Question 1

The use of a consultative customer-oriented sales approach:

Accepted Answer

A)  focuses on solo exchanges as the primary type of business transaction. 
B)  improves customer retention and firm profitability. 
C)  fails to improve relationship marketing efforts in business. 
D)  leads to low behavioral loyalty. 
E)  reflects the lowest degree of relationship marketing efforts. 
A)  focuses on solo exchanges as the primary type of business transaction. 
B)  improves customer retention and firm profitability. 
C)  fails to improve relationship marketing efforts in business. 
D)  leads to low behavioral loyalty. 
E)  reflects the lowest degree of relationship marketing efforts.

Question 2

What are the advantages and disadvantages of market exchanges?

Accepted Answer

Market exchanges offer buyers and seller

Question 3

How are organizational structure and culture important to selling?

Accepted Answer

The organizational structure and managem

Question 4

Describe the different phases of strategic partnerships.

Accepted Answer

Strategic partnerships tend to go throug

Question 5

Length of experience is a strong substitute for proving dependability with action.

Accepted Answer

A) True 
 B)False

Question 6

Knowledge of the customer,the product,the industry,and the competition are all necessary to the success of a salesperson.

Accepted Answer

A) True 
 B)False

Question 7

For which of the following transactions would a functional relationship between the buyer and the seller be LEAST appropriate?

Accepted Answer

A)  An apartment complex owner's procurement of 80 gallons of paint for the annual repainting of all buildings in the complex 
B)  A dentist's purchase of dentures,plates,and other apparatus from a dental lab where they are made 
C)  A commuter's purchase of a daily newspaper to read on his way to work 
D)  A foreman's purchase of lubricating oil for an assembly line 
E)  An interior decorator's purchase of a cell phone 
A)  An apartment complex owner's procurement of 80 gallons of paint for the annual repainting of all buildings in the complex 
B)  A dentist's purchase of dentures,plates,and other apparatus from a dental lab where they are made 
C)  A commuter's purchase of a daily newspaper to read on his way to work 
D)  A foreman's purchase of lubricating oil for an assembly line 
E)  An interior decorator's purchase of a cell phone

Question 8

Which of the following is a true statement about strategic partnerships?

Accepted Answer

A)  Both the buyers and the sellers in strategic partnerships are primarily interested in pursuing their own self-interests. 
B)  Members of strategic partnerships make significant investments for the sake of the relationships. 
C)  Strategic partnerships offer buyers and sellers a lot of flexibility. 
D)  Increased short-term profits are a benefit of strategic partnerships. 
E)  Members of strategic partnerships have a low level of dependence on each other. 
A)  Both the buyers and the sellers in strategic partnerships are primarily interested in pursuing their own self-interests. 
B)  Members of strategic partnerships make significant investments for the sake of the relationships. 
C)  Strategic partnerships offer buyers and sellers a lot of flexibility. 
D)  Increased short-term profits are a benefit of strategic partnerships. 
E)  Members of strategic partnerships have a low level of dependence on each other.

Question 9

Define strategic partnership.What are the important characteristics of strategic partnerships?

Accepted Answer

Strategic partnerships are long-term bus

Question 10

Why do both the buyer and the seller in a solo exchange pursue their own self-interests?

Accepted Answer

A)  Because the parties in the transaction do not plan on doing business together again 
B)  Because both believe the other party would not take advantage of them if given the opportunity 
C)  Because less hassle means more value to the buyer 
D)  Because both the buyer and the seller have a high level of dependence on each other 
E)  Because the buyer is confident that,over the long run,he or she will get a fair share of the profit 
A)  Because the parties in the transaction do not plan on doing business together again 
B)  Because both believe the other party would not take advantage of them if given the opportunity 
C)  Because less hassle means more value to the buyer 
D)  Because both the buyer and the seller have a high level of dependence on each other 
E)  Because the buyer is confident that,over the long run,he or she will get a fair share of the profit

Question 11

Zeller Hub,a Canadian discount store,has developed a supplier portal software from the inputs given by the experts in its retailing division and its supplier Welknit Knitting Co.This information system will share inventory and stock lists of both the companies on a daily basis.It will,thus,aid the continuing relationship between the companies and increase the profitability of both the parties by controlling excess stock and inventories.Identify the relationship between Zeller Hub and Welknit Knitting Co.

Accepted Answer

A)  A relational partnership 
B)  An internal partnership 
C)  A strategic partnership 
D)  A solo market transaction 
E)  A functional relationship 
A)  A relational partnership 
B)  An internal partnership 
C)  A strategic partnership 
D)  A solo market transaction 
E)  A functional relationship

Question 12

What is the difference between behavioral and attitudinal loyalty?

Accepted Answer

Behavioral loyalty refers to the purchas

Question 13

Which of the following gives both members of a relationship a strong incentive to pool their strengths and abilities?

Accepted Answer

A)  Autocratic leadership 
B)  Profit orientation 
C)  Competence 
D)  Shared goals 
E)  Open communication 
A)  Autocratic leadership 
B)  Profit orientation 
C)  Competence 
D)  Shared goals 
E)  Open communication

Question 14

_____ are long-term market exchanges characterized by behavioral loyalty;the buyer purchases the same product out of habit or routine over time.

Accepted Answer

A)  Strategic partnerships 
B)  Solo market transactions 
C)  Relational partnerships 
D)  Functional relationships 
E)  Internal partnerships 
A)  Strategic partnerships 
B)  Solo market transactions 
C)  Relational partnerships 
D)  Functional relationships 
E)  Internal partnerships

Question 15

Who are boundary-spanning employees?

Accepted Answer

Those employees who cross the

Question 16

Zero Zone Inc.manufactures and sells display refrigeration and freezer units to supermarkets.The manufacturer is successful because it is able to keep the promises it makes.All customers know that Zero Zone's salespeople and its products live up to all the promises made.Which factor necessary for mutual trust to develop does this illustrate?

Accepted Answer

A)  Dependability 
B)  Sales orientation 
C)  Likability 
D)  Spontaneity 
E)  Profitability 
A)  Dependability 
B)  Sales orientation 
C)  Likability 
D)  Spontaneity 
E)  Profitability

Question 17

Caesar salad dressing contains raw eggs,but fear of salmonella poisoning has forced many restaurants to use an inferior tasting bottled dressing in their Caesar salads.Davidson from Food Tech,a company that develops preservatives and food additives,has developed a process for pasteurizing eggs on a large-scale basis.The pasteurization of eggs is a complicated process that took years to perfect.Food Tech will be called a(n)_____ as it resolved this issue ahead of the rest of the marketplace.

Accepted Answer

A)  end user 
B)  champion 
C)  lead user 
D)  gatekeeper 
E)  driver 
A)  end user 
B)  champion 
C)  lead user 
D)  gatekeeper 
E)  driver

Question 18

Discuss the difference in communication between a relational partnership and a strategic partnership.

Accepted Answer

One difference between a relational part

Question 19

Which of the factors used to develop mutual trust between a buyer and a seller is the LEAST important?

Accepted Answer

A)  Dependability 
B)  Honesty 
C)  Likability 
D)  Customer orientation 
E)  Competence 
A)  Dependability 
B)  Honesty 
C)  Likability 
D)  Customer orientation 
E)  Competence

Question 20

What are the characteristics of relational partnerships?

Accepted Answer

Relational partnerships are characterize

The use of a consultative customer-oriented sales approach:

What are the advantages and disadvantages of market exchanges?

How are organizational structure and culture important to selling?

Describe the different phases of strategic partnerships.

Length of experience is a strong substitute for proving dependability with action.

Knowledge of the customer,the product,the industry,and the competition are all necessary to the success of a salesperson.

For which of the following transactions would a functional relationship between the buyer and the seller be LEAST appropriate?

Which of the following is a true statement about strategic partnerships?

Define strategic partnership.What are the important characteristics of strategic partnerships?

Why do both the buyer and the seller in a solo exchange pursue their own self-interests?

What is the difference between behavioral and attitudinal loyalty?

Which of the following gives both members of a relationship a strong incentive to pool their strengths and abilities?

_____ are long-term market exchanges characterized by behavioral loyalty;the buyer purchases the same product out of habit or routine over time.

Who are boundary-spanning employees?

Discuss the difference in communication between a relational partnership and a strategic partnership.

Which of the factors used to develop mutual trust between a buyer and a seller is the LEAST important?

What are the characteristics of relational partnerships?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 13: Building Partnering Relationships

The use of a consultative customer-oriented sales approach:

What are the advantages and disadvantages of market exchanges?

How are organizational structure and culture important to selling?

Describe the different phases of strategic partnerships.

Length of experience is a strong substitute for proving dependability with action.

Knowledge of the customer,the product,the industry,and the competition are all necessary to the success of a salesperson.

For which of the following transactions would a functional relationship between the buyer and the seller be LEAST appropriate?

Which of the following is a true statement about strategic partnerships?

Define strategic partnership.What are the important characteristics of strategic partnerships?

Why do both the buyer and the seller in a solo exchange pursue their own self-interests?

What is the difference between behavioral and attitudinal loyalty?

Which of the following gives both members of a relationship a strong incentive to pool their strengths and abilities?

_____ are long-term market exchanges characterized by behavioral loyalty;the buyer purchases the same product out of habit or routine over time.

Who are boundary-spanning employees?

Discuss the difference in communication between a relational partnership and a strategic partnership.

Which of the factors used to develop mutual trust between a buyer and a seller is the LEAST important?

What are the characteristics of relational partnerships?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters