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Sell 4 4th Edition Ingram Test Bank
Sell 4 4th Edition Ingram Test Bank
https://testbankfan.com/download/sell-4-4th-edition-ingram-test-bank/
MULTIPLE CHOICE
1. LaTasha is a purchasing agent for a large construction company. Jeff is a salesperson for a building
materials company and has been calling unsuccessfully on LaTasha for several weeks. LaTasha likes
Jeff and believes he is selling a good product. Unfortunately, she does not feel she can rely on him if
she ever had a problem with one of the orders. Which of the following best reflects the underlying
problem?
a. Jeff has lied to LaTasha.
b. Jeff's company needs to work on its ability to deliver orders accurately and on time.
c. LaTasha doesn't trust Jeff.
d. LaTasha is simply a tough buyer.
e. All of the above are correct.
ANS: C PTS: 1 DIF: Difficulty: Moderate
REF: p. 32 OBJ: LO: 2-1
3. In order for the buyer to be able to rely on what the salesperson says or promises to do, the buyer must:
a. Trust the salesperson
b. Like the salesperson
c. Know the salesperson
d. Believe the salesperson is customer-oriented
e. Believe the salesperson is honest
ANS: A PTS: 1 DIF: Difficulty: Easy
REF: p. 32 OBJ: LO: 2-1
6. The question "Do you know what you're talking about?" is addressing which component of trust?
a. Competence or expertise
b. Candor
c. Customer orientation
d. Dependability
e. Compatibility
ANS: A PTS: 1 DIF: Difficulty: Moderate
REF: p. 33 OBJ: LO: 2-1
7. A buyer asking/thinking the question "Will you recommend what is best for me (buyer) or what is best
for you (salesperson)?" is addressing which component of trust?
a. Competence or expertise
b. Candor
c. Customer orientation
d. Dependability
e. Compatibility
ANS: C PTS: 1 DIF: Difficulty: Moderate
REF: p. 33 OBJ: LO: 2-1
8. The question "Are you being upfront with me" is addressing which component of trust?
a. Competence or expertise
b. Candor
c. Customer orientation
d. Dependability
e. Compatibility
ANS: B PTS: 1 DIF: Difficulty: Moderate
REF: p. 33 OBJ: LO: 2-1
9. The question "Can you and your company back up your promises?" is addressing which component of
trust?
a. Competence or expertise
b. Candor
c. Customer orientation
d. Dependability
e. Compatibility
ANS: D PTS: 1 DIF: Difficulty: Moderate
REF: p. 33 OBJ: LO: 2-1
10. Which of the following is most accurate regarding successful long-term buyer-seller relationships?
a. The seller almost always charges the buyer the lowest price possible.
b. The seller must conceal some cost information from the buyer in order to maintain
profitability.
c. Mutual trust is crucial.
d. The seller must be honest with the buyer.
e. All of the above are accurate.
ANS: C PTS: 1 DIF: Difficulty: Challenging
REF: p. 34 OBJ: LO: 2-1
11. Which of the following best describes a key difference between traditional sales tactics and trust-based
relationship selling methods today?
a. In trust-based relationship selling there is little concern for making sales.
b. Traditional selling tactics are always the quickest way to get a sale.
c. Getting orders is not important in trust-based relationship selling.
d. Establishing trust is more important to trust-based relationship selling methods.
e. Traditional sales tactics are more collaborative than trust-based relationship selling
methods.
ANS: D PTS: 1 DIF: Difficulty: Challenging
REF: p. 34 OBJ: LO: 2-2
12. Bill has been selling vacuum cleaners door-to-door for the past seven years. Recently he took a new
job selling industrial cleaning equipment to large factories and institutions. Bill was assigned a
territory that contained 35 accounts with which his company has been doing business for several years.
Bill is having trouble adjusting from his role as a traditional salesperson to his role as a relational
salesperson. Which of the following best reflects one of the key differences between traditional selling
and relational selling that may be causing Bill some adjustment trouble.
a. In his new job, getting orders is not important.
b. The company he is now working for is not concerned about profits.
c. With his new job, Bill has to build and maintain long-term relationships.
d. The customers Bill is now calling on are only concerned about price.
e. All of the above.
ANS: C PTS: 1 DIF: Difficulty: Challenging
REF: p. 34 OBJ: LO: 2-2
13. Building long-term, mutually satisfying relationships with customers requires salespeople to be:
a. Competent
b. Likeable
c. Candid
d. Dependable
e. All of the above
ANS: E PTS: 1 DIF: Difficulty: Easy
REF: p. 34-38 OBJ: LO: 2-3
14. Andrew is a new sales rep for an industrial chemical supplier. Andrew makes it a point to never be late
for an appointment and to always follow through immediately on promises he makes to his customers.
These behaviors help Andrew build trust with his customers because they perceive him as:
a. An expert
b. Candid
c. Dependable
d. Competent
e. Helpful
ANS: C PTS: 1 DIF: Difficulty: Moderate
REF: p. 36 OBJ: LO: 2-3
15. Salespeople who always do what they say they'll do earn trust because buyers perceive them as being:
a. Dependable
b. Customer oriented
c. Likeable
d. Candid
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The Project Gutenberg eBook of Blank?
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Title: Blank?
Language: English
By RANDALL GARRETT
Illustrated by ENGLE
Half an hour later, Kamiroff was rubbing his chin with a forefinger,
deep in concentration. "It sounds wild," he said at last, "but I've
heard of wild things before."
"But what caused it?"
"Do you remember what you did last night? I mean the night of the
first?"
"Not clearly; we got pretty crocked, I remember."
Kamiroff grinned. "I think you were a few up on me. Do you
remember that bottle of white powder I had in the lab down in the
basement?"
"No," Bethelman admitted.
"It was diazotimoline, one of the drugs we've been using in cancer
research on white mice. That whole family of compounds has some
pretty peculiar properties. This one happens to smell like vanilla;
when I let you smell it, you stuck your finger in it and licked off some
of the powder before I could stop you.
"It didn't bother me much; we've given it to mice without any ill
effects, so I didn't give you an emetic or anything."
The bromo had made Bethelman's head feel better. "But what
happened, exactly?" he asked.
"As far as I can judge," the biochemist said, "the diazotimoline has
an effect on the mind. Not by itself, maybe; perhaps it needed the
synergetic combination with alcohol. I don't know.
"Have you heard the theories that Dunne propounded on the mind?"
"Yeah," Bethelman said. "We discussed them last night, I think."
"Right. The idea is that the mind is independent of time, but just
follows the body along through the time stream.
"Evidently, what the diazotimoline did was project your mind two
weeks into the future—to the fifteenth. After two weeks—on the
twenty-ninth—it wore off, and your mind returned to the second. Now
you'll relive those two weeks."
"That sounds like a weird explanation," Bethelman said.
"Well, look at it this way. Let's just say you remember those two
weeks in the wrong order. The drug mixed your memory up. You
remember the fortnight of the second to the fifteenth after you
remember the fortnight of the fifteenth to the twenty-ninth. See?"
"Good gosh, yes! Now I see how I made all that money! I read all the
papers; I know what the stocks are going to do; I know what horses
are going to win! Wow!"
"That's right," Kamiroff agreed. "And you'll know where to leave all
those notes to yourself."
"Yeah! And on the afternoon of the fifteenth, I'll blank out and wake
up in my bed on the morning of the thirtieth!"
"I should think so, yes," Kamiroff said.
"It makes sense, now." Then Bethelman looked up at the biochemist.
"By the way, Dr. Kamiroff, I want to split this money with you; after
all, you're responsible for what happened."
The scientist smiled and shook his head. "No need of that. I have the
diazotimoline, remember? You said you couldn't get hold of me on
the phone; you said I was doing experimental work and couldn't be
disturbed.
"Now, just what do you think I'm going to be experimenting on for the
next couple of months?"
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