Exam 2: Building Partnering Relationships

The typical goal for market exchange selling is to maximize lifetime customer relationships.

A _____ partnership will occur when buyer and seller have close personal relationships that allow them to communicate effectively with each other.

The two types of partnerships between buyer and seller are called:

How is a market exchange relationship a win-lose relationship?

What evolutionary stage of personal selling has existed since 1990?

Research indicates that as long as a buyer is ___________________, switching is unlikely.

Which of the following statements about functional relationships is true?

Which of the following serves as a foundation for a successful, long-term relationship?

Bobbi is creating a ________________ system to identify opportunities for cost reduction, greater efficiency, and other mutual benefits with her vendors.

Zeller's, a 205-store Canadian discount store, owes much of its success to its ability to develop _____ with its vendors. It has developed cross-functional teams with experts from the retailer and from its vendors. These teams work together to develop information systems to improve relationships between the vendor and Zeller's and to develop promotions tailored to help both the vendor and the retailer sell more.

Relational partnerships are created explicitly for the purpose of uncovering and exploiting joint opportunities.

What is a company creating when it uses technology and statistics to identify supplier relationships and opportunities for greater efficiency?

For the customer, _____ is the critical issue in a market exchange.

Every third Wednesday in the month, LuEllen's Barbecue Shack orders four pick-up truckloads of hickory for slow-cooking the meat. She always orders from Samson Wood Products Company because they deliver on time and she likes the quality of the wood. Since both parties act like close friends rather than business acquaintances, this exemplifies a(n):

For consumers, value equals selling costs minus the selling price and effort.

Caitlin Gold has sold business textbooks for seventeen years. She makes it a point to try to create a personal relationship with her customers. When a committee of professors selected a new marketing book, her book was one of the three finalists. Because the committee chairperson considered herself a close friend of Gold, she convinced the committee to select Gold's text over the other options. The committee chairperson trusted Gold to provide a good text at a fair price. This is an example of a:

List the five foundations of a successful, long-term relationship between a customer and a salesperson.

What are companies which face and resolve needs months or years ahead of the rest of the marketplace called?

Carla's responsibilities include customers, vendors, and finance. Carla is a(n):

What is the primary goal of long-term relationship selling?