Test Bank — SELL, 7th Edition — Thomas N. Ingram, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker & Michael R. Williams — ISBN 9780357901380 — Latest Update 2025/2026 — (All Chapters Covered 1–10)

SELL 7th Edition
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TEST BANK
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Thomas N. Ingram
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Comprehensive Test Bank for Instructors

and Students
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© Thomas N. Ingram. All rights reserved. Reproduction or distribution without permission is
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prohibited.
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©DREAMSHUB

, SELL – 7th Edition
(ISBN 9780357901380 – Verified)
Ingram, LaForge, Avila, Schwepker & Williams
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TABLE OF CONTENTS

Chapter 1. Overview of Personal Selling
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Chapter 2. Building Trust and Sales Ethics
Chapter 3. Understanding Buyers
Chapter 4. Communication Skills
Chapter 5. Strategic Prospecting and Preparing for Sales Dialogue
Chapter 6. Planning Sales Dialogues and Presentations
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Chapter 7. Sales Dialogue: Creating and Communicating Value
Chapter 8. Addressing Concerns and Earning Commitment
Chapter 9. Expanding Customer Relationships
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Chapter 10. Adding Value: Self- Leadership and Teamwork
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©DREAMSHUB

, Name: Class: Date:

Chapter 01: Overview of Personal Selling
True / False

1. Personal selling and sales promotion are both forms of marketing communications.
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a. True
b. False
ANSWER: True
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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
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sustain periods of relative prosperity.
a. True
b. False
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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
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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.
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a. True
b. False
ANSWER: False

6. In the business-to-business sector, buyers are increasingly sharing their opinions, identifying problems, and asking for
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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
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revenue.
a. True
b. False
ANSWER: False
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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
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, Name: Class: Date:

Chapter 01: Overview of Personal Selling

ANSWER: False

9. Salespeople are concerned only with sales revenue and not with overall profitability.
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a. True
b. False
ANSWER: False
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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
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may affect a customer's business.
a. True
b. False
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ANSWER: False

12. As salespeople serve their customers, they simultaneously serve their employers and society.
a. True
b. False
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ANSWER: True

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

16. The three phases of the sales process are initiating, developing, and enhancing customer relationships.
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a. True
b. False
ANSWER: True


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