Test Bank for SELL, 7th Edition by Thomas N.
Ingram, Raymond W. LaForge A+
Indicate whether the statement is true or false.
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1. All order-getters are also pioneers and all pioneers are also order-getters.
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a. True
b. False
2. The three phases of the sales process are initiating, developing, and enhancingcu
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stomer relationships.
k
a. True
b. False
3. As a salesperson at Solari, Michi is expected to identify customers but is notre
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sponsible for generating revenue.
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a. True
b. False
4. Order-takers are not too involved in creative selling.
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a. True
b. False
5. In the business-to-
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business sector, buyers are increasingly sharing their opinions,identifying problems, and aski
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ng for vendor recommendations via Twitter and LinkedIn.
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a. True
b. False
6. As salespeople serve their customers, they simultaneously serve their employers and
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society.
a. True
b. False
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7. The independence of action traditionally enjoyed by salespeople is frequently aby
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product of decentralized sales operations in which salespeople live and work away fromhead
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quarters.
a. True
b. False
8. Unlike need satisfaction selling, stimulus response selling focuses on customers ratherth
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an on salespeople.
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a. True
b. False
9. In a fluctuating economy, salespeople make invaluable contributions by assisting inre
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covery cycles and by helping to sustain periods of relative prosperity.
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a. True
b. False
10. Consumers who are likely to be early adopters of an innovation often rely onsal
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espeople as a tertiary source of information.
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a. True
b. False
11. Salespeople are concerned only with sales revenue and not with overall profitability.
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a. True
b. False
12. In recent years, marketing and sales personnel have been in strong demand for upperm
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anagement positions. k
a. True
b. False
13. In the problem- k k
solving approach to selling, competitors' offerings are never includedas alternatives in a customer's
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k purchase decision. k
a. True
b. False
14. Sales does not meet the criterion of making a significant contribution to society.
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A+ Page 2 k
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a. True
b. False
15. Salespeople are concerned with profitability in bottom- k k k k k k
line terms, whereas accountants and financial staff are responsible for achieving a healthy "top line"
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on the profit andloss statement.
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a. True
b. False
16. Personal selling and sales promotion are both forms of marketing communications.
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a. True
b. False
17. Customers do not expect salespeople to be knowledgeable about marketo
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pportunities and relevant business trends that may affect a customer's business.
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a. True
b. False
18. Customers who appreciate the need satisfaction selling method are often willing to sp
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end considerable time in preliminary meetings to define needs prior to a sales presentation orwritt
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en sales proposal.
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a. True
b. False
19. While acting as agents of innovation, salespeople invariably encounter openness toa
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nd acceptance of change from consumers in the latter stages of the diffusion process.
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a. True
b. False
20. Two types of new-business salespeople are order-takers and order-getters.
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a. True
b. False
Indicate the answer choice that best completes the statement or answers the question.
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21. In the context of mental states selling, which of the following tactics can asal
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esperson use to draw the attention of a prospective customer to a product?
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a. Overcoming resistance of the prospect k k k k
b. Building rapport with the prospect
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c. Persuading the prospect to try the product
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d. Demonstrating the product k k
e. Building a sense of urgency about the product
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22. Which of the following helps marketing and sales personnel to be good candidatesfo
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r upper management positions?
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a. Their ability to overcome negative feedback
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b. Their ability to meet customer needs
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c. Their ability to isolate themselves from their customer's decision-making process
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d. Their ability to resist changes
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e. Their ability to push products to customers
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23. Which of the following is a characteristic of sales careers?
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a. Delayed feedback on job performance
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b. Negligible job security k k
c. Vegetation and monotony k k
d. An annual salary of approximately $60,869 for the average salesperson
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e. Advancement opportunities k
24. Which of the following forms of marketing involves talking with buyers before,d
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uring, and after the sale?
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a. Personal selling k
b. Public relations k
c. Direct marketing k
d. Sales promotion k
e. Electronic marketing k
25. Which of the following approaches to personal selling forces a salesperson to planth
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e sales presentation prior to calling on a customer?
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a. Need satisfaction selling
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b. Mental states selling k k
c. Problem-solving selling k
A+ Page 4 k
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