Sales support
e. Continued affirmation
ANSWER: b
37. Ethan is a young salesperson who is tasked with establishing and maintaining good relationships with his customers.
Whenever he approaches a customer to sell his product, he begins a series of conversations with the customer to
determine needs, communicates how the product can create value for the customer, and negotiates a business deal with the
customer to earn a commitment. In this scenario, Ethan most likely engages in _____.
a. sales networking
b. sales dialogue
c. dejobbing
d. job crafting
e. inside sales
ANSWER: b
Copyright Cengage Learning. Powered by Cognero. Page 6
,Name: Class: Date:
Chapter 01: Overview of Personal Selling
38. Customers define value by addressing all of the following questions except: _______
a. Has the salesperson reached a high level of sales?
b. Does the salesperson do a good job in helping me make or save money?
c. Does the sales representative understand my business and my industry?
d. Does this salesperson help me achieve my strategic priorities?
e. Is this salesperson dependable?
ANSWER: a
39. _____ is a customer-oriented approach that uses truthful, non-manipulative tactics to satisfy the long-term needs of
both the customer and the selling firm.
a. Sales prospecting
b. A sales pitch
c. Sales advertising
d. Sales professionalism
e. A sales funnel
ANSWER: d
40. According to a study examining the status of sales as a true profession, sales meets the professional criteria of _____
through professional organizations such as the Strategic Account Management Association (SAMA) and through a
common sales vocabulary such as that found in textbooks and training materials.
a. ensuring the welfare of internal and external stakeholders
b. making a significant contribution to society
c. having a defined culture and organization of colleagues
d. developing a well-established routine for salespeople
e. adhering to a uniform ethical code
ANSWER: c
41. According to a study that examined the status of sales as a true profession, sales needs additional progress in two areas
to be viewed as a profession on par with law, medicine, and other long-recognized professions. One of these areas
is_______.
a. operating from a substantial knowledge base that has been developed by academics
b. making a significant contribution to society
c. having a defined culture and organization of colleagues
d. gaining public trust
e. having a unique set of professional skills
ANSWER: d
42. Which of the following is true of salespeople?
a. They can benefit tremendously by working from a continually evolving knowledge base.
b. They adhere to a universal code of ethics.
c. They enjoy relatively less job security compared with other occupational groups.
d. They receive professional training through a widely accepted certification program.
e. They are constantly supervised by their managers and lack decision-making autonomy.
Copyright Cengage Learning. Powered by Cognero. Page 7
, Name: Class: Date:
Chapter 01: Overview of Personal Selling
ANSWER: a
43. Identify a true statement about the evolution of personal selling.
a. Future buyers will be naive and less sophisticated.
b. Future salespeople will respond to a more complex, dynamic environment.
c. Technology and innovation will face stagnation due to lack of creativity from salespeople.
d. More emphasis will be placed on transaction-focused selling rather than trust-based relationship selling.
e. More emphasis will be placed on sales pitches rather than sales dialogues.
ANSWER: b
44. Some members of society will not view sales as a true profession because _______.
a. there is a universal code of ethics with a mechanism for dealing with violators
b. there is no universal code of ethics with a mechanism for dealing with violators
c. many companies have employee codes of conduct
d. some professional organizations have ethical codes
e. there is no participation in professional organizations
ANSWER: b
45. One of the key roles that salespeople play in society is the distribution of knowledge about new technology. In other
words, salespeople help with _____.
a. market basket analysis
b. the diffusion of innovation
c. market research
d. data mining
e. the training of future managers
ANSWER: b
46. Consumers who are likely to be early adopters of an innovation often rely on _____ as a primary source of
information.
a. manufacturers
b. salespeople
c. investors
d. producers
e. the government
ANSWER: b
47. Salespeople fulfill the role of _____ when they bring in income to a firm or company.
a. strategic orchestrators
b. business consultants
c. revenue producers
d. market analyzers
e. long-term allies
ANSWER: c
Copyright Cengage Learning. Powered by Cognero. Page 8
