SELL 3rd Edition Ingram Test Bank

Visit to download the full and correct content document:

https://testbankdeal.com/download/sell-3rd-edition-ingram-test-bank/
SELL 3rd Edition Ingram Test Bank

Chapter 2—Building Trust and Sales Ethics

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: Medium REF: p. 32
OBJ: 1

2. Which of the following best describes trust in a buyer-seller context?

a. The buyer understands the salesperson
b. The salesperson is honest with the buyer
c. The buyer can rely on what the salesperson says or promises to do
d. The salesperson is able to solve the buyer's needs cost effectively
e. The salesperson is dependable
ANS: C PTS: 1 DIF: Easy REF: p. 32
OBJ: 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: Easy REF: p. 32
OBJ: 1

4. Which of the following is not recognized as a trust builder?

a. Power
b. Expertise
c. Candor
d. Customer orientation
e. Dependability
ANS: A PTS: 1 DIF: Easy REF: p. 32
OBJ: 3

5. Which of the following is not recognized as a trust builder?

a. Customer orientation
b. Competence
c. Dependability
d. Candor
e. Each of the above is recognized as a trust builder

Visit TestBankDeal.com to get complete for all chapters

 ANS: E PTS: 1 DIF: Easy REF: p. 32
OBJ: 3

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: Medium REF: p. 33
OBJ: 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: Medium REF: p. 33
OBJ: 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: Medium REF: p. 33
OBJ: 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: Medium REF: p. 33
OBJ: 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: Hard REF: p. 34
OBJ: 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: Hard REF: p. 34
OBJ: 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: Hard REF: p. 34
OBJ: 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: Easy REF: p. 34-38
OBJ: 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: Medium REF: p. 36
OBJ: 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
Another random document with
no related content on Scribd:
Muir John E. Kenny .07
Pop. 522 1-24 1-16 3-8’s
Muskegon Steketee & Leonard .09
Pop. 25,000 12-24’s 25-16’s 40-8’s
Negaunee Ed. J. Butler .07
Pop. 10,000 15 L. 5-24’s 8-16’s 12-8’s
Mail and paper to Ishpeming.
Niles The Wolverine Advertisers .07
Pop. 4,641 3-24’s 4-16’s 8-8’s
Otsego J. D. Woodbeck .07
Pop. 2,073 2-24’s 3-16’s 6-8’s
Owosso Owosso Posting Service .09
Pop. 9,369 26 L. 6-24’s 9-16’s 18-8’s
Oxford A. Gage .07
Pop. 1,172 7 L. 1-24 2-16’s 5-8’s
Paw Paw H. E. Sherman .07
Pop. 2,000 1-24 2-16’s 5-8’s
Petoskey W. J. Tracy .07
Pop. 5,285 3-24’s 5-16’s 10-8’s
Pewano John E. Kenny .07
Pop. 512 1-16 3-8’s
Mail and paper to Muir.
Pinconning W. H. Trask .07
Pop. 843 8 L. 1-24 2-16’s 5-8’s
Pontiac D. H. Calvert .09
Pop. 11,942 37 L. 10-24’s 15-16’s 25-8’s
Port Huron Bennett Billposting Co. .09
Pop. 25,000 72 L. 20-24’s 25-16’s 50-8’s
Portland Frank Little & Son .07
 Pop. 2,000 1-24 2-16’s 5-8’s
Reed City Hemund & Callaghan .07
Pop. 2,051 1-24 2-16’s 5-8’s
Rochester A. Gage .07
Pop. 1,618 6 L. 1-24 2-16’s 5-8’s
Mail and paper to Oxford.
Romeo A. Gage .07
Pop. 2,053 2 L.
Mail and paper to Oxford.
Saginaw Walker & Co. .12
Pop. 50,000 87 L. 30-24’s 45-16’s 60-8’s
Mail to Detroit. Paper to 124 N. Baum
St., Saginaw.
Saline L. C. Gillette .07
Pop. 1,000 6 L. 1-24 2-16’s 5-8’s
Mail and paper to Ann Arbor.
Sandusky George Teets .07
Pop. 1,000 6 L. 1-24 2-16’s 5-8’s
Sault Ste. Marie Jordan’s Billposting Service .09
Pop. 11,894 7-24’s 10-16’s 20-8’s
Sebewaing S. Champion .07
Pop. 1,000 8 L. 2-24’s 2-16’s 5-8’s
Mail and paper to Cass City.
Shelby Steketee & Leonard .07
Pop. 1,350 1-24 2-16’s 5-8’s
Mail and paper to Muskegon.
South Haven South Haven Billposting Co .07
Pop. 4,500 3-24’s 4-16’s 8-8’s
Spring Lake Steketee & Leonard .07
Pop. 900 1-16 3-8’s
Mail and paper to Muskegon.
Stanton J. C. Hartman .07
Pop. 1,500 1-24 2-16’s 5-8’s
St. Charles Wilson Distributing Co. .07
Pop. 1,550 9 L. 2-24’s 3-16’s 6-8’s
St. Ignace Frank S. Walker & Sons .07
Pop. 2,800 1-24 2-16’s 5-8’s
St. Johns St. Johns Billposting Co .07
Pop. 4,000 12 L. 3-24’s 4-16’s 8-8’s
St. Joseph Twin Cities Outdoor Advertising Co. .09
Pop. 7,000 8 L. 2-24’s 3-16’s 6-8’s
Mail and paper to Benton Harbor.
St. Louis W. C. Edgar .07
Pop. 2,500 1-24, 2-16’s 5-8’s
Sturgis A. L. Hibbard .07
Pop. 4,500 20 L. 4-24’s 6-16’s 12-8’s
Tecumseh Tecumseh Billposting Co. .07
Pop. 3,000 10 L. 3-24’s 4-16’s 7-8’s
Three Rivers Edwin L. Lenhart .07
Pop. 4,000 11 L. 2-24’s 4-16’s 8-8’s
Traverse City W. A. Murrell .09
Pop. 12,153 25 L. 6-24’s 9-16’s 18-8’s
Vassar Howard W. Smith .07
Pop. 2,432 10 L. 3-24’s 4-16’s 7-8’s
Vicksburg E. R. Smith .07
Pop. 1,000 1-24 2-16’s 5-8’s
Mail and paper to Battle Creek.
Watervliet Wesley N. Cone .07
Pop. 816 1-16 3-8’s
Mail and paper to Hartford.
Wayne C. A. Monroe .07
Pop. 1,361 1-24 2-16’s 5-8’s
Whitehall Steketee & Leonard .07
Pop. 1,600 1-24 2-16’s 5-8’s
Mail and paper to Muskegon.
Wyandotte Walker & Co. .14
Pop. 8,000 17 L. 6-24’s 9-16’s 12-8’s
Mail and paper to Detroit.
Yale J. A. Cavanaugh .07
Pop. 1,500 1-24 2-16’s 5-8’s
Ypsilanti Walker & Co. .09
Pop. 7,800 23 L. 7-24’s 10-16’s 18-8’s
Mail to Detroit. Paper to Ypsilanti.
Zeeland J. VanDenberg & Sons .07
Pop. 1,570 1-24 2-16’s 5-8’s
Mail and paper to Holland.

MINNESOTA
Adrian H. M. Lynch .07
Pop. 1,184 1-24 2-16’s 5-8’s
Albert Lea W. F. Gage .07
Pop. 5,500 3-24’s 5-16’s 10-8’s
Austin Kubat Posting & Adv. Service .09
Pop. 8,000 4-24’s 6-16’s 12-8’s
Mail and paper to Owatonna.
Blue Earth City Arthur B. Flynn .07
Pop. 3,400 16 L. 4-24’s 5-16’s 10-8’s
Bemidji Wheelock Display Advertising Co. .07
Pop. 2,500 20 L. 4-24’s 6-16’s 12-8’s
Brainerd C. P. Walker .09
Pop. 10,145 4-24’s 6-16’s 12-8’s
Chatfield E. F. Harnish .07
Pop. 1,300 1-24 2-16’s 5-8’s
Chisholm C. J. Tucker .09
Pop. 4,231 3-24’s 4-16’s 8-8’s
Cloquet H. Zimmerman .07
Pop. 6,117 4-24’s 5-16’s 10-8’s
Crookston Kirsch Bros. .09
Pop. 8,500 4-24’s 6-16’s 12-8’s
Detroit H. D. Blanding .07
Pop. 2,149 8 L. 2-24’s 3-16’s 6-8’s
Duluth Duluth-Superior Billposting Co. .12
Pop. 67,337 87 L. 25-24’s 40-16’s 60-8’s
Excelsior W. J. Edwards .07
Pop. 2,000 1-24 2-16’s 5-8’s
Fairmont Rudy Henry .07
Pop. 4,100 15 L. 4-24’s 5-16’s 10-8’s
Faribault Faribault Billposting Co. .09
Pop. 8,279 4-24’s 6-16’s 12-8’s
Fergus Falls Walker & Lucas .07
Pop. 6,692 4-24’s 5-16’s 10-8’s
Hibbing O. J. Tucker .09
Pop. 7,500 17 L. 4-24’s 6-16’s 12-8’s
Hopkins W. J. Edwards .07
Pop. 3,600 2-24’s 3-16’s 6-8’s
Little Falls J. H. Guerin .07
Pop. 7,000 4-24’s 6-16’s 12-8’s
Mankato C. H. Griebel .09
Pop. 15,000 7-24’s 10-16’s 20-8’s
Medford W. A. Bailey .07
 Pop. 450 9 L. 2-24’s 3-16’s 6-8’s
Minneapolis Northern Display Adv. Co. .14
Pop. 310,000 180-24’s 250-16’s 350-8’s
22 Washington Ave., So.
New Ulm Western Advertising Co. .07
Pop. 6,000 4-24’s 6-16’s 12-8’s
Owatonna Auditorium Billposting Co. .09
Pop. 5,561 4-24’s 6-16’s 12-8’s
Pipestone Geo. H. Fish .07
Pop. 3,000 12 L. 2-24’s 4-16’s 8-8’s
Red Lake Falls J. C. Wander .07
Pop. 1,850 1-24 2-16’s 5-8’s
Red Wing Red Wing Billposting & Dist. Co. .09
Pop. 11,000 10 L. 4-24’s 6-16’s 12-8’s
Redwood Falls F. L. Carpenter .07
Pop. 1,860 1-24 2-16’s 5-8’s
Rochester Rochester Billposting Co. .09
Pop. 10,000 4-24’s 6-16’s 12-8’s
St. Cloud Davidson Advertising Co. .09
Pop. 9,574 39 L. 8-24’s 12-16’s 25-8’s
St. Louis Park W. J. Edwards .07
Pop. 2,000 1-24 2-16’s 5-8’s
St. Paul Northern Display Adv. Co. .14
Pop. 220,000 160-24’s 225-16’s 300-8’s
Mail to 22 Washington Ave., S.,
Minneapolis. Paper to 18 E. 4th
St., St. Paul.
St. Peter Ludcke Bros. .07
Pop. 4,514 2-24’s 4-16’s 8-8’s
Stillwater Interstate Advertising Co. .09
 Pop. 12,458 5-24’s 8-16’s 15-8’s
Virginia Iron Range Billposting Co. .07
Pop. 6,056 4-24’s 5-16’s 10-8’s
Warroad H. N. Harris .07
Pop. 1,200 1-24 2-16’s 5-8’s
Waseca Kubat Posting & Adv. Service .07
Pop. 4,000 2-24’s 3-16’s 6-8’s
Mail and paper to Owatonna.
Wells Arthur B. Flynn .07
Pop. 2,800 11 L. 3-24’s 4-16’s 7-8’s
Willmar Crosby & Markhus .07
Pop. 4,800 3-24’s 4-16’s 8-8’s
Winnebago Arthur B. Flynn .07
Pop. 2,400 8 L. 2-24’s 3-16’s 5-8’s
Winona Winona Billposting Co. .10
Pop. 20,458 79 L. 20-24’s 35-16’s 50-8’s

MISSISSIPPI
Aberdeen Howard H. Scrape .07
Pop. 4,000 18 L. 4-24’s 6-16’s 12-8’s
Biloxi A. J. Bourdon .07
Pop. 5,467 3-24’s 5-16’s 10-8’s
Canton Leo Lehman .07
Pop. 4,800 3-24’s 4-16’s 8-8’s
Columbus T. F. Lamb .07
Pop. 6,884 4-24’s 6-16’s 12-8’s
Corinth E. J. East .07
Pop. 7,500 4-24’s 6-16’s 12-8’s
Greenville Riverside Billposting Co. .07
Pop. 8,000 22 L. 5-24’s 8-16’s 15-8’s
Grenada L. B. James .07
Pop. 2,680 1-24 2-16’s 5-8’s
Gulfport Geo. P. Kearse .09
Pop. 4,500 19 L. 4-24’s 6-16’s 12-8’s
Hattiesburg Howell Advertising Service .09
Pop. 4,175 22 L. 2-24’s 6-16’s 12-8’s
Holly Springs L. A. Anderson .07
Pop. 3,000 1-24 2-16’s 5-8’s
Jackson J. Brown & Son .09
Pop. 30,000 33 L. 10-24’s 15-16’s 30-8’s
Kosciusko R. J. Turner Billposting Co. .07
Pop. 2,300 1-24 2-16’s 5-8’s
Laurel Ziller Advertising Service .12
Pop. 9,000 5-24’s 8-16’s 15-8’s
Mail to Meridian. Paper to Laurel.
Lexington D. E. Hoskins .07
Pop. 2,500 1-24 2-16’s 5-8’s
McComb A. J. Hackett .07
Pop. 4,500 2-24’s 4-16’s 8-8’s
Meridian Ziller Advertising Service .12
Pop. 38,808 15-24’s 20-16’s 40-8’s
Natchez M. M. Irwin .07
Pop. 15,000 19 L. 5-24’s 8-16’s 15-8’s
Okolona R. E. Buchanan .07
Pop. 4,000 9 L. 3-24’s 4-16’s 7-8’s
Pontotoc Anderson & Wheeler .07
Pop. 2,300 1-24 2-16’s 5-8’s
Sardis Hightower Bros. .07
Pop. 2,000 1-24 2-16’s 5-8’s
Scranton F. D. Becht .07
Pop. 2,025 1-24 2-16’s 5-8’s
Senatobia C. P. Still .07
Pop. 1,500 1-24 2-16’s 5-8’s
Summit Jos. F. Schluter .07
Pop. 1,499 1-24 2-16’s 5-8’s
Tupelo Claude E. Iverson .07
Pop. 3,895 2-24’s 3-16’s 6-8’s
Vicksburg Henry Mayer .12
Pop. 18,000 28 L. 7-24’s 10-16’s 20-8’s
Water Valley Southern Advertising Bureau .07
Pop. 4,900 3-24’s 4-16’s 8-8’s
West Point C. D. McLean .07
Pop. 3,193 2-24’s 3-16’s 6-8’s
Yazoo City Henick’s B. P. & Adv. Service .07
Pop. 4,944 3-24’s 4-16’s 8-8’s

MISSOURI
Ash Grove L. Turner .09
Pop. 2,800 1-24 2-16’s 5-8’s
Aurora William Bunch .07
Pop. 6,191 4-24’s 6-16’s 12-8’s
Baden St. Louis Billposting Co. .16
Pop. 9,000 6-24’s 12-16’s 18-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Bethany Cunningham Billposting Co. .07
Pop. 2,500 1-24 2-16’s 5-8’s
Bevier Forester Billposting Co. .07
Pop. 1,808 1-24 2-16’s 5-8’s
Billings William Bunch .07
Pop. 1,200 1-24 2-16’s 5-8’s
Mail and paper to Aurora.
Bloomfield J. F. Leggett .07
Pop. 1,475 1-24 2-16’s 5-8’s
Bonne Terre A. Kugel .07
Pop. 4,000 2-24’s 3-16’s 6-8’s
Mail and paper to Farmington.
Boonville J. H. Berry .07
Pop. 4,850 16 L. 4-24’s 5-16’s 10-8’s
Brookfield Brookfield Billposting Co. .07
Pop. 5,484 3-24’s 5-16’s 10-8’s
Brunswick John Kelliker .07
Pop. 3,500 2-24’s 3-16’s 6-8’s
Butler G. A. Van Hall .07
Pop. 3,158 2-24’s 3-16’s 6-8’s
Cameron Floyd Hampton .08
Pop. 4,000 2-24’s 3-16’s 6-8’s
Cape Girardeau Herman Bock .09
Pop. 14,000 7-24’s 10-16’s 20-8’s
Carrollton M. B. Tonnar .07
Pop. 3,854 2-24’s 3-16’s 6-8’s
Caruthersville T. E. King .08
Pop. 2,315 1-24 2-16’s 5-8’s
Carondelet St. Louis Billposting Co. .16
Pop. 15,000 12-24’s 20-16’s 30-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Carterville E. S. Brigham Advertising Service .09
Pop. 4,500 5 L. 2-24’s 3-16’s 5-8’s
 Mail to 504 Walnut St., Kansas City,
Mo. Paper to Webb City.
Carthage E. S. Brigham Advertising Service .09
Pop. 10,280 20 L. 5-24’s 8-16’s 15-8’s
Mail to 504 Walnut St., Kansas City,
Mo. Paper to Carthage.
Charleston City Billposting Co. .07
Pop. 3,000 1-24 2-16’s 5-8’s
Chillicothe Z. B. Myers .09
Pop. 7,000 4-24’s 6-16’s 12-8’s
Clayton St. Louis Billposting Co. .16
Pop. 476 1-24 2-16’s 5-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Clinton W. D. Hunt .09
Pop. 7,000 4-24’s 6-16’s 12-8’s
Columbia City Billposting Co. .09
Pop. 11,000 5-24’s 8-16’s 15-8’s
Des Loge A. Kugel .07
Pop. 4,000 2-24’s 3-16’s 6-8’s
Mail and paper to Farmington.
Desoto Leon Herrick .07
Pop. 5,611 3-24’s 5-16’s 10-8’s
Elvins A. Kugel .07
Pop. 2,000 1-24 2-16’s 4-8’s
Mail and paper to Farmington.
Excelsior Springs Kansas City Billposting Co. .09
Pop. 1,881 16 L. 4-24’s 6-16’s 12-8’s
Mail to 17 E. 7th St., Kansas City, Mo.
Paper to Excelsior Springs, c/o
City Billposter.
Farmington A. Kugel .07
Pop. 3,000 1-24 2-16’s 5-8’s
Fayette H. S. Massie .07
Pop. 3,500 1-24 2-16’s 5-8’s
Ferguson St. Louis Billposting Co. .16
Pop. 1,015 1-24 2-16’s 5-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Flat River A. Kugel .07
Pop. 3,000 1-24 2-16’s 5-8’s
Mail and paper to Farmington.
Fulton Gaw & Newland .07
Pop. 4,900 2-24’s 4-16’s 8-8’s
Glasgow Hannaca & Morgan .07
Pop. 2,065 1-24 2-16’s 5-8’s
Hannibal John B. Price .09
Pop. 12,780 7-24’s 10-16’s 20-8’s
Independence P. H. Sampson & Bro. .09
Pop. 10,000 6-24’s 9-16’s 18-8’s
Jefferson City D. C. Weatherby .09
Pop. 12,000 35 L. 8-24’s 12-16’s 25-8’s
Joplin Joplin Billposting Service .12
Pop. 40,000 50 L. 15-24’s 25-16’s 40-8’s
Club Theatre.
Kansas City Kansas City Billposting Co. .14
Pop. 182,376 353 L. 150-24’s 200-16’s 300-8’s
17 E. 7th St.
Kirksville Kirksville Billposting Co. .09
Pop. 7,000 4-24’s 6-16’s 12-8’s
Kirkwood St. Louis Billposting Co. .16
 Pop. 5,250 5-24’s 10-16’s 15-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Lamar Lamar Billposting Co. .07
Pop. 4,600 2-24’s 4-16’s 8-8’s
La Plata W. B. Huston .07
Pop. 1,900 17 L. 2-24’s 3-16’s 7-8’s
Lathrop Henry Hicks .07
Pop. 1,118 1-24 2-16’s 5-8’s
Leadwood A. Kugel .07
Pop. 2,000 1-24 2-16’s 5-8’s
Mail and paper to Farmington.
Lebanon Ross Hickman .07
Pop. 2,300 1-24 2-16’s 5-8’s
Lexington Chas. Geyer .07
Pop. 6,000 3-24’s 5-16’s 10-8’s
Liberty James Wharton Jones .07
Pop. 2,500 1-24 2-16’s 5-8’s
Louisiana Parks Billposting Co. .07
Pop. 7,000 38 L. 7-24’s 10-16’s 20-8’s
Macon Sears & Sears .07
Pop. 4,068 2-24’s 4-16’s 8-8’s
Maplewood St. Louis Billposting Co. .16
Pop. 5,525 5-24’s 10-16’s 15-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Marionville Wm. Bunch .07
Pop. 1,290 1-24 2-16’s 5-8’s
Mail and paper to Aurora.
Marshall Morris & M’Curdy .07
 Pop. 6,000 3-24’s 5-16’s 10-8’s
Maryville S. B. Arnold .07
Pop. 4,577 2-24’s 4-16’s 8-8’s
Memphis C. W. Harding .07
Pop. 2,135 1-24 2-16’s 5-8’s
Mexico A. R. Waterman .09
Pop. 6,000 27 L. 7-24’s 10-16’s 15-8’s
Moberly Halloran Billposting Co. .09
Pop. 9,000 32 L. 8-24’s 12-16’s 18-8’s
Monett Callaway & King .07
Pop. 3,115 2-24’s 3-16’s 6-8’s
Mound City Cardinell McCoy .07
Pop. 1,700 1-24 2-16’s 5-8’s
Mountain Grove W. S. Candler .07
Pop. 2,000 1-24 2-16’s 5-8’s
Mount Vernon Briant & Freeman .07
Pop. 1,206 1-24 2-16’s 5-8’s
Neosho The Lowe Co. .07
Pop. 4,500 2-24’s 4-16’s 8-8’s
Nevada Nevada Billposting Co. .09
Pop. 7,461 4-24’s 6-16’s 12-8’s
Poplar Bluff W. B. Hays Billposting Co. .07
Pop. 9,430 13 L. 4-24’s 5-16’s 10-8’s
Republic Harry A. Grove .07
Pop. 1,200 1-24 2-16’s 5-8’s
Rich Hill Newman Gossom .07
Pop. 4,120 15 L. 3-24’s 4-16’s 8-8’s
Richmond Richmond Show Co. .07
Pop. 3,478 2-24’s 3-16’s 6-8’s
Rolla W. H. Stimson .07
Pop. 1,600 1-24 2-16’s 5-8’s
Savannah P. Christianson & Son .07
Pop. 2,500 1-24 2-16’s 5-8’s
Sedalia Sedalia Billposting Co. .09
Pop. 25,000 15-24’s 20-16’s 30-8’s
Seneca S. C. Woodruff .07
Pop. 1,800 1-24 2-16’s 5-8’s
Sikeston City Billposting Co. .07
Pop. 3,500 2-24’s 3-16’s 6-8’s
Springfield Springfield Billposting Co. .12
Pop. 48,000 25-24’s 40-16’s 40-8’s
St. Charles St. Charles Posting Co. .09
Pop. 11,500 6-24’s 10-16’s 18-8’s
St. Joseph St. Joseph B. P. & Adv. Co. .12
Pop. 118,000 60-24’s 75-16’s 125-8’s
Lyceum Theatre Bldg.
St. Louis St. Louis Billposting Co. .16
Pop. 750,275 200-24’s 300-16’s 450-8’s
631 S. 6th St.
Stanberry J. H. Patterson .07
Pop. 2,654 1-24 2-16’s 5-8’s
Tarkio W. F. Marshall .07
Pop. 1,901 1-24 2-16’s 5-8’s
Thayer Ollie Lindley .07
Pop. 1,276 1-24 2-16’s 5-8’s
University City St. Louis Billposting Co. .16
Pop. 5,100 5-24’s 8-16’s 10-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Warrensburg Land Markward .07
Pop. 4,724 2-24’s 4-16’s 8-8’s
Washington O. H. Thias Billposting Co. .07
Pop. 4,500 10 L. 2-24’s 4-16’s 7-8’s
Webb City E. S. Brigham Advertising Service .09
Pop. 15,000 18 L. 5-24’s 8-16’s 15-8’s
Mail to 504 Walnut St., Kansas City,
Mo. Paper to Webb City.
Webster Groves St. Louis Billposting Co. .16
Pop. 5,556 6-24’s 12-16’s 18-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Wellston St. Louis Billposting Co. .16
Pop. 12,000 6-24’s 12-16’s 20-8’s
Mail and paper to 631 S. 6th St., St.
Louis.
Weston Geo. Marr .07
Pop. 2,000 1-24 2-16’s 5-8’s
Willow Springs Geo. Hutchinson .07
Pop. 1,500 1-24 2-16’s 5-8’s

MONTANA
The classification of towns named is as follows:

Class “A”—Excellent service; highly recommended.

Class “B”—Good service; meets Association requirements.
Class “C”—Not up to Association requirements.

Anaconda Thos. Feenan (B) .07

Pop. 12,267 23 L. 8-24’s 12-16’s 20-8’s
Billings Billings Billposting Co. (A) .09
Pop. 15,000 44 L. 12-24’s 20-16’s 35-8’s
Butte Montana Billposting Co. (B) .12
Pop. 45,000 68 L. 20-24’s 35-16’s 58-8’s
Deer Lodge James Beaton (C) .07
Pop. 2,000 4 L. 2-16’s 3-8’s
Dillon Fred Oliver (A) .07
Pop. 3,000 9 L. 3-24’s 4-16’s 7-8’s
Glendive J. R. Widmyer (C) .07
Pop. 2,000 7 L. 2-24’s 3-16’s 4-8’s
Great Falls Great Falls Billposting Co. (A) .07
Pop. 21,500 50 L. 12-24’s 18-16’s 30-8’s
Harlowton H. B. Myers (B) .07
Pop. 800 4 L. 2-16’s 3-8’s
Havre Havre Billposting Co. (C) .07
Pop. 3,500 14 L. 2-24’s 3-16’s 6-8’s
Helena Rocky Mountain Adv. Co. (B) .09
Pop. 23,152 12-24’s 18-16’s 30-8’s
Kalispell Kalispell Billposting Co. (B) .07
Pop. 7,000 12 L. 3-24’s 5-16’s 8-8’s
Lewistown Lewistown Billposting Co. (B) .07
Pop. 3,500 11 L. 3-24’s 4-16’s 6-8’s
Livingston Livingston Art & Decorative Co. (C) .09
Pop. 4,000 6 L. 2-24’s 3-16’s 5-8’s
Miles City J. F. Gibb (B) .07
Pop. 1,938 12 L. 3-24’s 5-16’s 8-8’s
Missoula R. R. Garver (A) .07
Pop. 12,000 30 L. 8-24’s 12-16’s 20-8’s
Roundup Henry P. Nelson (C) .07
Pop. 1,000 7 L. 2-24’s 3-16’s 5-8’s

NEBRASKA
Alliance S. A. Miller .07
Pop. 3,000 1-24 2-16’s 5-8’s
Alma Charles Sadler .07
Pop. 1,800 1-24 2-16’s 5-8’s
Auburn B. G. Whittemore .07
Pop. 3,000 6 L. 1-24 2-16’s 5-8’s
Aurora Peterson Painting & Posting Service .07
Pop. 1,921 1-24 2-16’s 5-8’s
Mail and paper to York, Neb.
Beatrice Thomas Billposting Co. .09
Pop. 15,000 42 L. 8-24’s 12-16’s 20-8’s
Blair V. W. Bartlett .07
Pop. 2,970 1-24 2-16’s 5-8’s
Blue Springs Talmon Advertising Co. .07
Pop. 785 1-16 3-8’s
Mail and paper to Wymore, Neb.
Central City H. E. Glatfelter .08
Pop. 2,000 12 L. 2-24’s 3-16’s 6-8’s
Chadron Chadron Posting Service .07
Pop. 2,000 10 L. 2-24’s 3-16’s 6-8’s
Columbus Columbus Billposting Co. .07
Pop. 3,522 2-24’s 3-16’s 6-8’s
David City L. C. Harris .08
Pop. 1,850 1-24 2-16’s 5-8’s
Edgar Daniel Harter .07
Pop. 1,040 1-24 2-16’s 5-8’s
Fairbury Fairbury Posting Service .07
Pop. 5,277 16 L. 4-24’s 5-16’s 10-8’s
Fremont W. A. Lowry .09
 Pop. 11,200 39 L. 6-24’s 9-16’s 18-8’s
Fullerton R. W. Saley .07
Pop. 1,464 1-24 2-16’s 5-8’s
Grand Island H. J. Bartenbach .09
Pop. 9,000 24 L. 5-24’s 8-16’s 15-8’s
Hastings J. S. Craig .09
Pop. 8,000 5-24’s 8-16’s 15-8’s
Hebron J. E. Shearer .07
Pop. 1,511 1-24 2-16’s 5-8’s
Lexington Geo. W. Volk .07
Pop. 2,000 1-24 2-16’s 5-8’s
Lincoln Zehrung Posting Service .12
Pop. 50,000 63 L. 25-24’s 35-16’s 50-8’s
Oliver Theatre.
McCook F. Folden Adv. & Billposting System .07
Pop. 4,500 13 L. 3-24’s 4-16’s 8-8’s
Norfolk A. G. Bailey .07
Pop. 4,000 2-24’s 4-16’s 8-8’s
Neligh Norfolk Billposting Co. .09
Pop. 1,135 6 L. 1-24 2-16’s 5-8’s
Omaha Omaha Posting Service .12
Pop. 125,000 30-24’s 50-16’s 100-8’s
1807 St. Marys Ave.
Plattsmouth Parmele Billposting Co. .07
Pop. 5,500 18 L. 4-24’s 6-16’s 12-8’s
Seward J. T. Bradley .07
Pop. 1,970 1-24 2-16’s 5-8’s
South Omaha Omaha Posting Service .12
Pop. 40,000 10-24’s 15-16’s 25-8’s
 Mail and paper to 1807 St. Mary’s
Ave., Omaha.
South Sioux City Sioux City B. P. & Adv. Co. .12
Pop. 1,500 1-24 2-16’s 5-8’s
Mail and paper to Sioux City, Iowa.
Stamford John Nelson .07
Pop. 490 12 L. 1-24 2-16’s 5-8’s
Stromsburg E. A. Vincent .07
Pop. 1,154 1-24 2-16’s 5-8’s
Superior Ray D. Stratton .07
Pop. 1,577 1-24 2-16’s 5-8’s
West Point Bauman Drug Co. .07
Pop. 2,500 1-24 2-16’s 5-8’s
Wymore Talmon Advertising Co. .07
Pop. 3,100 2-24’s 3-16’s 6-8’s
York G. A. Stapleton .07
Pop. 5,500 4-24’s 5-16’s 10-8’s

NEVADA
The classification of towns named is as follows:

Class “A”—Excellent service; highly recommended.

Class “B”—Good service; meets Association requirements.
Class “C”—Not up to Association requirements.

Goldfield Goldfield Billposting & Adv. Co. (B) .10

Pop. 7,000 13 L. 4-24’s 6-16’s 10-8’s
Reno S. W. Porteous (A) .10
Pop. 15,000 34 L. 8-24’s 12-16’s 20-8’s
Sparks S. W. Porteous (C) .10
Pop. 2,000 6 L. 2-16’s 3-8’s